Is Mani Pedi
Selling Dead?
Jim Nichols
VP, Marketing
From the dawn of time…
Performance
The Challenger Sale

Relationship Seller

Hard Worker

Reactive Problem Solver
Challenger Seller

Lone Wolf
EXAMPLE

Our cross-device training process
 Multiday trainings on the ins and outs

 4 tech learning sessions
 Regional...
“You don’t close those people
over a mani pedi or a cocktail.”
 Get past the stereotypes!

 Recruit and reward a different kind of person – a challenger!
 Recognize that our clients ...
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Is Mani Pedi Selling Dead?

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Is Mani Pedi Selling Dead?

  1. 1. Is Mani Pedi Selling Dead? Jim Nichols VP, Marketing
  2. 2. From the dawn of time…
  3. 3. Performance
  4. 4. The Challenger Sale Relationship Seller Hard Worker Reactive Problem Solver Challenger Seller Lone Wolf
  5. 5. EXAMPLE Our cross-device training process  Multiday trainings on the ins and outs  4 tech learning sessions  Regional- and vertical- specific training  Our experts on a 600 meeting blitz over 3 weeks  28 industry events – including online events with 3rd party researchers  Research instead of schwag
  6. 6. “You don’t close those people over a mani pedi or a cocktail.”
  7. 7.  Get past the stereotypes!  Recruit and reward a different kind of person – a challenger!  Recognize that our clients are now skeptical for a reason!  Solve the business problem, not the chipped lacquer problem!

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