Selling is a learned skill and is NOT the old fashion pushy hard sell.  You can learn to sell and so can your staff if you make sales a priority

Improve product merchandizing - Place products in attractive, organized displays that are easily visible to customers before they tan.  Use lighting to draw attention to the displays.

Stock a mix of high quality tanning and skincare products but not too many; too large a selection will overwhelm customers and make it difficult to explain differences in features and benefits.

Remember that you are selling quality products; price them like that, charge Manufacturer's Suggested Retail Price.

Ask every customer "How are you doing with your tanning lotion ?" Be ready to explain the advantages and importance of lotion use.

Get training in sales skills and techniques also in different products that you carry.

Insure that employees are using products; let them purchase at your cost and sample when new items are introduced.Mo

Motivate employees to sell; consider offering commission on sales and build enthusiasm.  Promote healthy competition among staff with recognition and "Top Seller" rewards.

The SunFocus Training course has more detail on selling skills and techniques as well as upselling and lotion features.; visit https://tanningclass.com/course/info.php?id=62