This document provides recommendations for therapists to promote home care product sales to clients. It emphasizes that recommending products, not just selling them, builds trust. Recommendations should be based on clients' specific needs and concerns. Setting sales goals and regularly evaluating performance can increase retail volume and income. Building rapport with clients and focusing on benefits, not features, increases the likelihood of sales. Education of therapists on products and sales techniques is important for success.

1. RECOMMMEND HOME CARE RECOGNIZE THE VALUE OF PRODUCT RECOMMENDATION Prepared by: Patricia Moore Vice President – Pevonia Canada

2. Guests Are Buying Products Why not buy them from me? Face: Cleansers, Toners, Creams, Make-Up Body: Shower/Bath Gel, Moisturizer, Body Scrubs, Sponges/Loofahs etc Hair: Shampoo/Conditioner, Gel, Wax, Mousse, HairSpray, Brushes, Combs We are missing the boat: Lets capture a piece of that pie

3. ` Are you looking for a raise???? Example: Recommended volume per hour – based on a 40 hour week Retail Volume Increase Income By: $20.00 per hr @ 10% comm = $2.00 $2 x 40hr = $80 x 50 wks = $4000 annually The Therapist who does a great service recommends products Home Care recommendation is the professional obligation of a Therapist

4. Understand The Difference Between Selling and Recommending Selling is: when you try to convince someone to buy something whether they need it or not Recommending is: When you offer a solution to a problem

5. Why We BUY? People in general buy products because: 1. They solve a problem or concern 2. They buy benefits 3. They like and trust the person making the recommendation 4. They buy value and credibility 5. Results and promises

6. It’s All About Trust and Integrity First thing you need to do is sell yourself “ It’s not about what comes to you……….. it’s what comes through you Stand behind your profession Stand behind your knowledge Stand behind your product Educate……..educate………..educate Self education is a “gift” to oneself………..

7. Take A Word Each Day and Add to Your Vocab Utilization of Professional Words………. Utilization of Professional Words……… Rejuventating Smoothing Invigorating Softening Anti-Oxidant Anti-Aging Desensitizing Decongesting Anti-Inflammatory Firming Hydrating Nourishing Preventative Etc Study the words and meanings. Write a little paragraph describing each word. Put this into practice……….

8. Setting Sales Goals A person without a goal, is like a ship without a rudder Napoleon Hill Commit to change, implementation, education and improvements Stay focused on sales vision and mission Know and use your own products – Product Knowledge Recommend ethically and professionally Set target goals – evaluate weekly, revise monthly, quarterly, annually Rewards

9. Retail Building Blocks Greeting and Introduction First impression, smile, eye contact, firm handshake, name pronuncation, positive aura, enthusiastic and energetic Building Rapport Connect, speak their language, communicate positive intentions, listen Presentation of sale Introduce product during treatment, state the benefits, define objective of treatment Questions – do you have any questions? Listen, know your product, mention two or three active ingredients, know your facts, answer questions with logic Benefits and Summary – close the sale What is in it for them, prolong the result at home, encourage skin assessment at their next appointment, up-sell treatments Logic makes people think - but emotions make people act LOGIC + EMOTION = SALES

10. Sales Mistakes To Avoid Not following a system Expecting retail sales target to get better by itself Not listening, too much talking Not being prepared Using words which will kill your sale Lack of education and knowledge Lack of sincerity, passion and commitment Allowing yourself to look slump and defeated Pre-judgement i.e. I cannot afford this, therefore my client cannot either! You have no right to make that judgement, it’s your clients choice