The Art of the Consult™ and the A.S.K. Approach™ are adaptable consultation frameworks designed to support a variety of brands, clinics, and provider teams.
For skinbetter science® exclusive accounts, the A.S.K. Approach™ was customized into the sbs Method. While the terminology and acronym were adapted to align with the skinbetter science® educational framework, the core consultation philosophy and execution principles remain the same.
The sbs Method serves as an example of the flexibility of The Art of the Consult™ framework and its ability to be customized while maintaining consistency in consultation strategy, client experience, and outcome-focused recommendations.
Note: Certain product names within this training are hyperlinked to the skinbetter science® website for further product information.
30-minute express on-the-go clinic-wide training and high-level overview of The Art of the Consult™ system
Easy to listen to while multitasking or preparing to begin the full training
Learn consultation strategies designed to build provider and support staff confidence and eliminate the feeling of being a salesperson
Preview the philosophy, communication style, and consultation approach behind Altruistic Retail™
For some providers and support staff, this overview will be enough to immediately improve consultations and sales execution. Others may choose to continue into the full system and training.
Want to go step-by-step over time? FREE The Art of the Consult™| Altruistic Retail™| A.S.K. Approach™| Consultation & Sales Strategy Includes Editable Templates, Duplicatable Framework, and Excel KPI Momentum System™
Warm welcome to trusted industry friends, new colleagues and prospective clients wanting an overview of the consultation strategies, KPI framework, sales execution methods, and full Altruistic Retail™ System behind The Art of the Consult™.
Designed to be fully customized to your clinic’s product portfolio, categories, and procedure offerings. Inside the Consultation & Sales Training, you will find the consultation and recommendation strategy behind the system along with step-by-step instructions on how to build and customize your guide for your clinic, providers, and support staff. This guide serves as a companion to the training and becomes the foundation for clearer recommendations, stronger consultation confidence, and more intentional consultation and sales execution designed to elevate sales, client satisfaction, referral rates and repurchase rates throughout the clinic.
Because doubling your sales is just the beginning of the growth possible through stronger consultation execution.
THE 2-WEEK MICRO KPI RHYTHM
We are only as good as our last two weeks.
Big days and record pay periods should absolutely be celebrated, but isolated moments can create a false sense of consistency. I once consulted a clinic where a provider proudly shared, he had sold $10,000 pay period and felt like he recommended skincare all the time, yet when we analyzed the data, he had not had a $10,000 month in the six months that followed. Unfortunately, this is not uncommon.
Knowing your KPI number creates a reality-based, data-driven awareness of what is actually happening within the consultation process. We want emotion when we celebrate, but we want clarity when we set goals, evaluate consistency, and elevate standards of care.
Celebrate the wins. Learn from your NO MOMENTS. Then every two weeks, let them both go as you reset, refocus, recommit, and move forward with greater intentionality.
Created for esthetician students, new grads, or anyone wanting to elevate their medical-grade skincare regimen-building skills, The Art of the Consult teaches you how to have client-centered product conversations that address the client’s #1 skin concern.
Inside, you’ll learn:
How to use intake conversations to build trust and guide your product recommendations
What it means to become your client’s Skincare Hero
Dream Team Trio education
How to connect skin concerns with product categories
How to handle time constraints and confidence gaps — turning product knowledge into actionable regimens
How to build and use a HERO Product Funnel
The foundation and format for building intentional skincare regimens
KPI-based tiers to measure success
Bonus pro tips from the field
Esthetician assessment tools
Tracking systems that simplify follow-up and client care
Whether you’re still in school or about to launch your career, this book will help you start with intention, set yourself apart, and build the foundation of a meaningful and lucrative career rooted in superior client outcomes.
I highly recommend my full Esthetician Course.
It includes:
Editable Skin Concerns Intake Forms for both new and existing clients — ready for unlimited in-clinic use
An editable Skincare Regimen Recommendation Funnel, with step-by-step Building Your Funnel training
A Mock Clinic Funnel to reference as an example as you build your own
Esthetician-specific training on how to run this program independently in the treatment room, with templates you can carry with you throughout your career
For over 17 years, Carly Cottam worked in a dermatology office in a patient-facing role. Again and again, she heard the same thing from skincare reps and vendors:
“We wish we could duplicate you, Carly.”
What made Carly different wasn’t just a love for skincare, it was a deep understanding of it. She became obsessed with the science behind medical-grade formulations, knowing what ingredients did, how they worked, and when and why to use them.
After tens of thousands of consultations, Carly developed a strong belief in the power of medical-grade skincare. This belief wasn’t just based on impressive science. It came from watching it transform people’s skin, their confidence, and even the way they saw themselves.
What set her apart was her method:
She asked.
She listened.
And she made intentional recommendations.
This became known as Carly’s ALI Method: Ask. Listen. Intentionally Recommend.
Carly began asking thousands of providers across the country, “What is keeping you from confidently making skincare recommendations to your patients?”
Three common objections came up again and again:
Confidence gaps — Uncertainty about taking product knowledge and turning that into a complete regimen sale across different product lines.
Time constraints — Limited time during appointments.
Fear of sounding salesy — Discomfort initiating product conversations.
This was the turning point that led to The Art of the Consult.
By creating the Skincare Regimen Recommendation Funnel, a powerful education tool, Carly developed a system that addressed all three concerns.
This book offers an inside look into the mindset and the why behind The Art of the Consult. It will help you decide if you are ready to bring The Art of the Consult “Clinic-Wide: Customized Full Program” into your clinic. In addition, we dive into KPIs, goal setting, skincare revenue gaps and more. Results. Referrals. and Revenue are waiting.
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