Chapter 4

Same add-on: why does one stylist sell, another annoy?

Cùng món bán kèm, sao thợ này bán được, thợ kia không?

The chapter's question

Does my upsell suggestion start from the client's needs or from the monthly target?

Big idea

Upselling fails when it serves a target; it works when it continues a treatment plan.

In this chapter

  1. Part 4.1

    Where the Suggestion Starts

    Does the stylist's suggestion start from the client's need or from the product?

  2. Part 4.2

    What the Target Creates

    What is the monthly target making stylists do differently?

  3. Part 4.3

    The Moment in the Session

    At which minute is the client most open to listening?

  4. Part 4.4

    When They Decline

    When the client says no, what does the stylist do next?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Chair and the Person is free to read right here.

Read in Conan School

Chapters of The Chair and the Person

  1. 1.If empty chairs never show in reports, who fixes them?
  2. 2.Does my salon give great technicians anywhere to grow?
  3. 3.Is a stylist's memory really the salon's asset?
  4. 4.Same add-on: why does one stylist sell, another annoy?
  5. 5.Does per-session pricing teach clients to shop around?