Talking a Consultant Out of Returning Inventory

16220240Here’s a tried and true method of talking a consultant out of returning her inventory. We wouldn’t want her to do that! After all, the sales director will get a commission chargeback if the consultant returns her products.

We are all well aware of Mary Kay’s 90% buyback policy, whereby an independent consultant or sales director can return inventory purchased within the last year for 90% of its wholesale value. (Details here.)

Often, this is touted as some big privilege, and one of the many reasons recruits should sign up with Mary Kay. They are being offered a “no risk” opportunity with a wonderful company that is oh-so generous to the consultants. (Well there really is a risk, isn’t there, when you consider the 10% lost, the cost of supplies, the cost of shipping, the cost of interest on your credit card, etc?)

Yet when the time comes for a consultant to say “so long” to Mary Kay Cosmetics and exercise this option, the sales directors try everything in their power to talk them out of it! Of course, it’s not because they’re really looking out for the well-being of the consultant and her family, is it? It is more likely because the sales director doesn’t want to have to pay back the commission on the returned inventory (known as a commission chargeback).

This a common director scripted used to talk consultants out of returning their inventory:

Dealing with Product Return and Commission Chargeback

***The Most important thing to remember is to ask lots of questions. You’ve got to ask questions.***

*What do you remember @ the excitement you felt when you first signed your agreement? (Write down what they say. Don’t let them get into “buts”. Repeat the question if you have to. You are going to bring them back to their “why” later)

She needs to feel needed:

  • We’ve been friends a long time. I need your friendship and MK aside our friendship will stand. (If friends)
  • When did your feelings about things change?
  • Did your dreams change, did your “why” change, or do you think you just ran up against some obstacles and got frustrated?
  • I could tell you horror stories about consultants who returned their products and closed that door forever and then something changed in their life and for some reason they needed MK. I don’t want that to happen to you. You know, forever is a long time.

Concerning commission chargeback:

  • If you were the President of MK and you paid a consultant commission on an order that one of her team members placed and then that team member turned around and returned the product, wouldn’t you ask for the commission back on those items? What would you do? MK is so generous to us but this is a business. They have to make smart and sensible business decisions.
  • Think about this… If you were in my shoes – if you were and Director, and a consultant added her very first team member, do you think I should say at that time, “Congratulations, but I just want you to know that the consultant can return her products at any time and you will have to pay that commission back.” What would you do?
  • You know, MK is so good about making sure we have all the information we need about the business to be successful, but it is our responsibility to read the print. It’s all there (Career Essentials) but we have to take advantage of it.
  • I’m a new Director. What could I do differently or better in the future?

***If she still insists on returning her products, have an exit interview with her in person.***

***The following information was received from a Consultant who sold back product and has given permission to forward her words to others. You can send an e-mail with the following:

Hi [sales director],

Remember me? xxxxxxxxxx?

I would like to start this letter with an apology. I know that I alone can not make or break your business, but I also know that when I returned product it took away from your production and caused you to have to return some commissions paid, and for that I am truly sorry.

This has been a roller coaster year for me. I have spent the last couple of months looking back over my previous mistakes and failures. I have been upset with myself over giving up so quickly and so easily. In looking back, I see how I allowed the opinion of certain negative influences to dictate my actions. I take full responsibility. The sign of a successful person is not that they have never failed, but that they have failed many times and always continued to try. Unfortunately, I quit before I even gave myself a chance to get back on the horse after only one fall.

I regret with all of my being that I will never have the opportunity to know where I could have taken my Mary Kay career. Sending back product was the equivalent of saying, “I am a failure. I do not want to succeed. I quit. I give up. I will not put in the work necessary to reap the rewards.” If there was any way to take back that action, I surely would.

What all of this has taught me is that I do not want to be that person. I have continued to watch your future national area expand and I wish I were still a part of that team. You and the women in your future national area are on fire! What an incredible opportunity I missed to be associated with positive, go-getting woman!

While you do not know it, you have continued to influence me. I have realized that in order to become the woman I know God made me to be, I have to emulate the strong, successful women. So thank you, Allison, for being a role model. Thank you for showing me and countless others what determination, integrity, and perseverance can do.

If the Mary Kay rule book ever changes and allows for those who returned product to acknowledge the error of their ways and be a part of the company again, please let me know. In the meantime, I will continue to use the lessons I have learned from this experience and from you to hopefully find an incredible opportunity to grow and shine…though, I do not believe there is another opportunity as wonderful as I one I so quickly gave up. I wish you and James and your area all the best God has to offer.

Merry Christmas and Happy New Year.

They covered it all. Make her feel needed. Reminder her that you’re friends (yeah, right). Give her a little guilt about your commission chargeback. Make sure she knows she’s a loser and quitter if she returns her inventory. Remind her of how she won’t be in our little sorority if she quits. Make her think her dreams won’t come true without Mary Kay. Bravo, ladies. Quite the performance.

25 Comments

  1. Suzy the Former Kaybot

    My NSD and her minions, including my direct upline made fun of me behind my back and humiliated the crap out of me at seminar. I was standing right behind them listening as they bashed me on various topics. I quit that night in TX. I told them I quit and was returning everything, which I did. They called, texted, emailed, etc. begging me not to return it going on saying how MK is losing thousands because of me. They also tried to pull a bunch of religious stuff on me too. I blocked them everywhere and sent it all back. The women in the unit I was in were absolute con artists and phonies. To the reader, believe everything said here and on Pink Truth in general. I assure you it is accurate.

        1. Mountaineer95

          And they spent it before it was “theirs”! Even though they received it on your wholesale order, the sales that supposedly count are your sales to your consumers…so they should never have considered those commissions “theirs” until they confirmed that you sold the product. Oopsies! 😨

    1. BestDecision

      Since I left, I’ve been called names and ignored by my Senior, recruiter, unit members, and sister Directors. I left quietly and with professionalism, yet I immediately felt the backlash. I expected it, of course, but it still hurt and angered me. My Senior and recruiter lost a lot of money on my returned product, and it only made me feel vindication when I found out how badly they were going to start treating me. My Senior has told my team, unit, and offspring complete lies about why I left, and, yes, I was labeled a quitter.

      But, know this: I’m not burning up at Seminar, faking a smile, applauding egos, and coming away feeling like there’s always more I can do. I’ve seen pictures from Seminar, and it’s the same thing since I left. I don’t miss it. I don’t regret sending my product AND Cadillac back. I no longer am checking production, feeling pressured to Book 10, or spending nights and weekends away from my family. When I’m with them, I’m WITH them.

      So, that’s why I call myself BestDecision. I boxed it all up and got money back. It really was the BestDecision I could’ve made.

      1. JanRD

        “My Senior and recruiter lost a lot of money on my returned product…” Money they should never have assumed they would keep, given the buy back option. Pretty certain there are plenty of Bible verses that reinforce the principle of “Don’t count your chickens before they are hatched.” There is no excuse for the way you were treated by women in a company that promotes God first, but glad you got out and moved forward.

  2. Coralrose

    I’m stating the obvious here, but there is no way that letter was written by a real former consultant. It’s laughable they present it as such. It’s a sales director’s fantasy of what they WISH a former consultant would say. “I do not believe there is another opportunity as the one I so quickly gave up.” “I have continued to watch you and your future national area expand and I wish I was still part of that area. You ladies are on fire!” Yeah, right.

    1. TRACY

      I agree. The letter was likely written by a sales director who justified lying that it was from a consultant, because she really believed that a consultant would say these things if given the chance.

      1. Mountaineer95

        Definitely not an IBC. Knowing what we do about the writing styles of the typical IBCs who visit here, we can see that the phenomenal grammar doesn’t fit. It’s lacking in explanation points!!!!, RANDOM AND EXCESSIVE CAPS LOCK, and the oldie-but-goodies “better then” and “I’ll pray for u”.

  3. ihatemk

    Hey, I thought part of the appeal of becoming a consultant was the 90% buy back. I thought that was one of the carrots dangled in front of a prospect, oh wait I meant victim. MK makes it sound like unicorns and rainbows til the reality sets in and the victim realizes the product is not moving in an over saturated market and sub par quality. They sure do know how to make all these crazy fantastical promises that don’t get delivered. You know, MK does sell itself after all and if you decide it is not for you the company will buy it back at 90%. Gee, how generous of them. Doesn’t the supposed person who wrote this letter (and I bet you some SD wrote this bs) KNOW that some sob story and a 20 dollar or so fee can get you back into MK? Of course, why anyone would want to is beyond me and this letter is so NOT believable. This fictional person was smart for getting out.

  4. JanRD

    “If the Mary Kay rule book ever changes and allows for those who returned product to acknowledge the error of their ways and be a part of the company again, please let me know. In the meantime, I will continue to use the lessons I have learned from this experience and from you to hopefully find an incredible opportunity to grow and shine…though, I do not believe there is another opportunity as wonderful as I one I so quickly gave up.”

    Said no ex-MK consultant ever.

    1. Lazy Gardens

      “If the Mary Kay rule book ever changes and allows for those who returned product to acknowledge the error of their ways and be a part of the company again, please let me know. ” All it takes is for you to grovel and place a BIG order when you rejoin.

  5. Lily in NYC

    If what I’ve read is correct, it’s very easy to re-join after you’ve quit (not that anyone should!). I’m sure they would willingly reinstate anyone who was stupid enough to sign back up and purchase an inventory packet.

  6. MLM Radar

    I’m surprised she used this as an attempt to manipulate the consultant:

    “Congratulations, but I just want you to know that the consultant can return her products at any time and you will have to pay that commission back.” What would you do?

    Is this supposed to make the consultant feel bad? Here’s a REAL business answer:

    “Thanks for the reminder. I’d open up a separate savings account for that commission money so I can be prepared if it happens… Why are you giving me a funny look? Surely you set aside the commission on the $$$$ purchase I made, didn’t you?”

    1. Mountaineer95

      Yep! That might be my biggest issue with MK (other than the total lack of transparency about market conditions like how many other IBCs are already here so I can accurately gauge this “opportunity” you’re presenting to me).

      It’s the facts that:

      1)MK Corp pays the upline the commissions (supposedly on retail sales) BEFORE the retail sale has happened, and

      2) that the uplines receiving the commissions SPEND THEM before they’ve confirmed that the IBC did actually sell the product (or use it or give it away) AND that said uplines get upset with any IBC whose returns will create a chargeback.

      The way I see it (and the way it HAS TO BE SEEN in order to support the MK claim that the final retail sale is the actual sale they count as their evidence of not being a pyramid scheme) is that any upline person who receives a commission and spends it before the IBC has sold the product is really just giving herself an advance or an interest free loan that might have to be paid back at any time (like when the IBC returns the product that the upline has already paid herself for). To me (as a person with 20+ years experience in retail and legit wholesale sales) this is the single most telling aspect that proves MK is indeed a pyramid scheme.

  7. Mountaineer95

    i will happily reiterate my feelings on chargebacks any chance I get:

    IF Mary Kay “sales” performance and statistics were TRULY based on “retail” sales…ie the supposed sale from the IBC to the end consumer…

    then the upline WOULD NOT BE PAID ANY COMMISSIONS UNTIL THE IBC SOLD THE PRODUCT AT RETAIL.

    If an IBC places an inventory order, the upline that receives the commissions shouldn’t spend it until that product was actually sold (or given away, or personally used, or passes the one year mark).

    IF Mary Kay Corp and/or the uplines receiving the commissions actually based their receipt of or use of the commissions on end sales to consumers,, the chargebacks would NEVER affect the upline directors, because certainly they wouldn’t have already spent money they hadn’t yet earned.

    Attention IBCs: if your upline spends the commissions they made on YOUR wholesale purchases BEFORE they have confirmed with you that you did sell the product you bought, they are spending money that’s not theirs and you should feel zero guilt returning your product.

  8. Mountaineer95

    Upon rereading the above, this is my personal summary:

    “Blah blah blah, blah, blah blah…”

    “…but I also know that when I returned product it took away from your production and caused you to have to return some commissions…”

    “…continued blahs…”

    Honey, the commissions were never hers to begin with, IF the commissions are truly based on your actual sales. While she may have already been paid these commissions, it was on the understanding that you would actually SELL the products that you bought. So if she spent these commissions before you sold your products,, and you are now returning them, she should have zero problems or complaints in your returning these commissions to MK Corporate, since she hadn’t really earned them yet.

    Or, Mary Kay considers the commissionable “sales” to be the wholesale orders and not actual retail sales.

    …uh oh

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