You’ve got her exactly where you want her. Cornered. And she can’t escape from your magical Mary Kay powers. If she’s like most other victims you’ve approached in public and tried to strong-arm into a facial, she’s saying no.

But here is your answer to every possible objection she may have:

WARM CHATTER TRAINING
Part Three: Keep Your Cool

Has anyone ever offered you a facial?
Yes = Well that doesn’t surprise me. Who is your beauty consultant?
No = Well I’d love to treat you to some pampering! If you’ll just take a second to fill this out. [wait for her to fill out info card] Great! I promise I’ll call you [approximate day and time]. [If she put down a specific time that’s better for her, make sure you respond within her time frame!]

Has anyone ever asked you to be a face model?
Yes = Well it doesn’t surprise me. Who is your beauty consultant?
No = Well you’re probably wondering what in the world I’m talking about! The company sent me all these gorgeous looks. Some are very natural looks, some career, and some are dramatic evening looks. What I do is take a Before picture with a clean, fresh face – I know, nobody likes that part. But then I take an After picture when you’ve chosen a look. It is really fun and it only takes less than an hour, usually around 45 minutes.

Would you consider modeling for me?
Yes = Great! May I get your name and phone number, and when is the best time to call? Okay it’s date! I promise I’ll call you [approximate day and time]. [If she put down a specific time that’s better for her, make sure you respond within her time frame!]
No = Well then I certainly appreciate you taking the time to visit with me, and here is my card – if you should change your mind.

Do you already have a MK beauty consultant? / Who is your beauty consultant?
Yes = Really? Who is she?
* If you know her = Oh, isn’t she wonderful? You are so lucky to have her!
* If you don’t know her = Hmm, that name doesn’t ring a bell, but I’m sure she’s great. And I will leave you in her capable hands.
No = Really? Well, I’m a little surprised because [pay a sincere compliment]. But I would love the opportunity to pamper you! If you’ll just take a second to fill this out. [wait for her to fill out info card] Great! I promise I’ll call you [approximate day and time]. [If she put down a specific time that’s better for her, make sure you respond within her time frame!]

Have you ever tried our products before?
Yes = respond to appropriate objection
No = Goodness! I’m so excited I’ll be the first to put our products on your face! You probably weren’t aware that Mary Kay has been chosen as the #1 Best-Selling Brand of Skin Care AND Cosmetics for the past 12 years! Isn’t that amazing? So you can rest assured that only the finest products will be used on your face… and you deserve that, don’t you? Of course you do! If you’ll just take a second to fill this out. [wait for her to fill out info card] Great! I promise I’ll call you [approximate day and time]. [If she put down a specific time that’s better for her, make sure you respond within her time frame!]

I use ‘Brand X’
That’s great! I’m glad to hear that you are investing time and money in your skin care. Let me ask you, do you feel you are getting the results you want for the price you pay? I would really enjoy the opportunity to sit down with you for 45 minutes and get your opinion of the #1 Brand of Skin Care & Color Cosmetics in the nation! If you’ll just take a second to fill this out. [wait for her to fill out info card] Great! I promise I’ll call you [approximate day and time]. [If she put down a specific time that’s better for her, make sure you respond within her time frame!]

I don’t wear makeup
Perfect! You might be surprised to know that Mary Kay is the leading developer of skin care products. I would really love to get your opinion of our skin care line; we won’t even bother with glamour. If you’ll just take a second to fill this out. [wait for her to fill out info card] Great! I promise I’ll call you [approximate day and time]. [If she put down a specific time that’s better for her, make sure you respond within her time frame!]

I’m too busy
Boy, I certainly understand that! Life seems to go faster and faster. I was told several years ago that when you don’t have time for a break is when you NEED a break. So let me ask you, do you feel you could use a little pampering? You could even invite two or three friends to share a one-hour spa session. I would love to pamper you and give you a much needed break!

I don’t have the money
Oh, please don’t worry about that! This is a free facial, with no obligation to buy at all. I’m just offering you a chance to sit back, relax, and have some fun! If you’d like, you can even invite a few of your friends to join us. Does that sound good? Okay! If you’ll just take a second to fill this out. [wait for her to fill out info card] Great! I promise I’ll call you [approximate day and time]. [If she put down a specific time that’s better for her, make sure you respond within her time frame!]

I tried MK and broke out / I’m allergic
This one takes some time and effort to overcome. Try something like: I’m so sorry to hear that. If you don’t mind my asking, what kind of problem did you have? Was it a confirmed allergic reaction with itchiness and redness or did you break out with blemishes? Which products did you try? Did that consultant work with you at a follow-up facial to solve the problem? Were you able to take advantage of our money-back guarantee? [Listen to her responses to each question.] If one of you is unsure about the products used or what kind of a reaction it was, then say= Since we have cutting-edge new products, I would love the opportunity to make it right for you. If she is positive it was allergies, or it was a newer product, or she’s just not interested, then say= I’m really sorry to hear that. I really don’t meet too many ladies who have had a problem with our product. But I appreciate you taking the time to visit with me, and I hope you have a great day!

There you have it. You are now armed with the tools to make any warm chatter suspect agree to an appointment.