Skincare
Sales Assessment Results by Richie

"I can find similar products at a lower price elsewhere."

I completely understand wanting to find the best value for your money. While some products might seem similar, the results often come down to equality and formulation. Our product is made with premium medical grade ingredients which not only ensures better absorption and proven results but is also scientifically backed to address your specific concerns. Investing in quality skincare is like investing in your health, it saves you time and money in the long run because it actually works.

This response does a great job addressing the objection by emphasizing the quality and effectiveness of the product compared to lower-priced alternatives. The salesperson communicates clearly and maintains a professional tone suitable for the skincare industry, which values trust and expertise. They effectively present a solution-focused perspective by highlighting the benefits of investing in high-quality products. However, the response could have benefitted from a closing technique, such as asking if the prospect is open to discussing their skincare concerns further or offering a trial. Additionally, while the salesperson acknowledges the prospect's desire for value, they could have asked more questions to explore the prospect's specific needs and concerns, fostering a more collaborative approach. Overall, it's a solid response that effectively communicates value but misses some opportunities for deeper engagement.

"I've tried many skincare products in the past and none have worked for me."

I completely understand how frustrating it can be to invest in products and not see the results you paid for. One thing that sets us apart is we focus on understanding your skins unique needs before recommending anything. Often results depend on the right combination of ingredients as well as consistency of use and underlying factors like lifestyle or skin type. Most products on the market try to be one size fits all but that’s not what we do. Let’s take a closer look at what has and has not worked for you and why. It could be a matter of the wrong ingredients, false advertising, incorrect use etc. I’m confident we can find a solution tailored specifically to your skin. How about we start with a quick assessment?

The response effectively addresses the prospect's frustration by empathizing and acknowledging their past experiences, which shows active listening and a customer-centric approach. The mention of personalized skincare solutions and addressing the unique needs of their skin is a strong point, demonstrating a solution-focused approach. The tone is appropriate for the skincare industry, being both understanding and inviting. The proposal for a quick assessment is a good closing technique that encourages collaboration. However, the response could enhance curiosity and discovery by asking open-ended questions about their specific experiences with previous products. Overall, this response is well-structured and engaging, but could benefit from deeper exploration of the prospect's specific needs. Score: 8

"I'm not sure if your ingredients are safe for my sensitive skin."

I completely understand your concerns, sensitive skin required extra care and attention. The great news is our products are specifically formulated with gentle, hypoallergenic, non-comprehensive and dermatologist approved ingredients that are targeted specifically to sensitive skin types. And because it’s medical grade, it’s actually regulated by the FDA and has to be proven to be safe and effective. We avoid ingredients that are common in over the counter products like artificial fragrances, sulfates, etc and instead use calming agents like aloe, chamomile, and niacinimide. I can also guide you on developing your unique routine ti minimize any irritation. What would you say are the main problems you’ve had due to your sensitive skin in the past?

This response effectively addresses the concern about ingredient safety for sensitive skin by highlighting that the products are hypoallergenic and dermatologist-approved. The salesperson communicates clearly and maintains a reassuring tone that is appropriate for the skincare industry. They also demonstrate a solution-focused approach by offering to guide the prospect on a unique routine, which shows a commitment to addressing individual needs. The question about the prospect's past problems with sensitive skin encourages discovery and shows curiosity. However, the mention of 'non-comprehensive' seems like a typo and could confuse the customer. Overall, the response builds rapport and demonstrates value effectively, but the minor grammatical slip holds it back slightly. Overall, a solid response with room for slight improvement. Score: 8

"Can you prove that your product is better than [competitor]?"

Absolutely. I can show you multiple peer reviews studies that clearly show the efficacy of our product vs the competition. The key differentiators are the unique formulations, delivery mechanisms, and higher concentrations of active ingredients. For example, our product uses injectable grade hyalaronic acid that can penetrant into your dermis. We are one of only two companies FDA cleared to do so. We are constantly making our products available to third party testing and have never once invested into the studies being performed to ensure that there is no pressure for them to show good results. I can share those studies with you but about you try it for yourself? I think our restorative kit will be perfect for you and if you buy it today and hate it bring it back and I’ll personally buy it from you. I use this stuff Like candy.

This response effectively addresses the objection by providing credible evidence through peer reviews and highlighting unique product features. The tone is professional and informative, appropriate for the skincare industry. The closing technique is strong, as it offers a risk-free trial, which can alleviate concerns. However, while the response mentions sharing studies, it lacks engagement with the prospect's specific needs or preferences—asking questions could enhance the discovery process. Additionally, the phrase about using the product 'like candy' may come off as informal and could be replaced with a more relatable expression. Overall, a solid response, but there's room for improvement in curiosity and value exploration.

"I'm currently happy with my existing skincare routine; why should I switch?"

I’m glad you’re happy with your current routine. At the end of the day my biggest concern is protecting your skin and helping people to look and feel better for the rest of their lives. What products do you currently use? Since we know they work to some degree and you like them, it will be even easier to get you dialed in but with higher grade product. Medical grade products are a totally different animal from over the counter products you get at Walmart. So if those are working, we can supercharge your results and skin health with better products. These products are designed to deliver faster results, better absorption and can generally multitask so we can take your routine from 10 steps to 4 but with better results. Would you be willing to try one of our products to experience the difference? We can start small and you can see how it seamlessly fits into what’s already working for you.

The response effectively acknowledges the prospect's satisfaction with their current routine, which demonstrates active listening. It also provides a clear rationale for switching by highlighting the benefits of medical-grade products over over-the-counter options. The mention of simplifying the routine while enhancing results is a strong value exploration technique. However, the closing technique could be more direct; instead of asking if they would be willing to try a product, you might suggest a specific product or a trial that aligns with their current routine. Additionally, asking more probing questions about their current products could enhance curiosity and discovery, allowing for a more tailored conversation. Overall, the communication is clear and encouraging, which suits the skincare industry well, but there’s room for improvement in collaboration and specificity in the closing.

"I need to consult with my dermatologist before trying anything new."

That’s a great idea, your dermatologist knows your skin best and I always encourage communicating with them. What I can tell you in our products were developed by a surgeon who specialized in fixing burn victims and has full fda clearance and is recommended by dermatologists worldwide wide for use by everyone. In fact dermatologist offices are where you can most often find our products since it requires a medical license to even sell. If it would help, I can provide detailed information about the ingredients and their benefits so you can share it with your dermatologist. Or better yet, if you buy it today I’ll give you 10% off which is generally not allowed and if your dermatologist says no I’ll buy it back no questions asked.

The response effectively acknowledges the prospect's concern about consulting with their dermatologist, which shows active listening. The salesperson provides information about the product's credibility, including its development by a surgeon and FDA clearance, which demonstrates value. The offer to provide detailed ingredient information is a good way to be solution-focused and collaborative. However, the closing technique feels a bit pushy with the discount and buy-back offer, which may detract from the trust-building aspect. Overall, the communication is clear, but the tone could be softer to better align with the skincare industry. Asking a question about the prospect's specific concerns or skin conditions could have further demonstrated curiosity and discovery. Overall, a solid response but with room for improvement in tone and approach.

"Your product seems too complicated; I prefer simpler solutions."

I totally understand, simplicity is key especially with skincare. Our product is actually designed to streamline your routine by addressing multiple concerns in one step. For example, it combines cleansing, hydration, anti-aging and brightening into a two step process so you don’t need a lot of different products to get the results. I’d be happy to show you how easy it is to fit into your current routine because all of our customers comment on how much time it saves them. Step one, mist your face which takes half a second. Step two use the serum on your face and next, step three go on with your day. Our motto is, two pumps, twice a day. Do you think you could do that if it took less than 15 seconds?

This response effectively addresses the concern about complexity by highlighting the simplicity and efficiency of the product. The salesperson empathetically acknowledges the prospect's preference for simplicity and provides a clear breakdown of the product's use, which demonstrates a solution-focused approach. The closing technique is well-executed with a question that encourages engagement and prompts the prospect to visualize a simpler routine. However, while the communication is clear and the tone is appropriate for the skincare industry, the salesperson could enhance the value exploration by providing specific benefits or testimonials from customers who have experienced the ease of this routine. Overall, the response is strong but has room for improvement in showcasing value and building rapport further. Score: 8/10

"I can't justify spending this much on skincare right now."

I completely understand, investing in skincare can be a big decision. Having said that, our product is designed to deliver long term results which means fewer trips to replace ineffective products and less money trying to fix ongoing issues. Think of it as an investment in your skins health because you skin is the largest organ your body has, without it we’d die. It’s comparable to saying you don’t have the money to use your heart meds or drink water. But best of all, our product is made so that each bottle lasts around 6 months. So while the product is high, if we can drop 3 of your 5 products that you have to buy monthly, we’re actually saving you 50% per year on your skin care costs. Would it help if we actually did the math together?

This response does a decent job of addressing the objection by explaining the long-term cost savings and value of the product. However, the analogy about the heart meds and drinking water may come off as a bit extreme and could potentially alienate the prospect. The tone is mostly appropriate for the skincare industry, but it could be more empathetic and less dramatic. The offer to do the math together is a good closing technique that invites collaboration, but it could be improved by first exploring the prospect's current skincare routine or budget concerns to better understand their perspective. Overall, it effectively conveys value but needs refinement in tone and engagement.

"I'm concerned about the long-term effects of using your product."

I totally get it, your focus is on long term safety which is so important to be mindful of especially when putting products into our skin. Our product is formulated with FDA cleared products for safety and efficacy and has full approval for long term use. In fact the longer it’s used the more effective it is at protecting the skin and keeping it healthy per the fda. One of my clients is 62 and has been using it for the last two years. She just got a skin analysis at her dermatologist who told her that her skin age went from 76 to 54. That’s a massive change and all signs point to it being healthy. Does that help ease your concerns?

This response effectively addresses the concern about long-term use by emphasizing safety and efficacy, which is crucial in the skincare industry. It communicates clearly and maintains a reassuring tone, acknowledging the prospect's worries. However, it could further enhance its impact by asking an open-ended question to explore any specific ingredients or aspects of the product that might still be concerning for the prospect. While it includes a compelling client testimonial, it could have ended with a stronger closing technique, like inviting the prospect to try a sample or schedule a follow-up. Overall, it's a solid response, but there's room for improvement in curiosity and a collaborative approach.

"I've heard mixed reviews about your brand online; why should I trust it?"

Online reviews can sometimes create mixed feelings and I appreciate your honesty and transparency on the matter. What I can tell you is our brand is deeply committed to creating high quality products that are scientifically backed, dermatologist tested and sustainably sourced. We also value transparency and are constantly working to improve which is why customer feedback is so important to us. While some reviews reflect individual experiences, many of our loyal customers have seen incredible results and that’s why they trust us. I’d love for someone skeptical like you to try it for yourself because I know the feedback would be completely honest and I believe you’ll see why so many people swear by our products. How about we start small and I’ll guide you through what’s best for your skin?

This response effectively addresses the concern by acknowledging the mixed reviews and emphasizing the brand's commitment to quality and transparency. The tone is appropriate for the skincare industry, conveying empathy and professionalism. The salesperson also utilizes a closing technique by suggesting a small trial, which is a practical and low-risk approach for the prospect. However, there could be more curiosity and discovery by asking open-ended questions about the specific concerns or experiences the prospect has had with the brand. Overall, the response is strong in demonstrating value and building rapport, but it could benefit from a little more engagement and exploration of the prospect's perspective.