Insider: Spa Retail Management: Sales Training for Spa Associates

By Nina Curtis, Founder & President, The Nile Institute

Ms. Nina Curtis

Boy, is the year moving fast! It’s the second quarter of 2008 and spring is truly upon us. I love this time of year. What’s the saying? April showers bring May flowers…it’s truly time for spring cleaning and launching of new ideas and products. When it comes to retailing this is a great time to look at your offering and identify any areas where you can launch new and exciting treatments and products. It’s also a great time to check-in with your team to make sure that they are really clear on what you offer, why you offer it and what part they play in it all. 

During my alliance with Elizabeth Arden Red Doors, Lancome Institute de Beaute, Macy’s (now that’s a long time ago) and Nordstrom’s, sales training was a daily part of the program. Today I truly appreciate the enormous amount of training that was provided by each of these companies and the importance put on the sales component of my job position. It was not enough for me to offer ‘great’ treatments and services, it was as important for me to sell the appropriate products so that clients could return home and continue the results of the treatment I had given them. This completed the whole experience. 

There was no separation in the process. Treatment and product sales went hand in hand and I am thankful for the foundation that was set for me early in my career. My products sells have always been high, and I have reaped the rewards of repeat business and truly satisfied clients. 

From reading my past articles, you already have your retail concept and retail mix in place so the sales training component is just an extension of all that you do. 

My most recent article in the Hotel Business Review, "Spa Retail Management: Sales Training for Spa Associates" focuses on the selling and sales training process that must be incorporated as a part of your business success.  

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In Light, 

Nina Curtis

The Nile Institute

Curtis Communications

curtiscomm@earthlink.net