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Why Your Consultation Game Might Be Costing You 6 Figures
A top-tier spa experience starts long before the first treatment.
Ava Prescott
November 14, 2025
In partnership with
Welcome to another issue of the Glowelle Spark — your go-to newsletter for smart, sustainable spa growth.
Each edition is crafted to share practical, proven strategies that elevate client loyalty, boost revenue, and create a more elegant & profitable business behind the scenes
✨ In Today’s Issue…
We dive a subtle—but game-changing—shift that separates luxury leaders from the “nice try” crowd: the person doing your consultations needs to be a trained sales artist, not just your most loyal employee.
You can’t sell champagne service with root beer skills. 🥂
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🚨 Let's Get Real: Promotions Don't Equal Profits
A top-notch consultation isn’t about explaining a facial menu. It’s about guiding desire and closing confidently. Yet so many spas fall into this trap:
👉 “She’s been here 5 years, let’s let her do consultations!”
👉 “Our lead esthetician knows the treatments best—she can handle the sales!”
👉 “We don’t need a closer, we need someone who loves the brand!”
Darling... no. Just no. 🙅♀️
That’s like asking your head chef to wait tables because she knows the ingredients. Expertise ≠ sales skill. A warm smile and deep product knowledge won’t move high-ticket services.
Let’s walk through this story...
💎 Storytime: The Spa With the 3x Revenue Jump (Spoiler: It Wasn’t the Facial)
There once was a dreamy spa in Santa Barbara. Beautiful ocean views. Caviar facials. Lavender mimosas on arrival. Clients loved it...but weren’t buying.
The owner was baffled. Every new client raved—but they didn’t rebook or upgrade. Until she brought in one new team member: a woman named Lana with zero esthetics experience and 15 years in luxury jewelry sales.
In her first week?
💰 She closed $18,000 in packages.
💰 She tripled the membership conversion rate.
💰 She outsold the top esthetician by 10x.
What changed?
Lana sold results.
Not ingredients. Not modalities. Not discounts.
She didn’t pitch. She painted a picture.
“You said you feel invisible without makeup, right? This treatment will make your skin so radiant, you’ll want to skip foundation completely. Imagine waking up glowing before coffee. That’s what you’re investing in—not just a facial.”
That, love, is consultation as luxury sales art.
🧠 What Makes a Consultation Convert?
Here’s the step-by-step difference between “the friendly esthetician” and “the luxury closer.”
🧊 1. Rapport Building (Not Oversharing)
Trained Sales Rep: Frames the convo around client dreams and emotional desires.
In-House Promoted Staff: Talks about their certifications and how much they love the new LED mask. 😬
💎 2. Discovery that Digs Deep
Pro Closer: Uses psychological anchors and open-ended questions.
Junior Climber: Asks what the client’s skin type is. Then nods.
🎯 3. Recommends Like a Concierge, Not a Technician
Pro Closer: Connects treatments to lifestyle upgrades, not skin jargon.
Staff Esti: Over-explains protocols like she’s prepping for a board exam.
💵 4. Assumes the Upsell
Sales Expert: Positions the membership or series as the logical next step.
Employee Rookie: Mumbles something about “you can book at the front desk if you want...”
The Big Lesson
IPromoting a friendly team member into a consultation role may feel good...but it won’t grow your business.
📈 Want more rebooks?
💼 Want more membership conversions?
💰 Want to sell 4-figure packages without blinking?
Then hire for persuasion, not promotion.
Train for confidence, not comfort.
The right closer doesn’t just fill your books—they protect your brand, your pricing, and your peace of mind.
🎥 Click HERE To Learn How To Tap Into Your Spa’s Goldmine – And Experience A New Way to Scale Faster
What to do right NOW!!
Here are three actionable steps you can take today to boost your profitability and maximize the potential of your existing customer base.
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Keep Glowing
✨The Spark Crew