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Can we talk about how commission breath is the number one killer of retails in the chair?
I was reading a thread in an old stylist group about why chair renters quit and someone posted a stat from a distributor survey that said 68 percent of booth renters who quit within 18 months blamed not being able to sell retail, not their cut or color skills. That floored me because everyone talks about technique like it's the whole job. I have been behind the chair 11 years now and I can tell you the ones who make it are not the best balayage artists, they are the ones who can talk a normal person into a 30 dollar shampoo without making it weird. I watched a girl at a salon in Tampa do a killer cut and then hand the client a bottle of generic store stuff she grabbed at CVS on her lunch break because she was scared to pitch the shelf product. She lasted 7 months. Meanwhile the guy next to her with average hands sold 400 bucks of product a day just by asking two simple questions during the blowout. Technique gets you booked, but if you can't sell the take home you are always chasing new clients instead of keeping the ones you have. So my question for the room is this, do you actually teach retail in your school program or did you learn it the hard way like I did?
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dianawilson4d ago
Sold retail for years before I ever held shears, and the pushy ones always tanked. The stylists I saw last longest were the ones who never pitched anything, they just talked about what they used at home and the client asked for it. That Tampa girl didn't fail because she couldn't sell, she failed because nobody taught her that retail is just a normal part of the service, not a sales script. Blaming it on "commission breath" lets the salon off the hook for not training people on the boring part.
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