In “Retailing is Not a Four-Letter Word,” the Guest Editorial in MASSAGE Magazine’s February 2011 issue, Lynda Solien-Wolfe, L.M.T., N.C.T.M.B., explains how to offer retail products to clients without coming across as a pushy salesperson. Solien-Wolfe, director of clinical education–massage and spa for Performance Health/Hygenic Corp., also shares her opinion on the role of retailing in building client loyalty and improving session outcomes, and offers experiences from her own life.

“I recently had a great purchasing experience with a therapist who conducted a thorough client intake and then recommended products based on my profile,” she writes. “She truly educated me on the products that would best serve my needs. In that situation, I felt legitimate help was being extended to me, and I appreciated it.”