Why does the word "selling" get such a negative response? Mainly because no one really wants to talk about it in the spa world where we believe it is only our position to make people feel good, well at least when it comes from the therapist's mouth.

I had this thought at one time as a therapist but only because during my basic cosmetology training no one presented sales as a part of my soon to be career. The same was true of my massage training. Nowhere during my training did any of my instructors present the importance of product selling in one of their lessons.

It was not until I started working at 'the Best Me' in Oakland, California where my boss told me that I would have to sell this cream that was to change the face of the American woman. The cream was called Le Mer. This was way before Estee Lauder purchased the company. I would watch as she presented it to every woman that walked in her salon and they would buy it. But she knew them I would contend. She was older (oops) and could speak on their level, I could be their daughter, why would ...