ist magazine October 2021

Notes from the Road

Work Your Sales Muscle! By Lisa Saavedra

i used to spend about 200 days a year on the road training the teams at our salon and distributing partners. Through the years, our methods have relied heavily on feedback from salon owners and managers on what help their team needs most. There is a common question: “how can my staff become stronger salespeople?” One thing that differentiates a successful salon from a mediocre one is not its beds, décor or necessarily its location… it’s the sales staff. You can give your team the necessary tools to succeed, but if they don’t want to be successful, you can’t make them. This month, I am talking to your staff – our tanning sales force – about ways to boost confidence and help them become better, more successful versions of themselves. 1. Get dedicated! Is this a job you like? Do you enjoy this industry? Do you like sales? Not to be harsh, but if you answered “no” to any of these, maybe it’s time to find a career that suits you better. If you said “yes” to all three questions, then it’s time to decide to give it your all! Nothing in life will come easily. Buckle down, work hard and reap the benefits. 2. Identify your weaknesses. This is hard for most of us to do, so ask your co-workers or manager what they think you could improve. Then, make a plan to become absolutely awesome at those things! Write down your goals, set a deadline, make a plan and work at it to become better every day.

little harder, you can increase your hourly wage with more commissions. I’ve found that most successful salespeo ple are intensely action-oriented. They have a sense of urgency and hunger. They have a “Do it NOW!” attitude and a compulsion for closure. They maintain a fast pace in most aspects of their lives. This is what makes not only successful sales staff, but overall success ful people, as well. Stop making excuses and start making adjustments. Love what you do, believe in yourself and know that by changing your attitude and pushing a little harder, you can achieve much more. ■ Open your mind to constantly learn. Many tanning product providers offer education year-round to help you improve your sales ability.

3. Surround yourself with like-minded people. It is said that we are a combination of the five people with whomwe spend the most time. Motivated, driven and hardworking people will naturally help you strive for better. Distance yourself from people in the workplace or your personal life who are negative or complaining. We tend to learn bad habits from other staff, so if you work on keeping your bad habits in check, those around you will do the same. 4. Constantly evolve. Your day-to-day work changes, the people you see change – as the industry continues to grow and change, so do you. Re-educating yourself is so important! This is a fast-paced, fun industry with new and exciting products, equipment and add-on services coming out every day, especially with our rapidly changing times. Open your mind to con stantly learn. Many product distributors and manufacturers offer education year-round to help you improve your sales ability. 5. Take positive actions toward your goals. As a salesperson, you are in the driver’s seat to your own destiny, you control your income. Come to work every day with a plan to make that day better than the one before. A positive mindset can go a long way in helping you to succeed, and in turn, make more money. As a salesper son, your position is probably commis sion-based; by implementing the tools and techniques available to you and working a

About the Author: Lisa Saavedra is Director of Brand Development for Devoted Creations family of brands. With over 15 years in the industry, Lisa brings

knowledge and enthusiasm to all aspects of the business, including social media, product development, training, customer relations, public speaking and marketing strategies. Lisa worked at the salon level managing a large chain, which infuses her sales training and brand concepts with

real-world experience. Lisa has been voted the IST Magazine Person of the Year four times.

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October 2021 istmagazine.com