Plus, you are teaching her and anyone else who is observing that it is OK!  You just taught her that she can break the Basic... you did!  Are you more interested in making $7 or $10 or in being a good teacher and setting the example for your future team?

All the way through your class, overcome this problem before it surfaces.  If you leave one out, you wont get the beautiful skin you could have!

At the end, when you close the Basic Set explain the reasons...  It comes as a starter set.  Used to be if someone took home a product say the foundation, shed be back in a few days complaining that it didnt work... her skin didnt feel like it did at the facial.  You can feel the difference after just one facial cant you? (Touch your face and nod your head).   Was it the products she bought from us, what she was already using at home, or the combination of the products?  But we know that if you use all three steps just the way I showed you today you should see a beautiful difference in your skin and if you dont its guaranteed!Marsha Fields tomorrow and buy a whole shopping bag filled with some other products, I will still feel good Sue has decided to take care of her skin.Mary Kay.  You might choose another company.  When they formulate their skin care products they assume we will use them together -- their cleanser, with their mask, with their freshener, with their moisturizer, and foundation. And what do we do?  No wonder our skin doesnt look as good as it could!  With your Basic Skin Care Set you get all five steps you need in three products.  An 8 to 10 week supply for only 52.  Last time I was at Starbucks I spent $4 for a cup of coffee!  Now when you run out of a product you never have to buy the whole set again. 

At the individual close, if you still have someone who wants to buy just one or two products, and she has never bought the Basic before...  Those come / that comes with your Basic set! Thats a smart place to start!  Assume she wants the whole set.  Im sorry, I must not have made it clear.  I cannot break it up.  If money is a problem then HELP HER work it out.  Your job is to help her get what she wants.  If she doesnt think she would use the rest, remind her how much she liked it.  Have her feel her face again.  Then I say.  If all you want is a cover-up you can get that anywhere.  This is my career and it is worth a lot more to me than just making a $14 sale.  Ill tell you what...  Remember it is all guaranteed 100%!

Lynn Gleason

  My goal is to sell everyone a TIMEWISE basic. My first TIMEWISE class, with 6 people, resulted in 1 TIMEWISE basic sold.  Fast to use and feels good! Our class needs to reflect those qualities to the max!  for DR shades, and it gives them full understanding of just how fast this                                                 2)                                               3)                                               4)                                               5) Pre selected day Radiance

Then I show the sets:  $52  This is a good time to pass around the picture from the Applause Magazine found on pg. 3.)  The entire process is about an hour. Sometimes less.  Fragrances, Body Care, etc.  In the last 14 facials, only 2 didn't buy.
A great analogy for selling the basics

I got this great analogy probably over 6 months ago now. I'm sure many of you have heard it but we have so many new consultants and some recent questions made me think it could use re-posting.

when I get to the foundation I acknowledge that we are different by putting our foundation in the skin care and not the color line but that it is for protection foremost. Then I say, Imagine if this were a house about 20 yrs old that had not been painted since it was painted the first time when it was built.  First you'd probably use a power sprayer to clean the house of dirt and mold, well first we cleanse our skin.  Bentonite. A natural clay that gently exfoliates dull surface cells and draws out impurities. Green microbeads help exfoliate dull surface cells.

Third, you'd repair any damaged wood, well one of the benefits of the 3-In-1 Cleanser

(vitamin E). Free radical scavenger., Yarrow and meadowsweet botanical extracts help to freshen the skin., Blue microbeads release a special vitamin blend. & Exclusive TimeWise complex.   Then, you'd prime the house and this is where we use our moisturizer.

Age-Fighting Moisturizer

Lemon extract. Helps even out skin tone.

Cucumber extract. Helps even out skin tone.

Exclusive TimeWise complex.

Hydrates for up to 10 hours.

Absorbs quickly, leaving skin feeling soft, supple and always fresh.
  Firms, softens and reduces the appearance of fine lines to restore the look of younger skin.

Always apply a moisturizer prior to applying all foundations.This allows for smoother application of the foundation.

If you painted the house without priming it, it would suck up too much paint.  It is the same with your skin.  Then when you wash your face at night, you wash the yucky stuff off with the foundation, Voila!

Man, this has made a big difference in my basic sales and especially in really making the point about all 5 steps being needed and then when I present the prices that is where I tell them about not splitting the basic. Since I've started using this analogy, no one complains!  It works!

Debbie Milewski

From: Karen J Ayers

  Early in her experience, Mary Kay discovered that when she broke the basic set for a new customer, she was setting the wheels in motion for an unhappy customer because using just a part of the set didn't produce the expected results.  The egg?  Soon she had these customers enthusiastically praising the products! The Mary Kay basic skin care concept is based upon the use of three separate products; each designed to do a particular job as part of a comprehensive skin care program.  This concern for the customer's ultimate satisfaction is one of the differences between the professional Beauty Consultant and someone who is just interested in making a sale. Except for items in the basic skin care set, all other Mary Kay products are sold individually, and the Consultant can sell the new customer any of these items.  We believe it's more important to sell or products the right way than simply to make a sale.Help needed selling Basic Skin Care

I was taught not to do any glamour at the initial appointment.  We leave the eyes alone and just do cheeks and lips.  I always say "don't worry if you're not crazy about the colors -- we'll customize a glamour look for you at your check-up facial.  Also, get into the habit of saying "the set sells for ONLY 52.  I was shocked that almost all of the top brands were at least twice the cost of ours.  Economical price -- #1 product.