The Individual Close

Written by The Scribbler

This script from nsd Lisa Madson has all of the finesse of a vacuum cleaner salesman inching his way across the porch, inching his way over the threshhold, and finally through the front door.  Notice how the consultant softens up the prospect by initially utilizing manipulative body language and flattery.  The prospect gets the informational tape/video – INCH.  The prospect is told to watch it within 48 hours – INCH.

If that weren’t enough, the consultant pushes for the Director to be present at either the coffee meeting or the conference call – CRASH THROUGH THE FRONT DOOR.  Even if a prospect tells a consultant, “I want no part of Mary Kay Cosmetics!” you’ll see that such a response translates in IBC-ese to, “I’m just messing with you; give me the “Something More” CD, you cute little screwball!” 

Look at your customer and lean forward some; try to get lower than her so that your head is lower than hers, even a little!  Look her in the eyes and say, “I have a question to ask you.  After watching me today, could you ever in your wildest dreams see yourself doing Mary Kay either part time for extra cash or for extra fun?  I think you would be great and the reason I think you would be great is I watched you today and…” 

Give her a sincere compliment.  She’s sharp, she’s fun to be around, people are comfortable around her – whatever it is that you picked up about her, tell her in a compliment!  No one gets offended by a sincere compliment!

Once you finish telling her you think she would be good followed by the compliment, then button your lip and let her respond, because that’s when we lose it – when we talk!  She then will say something that isn’t a flat no, she stammers a little, or she just might say,  “Yes, I think I could.”  You will then offer the information to her that is necessary to give her so that she is more informed in order to make a decision.  “Great!  I would love to send you home with some information.  I have a video (or tape or cd) that will really give you all the information about our company in a fun way.  This is a video of one of the top women in our company at an actual guest event and she shares how she got started and moved up in the business.  It’s really a great tape.  In fact, after many people watch it I find that they watch it 3 or 4 times more because they like it so well, I really do find that!  I’ll tell you what, after watching it this may not be for you, but at least you will be well informed and you will know what you are saying no to!”

Once you have handed her the information you will say, “By the way, do you have 45 minutes in the next 48 hours to watch this?  Great!  Let’s plan on talking on X date; is there a time that is better for you that we can get together for coffee or talk on the phone, which works better for you?  Great!”

Remember do not leave her without a specific time scheduled to talk about what she has listened to.  It is also better to do this on neutral ground – such as a coffee shop, and away from home interruptions.  Say, “I also want you to know that I am moving up in management in my business and part of my training is to get women’s opinion of this video and to work closely with my director for training.  Do I have your permission that my Director join us? (keep talking!) I would love for her to meet you and part of my training is that she will ask questions to get your opinion, while I listen and learn.  I know you will give us your honest opinion and that is what we want.”

Having your Director join you all depends on where you are at with your training in your business.  By asking your prospect “45 minutes in the next 48 hours,” you are going to help her to visualize in her mind her schedule and when she is going to do this.   She is going to respond with a definitive answer so that you can schedule in the next 24-48 hours to get back with her on the video.

“Yes, I think I could watch it tomorrow.”  “Great!  I will see you (or call you) on ________” (important to repeat the date and time).  You ask her the questions for her opinion rather than giving her a questionnaire,  this creates the dialogue, which is so important in a Marketing appointment/interview for building the relationship.  After you talk with her about the video/tape, if she has more questions or needs more information, invite her to the Success Night Unit Meeting.  Of course if her interest is very high and she is very eager, invite her right away to your Unit Meeting — the sooner the better.  It is better to refer to Unit Meeting Night as your Success Night, rather than a “meeting!

If the person you are speaking with does not sound like they are interested at all in learning more about our Company then you might say, “I have to tell you, when you say you could never see yourself doing this I can understand what you are saying.  I know how you feel, because I felt the same way when I joined this company 10 years ago.  But, I decided that it would be better to listen to the facts before I said no so that I knew what I was saying no to!  I promise you if after listening to the information you still do not see yourself doing something like this I will not bother you again!!  I also promise you that you will be in shock when you hear what our company has to offer.”

Happy Recruiting!