For an industry that is so dependent on professional products, the secret code to get professional service providers to “sell” has yet to be broken.
Even with the advancement and sophistication of salon/spa retail space, service provider engagement in retail selling is disappointing at best and frustratingly indifferent at worse.
We’ve all heard the infamous, “I’m not a salesperson,” statement from service providers. Yet, the predominant reward for selling retail at salons and spas is a salesperson commission rate. If the process of selling retail is distasteful … will a retail commission rate make selling retail taste better?
A frequently asked question is, “What’s a good retail commission rate to motivate my employees to sell?” Here are three reasons why this is the wrong question to ask:
- And my motivation is what? …: The question assumes that there is some retail commission rate that will motivate employees to sell. As previously stated, if the majority of service providers just don’t like to sell retail, any retail commission is not going to motivate them to sell.