נאומי מכירה – ספיצ`ים
פה תוכלו לקבל וללמוד את הספיצ`ים שיהפכו אתכם למוכרי על!
לכל מוצר יש מעין טקסט מכירה שמרכיב את האינפורמציה אותה אנו רוצים להעביר ללקוחות ושלוקח אותם דרך מספר תחנות שבסופם אמורה להתבצע מכירה. הפיטץ עוזר לנו לשלוט במכירה, להציג ולספר על מרכולתנו ולתזמן את סגירת המכירה (אז איך את רוצה לשלם גברתי) לנקודה ולזמן הנכון. הפיטץ גם עוזר לנו לעניין ולפתות לקוחות עם עוד מוצרים. הפיטץ מעביר את האינפורמציה הנכונה, העניינית והרצויה ללקוח על מנת לשכנע אותו או אותה שהם הכן צריכים את המוצר.
שינון ושליטה בפיטץ הוא ההבדל בין מכירה ללא מכירה ומה שיקבע את הצלחתכם ורווחיותכם.
לפניכם ארבעה חלקים באנגלית:
1.רקע על ים המלח ועל המוצרים (עוזר, חשוב ומסייע- ככל שתידעו יותר- תימכרו יותר).
2.נקודות ציון לגבי הפיטץ (דברים שכדאי וגם כאלה שלא)
3.הפיטצים עצמם (3 מוצרים שונים)- את החלק הזה חובה ללמוד ולשנן!!
4.חומר רקע נוסף על מבנה העור ועל השפעות הקוסמטיקה עליו.
Sea-Spa Skin Care Pitch - an overview
The demonstration consists of few parts
First part - After stopping customers, put some salt on their hands and asks them to rub it in well. While washing their hands, do the explanation about the Dead Sea and the rest of the products
Second part- Introduction of the creams.
Third part- Demo of the mud’s.
Only introduce the rest of the products if there is a need (in order to close the sale or if the customer is asking);
•Make sure the information we give is clear and concise (accurate).
•Lead the customer through the pitch in order to bring them to their chosen item.
•Ask the right questions- what type of skin? Is your skin dry? Do you suffer from any skin conditions? Is your skin greasy?
1st part: background explanation about the Dead Sea:
The Dead Sea is the lowermost place in the world and its water is 10 times saltier than the water in other seas.
There are about 300 minerals which are unique to the Dead Sea and cannot be found anywhere else. Also, the minerals are so concentrated and condensed that they are easily absorbed into the skin. Calcium, iron and magnesium are among the most important minerals that can be found in the Dead Sea. They help to strengthen and build the muscles, increase the flow and quality of blood, and have a relaxing effect over the whole body.
The skin is considered the utmost organic part of the human body and can absorb more minerals than the mouth! In fact, the skin has the ability to absorb about 65% of the minerals it is exposed to. When we use oral vitamins and minerals from the pharmacy, our bodies only absorb about 10%.
The skin- the skin is built from 7 different layers which the body renews every day. The body creates new skin cells constantly but some of these cells die and need to be replaced by dermatological materials such as salts. Natural salts are organic. They are non-greasy and have a revolutionary effect on all types of skin apart from sensitive skin conditions. Skin conditions such as psoriasis and eczema evolve from a malfunction in the nervous system. Cells are over-produced and then die due to the body’s inability to sustain them. Those dead cells are best removed by natural salts and Dead Sea mud.
While salts help remove the dead skin cells, mud is good for greasy facial skin and dry body parts. The mud is particularly efficient for people who suffer from arthritis and skin diseases because it absorbs unwanted toxins that have been accumulated in the body while also rebuilding the muscles.
2nd part: introduction of the creams:
The demonstration starts with the products that people use everyday:
The hand cream consists of a unique formula that combines salts and mud to restore the natural balance of the skin. It is not greasy and does not dissolve under water.
The foot cream is hypoallergenic and great for foot and leg eczemas. Its’ special, non-greasy texture prevents the growth of fungus.
It is important to remind the customer that the creams have to be bought alongside the salts for the utmost affect and most comprehensive treatment against dead-cells.
Body butter is different from common body lotions and moisturizers because it is thick and creamy. This texture provides the skin with an added protection against cold and the damaging sunrays that are both major causes of the proliferation of dead cells. This ‘natural defense system’ can be applied all over the body apart from the face.
Eye gel tackles the appearance of wrinkles but it can also reduce the puffiness underneath the eyes that blurs the lines around them. The gel is fragrance-free and contains minerals that revive the skin from damage caused by dehydration, over-eating meat, or the lack of sleep.
Day moisture cream is enriched by SPF 19 which is considered higher than usual UVA/UVB sunscreens. This is non-greasy, suitable for all skin types, and highly absorbable. It will leave your skin shinny and soft and can also be used as a makeup base.
Night moisture cream is different than the day cream. It has a thick texture and is great for boosting dry and wrinkled skin;
It is vital to notify the customer that day cream should not be used during the night and vice versa as the SPF ruins the skin over night while the night cream has oils that attract sun and burns.
3rd part: introduction of the mud’s and the soaps:
Black-mud soap is used to treat skin conditions and clean the pores. It is especially useful for greasy and sensitive facial skin and is not at all suitable for dry skin.
White mud soap consists of salt and minerals that contain high degrees of moisture that work miracles on all types of skin and for all parts of the body.
The application of the sea weed soap can significantly reduce the risks of cellulite by boosting blood circulation and metabolism.
It is worth while to point out to the customer that many of the Sea Spa products contain sea weed.
The serum is a wonderful and concentrated combination of sea weed, green tea, and minerals that creates a vacuum in the skin to liven and nourish it against wrinkles. The serum maintains moisture levels and can be very effective for greasy skins.
Put some of the mud on the customer’s hand. Try to involve the customer in the sale!
The facial peal is a unique formula of chamomile and peach that exfoliates and smoothes the skin. The peal does not damage or bruise the skin and there is no need to apply moisturizer after using it.
About samples and testers:
Many customers ask if we can provide them with samples of creams and other products. In such cases, the answer should be that the Dead Sea products are natural and not chemical. They require regular use over a period of time in order to be effective. In other words, the full effect of the Dead Sea products cannot be achieved in one or two applications so samples do not provide true evidence of their effectiveness.
Some do’s and don’ts:
It is important to remember that it is not about knowing the pitch but knowing the products and their application (use).
The degree to which we should stick to the pitch depends entirely on the customer- go with the flow according to each customer.
Remember that each customer is different and has different types of skin and needs; we must establish first what type of skin the customer has so we can choose the right product for the demonstration (demonstrating the wrong products will waste time and may lose the customer).
For people with skin disease or special conditions we demonstrate differently- we have to introduce him or her to the products that are suitable and appropriate for his or her condition.
The greatest advantage of the Sea Spa is that it has a large product portfolio and we can build the sale process according to each customer’s needs and wants and not simply push products that they later don’t use.
The different products complete each other- creams should supplement peals and soaps should come with the creams! Boosting (enlarging) the sale is the main target- make more money in less time.
Natural Dead Sea products are superior and proven skin care cosmetics- they are considered the most efficient and healthiest dermatological products in the market.
The Dead Sea products are not cheap because of their quality and because they are all-natural.
Always try to avoid getting to the price stage too quickly- arriving at the price part of the demonstration too early can close the sale prematurely (too early) or cancel it altogether.
The longer we demonstrate, the more we can introduce and build a sale that will include more than one product.
Never reduce the price too early- you can’t come up once the price is down and it will be difficult to offer other products to boost the sale.
Make sure to be interesting- don’t lecture the pitch but try to make it informative and lively (if you bore the customer- you’ve lost them!)
Above all: try to increase the takings per customer- it is not about the number of customers or the footfall in the mall, its about how we sell and how we are going about through the sale process. Try to make more out of each sale- the difference between 10 and 100 people that we target can be nothing if we will close the sales correctly.
The actual pitches:
Pitch Etre’ – Nail Kit
May I ask you a question dear? Do you have natural nails? That’s great I must show you something, this is a professional medical buffer with 4 sides, we start with the light black side to remove damaged layer, to take off any yellowing stains and to smooth all the ridges and the bumps on your nail (once a month)
The second side we use is the white side, made out of cotton. It works like massage; it stimulates the blood underneath the nail so the nail will grow faster stringer, thicker and much healthier (once a month)
Last side is wow side, made out of silk. Once you rub silk on your nail, it brings out all the natural oil from underneath the nail up to the upper surface of the nail, and give the nail a sparkling, beautiful natural shine, darling – are you ready to be amazed?
Take a look and meet your nail for the next few weeks, amazing – yes! Don’t worry love you can continue with everything as usual – dishes, the laundry and all the housework. (Wow effect with the shiny part)
Now to complete the procedure we use the cuticle oil – one drop it, contains vitamins A & E made of Aloe Vera and Jojoba Oil, rub it directly into your skin (cuticles) much softer. Amazing yes!
Any lady in the UK must have at least two sets!
And how many would you like today?
*This natural shine would be never removed with acetone. This is because the shine is coming from natural oil and from underneath the nail and not something external.
Facial Peel pitch
This facial peeling is the last word in peeling product. This product is the only facial peeling in the world that removes dry skin, bacterial spot, and black head from your face. This peeling kills 3 birds in one stone, its not only remove dry skin and dead skin from your face; it also gives you a mineral Treatment from the Dead Sea and moisturizes your face at the same time. That is the reason this peeling considered the best peeling in the world.
What you do is put just a little bit on your fingers and massage it gently into your skin and wait for 30 seconds let the ingredients work on your skin, after 30 seconds take your finger and massage it in round circles, after one minute you can start to see the results and then you can take a cotton ball with a bit of hot water and pick up the dry skin gently. Now feet your hand- it’s clean from bacterial and dry skin. Compare the different color of your skin; it’s like having a new skin only this is your skin hiding behind, waiting for you to revive it.
This is 30 pounds and it can last you for up to a year and you don’t need to buy moisturizer at au.
Salt scrub pitch:
What I’ll show you now, is salt from the Dead Sea.
This special formula developed in the Dead Sea, removes dry and dead skin, renewing the cells, giving you a baby skin in just a few seconds. This product is also a medical treatment for eczema, psoriases and skin problems.
When you reach the age of 18, you don’t have any natural minerals flowing into your body, that’s why we stop growing, what we do is import those minerals straight to our skin. Fell your hand now- just like a baby’s skin; imagine your all body feels like this.
Once a year people from all around the world come to the Dead Sea in Israel to get salt and mud treatment. The dead sea is well known all around the world as the only thing that helps skin problems like eczema and psoriases...
this salt scrub is 25 pounds, all you have to do is put 1/4 of a spoon on your hand, 1/4 of a spoon on your feet (very good for dry heels), and 1/2 a spoon for your body, once a week. This comes n a 6 month tube, only 1 spoon once a week.
4. Background information on the skin (useful for personal knowledge):
The skin is the largest organ of the body. It is divided into 3 main layers:
1.Epidermis
2.Dermis Subcutaneous fat
The epidermis can be divided into several layers. The outermost layer is composed of a relatively thin, but rough, protective top layer of dead skin cells, the stratum corneum. The remainder of the epidermis is made up of cells called keratinocytes as well as melanocytes, which are pigment cells responsible for skin pigmentation.
Within the dermis there are supporting and elastic tissue, nerves, oil glands, sweat glands, blood vessels and hair roots.
The subcutaneous fat is composed of fat cells, which form a cushioning layer between the skin and the deeper muscles and also serves as an energy store.
What does your skin do?
The skin provides several important functions.
1.Barrier function - the skin protects the internal structures of our body from injuries, and allows exchange of fluids and gases between the body and the environment.
2.Temperature regulation - alteration of the rates of skin blood flow and sweating helps maintain our skin and body temperature.
3.Protection against harmful effects of ultraviolet light through our pigment cells.
4.Sensory organ - through the specialized nerve endings in the skin, the body is able to perceive various sensations evoked by external agents.
5.Metabolism - Vitamin D is produced through the interaction of ultraviolet light on precursors of vitamin D present in our skin.
6.Immune function - the skin cells present in the epidermis protect the body against external agents.
Dead Sea Products and the skin -
Naturally moist, smooth and supple skin results from sufficient amounts of water, oil and special chemicals called natural moisturizing factors. Under ordinary circumstances, 95 percent of each of our cells is made up of water. It is the water content of your skin cells that determines how moist or supple your skin is. Avoiding dry skin is therefore one of the key elements in good basic skin care. Dry skin can also make you more prone to scaling, cracking, irritation, eczema and infections. Factors that cause or aggravate dry skin include harsh soaps, excessive bathing, low humidity, and hereditary factors. Dry skin cannot be treated by drinking extra water or eating oily foods.
A moisturizer or emollient can make your skin more supple and promote smoothness. Moisturizers are used to prevent loss of water from the skin through evaporation, as well as holding on to water. Moisturizers cannot restore youth, rejuvenate your skin, or dissolve your wrinkles. They should be applied on a daily basis especially after your bath.
Inexpensive, basic moisturizers generally do as good a job as expensive ones. Be skeptical of wild promises which any product claims, many such claims are not substantiated by any scientific evidence.
Good Luck!
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