Written by The Scribbler
If this script were made into a movie, it would be titled, “Is there any reason why we couldn’t get your Starter Kit ordered?” The pushy phrase is shoved into the potential recruit’s face a minimum of three times.
1. Cast the Vision
“I appreciate your time and want you to know that I am committed to building a dynamic team of women who are willing to work hard and want to make money, and you have the character qualities I am looking for in the team I want to build. Mary Kay may or may not be for you, but at least we will know….so I appreciate being able to share with you.”
2. Find her Hot BUTTON
“What do you value most in your life right now?” “What do you need in your life right now?” “What would you change about your life right now?” “If I can show you how to keep what you value and get what you need, is there any reason why you wouldn’t consider MK as yes in your life?”
(Scrib’s note: Women everywhere, now hear this! This part of the interview is dangerous – by answering these questions, you are giving the recruiter “ammunition” which will be used against you as the interview progresses! These questions are designed to cause doubt, stir up desire, and ultimately convince you that Mary Kay will meet every need that you have!)
3. Overcome Common Objections (Time/$/husband)
“Barbara, I know how busy you are; if you were going to add something to your life right now, what would the benefit need to look like to cause you to do that? The required investment to begin your business is @ $100. If this is something you decide to do, how would you take care of that—cc or check? If this is something you decide to do, is it a decision you will make on your own or do you need to get your husband’s approval?”
4. CUT TO THE CHASE and customize!
“What would you need to know about Mary Kay in order to make a ‘YES’ decision?”
Answer. Repeat Question. Answer. Repeat Question. Answer. Repeat Question.
(Scrib’s note: To break out of this question/answer cycle, respond truthfully with something to the effect of, “I don’t need more information on something that does not interest me – I just don’t want to do Mary Kay.” If she persists, repeat your reply. Do not waver or second-guess your response – the recruiter will pick up on this and push even harder for your “yes” answer.)
Once you have answered 3-4 questions ask,
“Is there any reason why we couldn’t get your STARTER Kit ordered? How would you like to take care of it, MC….”
6. Overcome any unforeseen OBJECTIONS
She objects. You listen. You repeat. You respond to the objection, and then you add
…”if it weren’t for that, what would keep you from getting started?” (inviting another objection). When she is out of objections (4-5), you ask again, “Is there any reason why we couldn’t get your STARTER KIT ordered? How would you like to take care of it, MC/Visa, Discover, check….” Remember back to the beginning of the interview; you know what she is motivated by, what she would change or add to her life. Bring this information into the closing process to support her coming to a YES conclusion.