Chapter 3

Where does advice end and a sales pitch begin?

Lời khuyên và lời chào hàng khác nhau ở chỗ nào?

The chapter's question

Where does my stylists' product suggestion start from?

Big idea

A suggestion that starts from a need is advice; one that starts from a quota is a sales pitch.

In this chapter

  1. Part 3.1

    During, Not at the Till

    At which minute of the appointment does the stylist mention a product?

  2. Part 3.2

    Letting Them Try It

    Does the client get to try the product during the appointment itself?

  3. Part 3.3

    When They Say Next Time

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

  4. Part 3.4

    Do Your Staff Use It

    How many of my stylists use the products they sell?

The reading for this chapter is inside Conan School

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

Read in Conan School

Chapters of The Shelf Beside the Chair

  1. 1.Whose shelf is it, mine or the distributor's?
  2. 2.Are clients buying a product, or more weeks of results?
  3. 3.Where does advice end and a sales pitch begin?
  4. 4.Are my retail targets quietly selling off client trust?
  5. 5.Is a full stockroom wealth, or money going stale?