Notes from FNSD Sylvia Cook, from West Texas training

This info will not be NEW for most of you....but it is our solid MK training from the years... PLEASE TAKE IT TO HEART!!!  So often...we try to re-invent the wheel....only to find Mary Kay Ash's tried and true methods are easiest... and most effective!! Please read this one carefully....and decide today to put it into use ... if you are not already!!
Big hugs, Gail Menefee

Shared by Linda Quillin

Thoughts from Sylvia's "I" story....when she was initially asked to do MK..."Have you ever thought about doing something like Mary Kay?... Sylvia said this question changed her life!   Not right then, because she said NO!...but it got her to thinking about it over & over and finally after the consultant had asked her at various times, Sylvia finally set an appointment to look @ tape and facts....she got interested in making 50%!  She never thought thru anything but the 50%...knowing she could get a few clients and earn some extra spending $$!  (And at $19,000 a month, I think she's earning that extra spending $, don't you?!)

Sylvia's Training was on erasing/eliminating everything extra & look at what the company says will build you a strong, viable, successful business....Guess what that System is?....Hold 2 Classes a week, week in-week out.

Often we get excited and "rest" on our excitement for a few weeks....or we get discouraged from a no, or a zero show, or an event we feel bombed  and we rest on this....If you will just keep "pumping away, like those oil wells in West Texas....up and down, week in, week out...Hold 2 shows a week, Do the 3 Part Close, book 2 from each show, Hold 2 shows a week, Do the 3 Part Close, book 2 from each show, Hold 2 shows a week, Do the 3 Part Close, book 2 from each
show...SUCCESS is INEVITABLE...and not just a "little success"...but HUGE SUCCESS!   This is your Success System...keep it going for 24 months...and you will never have to worry about business, clients, recruits, financial security again!   What's that worth to you????  Here are 4 keys that Sylvia stresses:

First Key Point:  Must keep this system going  thru every class (appointment, but class is best)...NO MATTER WHAT!

Second Key Point:  As long as you've held your 2 SC Classes a week, then, and only then use other fun ideas!  On the go/Mother's Day/Seasonal, etc.

Third Key Point:  This is a numbers business!  50% of Texas teachers quit after their first 5 years (I just bet that's true across the country).   Our retention rate in MK is a whole lot better than this!

Fourth Key Point:  Work this business consistently on this basis of Holding 2, doing the 3 Part close...NEVER STOP THIS PROCESS and WATCH OUT FOR SUCCESS BEYOND YOUR DREAMS!

Making the Most $ in Least amount of time....

The 3 Part Close!

PART 1:    Closing the Appointment/Individual Close....after you have completed your class/appointment (you do these 3 whether you're conducting a class, facial, double facial...but it's far better...get more in less time, by doing classes)...  Keep in mind that you talk about this part all thru the presentation..."at the end of the class...I will show you a glamour look"...at end of class we can discuss those extra needs, etc.  (Sylvia coaches her hostesses to demo the Satin Hands on guests while she is individually closing!)  First thing to get them away from table:  "Who needs to leave 1st?"  (Take her)... Rule #1...Get the Sale! 

1) "Susie, were you as excited as I think you are about how great your skin looks and feels?" 

2) Of the steps in the Miracle Set, which did you enjoy using/learning about the most?

3)  Susie, you know your situation better than I do, and it doesn't make a bit of difference to me, but which will be best for you, would you like to splurge and take home the Roll-Up, or start with a couple of the pockets?"
Get the method of payment; write up the sales ticket....

PART 2:  Follow-Up Facial!   (At the beginning of class...book them for their follow-up...gang, this is fabulous!)  Open the class:  "Ladies, I'm sooo excited to share with you the #1 best selling brand of skin care on the market today!  This is the first of at least 2 appointments we will have...today, we will be focusing on your skin and taking proper and adequate care of it to get it, and keep it in tip top shape...so that your 2nd part...our Focus on Glamour...will be absolutely stunning!  Don't you agree that glamour is very personal?  (Nodding head yes & smiling the whole time)   Let's just get your glamour appointment booked right now, so that you won't miss out on some of the hottest tips of the season!   I'll just pass around this schedule of times and you select the very best for you!"   (Dont worry if one doesn't book....most will!)...then continue with the TimeWise Class... "I see Susie that you've set Tuesday for your glamour appointment and that's great!  At every class I get to select the very neatest person to work with as my future hostesses & you're my first choice because ______(sincere compliment)...is there any reason why, when we get together for your glamour next week, you wouldn't enjoy sharing this time with 4-5 friends... (Make her feel
like a million bucks)  Note:  If she doesn't book, new to area, doesn't know anyone, and you go over ways, and she still doesn't "share"...you still have her glamour appointment (I suggest you have 2 times a month  ...Minimum....set aside to hold in your home with people who don't "share" their time with others...you control your time and work smart!)  I agree with Sylvia that it is sooooo much easier to book a class from a class vs. phone or meeting new people in the malls!!

PART 3:  Get the CD/interview set!   "Oh Susie, there's just one more thing before you go....Is Mary Kay something you'd ever consider for yourself on a part time basis?  I think you'd be great and I would love to work with you!!!  9 times out of 10 she'll say NO!  Reply:   "I know exactly how you feel, I felt the same way to, but when I learned about the business, it make such a difference...and I just have to say, I watched you today and I just was reminded of a friend of mine that's sooo successful in the business....Could an extra $300-$400-$500/month be helpful in your budget now?"
(Have a CD or DVD wrapped in cello with some hugs/kisses in it)..."Would you do something for me?  Would you take this tape and pop it in on way home and to work tomorrow, listen to it and give me your opinion of it tomorrow afternoon???   Would DVD or CD be better for you?   Great!  For listening to this and giving me your opinion tomorrow, I will have a free gift for you!  (you can have a free lipstick or nail color or 1/2 price lipstick/nail color or PCP premium wrapped up to give her)....If you contact her the next day and she hasn't listened to it..."Oh Susie, I tell you what, I really want your opinion, and I think you will be intrigued by the information, I'll give you another 24 hrs, if you promise not to tell anyone!"    If you call her the second time and still hasn't listened....offer to meet her for lunch or immediately after work...to pick the tape up and buy her a cup of coffee/soda & go thru the plan...Remember, it's not her answer as much as it is your job to do the interview!!! 
Plus....ALWAYS ask the hostess when you arrive prior to class:  "who's coming today that you think might be good doing what I do.....(Pause)....how about you Mary, Is MK anything you'd ever consider for yourself part time for a little extra $$... I think you could be great!?  (Whatever she says...you say, Well, just watch what I do and we'll talk afterwards!)...Have her count your Sales
at completion of appointment!!!   Money Talks!

Part 1...Sell the product
Part 2...Book the follow-up
Part 3...Book the Interview...

Don't just "play with this system"...WORK IT!   This is a simple business... Work the SYSTEM...2 SCC & 3 PART CLOSE