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Extra resources for Allure (May 2015)

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Margo: I'm sure you don't want to wait toolong for your color. How about scheduling a week from now at the same time? Gloria: You're probablyright. I always wait andcall too late. Go ahead andschedule it. Margo: Great, Gloria, I'll put you downfor color and a haircut. Would youlike to havea manicure whileyour color isprocessing? Gloria: I’ve never had a manicure. Margo: It’s wonderful, Gloria, and it wouldn’t take any extra time. What you say and how you say it have a significant impact on your professional growth.

Planning your client’s future visits is a vital key to client retention. Esthetician Suzanne: Theparafln treatment I did today is the best way to moisturize your skin. However, during your skin analysis, I noticed your skin would benefit from deep- exfoliating AHA treatments. AHA treatments would remove the dead skin cell layers, which canact as a bam’er to deep moisturizing. Client Sheri: I’ve heard of AHA, but I didn’t understand it how worked. Suzanne: AHA, or AlphaHydroxyAcidmakes your skin look younger by refining the texture.

6. Scripting dialogue helps stylists to retain even displeased clients. 7. Scripting an exit dialogue ensures that the client leaves the salon looking forwardto her next visit. 8. Open questions are used to get a client to talk more. Closed questions are used whenyouwant a simpleyes or no answer. 9. The best salespeople ask a series of questions that require a yes answer from the client. Creating the client yes mode carries through to the closing of the sale. 10. Closing the sale is the most important part of the sales process.

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