Sales don’t have to be scary – show people the end result that you want to give them and they’ll be right on board with you! Having worked his way from selling his first guitar aged 12, to outselling his peers many times over in the PT space, one man with sales experience and ability in abundance is Founder of Ultimate Sales Academy, Pete Scott!
In episode 8 of The Salonology Show, Pete details every step on his journey – even a few missteps – within which there’s a plethora of tips to boost YOUR salon’s sales, and how you can feel confident doing so. We also hear how off-the-wall projects can help you stand out in your industry, and the success that can be found in copying other successful approaches.
This episode of The Salonology Show covers:
- Learning by copying others’ successful methods
- Converting great sales performance into passion for training others
- Standing out from the rest of your industry
- The power of ‘edutainment’
- How to change your sales procedures
- Selling an outcome, not a product
- Motivating staff to be confident in sales
- A salon’s #1 most valuable asset
This episode of The Salonology Show is sponsored by Timely.
Get 50% off for 3 months with discount code SALONOLOGY – just click here.
Links & References
Ryan Power: https://www.instagram.com/itsryanpower/
Hollie Power: https://www.instagram.com/holliefromsalonology/
Salonology Superstars: https://www.facebook.com/groups/salonology
Pete Scott: https://www.petescott.com and https://www.instagram.com/petescottofficial/
Ultimate Sales Academy: http://www.ultimatesalesacademy.com and https://www.facebook.com/groups/ultimatesalestraining/
Timely: https://www.gettimely.com/gb/
Get in touch with the show: hello@salonology.uk
Episode Highlights
“I sold my first guitar aged 12, and my dad taught me little things about upsells. So you don’t just make the money when you sell the guitar, you also sell a set of strings with it and make sure they got some plectrums, and that was my first introduction to sales.” – 5:04 – Pete Scott
“I booked 22 consultations in one day, and didn’t sell a single thing to a single person because I had no idea on the art and science required behind it, how to communicate and influence in a positive way, and also I was selling the wrong thing – the consultation, not the outcome that they were trying to achieve.” – 6:49 – Pete Scott
“What bugs me about the industry is when therapists say that they can’t sell. But what they don’t realize is that in that moment, they’re actually selling – they’re selling the fact that they can’t sell.” – 8:50 – Pete Scott
“I believe everybody is a yes, and that’s why they buy, whereas you might believe everyone to be a no, and you have to convince them to be yes. When you’re starting from a no, it’s a really difficult place.” – 12:54 – Pete Scott
“I remember sitting outside this little Thai traditional type apartment on the balcony, and somehow I got the number six in my mind. So I said ‘I’m going to help six companies, and I’m going to document it’. Then within eight seconds, I went ‘Why not 100?’, and then that was it.” – 15:44 – Pete Scott
“There’s a big emphasis on being fully booked in the industry. I don’t believe that should be a measure. It’s about being known for something. So the way that we can do this and make it very pragmatic, is thinking: if money was no object, what would you do for your client?” – 23:34 – Pete Scott
“So one of the things that I teach very specifically, and I’m very meticulous about this: never show the product. Ever. The moment you show the product, you’re actually presenting a problem – the attention moves away from helping the individual in front of you to ‘Hey, I’ve got this thing in a box that I want to buy’, and it only becomes as valuable as the box and the cream within it.” – 31:11 – Pete Scott
“Another bugbear about the industry is that most therapists only teach what the client already knows.” – 33:01 – Pete Scott
“Start with knowing that your team is your most valuable asset. It’s not some new product. The amount of salons and spas that I’ve walked into, and they’ve changed their entire product range, they switch from one company to another. I asked ‘Why did you just go and drop £35k on getting your first stock order?’. They say ‘The team said that they can sell those products.’. I already know that’s a train wreck because they’re not going to sell it any better. You’re not going to sell something new, because you’re not selling a product, you’re selling an outcome.” – 40:43 – Pete Scott
