THE MEETING
John is listening to his manager Ellen go on about how talented he is. “Your clients love you, you can
sell them anything. John, you have the lowest treatment sales and barely any retail. What can we do to
help you be more productive?”
John looks at her with a blank stare and feels himself numbing to her words. He can hear her say
something, but it sounds distant; something about selling more. He tells Ellen he will try harder.
“John, what will you do differently the next time a client is in your chair? How will you recommend
something?” John replies, “I’ll look at her hair and tell her what she needs to improve her hair.”
“Great!” says Ellen, feeling relieved. This was a good meeting. “Remember John, your clients trust you,
they will listen to anything you say.” John nods and is happy to leave the office.
He goes back to his station and welcomes his next client. As he places the cape over her, a part of
him thinks, “Maybe I should offer her a treatment.” As soon as the conversation begins, his client starts
to talk about the busy week she’s had, and John immediately feels uncomfortable to say anything. He
quickly falls into his routine of cut and color, and the inspiration to try something new falls away.
WHA