A scored role-play. You are the barber. The skill isn't selling, it's noticing, asking, and connecting what you offer to what the customer actually wants, so the yes feels like a favor, not a pitch.
The setup. Dave is a regular, in for his usual cut. Nothing is wrong. It is a completely ordinary appointment, which is exactly where consultative selling lives or dies. The golden rule of the chair: a customer can't say yes to something he is never offered. But there is a world of difference between asking, selling, and pushing.
Five moments across the appointment. Each scores up to 10 points. Best path is 50. Play it the way your top earners do.
Always askLead with the benefitMake it about himNever pushy