Page 14 - Representative Course Guide 10-18.pub - Publisher

Selling to a Hair Salon-Part Three, Overcoming Objections

&RVW RI SURGXFW Of 39 color systems known in the United States, an independent study comparing the cost
of 4 ounces of mixed color and developer, Eslabondexx™ Color was shown to be well below average. In fact, it was tied
th
for 26 place. When a bond-builder was added to each of the other colors, changing the cost of product in the bowl,
Eslabondexx™ Color proved to be the cheapest – hands down.
(DVH RI XVH Without minimizing the skills needed to mix and apply hair color, assure your customer
none of the Nouvelle colors are difficult to mix. However, our colors require precise measurements to produce
consistently beautiful results. Insist they use a scale when mixing our colors. Remind them that mixing color is science;
applying it is art.
6DORQ¶V &XVWRPHUV¶ XQZLOOLQJQHVV WR VZLWFK This one can be tricky. It’s often simply an excuse designed to
make you go away. Sometimes it is masking the stylist’s fear of the unknown. As an observation, most customers are
unaware of which products are being used. That said, switching color systems can produce slight variations in a
customer’s hair color. Most often, with our color systems at least, it is because the stylist mixed the color with 20 volume
developer instead of our recommended 10 volume.
If your company has an academy or a willing partner, arrange for the key stylist to sit in on a session, or “ride
side saddle,” spending half a day in your trainer’s salon, getting more comfortable with the product. Suggest
they use the product on a few of their own customers who would be comfortable with a change in product.
After a successful test run, the stylist can choose to tell every customer that their shop is using a different color
system, or simply let the results speak for themselves.