Written by Raisinberry
How did we get you into Mary Kay? It was interviewing manipulation. You were probably reasonably happy when you came to our meeting, career coffee or guest event. But we are on a mission. And that mission is to enrich your miserable life. But first… we must make sure you have a miserable life.
Step One: Make a friend. I’ll tell you my “I-story” in which you will see how happy I am in Mary Kay, and how much better my life is and how much freedom and flexibility I have. I will level with you how unfulfilled I was, and how much growth has happened in my life. Lastly, I will search for your hot buttons and see where there might be a weakness in your armor.
Step Two: Tell us all about you! What did you want to be in high school or college? Were you able to reach that goal? (Probably not and that will start you feeling unfulfilled.) What do you like about what you do in your current situation? What would you change about your current situation, if you could?
Once you mention what you would change, (more money, more time, more friends, more flexibility, more challenge) we know your hot button and we have you.
Step Three: Begin the seven main reasons why women do Mary Kay, mentioning how we make our money, and a little bit about the high end of MK earnings showing Applause Magazine accolades. Ask a “yes answer” question. “Could you get excited about making an extra $300 to 500 CASH per week part time?” This question is impossible to say “no” to, so it will begin your first “yes” answer. If we can get you to say 7 yes answers, you will sign your agreement.
Step Four: Continue talking about the Car program, the Prizes, Being Your Own Boss, Personal Growth, the Number 1 Brand, free training, and ask a yes answer question after each item. (For example: Does the idea of calling your own shots appeal to you? Would it be important to you to represent the Best Selling Brand?) Once we have secured 7 “yes” answers you are ready to trial close. You are now fully aware that you do not make enough money, do not have flexibility, need more growth, need to be your own boss, do not get any recognition or prizes, are underpaid, and are paying for your own stupid car.
Step Five: We ask you your favorites. What do you like most of the seven main reasons I gave you? Which are your top three? When you mention money, free cars and flexibility, we affirm your choice. Time to begin closing.
Step Six: “Well Sally, the sooner you get your training done, the sooner you will be able to work toward that free car, the extra money and the flexibility you desire. I have an orientation training class scheduled Saturday or Wednesday…which one would you like to participate in?” (We SHUT UP AND WAIT.)
Since you are indirectly being asked to join, the choice is easy…you will think which day you are free and answer. “I can come on Wednesday.”
“Great!” We reply. “Let’s just get the paperwork taken care of now.”
Step Seven: Discuss the cost of the starter Kit and what’s in it and re-close.
Isn’t it great to get all that free product? Imagine how much fun you will have using all this and enjoying a personal 50% discount! How did you want to take care of this? MC, Visa, Check? (We SHUT UP.) You will answer.
Step Eight: Objections. All objections are just requests for more information. You are feeling excited but nervous and also will doubt yourself- a drawback of creating a need in you. Time to “fish.” You will state a question such as “I need to think about it.” All responses from us are positive. “Great! Good idea. If you were to think about it what questions would come up?”
After you give one or two, we fish for more. We want all your ammo. “So, you don’t know if you would be good, you wonder if you have enough time, and you want peoples opinion – Is that about all?” “Yes” you say. “If I had an answer for each of these would you feel more comfortable making a decision?” (you can’t say no).
We take them one at a time, using the Feel Felt Found formula. “Sally, I understand that you feel like you might not be able to learn how to do Mary Kay? I felt doubt about whether I would do well also, but I found that since they were willing to train me and I could follow instructions, learning came easy – and don’t you think it would be the same for you?”
Step Nine: The Power Close. After all objections are answered, we end with this statement: “Sally, doesn’t it make sense to try MK for 30 days, let me help you make an extra $800 to $1,000 CASH – and THEN decide if it’s for you?” (Shut Up.)
This question is impossible to say “no” to.
Step Ten: Final parting Objections. Fear of change makes everyone hesitate, and grope for any last reason. Being ready for this last ditch desperate attempt to dodge the close makes us recruiting champions. Whatever you say, the answer is, “That’s exactly why you need Mary Kay.”
“Well, I don’t have any friends.” That’s exactly why you need Mary Kay.
“Well, I don’t have any money.” That’s exactly why you need Mary Kay!
“Well, I don’t have any time.” That’s exactly why you need Mary Kay.
By setting up the dissatisfaction in your life, and skillfully getting you to announce your deficiencies, we can fill that need with one of the seven main reasons if not more than one. “Yes answer questions” control the dialogue and you must say yes to each one. After seven yeses it is impossible to say no, and by reminding you, you only needs to try it for 30 days to make $1000, you are “off the hook” as far as long term commitment.
That last ditch attempt to dissuade us from choosing you, is again a restatement of your need and unsatisfying life, so the answer, “that’s exactly why you need Mary Kay” seals the deal. In case you are an “I” Personality, we will have a Mary Kay pin attached to your agreement and mission accomplished!
Now we can begin to enrich your life by filling those deeply held needs you didn’t even know you had. This pattern will work your entire Mary Kay career as wanting awards, recognition, money, will be placing you in a constant state of dissatisfaction and questioning your goals and accomplishments. As you reach one goal, we place the next one before you in a continuous strategy of creating a “lack.” This will keep you moving forward, as laurels rested upon soon wilt.
Keeping a consultant and director dissatisfied with where they are, is the best way to enrich their lives. And of course, OUR lives… hook, line, sinker.