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How to Sell Non-Sellers

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Submitted By kuihnesh
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How to sell non-selling items (Chelsea)

Smith (2007) mentioned that during festive periods, the spa can introduce special packages with detailed explanation of benefits of the package which the customer can buy and offer to their loved ones. By using TAC system to introduce packages and promotions during festive seasons like Christmas, New Year and Women’s day etc. to create a buzz and the guests will feel special about the packages. These packages can be a mix of both fast moving and non moving spa treatments, or can be a combination of 2 or more treatments with a discounted price to attract more customers (Bodeker and Cohen, 2008.). Besides the technical strategy, spa associates also play a vital role in up selling of spa treatments and products (O'Fallon and Rutherford, 2011). Some associates are unable to explain treatments information’s properly. It may lead to the poor effects of package promotions. So the front office associates should be trained on the product knowledge which will help them to sell products and services with more clarity to the customers.

A spa owner did a survey and found that 93 percent of the customers were buying products and services only based on the recommendation of their therapists (Capellini, 2010). Most of the spas have incentive schemes for up-selling of products and services. In case of slow moving treatments, the spa can introduce a higher percentage of incentive for therapists who sell them. This incentive schemes can be extended to the front office associates too. Incentive module can be incorporated with the TAC system which will automatically identify and assign the incentive percentage depending on the sales history. End of every month the system should generate a report giving clarity on the low-selling item and assign high incentive percentage. This should be communicated to the team who will then try and

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