Unveil The Sale

We have all had that bride who comes into the shop and doesn't like ANYTHING, even if you're showing her exactly what she is saying she wants....This type of sale can seem impossible to close and it is so easy to get discouraged in this situation. Fear not! Listen along with Des and Sarah as they walk you through how to seamlessly close this difficult sale.

Following up with your bride is an important detail of the appointment that often gets overlooked. Listen along this week with Sarah as she goes into why follow up is so important and how to execute it to perfection.

A huge part of being in sales is knowing how and when to overcome objections. Think of overcoming objections like helping your bride problem solve. Our goal is to make our brides feel comfortable and confident in their decision to say “yes” to the dress. Listen along with Sarah as she goes over the 4 most common objections as well as creative ways to overcome them.

When selecting gowns for your bride to try on, don't just go all willy nilly with it, be deliberate in your selections. One of these gowns is going to be “the one” so choose wisely. Listen along with Sarah as she shares the key four things to think about while making your dress selections.

We have all heard the term “fake it till you make it”, right? This can be a powerful and effective selling technique, however, as easy as this method sounds there is still a level of expertise and confidence that is needed for this to be effective. Listen a long with Sarah as she dives into three key techniques on how to "fake it" like a pro!

Generation Z- Who are they and what are they all about? Listen along with Des and Sarah as they discuss the best way to approach this generation in order to close more sales.

The new year is all about new experiences, fresh outlooks and ultimately a new YOU. Listen along with Sarah as she discusses how to keep your eyes on new happenings and how to look at them with a fresh perspective.

We usually spend our time here focusing on our lovely brides and how to win those sales. Let's shift our focus this week to the most important piece to the puzzle, our rockstar stylists. Listen along with Sarah as she talk about how to cultivate a happy and cohesive team in your shop. Remember, happy stylists are selling stylists!

Holiday cheer still lingering in the air and family being present is a complete recipe for success! You have your bride, who is all kinds of excited, and her family in the shop; now you just need to win them over. Listen along with Sarah as she clues you in on the four secrets to wining your brides family over and you are sure to be a complete shoo-in!

We made it through 2020, YAHOOOO!!!! Give yourself a huge pat on the back! Onto 2021, your best year yet! Listen along with Des and Sarah as they discuss how to rise above the hardships of 2020 and be deliberate with your goals in 2021.

Most of the time stylists don't bother with accessories because they are more focused on the actual gown sale. However, what they don't realize is, you can actually use accessories to facilitate in closing the gown sale. Tune is with Sarah as she give you all the details on how to use styling as your most powerful closing tool.

The holidays are upon us and we could not be more excited! Thanksgiving feasts and Christmas lights are not the only thing that make this time of year so special, what makes it the absolute best is family and loved ones being together. This translates as a HUGE advantage for us! Listen along with Sarah as she breaks down how you can incentivize the holiday spirit so you can close more sales.

The holidays are such a wonderful time of year but can come with their fair share of objections as funds are usually tighter due to extra holiday spending. Listen along with Sarah as she shares a few tips to aid in closing more sales during this holiday season.

Attitude is everything! I know we have all had our fair share of difficult appointments and in times like those, despite the injustice of it all, we need to remain positive and remind ourselves that we are in control of the appointment. Listen along with Sarah as she gives you the tools to ground yourself and remain positive during difficult appointments.

What if I told you your bride has already made her first impression of your boutique before even entering the doors? Yep, thats right, she already thinks she has you all figured out based on her interaction with the person who made the appointment for her. Listen along with Sarah as she shares two crucial tips to use when scheduling appointments to start your brides experience off on the right foot.

When your bride walks into your shop you can usually tell in the first 5 minutes if you THINK she's going to buy or not….key word: THINK….The moment you start to feel yourself not wanting to put forth the effort with a bride because you feel like she isn't going to buy, think twice, see it as a challenge and tune in even more. Follow along with Sarah as she teaches you two key tips on how to turn that presumptive "No" into a confident "YES!"

As a sales consultant you should always always always ask for the sale during EVERY appointment. You can't close them if you don't ask them to buy, right? If you don't ask for the sale you are essentially letting your bride walk right out the door and as a result you will have missed an opportunity and a potential client. Listen along with Sarah as she gives you three key tips to seamlessly and confidently ask for every sale.

Ring the alarm and cue the confetti, bridal boutiques are FINALLY back open after COVID shutdowns! As excited and relieved as you are, I'm sure you have already discovered reopening comes with a new set of hurdles. Listen along with Sarah and Des as they chat about how to navigate opening post COVID.

Have you ever heard the saying “nobody likes to be sold to but everybody likes to buy”? Many of us can get so wrapped up in the techniques of selling that we forget one crucial point, your bride actually WANTS to buy! You have a product that she needs to buy. Listen along with Sarah as she dives deeper into the do's and dont's on how to close a sale without being salesy.

In order to effectively connect with your bride you need to be able to master your emotional intelligence, aka your EQ. What is emotional intelligence, you ask? It is the ability to understand and manage the emotions of others as well as your own. Listen along with Sarah as she explains the 5 different categories of emotional intelligence and how you can master them to increase your closing ratio.

Have you ever heard the saying “under promise, over deliver”? This philosophy sets up comfortable expectations for you and your bride. It also sets you up to be in a position where you are likely to produce ahead of schedule and exceed your brides expectations, which is what we all strive for, right? Listen along as Sarah dives into all the details on how to protect yourself and your bride from any unnecessary stress. This technique will result in some very happy brides...and happy brides BUY!

We've all been there, you have the most incredible appointment, you find the perfect gown for you bride and you close the sale like a pro. Now you have to take this relationship to the next level and *cough* ask for the money *cough*. Things quickly take a turn for awkward and now she's second guessing if this is even “the one” at all….Make sure to tune in this week and Sarah will walk you through how to confidently ask for the deposit so you can avoid this catastrophe all together!

Most people think that closing starts the moment your bride starts to show favor towards one particular gown. Surprisingly enough, that assumption is absolutely false. Closing starts the moment your bride steps foot into your doors. Insert "close at first sight" here! Tune is as Sarah shares crucial techniques on how to make an instant connection that will close your bride before she even puts a single gown on!

When appropriate, upselling and cross-selling should always be your goal, however, in the pursuit don't forget that you should always be looking out for your brides best interest. Join Sarah as she dives into the difference between upselling and cross-selling and when the appropriate time to execute both selling techniques are. After listening to this episode you will learn exactly how to add more dollar signs to every transaction!

If your bride knows the value of the gown you are trying to sell them, they are a lot more likely to purchase. Our job as stylists is to educate our brides and set them up with all the information they need to make a decision. Sarah walks you through specifically what to educate your brides on so they can confidently say "YES" to the dress.

It is crucial for us as bridal experts to respect the process and be the professional a bride needs to make her purchase as smooth and enjoyable as possible. It is our responsibility as the expert to educate our brides. In order to properly educate our brides we need to be properly educated ourselves. Sarah talks about product knowledge and the important items to know before you walk into an appointment.

As the expert, we have a duty to inform and guide the bride to her one and only dream dress. Often times, it's easier said than done when we have a boisterous entourage, many opinions, objections and different scenarios that can happen. Sarah shares the most important steps to take to guide your bride into a sale. No matter the scenario, the objections or the party, you can ensure a positive appointment every time, with the takeaways shared in this episode.

Not all brides are the same but when it comes to the questions they will ask you, those are pretty much consistent! Sarah dives into the top 3 questions every bride asks and how to answer each one thoroughly and confidently to ensure a successful appointment.

Assuming the sale doesn't begin when a bride finds the gown. It starts the moment she walks into your shop and continues throughout the appointment. Sarah shares examples of what to say and how to properly assume a sale without being pushy. These tips are vital to ensure closing a sale every time.

Lets face it, todays bride is completely overwhelmed with too many options in this oversaturated market. Its not just about what designers you offer or what products you have available in your shop anymore, it's your brides experience as a whole that is going to make her say “yes” to the dress with YOU. That is why it is absolutely crucial to give them an experience they won't forget. Tune in as Sarah shares three key things that will set your store and the shopping experience apart from the rest.

We all know that being in sales can be a roller coaster ride: sure to excite, however, scary at times. It is very important that you learn to be grateful in the good times and tenacious in the hard times. Sarah shares important ways on how to use this slow time to define and refine you.

Desiree and Sarah know just how important it is to create a positive environment for not only brides but also for stylists and anyone else you encounter on a daily basis for business to grow. This episode is for every store owner, no matter the size of your shop, as we address working with vendors, employees and brides to cultivate success.

Desiree and Sarah discuss the many ways to get back into the swing of things as you re-open your doors post Covid. From the creative ways to include masks (if mandated), and keep the excitement alive to the challenges you may face with concerns and questions from brides.

Brides always bring a variety of friends or family members and it's important to understand how to navigate the different opinions and personalities to ensure a successful appointment. Sarah dives into how to read the room like a pro for guaranteed sales with easy and tangible steps to take.

You only get one chance to make the first impression, so make sure it's one your brides won't forget. Sarah explains the steps necessary to create the ultimate bridal experience for the bride and the most successful appointment for you as the stylist.

There is a direct correlation between believing in your inventory and products and a high closing rate. Sarah discusses this topic for you to understand how to channel the confidence you have in your styles to increase your sales.

Listening to your bride the moment she steps into your store may seem like common sense but how often do we get distracted or assume we know best? Sarah goes into great detail on the steps to take for every appointment to better listen, understand, and offer a beautiful experience for every bride.

Sarah expands on how to give the best service to every size of bride and navigate appointments where you may not have as many options available to try on. She discusses what not to do or say during a plus-size appointment and how to be inclusive for all brides.

When you look at your inventory do you feel you cater to a variety of brides? Different sizes? Silhouettes? It is extremely important to be inclusive as a store to every bride. In this episode Desiree and Sarah discuss the misconceptions and expectations of plus-size brides and how stores need to refocus their energy on how they can provide full service to every size of bride.

When someone in the entourage is running the appointment, how do you handle it? Sarah shares 3 strategies to identifying the 'VIP' in the group, handling the group and the bride, while turning the appointment around to ensure a sale.

Every appointment typically has a VIP in the group. We're talking about 'Very Inappropriate People' that can wreck an appointment before it even begins. Desiree and Sarah share practical ways to overcome this particular obstacle along with some anecdotes and examples to know when you have a VIP in your appointment and exactly what to do.

An episode every stylist and store owner needs to listen to, to understand and balance the relationship with brides in order to close the sale. Too often as stylists, we can become 'besties' with the bride and that can hinder the sale. Sarah shares three detailed steps to take for every appointment to ensure you can close the sale.

Desiree and Sarah discuss the downfall of getting into the 'Friend Zone' during appointments and how it can hinder closing a sale.

The importance of having an online presence is vital in staying in front of brides! Desiree shares tips on staying present online during this down time, along with creative ways to generate sales online.

Is your business closed right now due to Covid restrictions? We share creative ways to stay online and earn income during this time.

Sarah shares the TOP three strategies every stylist should be using as the foundation of their appointments. These are vital in creating the ultimate experience for a bride and to close every sale.

In our very first episode, we welcome you into the wonderful world of bridal sales and marketing as we share the passion behind the Unveil The Sale podcast. Get to know Desiree Siegfried, owner and designer of Desiree Hartsock Bridal, and Sarah Morgan, Sales Director for Desiree Hartsock Bridal, as they share their hearts and experience in the bridal industry. Learn why Unveil The Sale is your number one resource for marketing and selling tips to successfully close every sale. We can't wait to help you achieve your dreams!