How to Sell Fragrance for Men

Choosing a fragrance is a personal choice, but a good salesperson can help you make your decision.

All fragrances are made up of a variety of scents that can be grouped into top, middle and base notes. Top notes are those you smell first and fade the fastest. Middle notes are the ones that make up the majority of the scent, and base notes are the deeper scent that lasts the longest on the skin. Men's fragrance usually doesn't have the depth that women's fragrance does.

Things You'll Need

• Fragrance samples Coffee beans Tester strips

Instructions

How to Sell Fragrance for Men

1. Ask the customer what type of a fragrance he is searching for. If he knows exactly what he's looking for by name, it will make the search much easier. However, if the customer is looking for something new to try, it might be a bit tougher.

2. Know your products. This will enable you to steer your customer in the direction of something he will like more quickly and more accurately. If you know exactly which fragrances are woodsy, citrusy or musky, you will be able to sell the customer exactly what he wants.

3. Provide the customer with several samples to test on the tester strips, and see whether any of them are of interest. If the customer likes one and would like to try it, allow him to test it on his wrist to see how the scent works with his body chemistry. All scents will change a little bit and smell slightly different on each person.

4. Give the customer the jar of coffee beans to sniff between smelling fragrances. The scent of coffee beans helps cleanse the nasal palate so the scents of the fragrances don't mix.

5. Assist the customer in making a decision. If he can't decide which scent he wants to purchase, help him narrow the choices down to two or three, and provide him with samples of those scents to try for a week or so. This will allow the customer more time to sample the scent and figure out which works best with his body chemistry.

Tips & Warnings

• Ask for a sample before you buy an entire bottle of a fragrance. Many places will give you a tester to take home and try for about a week to make sure you like the fragrance.

• Don't purchase a fragrance for a man unless you know he already wears and likes it or are able to return it if he doesn't like it. Choosing a fragrance is a personal decision, and if the person wearing it doesn't like it, chances are they won't wear it for very long.

Resources

• Read this Article in Spanish