Her Objection: I don't have TIME to hostess a Skin Care Class.

Your Response: I know just-how you FEEL! When my consultant asked me to hostess a class, that’s just how I FELT. What I FOUND was that when I felt like I had the least time to spare, that’s exactly when I needed to take a little time for myself! My consultant explained to me that our class would only take about 2 hours, and she would even send the invitations out for me! After my class, I was so glad that I had taken that time to pamper myself, and hang out with my girlfriends! I think every woman deserves a little time out once in a while, don't you? Which would be better for you______ or ________?”

Her Objection: I don't have any MONEY to buy anything.

Your Response: I know just how you FEEL! I have many customers who have FELT just the same! What my customers have FOUND is that free product is the best product! There is never any obligation to buy anything at a Pampering Session, and I love to reward my hostesses with free product! I would love for you to leave your checkbook at home, and just let me pamper you and your girlfriends! Doesn't that sound great!

Her Objection: I use "BRAND X."

Your Response: I know just how you FEEL! I FELT the same way myself. I too, was loyal to another brand. What I FOUND was that the consultant just wanted my opinion in regards to how Mary Kay compared to what I was currently using. I would love to get your opinion on our products, as that opinion would be especially valuable to me. I'll even have a gift for you just for giving me your opinion! Would you be willing to help me out with my training by doing that?

Her Objection: I DON'T WEAR MAKEUP

Your Response: I know just how you FEEL! I actually have many customers who FELT the same way, as they didn't wear a stitch of makeup, either! What they have FOUND is that we actually focus on Skin Care at our Pampering Sessions, glamour is icing on the cake. I would love to get your opinion on our Skin Care. Would you be willing to give me your opinion? And–if you prefer, I actually offer a selection of other pampering sessions besides Skin Care Classes! I do manicures, pedicures, spa classes. etc.

Her Objection: I don't have any FRIENDS/don't have anyone to invite.

Your Response: I know just how you FEEL! I FELT the same way when I was thinking of hostessing a class! What I FOUND was I knew a lot more people than I thought! I thought about who I would invite to my wedding-if I was getting married, and I came up with a great list of ladies to share my pampering session with! We actually love to work with small groups, just 3-6 ladies is perfect! Who can you think of that you know from work/church/clubs/school/family? I bet any of those ladies would love to be pampered, don't you think so?

Her Objection: I'm ALLERGIC to Mary Kay.

Your Response:

I’m sorry you had that experience – may I ask how long it has been? (Explain the product

changes) _______, may I ask you what you mean by ‘Broke Out”? Was it blemishes?

(Wrong formula) or little red itchy bumps? (A sensitivity to possibly one of the products –

doesn’t mean she can’t use the whole line – some people have a “sensitivity to” milk &

strawberries!) Is there any reason we couldn’t work together to find the perfect program

for you? Which would be better for you ________ or _____?

Her Objection: Have to check with friends first…

Your Response:

I can appreciate that, however, why don’t we go ahead and schedule it on my calendar and

then let your friends know… if we have to change it we can later (this is the tentative

booking approach). Those that can’t come can schedule at a different time. Which is

better for you at the beginning of the week or the end of the week?

Your Response: I understand ____________, you are aware that Mary Kay is a third to half less that anything at the department stores (just a few $s more that Walmart) and you never even have to pay full price for our products. We have discounts & lots of ways to get it free, we

even have NO Interest Payment Plans! Plus, there is no obligation to purchase. I’d just

appreciate your honest opinion. Which is better for you ________ or ___________?

She Still Resists:

Tell you what- Here’s my card (or my number), if you ever change your mind will you give

me a call? I’d love to be the one to show you our products! OR Here’s my card, if you know

of anyone who would like to try our products, would you pass it on? ALWAYS LEAVE

WITH A YES

Your Response: Great! You obviously appreciate good cosmetics! You know, we never find anyone whodoesn’t like Mary Kay at least as well, if not better that clinique- I’d love to get youropinion- is there any reason you couldn’t compare your ___________ to Mary Kay? You

can have a glamour item at half price just for giving me your opinion. Which would be better for you, ___________ or_____________?

BOOKING/SELLING OBJECTIONS

BOOKING/SELLING OBJECTIONS