Mary Kay Scripts: She Needs to Think About It
Written by The Scribbler
The “Don’t give her too long to think about it” script featured on Mary Kay NSD Caterina Harris’s website.
At the end of the recruiting interview, Prospect Pam is interested, but needs to “think about it” before making a decision. We hear it all the time. Out of concern that she’s going to feel pressured, do you make the common mistake of giving her too long to think about it? Every hour that passes between the time the interview is held & the agreement/money are processed online (or in your hands) decreases your chances of getting a “yes”, significantly. More than 24 hours is TOO long for you & her not to touch base personally, and really, the best decisions (from the heart) are made within that time frame. The wise recruiter learns not to let the prospect control the follow up process, or it will tend to bog down (no fun) & ultimately lead to a “no”.
Learn to respond in a script comes across as sincerely helpful, not pushy:
“I can appreciate that, as I needed to sleep on it, too. I knew in my heart that I was really tempted to try Mary Kay, but I was very reluctant to make a decision on the spot. May I share with you my observations from working with dozens of women in the decision-making process? It has been my experience that women tend to make decisions out of emotion, either from the heart, or they make choices based upon fear, while men are more logical thinkers, don’t you agree? Women are very intuitive, and like me, you probably already know in your heart whether you want to do this or not. I’ve observed that women rarely trust their own intuition, however, so they respond with over-analysis to the point of paralysis! Have you ever done that? (smile & nod)
“Understand that right now you are feeling excited & energized about what you have heard, & therefore most open to the idea of stepping out of your comfort zone to pursue a dream! And I am excited and believe in you 110%! When I leave today, I will be taking my excitement and my belief in you home with me and leaving you alone with all your fears! As hours pass, the fears will tend to grow. And as fear grows, it becomes even harder to make a wise decision or to take action on a new direction in your life. Does that make sense? Pam, I would much rather have your heart decision, even if it is a “no”, than a fear decision. By this time tomorrow, if you still haven’t made up your mind, you will probably have more questions, & I want to be there for you to answer those concerns & build your confidence.”
“If I promise not to pressure you in any way, may I have your permission to call you tomorrow for your heart decision? Great, thanks. I am putting down 11:00 in the morning as an appointment for us to talk again. Just have your list of any new questions ready. And, between now & then , if you cannot stop thinking about Mary Kay…then it’s probably your heart urging you to Go for It! So I wish you a “sleepless night”! (smile)
“Now, if for some reason I get voicemail & have to leave a message, can I count on you to call me right back? I don’t want you to feel like I am bugging you or to feel afraid to give me an answer, even if it’s not the answer you think I would want to hear. The opportunity may not be for you and that’s fine. Just call me back so we both can move on from there. Is that fair??”
Our job as a professional is to make sure we call her back at the agreed upon time within a 24-hour period to ask something like, “Well, is there any reason why we can’t go ahead & get you started having fun & making money?” or something that hits HER “hot button”. Note: listening to a CD/tape is not a prerequisite to an Agreement, so don’t let her put off with the excuse that she “hasn’t watched the video yet” or whatever. After an interview, she has all the info she needs to make a decision. (Scrib’s note: “And by “all” we mean “only half of the story.”) Recruiting materials are helpful steps in the layering process, but should not become a reason to procrastinate getting involved. Never appear desperate. If she becomes a new consultant wonderful….if not, love her & move on.
Scrib’s note: Good grief, it suggests right from the get-go to utilize a script that is not pushy, and yet there’s specific points in this rambling manifesto where one is instructed to utilize manipulative body language (“Smile and nod”) and guilt tactics (“When I leave today, I will be taking my excitement and my belief in you home with me and leaving you alone with all your fears!”) in order to get a “yes” answer.
Similar Posts:
Trackback from your site.
Comments (16)
smo11
| #
“It has been my experience that women tend to make decisions out of emotion, either from the heart, or they make choices based upon fear, while men are more logical thinkers”
Wow, how sexist! God forbid we think through a decision using logic and get bogged down by facts; no, we’re just girls ruled by our emotions… sheesh
Reply
notapartyfan
| #
Ugh. That was my thought as well. It pits the woman’s emotional response against the man’s “logical” response. Does that even make sense? Can we all agree that men often jump into crap without thinking it through and drive their family into financial hardship? My brother-in-law did that more than once. MLM’s are full of men losing money hand over fist. I’ll take thoughtful caution over impulse any day thank you Ms. Whacked-out Kaybot!
Reply
raisinberry
| #
Layered within this script are the old fashioned “techniques” of “yes answer ” questions taught by Tom Hopkins and later re-packaged (stolen) by David Cooper.
Don’t you agree?
(Smile and Nod.)
Isn’t that fair?
Yes. Nod Yes. Yes. A Masterful sales script will take you on a guided tour of controlled yes answers that leave you feeling like a complete dolt if a “no” escapes your lips. You’ve been handled…and you will never know it…except for that quiet ill-ease you feel that you will never really be able to express your reason for wanting to get the hell away from Mary Kay.
Reply
Pinkiu
| #
How insulting that the script insists that women can only think with emotions and that men are the logical ones. UGH. And from the beginning the script sets up the enmity between a wife and her husband by saying he’s logical and has no heart.You, the wife, however have a heart and emotion and that is the only criteria on which to base a business. Hmmmm. Name one credible business in your community that was solely started on emotion. One! Everyone I know who started a business first counted the cost. For some, it was doing something they enjoyed but for others, they saw a lack in their community and an opportunity to make money by filling that gap. Both are necessary to be successful. However in MK, no costs are counted. No information is given about saturation. SDs certainly get offended if asked to show their schedule C, the only true document that shows yearly costs verses profits. No, this is not a business.
Reply
Lazy Gardens
| #
What a load of sexist condescending crap!
There’s a quick test to see whether something is sexist. Swap the female (or male) words for names of religions or ethnic groups. How does it sound after the switch?
What would NSD Caterina Harris think of this spiel?
May I share with you my observations from working with dozens of African Americans in the decision-making process? It has been my experience that African Americans tend to make decisions out of emotion, either from the heart, or they make choices based upon fear, while whites are more logical thinkers, don’t you agree? African Americans are very intuitive, and like me, you probably already know in your heart whether you want to do this or not. I’ve observed that African Americans rarely trust their own intuition, however, so they respond with over-analysis to the point of paralysis!
Reply
Bethany
| #
WOW that really points out how awful it is!! Thank you for that tip as well!
Reply
gotheart
| #
Catrina got this from GMBanks.
Catrina is in her clique.
This video is very degrading to women.
Manipulation at the highest level.
Those being interviewed are asked if they have the emotional discipline to come to the WCS to be trained by the panel.
The panel think that this is tongue in cheek, but it is not.
They are using outside mkc influences to manipulate women into joining their management teams. Red Jackets and above.
What really chaps my hide is the exaggerated sense of importance these women have.
Givens and Talbert have been at their same “career level’ of management for at least 10 years!
Harris has lost most of her nsd line since debuting as a nsd five years ago. Instead of the 18 sd she should have she has @ 7.
If women in mk knew about the status of these women in mk I think they would stop “wanting it to work”. They would see it does not!
But they so “want it to work” for them, they are blinded by the lights.
They do not, can not, don’t want to see the truth.
Caterina is the woman being highlighted.
Scroll to the bottom left had corner, click on the picture of the 3 women.
Caterina is in the center.
Click on the video, then move the pointer to 3:16 to get what I am referring to.
If you wish.
http://vimeo.com/mkrockstar
Sincerely,
gotheart
Reply
PinkPhoenix
| #
Since Kaybots love to use the Bible to manipulate people, this particular verse came to mind while I was reading this piece:
“The heart is deceitful above all things and beyond cure; who can understand it?” Jeremiah 17:9
Actually, that entire passage is great for instructing! Nevertheless, we are not to rely solely on the desires of our hearts to make decisions. What a foolish thing to do!
Reply
notapartyfan
| #
Good thought PinkPhoenix!
Reply
Kinzie
| #
PinkPhoenix,
That exact verse came to mind as I read that load of bull!
“…the best decisions (from the heart) are made within that time frame….”
Best for whom? Certainly not the consultant. That whole spiel is designed to cause impulsive, ill-thought decisions which is in the best interest of only the recruiter.
Reply
Lynn
| #
Unbelievable. They’re flat out admitting that the longer someone thinks about it, the more likely they are to say “no.” If this was actually a good opportunity, this would not be the case!
Reply
MLM Radar Detector
| #
If this was actually a good opportunity, 10 people (men and women both) would be applying for every available position. The recruiter would have the ability to choose which of the applicants seemed most likely to succeed, and would turn away far more applicants than she signed.
But MK is NOT a good opportunity. MK long ago recruited the best applicants, then they recruited all the rest of the applicants. Now they are scraping the bottom of the barrel, trying to recruit by deception everyone else who can be persuaded to sign and hand over cash.
Anytime anyone tries that hard to sell you something, be it a car or a timeshare or a “business opportunity”, you can be 100% certain that it’s NOT for your benefit.
Reply
MLM Radar Detector
| #
p.s. The above was NOT meant to imply that any MK consultant was somehow unqualified for a decent job opportunity. Please don’t read it that way. You ARE qualified; but MK is not a decent opportunity.
What I meant by “scraping the bottom of the barrel” was that MK recruits for “sales” jobs anyone who breathes and has access to cash, with no regard whatsoever for whether the person has any likelihood of success. It’s pure expolitation meant to take your $$$$$ any way they can.
Reply
Kammy
| #
So, out of interest (never been a Kaybot myself), what happens if you smile sweetly, listen to this BS, and then politely say:
“Well, since you put it like that…my sincere, heart decision is a no.”
What’s the next bit of the script? She’s already said that your initial “heart decision” (barf…) is likely to be the correct one, so what would she THEN say to backpedal and still try to snare the victim?
Reply
Scrib
| #
Kammy, I’m thinking that the recruiter could take a couple of different directions.
1. She could go back to whatever you might have given as your “hot button and ride the heck out of that. “You said you wanted to be able to stay at home with your children; don’t you owe it to them to at least try? You’ll never know unless you try!” Maybe she’ll invite you to a guest night, or give you a CD to listen to, or any number of different baits designed to get you biting the hook.
2. She could altogether just back down and say “Okay, no prob,” but if there’s a critical goal at stake, I would wager that this doesn’t happen often. Even Corporate suit Crayton Webb said in an interview (speaking of IBCs wanting to leave MK), “I doubt that there’s any fantastic independent beauty consultant who’s going to say, “Okay Chris, have a great life, see you later. I’m sure they’re going to say, “Okay, let’s figure out a plan to hep make this work for you.”
The Mary Kay world is a pushy one, and understandably so, since no recruits means no promotions. No promotions means you stay at the bottom of the career ladder, ever-wistfully staring upwards at the NSD throne while hearing them brazenly squawk, “See you at the top!”
Reply
Ruth
| #
The script is “felt//found/feel” “Yeah I also felt the product was over-priced but when I found out about all its amazing features I really feel it has improved my life” -classic marketing method of convincing someone to buy a product. Also they never point out that there are progressively less people at each level. Logic asks what has happened to everyone else if you are all supposed to reach the top-using one method-all working the same. They didnt work hard enough wont cut it for long.
Reply