Thank you EESD Dorothy Boyd for sharing your insight...I sooooo agree!!!

Consultants & directors, I learned this lesson the hard way. I probably broke the first 25 basics I sold in 1982, because the customer "just wanted the foundation" , "didn't use foundation", "only needed a moisturizer" or "couldn't afford all the steps" ( yada yada yada). I had to learn a way to effectively communicate WHY we have the policy of not breaking the basic at the initial sale on the front end of my presentation. Otherwise, the clients would cop an attitude about it at the close if I failed to tell them of that policy until the end. I have used this script since 1984 and it works. If you want to

- maintain the integrity of our product benefits

- Build customers for life

- Be more concerned about seeing your customers get results than have a one-time sale

- Triple your sales and exponentially increase the likelihood that you will book a second appointment/class with that customer ( that's what happened to me once I began "playing by this rule"!)

...Then learn & use this script consistently, & resolve to "break the payment, but not the basic" from now on...

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From Jill Hansen: