Bridging the Gap Between Product Knowledge and Sales Execution

A structured approach designed with 20 years of in-clinic experience and a decade of retail consulting to realistically execute sales during appointment times

Addresses 3 Main Provider Obstacles

  • Time constraints:

    This intentional approach exceeds client expectations with no additional appoitment time needed

  • Confidence gaps:

    The Skincare Category product guide creates clarity and confidence clinic-wide

  • Not wanting to feel like a salesperson:

    You’ll love our easy framework that flips the script and leans into the nurturing nature of providers

How do we recommend products quickly, confidently and with intention? We A.S.K.

The Art of the Consult™ ASK Approach™

A – Ask the client’s #1 skin concern
S – Select the targeted HERO product + sunscreen
K – Keep building the regimen

Our simple, yet highly effective, proven framework makes it easy!

Altruistic Retail™

The Reality

  • Providers often begin with Antioxidants. Retinoid. Sunscreen.

  • These ARE essential for skin longevity. The Derm Dream Team.

The Objection

  • Patients often feel they have already “done something good for themselves” with their in-clinic treatment that day.

  • When we recommend something else “good for them,” like antioxidants and a retinoid, they are more likely to pass feeling they have treated themselves enough for one day.

The Sales Strategy: Their #1 skin concern is your entry point

  • The shift happens when we start with their #1 Concern. Their PAIN POINT.

  • We solve a visible, meaningful problem for the patient. Trust is established.

  • Resistance to other product and procedure recommendations goes down.

What This Unlocks

  • Patients are open to antioxidants, a retinoid, and other treatments sooner.

  • Expansion becomes natural, not forced, sometimes during the initial consult.

  • Adoption often happens by the second visit, not after repeated push.

  • When we lead with their concern, we earn their trust to build the rest.

    Skincare referrals are your best marketing plan for quality growth

Let’s Build Your Skincare Category & Portfolio Guide

A structured approach to selecting products. The Category Pages, including editable templates, reveal portfolio gaps, eliminate redundancies, and enable  strategic ordering.

Designed for medical directors and business owners to curate their portfolio, creating clear clinic messaging. Clarity cultivates confidence and drives organic revenue.

This framework becomes the training tools and consultation strategy for your clinic’s Medical Aesthetic Retail Strategy & Sales Training. 

New Clinics Benefits:
• Builds a strategic product portfolio and supports strategic ordering
• Eliminates gaps and redundancies in your opening order
• Create clear clinic messaging

For Existing Clinics
• Use the R-O-L-E Call, Portfolio Guide and 6-12 months of sales history to streamline the SKU list to support strategic ordering
• Repeat annually or with new SKU launches

Table of Contents

  • Before We Start Building

  • R-O-L-E Call

  • How We Build Regimens

  • Let’s Build the System that Drives Your Retail KPIs

  • Hero Product Example Category Page

  • Hero Product Category Template

  • Sunscreen Example Category Page

  • Sunscreen Category Template

  • Building Tier 2: Antioxidants and Retinoids

  • Antioxidants

  • Retinoids

  • Your retinoid is doing its job. Are you doing yours?

  • Building Tier 3: Complete the Regimen

  • Finish Building The Category Pages

Medical Aesthetic Retail Strategy & Sales Training

Table of Contents

  • Altruistic Retail™ Consultation Strategy

  • The Art of the Consult™ A.S.K. Approach™

  • How do you A.S.K? Intake Forms

  • Skincare Regimen Sheet a Powerful Tool

  • Product Recommendation Framework

  • Tier 1: HERO Product(s) + Sunscreen

  • Tier 2: Expand the Regimen

  • Tier 3: Complete the Regimen

  • Office Flow: Step-by-Step Consultation Process

  • Sell Without Selling Sales Training

  • Retail KPIs

  • Consults That Drive Retail Performance

We are in the business of helping patients:

Track What Matters

Accelerate your rate of improvement. The Art of the Consult™ KPI Dashboard is a companion spreadsheet designed to track retail performance per patient.

Simply put in # of clients seen and retail sales, and the Excel or Google Sheets KPI Dashboard autopopulates goal execution with color coded data, MoM, YoY Like-for-Like, and Daily trackers all bring unique strengths to this approach. Created specifically for Medical Aesthetics.

This is not about chasing numbers. It is about improving the consult—and using data to drive behavior change through awareness.

Our Mission

To create clarity through clear clinic messaging.

Clarity creates confidence.
Confidence drives consistency.
Consistency delivers results.
Results increase referrals.
Referrals generate revenue

Implement The Art of the Consult™