{"id":25253,"date":"2017-11-27T08:30:34","date_gmt":"2017-11-27T07:30:34","guid":{"rendered":"https:\/\/phorest-ob-staging.com\/blog\/retail-selling-technique\/"},"modified":"2021-05-14T15:52:53","modified_gmt":"2021-05-14T15:52:53","slug":"retail-selling-technique","status":"publish","type":"post","link":"https:\/\/www.phorest.com\/au\/blog\/retail-selling-technique\/","title":{"rendered":"David Barnett\u2019s Proven To Work 3-Step Retail Selling Technique"},"content":{"rendered":"

When we took it to Instagram to announce that we were going to have David Barnett from the High Performance Stylist<\/a> as a guest on Phorest FM, the response was incredible. We knew we were on to something, but David blew it out of the ballpark. Now, for those who don’t know David Barnett, he has spent a career working for some of the world’s leading salons in the UK, Ireland and the US with some of his work featured on New York Fashion Week, The Grammys, The MTV Awards, and even he had his California salon chosen to do a pop-up salon for the VIP’s at the Super Bowl 50. During the show, he graced us with some invaluable insights and takeaways on making his three-step retail selling technique part of a salon’s business culture.<\/p>\n

<\/p>\n

The Story Behind It All…<\/h2>\n

Before getting into the nitty-gritty details of his three-step technique, he told us a little story worth sharing:<\/p>\n

\n

I was working at John Barrett\u2019s salon in New York. Now this place it does $12 million a year, it does a million dollars a month, and they have unbelievable service in there. And that\u2019s when I realized that it was service over the standard of technical service that is so important – it\u2019s customer service.<\/p>\n

However, one day my manager came up to me and she said,\u201cDavid, you should be doing more retail sales than you\u2019re doing right now.\u201d<\/em>\u00a0And I had the textbook reaction to that, or reply to that, and that was, ‘My clients already spend $200 on a haircut, there is no way in the world that they\u2019re going to spend any more money on products, they don\u2019t need it.’<\/em>\u00a0And she said something to me that I will never forget, she said, ‘David, get your head out of your client’s purse. Do not make the\u00a0decision for them, it\u2019s none of your business whether you feel they can afford it or not, or whether they feel that they deserve to buy a product. All you need to do is to educate your guest on what you\u2019re doing and let them make that decision.’<\/em><\/p>\n

Read more of the episode’s transcript here.<\/a><\/h5>\n<\/blockquote>\n

The thing is, retailing goes far beyond a sales\u00a0pitch or a mere monetary transaction. It’s all about education, trust, building relationships and becoming the expert that you truly are. And when you understand that, everything makes so much more sense.<\/p>\n

\"retail<\/a>
Click on the image to download the eBook.<\/figcaption><\/figure>\n

The Three-Step Retail Selling\u00a0Technique<\/h2>\n

It’s not uncommon to hear stylists and therapists not want to sell retail. In fact, it’s the first I highlighted in Phorest’s retailing ebook I wrote about a year ago. It’s like there is this misconception that clients are just going to go and buy online anyways. But, like David Barnett mentions at some point in the episode: “I\u2019m telling you now, 95% of clients coming through the door would much, much rather buy it from a professional, whose given them great advice on exactly what they use and why they\u2019re using it and when to use it. That\u2019s what you need, they\u2019re going to buy from you every single time if you\u2019re having the conversation.”<\/em><\/p>\n

Download the visual reminder for this three-step retailing technique!<\/strong><\/h3>\n\n\n\n