The Seven Reasons Why Selling Doesn’t Have To Feel Icky

We have all run into a sleazy car salesman or pushy seller at the perfume counter. While I will applaud their effort and determination, if it’s something I’m not interested in, I don’t want the feeling of being trapped or pushed into something I don’t want.

Sales don’t have to feel that way, and it isn’t how you should approach selling either. Based on Newton’s law of motion, if one object exerts force on another object, the second object exerts an equal and opposite force on the first.

What does this mean in layman’s terms? If Paul is trying to push you into buying a car that you don’t want, you are going to pull away. This is also our reality as hairstylists and we are missing out on huge opportunities if we are afraid to sell. Did you know that if a customer buys retail from you, they are more likely to come back and spend more?

Sales do not have to feel icky when you are genuine with your approach, and guess what? Clients love to buy things. They need shampoo, do you want them to purchase from your small business or a large retailer?

For example:

Customer: What do I need to keep my blonde highlights looking fresh?

Stylist: I have been searching for the perfect purple shampoo and have tried most things on the market. A lot of them dry your hair out or are too pigmented, but this pearl shampoo is the perfect balance between a light purple and moisturizing shampoo. Open up the top and show the customer; see, this is a light pearl color, so you can use this regularly and it won’t dull out your color.

Customer: How much is that?

Stylist: The small bottle is $28 and the large is $55.

Customer: Okay, let me try the small one first.

• By genuinely showing your guests the products and why you like them, they are more willing to buy them from you than shopping for reviews online through Amazon. As a trusted professional, you know what products will work for their hair type. You don’t need to say they’re kind of expensive and push your guest away. You don’t know what they like to spend money on or their budget. If they end up telling you not today, no biggieYou can have a casual conversation without using a customer service voice.
• You can genuinely give them recommendations based on products you love.
• Clients want to buy and want to be sold based on their needs.
• You don’t have ownership over your clients’ pocketbook; you don’t know their budget. Don’t sell yourself short when it comes to sales.
• Sales lead to client retention and larger purchases.
• You don’t have to push because your customer will pull away.
• Curate your favorite products.

Think of your sales approach as more of a conversation rather than a transaction. People want to feel understood, not pressured, and that’s where we as hairstylists can make a difference. Your clients are sitting in your chair because they trust you with their hair, and that’s already half the battle won. So when they ask for product advice, it’s because they value your opinion as an expert.

Now, let’s talk about that shampoo conversation I mentioned earlier. It’s not about hard-selling the bottle of shampoo—it’s about solving a problem for your client. They came to you for highlights and now they want to know how to maintain that look. When you tell them about the shampoo you personally recommend, you’re giving them value. You’re not just selling them a bottle; you’re offering them a solution.

Here’s where a lot of hairstylists miss the mark: they’re afraid of being “too pushy.” But here’s the truth—your client is already in the mindset of spending money. They paid for your service, so what’s the harm in letting them know about a product that will help them keep their hair looking great between visits? It’s not about manipulation or pressure. You’re simply extending your expertise beyond the chair.

And remember, clients *want* to buy. Everyone loves finding a product that works for them, and if they don’t buy it from you, they’ll buy it from someone else, maybe even a giant retailer who couldn’t care less about their individual hair needs. When they get it from you, it’s not just a purchase, it’s part of the relationship you’ve built.

And here’s another golden nugget: when a client buys retail from you, they’re far more likely to return to your chair. Why? Because they feel connected to you. They see you as the go-to expert who helped them find exactly what they needed. That’s a huge win in terms of client retention. It’s not just about that one bottle of shampoo; it’s about making your clients feel confident that you’ve got their back when it comes to their hair.

One last thing: avoid assumptions. Just because you personally might think a $55 bottle of shampoo is expensive doesn’t mean your client feels the same way. Don’t apologize for the price before they’ve even reacted! Trust me, people spend money on things they care about. And if they care about their hair, they’ll spend it on the right products. Your job is to confidently guide them toward what’s best for them.

So stop thinking of sales as something sleazy or pushy. Think of it as an extension of the service you’re already providing. When you offer solutions based on genuine care and expertise, you’re not just selling—you’re serving. And that’s what keeps clients coming back, again and again.