SCC TRAINING TIPS

FROM THE FAMOUS ROYA MATTIS

  • USE ALL OF THE PRODUCTS YOURSELF. Open at least samples of ALL skin care formulas and foundations to try and feel (even if on back of your hand)!
  • Pre-profile ALL of your guests before the party via phone. Build a quick, comfortable relationship with them so that you aren’t a total stranger when they arrive for their SCC.
  • Use your script (notecards/book/FLIP CHART)
  • Greet each guest,with your hostess, when she comes in the door. Give a warm handshake “hug”, eye contact, and a sincere hello. Thank her for sharing her time with you!
  • SMILE, maintain eye contact, and stand up straight!
  • Take control of the party. As soon as a guest arrives, show her to her special place at the table and ask that she fill out the rest of her profile card while you check her foundation shade.
  • 10 minutesfromyour start time,offer Satin Hands and Lips to the guests who are there. Add in body lotion on the forearm, if you’d like. Anyone who arrives later has missed the Satin experience!
  • Always do ONLY ½ the face. Pick the side that needs the most help. Have guestsclosely check out their BEFORE so they’ll notice the AFTER even more!
  • If really crunched for time, either cut out some supplements OR run through all the products FAST like they would in the AM and then go back to explain what they do.
  • After sharing about the company, ask them to turn over their Profile Cards and write “yes” (interested), “ok” (willing), or “no” (don’t want to help or get a ½ priced item) to helping you with your 30 minute training on how we earn our cars and make our money.
  • Talk softer, NOT LOUDER, to get everyone’s attention.
  • Repeatedly say, “This is Part 1 of 2” and “At your second pampering session, we’re going to...”
  • When it’s time for Gift of Friendship /Fabulous Game:
  • Treat it as a race. Tell them to write their own name on the paper but “DON’T START YET! It’s a RACE and you can win…”Show them the Grand Prize!
  • Say, “Here are the rules: You’re going to jot down women you know who are (raise a finger for each word)overstressed, overtired, underappreciated, with a face –if she doesn’t have a face we can’t help her(joke to relieve tension), over 18, without a Mary Kay consultant as far as you know, and within an hour’s drive.”
  • Say, “JOT down 3 friends and you’ll get a prize. Fill the entire sheet and you’ll get a REALLY GREAT PRIZE.”
  • When someone fills the entire sheet, give her a $5 gift certificate to use that night and say “FREE MONEY to spend however you’d like tonight”.
  • Tell your guests that they can use their cell phones to get numbers – that’s not cheating. And if they don’t know the numbers, as long as they are on their honor they can get them by tomorrow, they still win!
  • “Ready, Set, GO!” Hum the Jeopardy theme or similar game show sounds. This creates ‘white noise’ so they will get started quickly without discussing the game.
  • Commentate like a horse race, “Oh, Jane is in the lead with 3 friends now!”, “Sue has 4 and is pulling ahead of the pack!”, etc. Be excited!
  • Throw out ideas: Neighbors, co-workers, former co-workers, people from church, your classmates, your kids’ teachers, parents of your kids’ friends, people from your doctor’s office, your hairdresser, etc.
  • If a Negative Nellie says “I don’t want to do this. I don’t want to give out my friends’ phone numbers without talking to them first,” let the game go on for a second, then get down quietly on her level next to her and ask if you can ask her a question. “Are you having a good time? Do you love how your face feels? Are you happy you were invited? Isn’t it wonderful to have had a choice to come? I am a small business owner who relies on the good word of others and their referrals to continue. So what would happen if I was pushy with her? She’d call you and you’d be upset and I’d lose you and all of your friends and that will put me out of business! Would I ever want to do that? So you’re giving them a choice to try the #1 in skin care. Just jot them here.”(Tap-tap on the table. Get up and walk away. Let her do what she wants at this point.)
  • If a guest is saying nothing, just looking at her paper, first ask her if she’s new to the area. (don’t assume) Then say, “Just jot down a few friends”. Then walk away from her and concentrate on the other guests. If she still doesn’t fill it out, don’t worry about it and don’t draw attention to her.
  • Give a makeup application tip, like how to apply mascara correctly.
  • At the end, have each guest moving clockwise tell the other friend what they like about their skin and what differences they see between the pampered side and non-pampered side. (Don’t talk during this; let them talk to each other.)
  • If a guest asks to do/try something that isn’t on the schedule, don’t say, “No, we can’t do that tonight.” Say, “We’ll be doing that at your second pampering session!”
  • For the table close…
  • Tell the guests, “Close your eyes and go into your closet. Think about the most ammmmmmaaaaazzzzing outfit. The one that makes you feel like a million dollars! Think of the shoes, the accessories, anything that pulls it all together. Add up in your mind. How often did you wear it last week? How often did you wear your face last week? OK, OPEN YOUR EYES…”
  • Now lean into the table and WHISPER (like it’s a secret), “Wouldn’t you agree that we as women spend more on our hair and our clothes than we do on our skin? Yet our skin is in the condition that we care for it NOW and is with us EVERYDAY for a lifetime. Doesn’t it make sense to invest in somethingthat’s with you everyday for a lifetime?”
  • Now increase your pace; talk loud and fast. “Ok, now I’m going to show you how sets save you money!!”
  • Show roll-up bag and products. Have your set sheet in your hand and read what each pocket holds.Share the 100% guarantee, how long it lasts, then the cost and the MONEY SAVING AMOUNT.
  • Never use the word “DOLLARS”. Ex. “It’s just 199!”
  • For individual consultations
  • Tell them what’s next… “Because faces and finances are private, we will be meeting 1-on-1 to see what you thought of tonight and what you’dlike to take home with you! Who needs to get going? Ok, Great! You’ll come with me first! Don’t worry about your survey…I know you didn’t have time cause you’re first.”
  • If no one is in a hurry, pick the sparkler with “nice shoes” or the negative one that you need to pull away from everyone.
  • “When we get together, please bring all of your papers.”
  • Ask if they can please help with the clean up by…
  • Leave some interesting items you want to move from your inventory in the center of the table for the guests to “play” with while you do your closing.
  • SELL SETS
  • Book a party date with the guest you are closing! Even if it is tentative, book it!
  • Book a time to contact them within 24 hours to get the guest list and find out how they’re loving the products!
  • Book role play marketing/career survey/MK chat

The CLOSE

**THIS IS THE MOST IMPORTANT PART OF YOUR NEW BUSINESS! YOU CAN PUT THE PRODUCT ON ANYWAY YOU WANT (AS LONG AS IT’S ON ½ THE FACE) BUT YOU MUST MEMORIZE THIS CLOSE! IT IS CRITICAL TO YOUR SUCCESS!!!

One on One Consultation at the end of the party.

3 objectives:

1-Sell sets

2-Book future classes

3-Schedule the interview

Sit to her left and mostly turn her away from the crowd. Mimic the way she sits or carries herself. If she is relaxed, you relax. If she sits up, you sit up. You have been standing over her for the last 45 minutes, so now your eyes need to be lower than hers. Do NOT give her a Look Book until AFTER the sale.

  1. I really enjoyed you being here tonight! Did you have fun?
  2. Did you learn anything new? What did you learn?
  3. Do you love the way your face feels? (Touch your own face.)
  4. Until your 2nd Pampering Session, did I answer all of yourquestions?

Let’s take a look at your feedback set sheet and profile card and I’ll make sure I can read it all. (If she’s missing things you need on her profile card, fill them out now.)

I am dying to know – If money were no object, which set would you love to take home tonight? You know your situation better than I do. Would you like to take home our ‘girlfriend’, The IDIA - I Deserve It All (shoulder roll) or is just the ___ more what you had in mind? Either way will be fine with me. (Stop talking and look down. Take her profile card and start copying her name and address on the sales ticket. Wait for an answer, don’t be first to speak.)

(If she doesn’t say anything once you’ve finished copying, turn to her, smile and nod. Look back down at your sales ticket. Count 1 one thousand, 2 one thousand…to 5. Then turn to her and ask,

_____ (name) do you mind sharing with me your thoughts so that I may help you out with whatever you’re thinking?

THAT’S A GREAT CHOICE! (Write out the sale, then look at the comments on the back of her profile card to be sure she got products to meet her personal concerns) Based on what you shared with me on this card, do you mind if I make a recommendation and share my thoughts to be certain we covered your concerns? (pause) For your concerns I’d recommend ______(You can lift the carbon copy of the profile for a ‘cheat sheet’ underneath.) Now, I’m going to mention these couple of things just in case. The AAA-mazing Skinvigorate Brush? Is your mascara more than 3 months old? Do you need concealer? How ‘bout Loose Powder? The gloss or the blush you tried tonight – did you need either of those? Great! How did you want to take care of that? Check, cash, Visa, Mastercard, or Discover? Okay, good. (While she goes to get her purse, finish the ticket by adding it up and give her a customer copy. Don’t add first, then send her to get payment; it wastes precious time. The close can be the longest part of the night and it’s the most important, so be efficient.)

(Tip: If there is an issue with her being able to afford what she wants, suggest a payment plan of ½ NOW, ½ next paycheck (usually within 2 weeks). You MUST have a credit card or post dated check for the payment plan option. Never leave the customer with the product and the intention that they will send you the money. And always collect ½ plus full retail tax to cover your cost up front. Be business smart!)

Now, for your second pampering session, let’s take a peek at what you indicated would be best for you. Q! That’s wonderful! You’ll be helping your girlfriend get the ___ from her Queen credit AND you get your Insta-freebie! I’m excited to do your __ (whichever option she chose) while your guests do what you did tonight! (don’t pause) So is next week or the week after more what you had in mind? (Get out your calendar.) Great! (Set the date. If she’s not sure on the date, set a tentative date that is ‘generally’ best for her.) I do all the work. They don’t have to buy a stitch. All you do is have 5 – 7 of your adult friends. The most successful Queen starts with a guest list of 10 – 15. The girls on your Fabulous Sheet are a great start!

(Take out Queen Credit Sheet and fill it out for her. Set a date & time within 48 hours to get names, phone numbers and addresses of guest list. Never leave without at least a tentative party date or a specific time in the next 48 hours when you’ll both have your calendar to book. If she’s hesitant to book a date, say two key words: Tentative and General. i.e. Let’s book something tentatively that’s generally best for your schedule and then I’ll call to confirm tomorrow or the next day when you have your calendar in front of you.)

Now…OPEN your INSTA-FREEBIE in your “Book-To-Look” prize! (wait for her to open, then say… ) Now, for some women this is a hobby, but for me it’s a job. I will be there rain or shine. You can count on me! Can I count on you? Great! We’re going to have a great time!

(If she has written “S” for self simply say…)Are you sure you don’t want to just see if your friends want to join you and if they can, great! If they can’t, no big deal. I’ll be there for you anyway?

(Ask because there are 3 reasons people don’t book - 1. Some people don’t want people at their home. So always have an alternative location to offer. 2. They are afraid their friends will feel pressured to buy. So make sure the hostess program you use gives them some things even if friends don’t buy. 3. They are afraid their friends won’t show and they’ll be embarrassed. So just release her guilt so she’ll try. If she still wants it by herself, take a look to see if her day choice works and, if not, share when you hold your individual appointments and also offer her to join you at an event you’ll be attending. If she’s only available for a prime spot, either ‘table it’ by not booking it OR book to potentially dovetail OR ask if she’d be open to you inviting others to join her as that’s a ‘group’ slot. Offer her some hostess credit if others join her, so you still have the ability to see multiple people in that slot.)

(Once booked, look on back of profile card for YES or OK to help with your training)

(If OK, then say…) Yeeeah! Thank you for agreeing to help me practice by letting me explain to you how I make my money in our marketing plan! It’ll only take about 30-40 minutes over a quick cup of coffee or over the phone. I’m in training so my Director will role-play with you while I take notes. Would tomorrow be good or the next day better? (Try to do this appointment during her lunch break or right before or after her work day.) Great! Take this catalog and go shopping. When I call/text to confirm our time, let me know what you’ve selected for your half price item so that I can bring it with me! Go ahead and splurge for something you wouldn’t otherwise get if you’d like. Take full advantage of the ½ price. I would!

(If YES, don’t hesitate. Just say…) I am so excited to partner with you! We’ll take it at your pace. You’re in a business for yourself, but not by yourself. All that’s required is the $100 + tax and shipping. Now, we do recommend you get products on hand in addition. Some women get a purse full, some a store full, and some don’t get any at all. You’ll have a business coach, but you’ll make your own educated decision. What is required is the starter kit. So, how would you like to take care of the $100 + tax and shipping? (While she’s getting it, pull up the online agreement and have her fill it out RIGHT THERE! She will move off to the side to do it while you close the other guests. Tell her to interrupt you if she has questions. Once done AND HER CONSULTANT ID IS OFFICIAL, give her our family website info and direct her to the business plan recording as her next step. Call/text your Director AS SOON as you leave the party to tell her ALL about your new team member. Celebrate her publicly and affirm her in front of everyone!)

(If NO, love on her and TELL her HOW MUCH YOU NEED YOUR CLIENTS, as she may feel guilty. If you really like her, ask…) Are you sure you couldn’t spend just 30 minutes helping me reach the required activity for this very passionate goal? (Usually she’ll ask you what it is again and say YES. If still NO, then share…) Did I tell you that you get a FABULOUS FREE GIFT when you refer someone to me who is accepted by Mary Kay and places her first product order? Who are the 3 people MOST LIKE YOU who might benefit from $30 - $100/hour and making RESIDUALINCOME? Would you be willing to ask them if they’d help me with my goal?

Thank you so much. I will grab your goodies at the end, if you don’t mind? Will you please send in _____ next? Great! See you ____!

DAVID COOPER (SALES COACH) CLOSE APPROACH (equally successful!)