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Therapists need to move past the phase of transactional selling to transformational selling, where the client is willing to take a journey alongside you – the professional– to achieve their overall desired transformation.
So says Kerry-Lee Viljoen, creator of The Sales Academy and founder and host of the Redlips & Stilettos Podcast.
“Merely selling a product to someone who wants to buy something is called transactional selling, whereas providing a solution for a client who is seeking change is referred to as transformational selling,” explains Viljoen. “Transactional selling is where you sell a few products, accept money in exchange, and then never see or speak to the client ever again. This form of selling is instant, un-emotive and short-lived.”
Viljoen believes that therapists need to learn and flourish in the art of transformational selling as it is more meaningful and honest. “It involves establishing the pain points experienced, the results expected, and having the client go down a path with you to get to the desired result,” she says.
To find out more, read Viljoen’s article on pages 24 and 25 of the October 2021 issue of the Professional Beauty digital magazine. https://issuu.com/professionalbeautysa/docs/pb_oct_2021/24?fr=sNmVhNzQzMjAwMjc
Viljoen is also a speaker at the Professional Beauty Conference & Buyers Forum, taking place on Monday 25th October at Johannesburg’s Bryanston Country Club. For more information on the conference and to book your spot, click here