Addressing Booking Concerns / Objections
Addressing Booking Concerns / Objections
Cut and paste these onto index cards – objection on one side, response on the other - and practice them. You will hear these objections throughout your Mary Kay career, so be prepared. Her reluctance to schedule an appointment is not her denial. Repeat her concern, turn a negative thought into a positive thought, and end with a question.
“I don’t have my calendar with me”
or “Let me call my girlfriends and see when they can get together”
“I’m too busy right now”
or “I don’t have time”
“I don’t wear makeup”
“I already use _____”
“I already use Mary Kay”
“I’m allergic to Mary Kay”
“I’m not interested”
“How about we do it this way - since we are both busy and will probably play phone tag, how about we just set a tentative date with the understanding that we can change it later if we need to. What works better for you – weekdays or weekend?”
“I understand. I am a busy person too! You know, it really doesn’t have to take long. Would squeezing in an hour or a half-hour work better for you?”
“That’s fine! Mary Kay’s priority is skin care anyway. You wash your face, right? We can focus on skin care, or if you’d like to learn a little about makeup we could do that too. I would love to get your opinion of our products. Which might better for you, weekdays or weekends?”
“Great! I’m glad you make the decision to take good care of your skin! There is no obligation to purchase or switch brands. I appreciate the opportunity to share our products! Is there any reason why you couldn’t try them and give your opinion?”
“Great! Are you still being serviced by a MK consultant?” If no: “We have incredible new products. I bet you would you enjoy trying the new Mary Kay! When works better for you – weekdays or weekend?”
“Really! Did you have itchiness, redness, or blemishes? (keep asking questions!) You know, I have learned that women aren’t allergic to a brand name but rather to specific ingredients. We have many formulas. Did your consultant work with you to find out what ingredient or product you reacted to? (kindly investigate)
I’d love the chance to make it right and find what works best for you. Would you be willing to give MK a second chance with me?”
“I appreciate your honesty. Does it sound like something you would ever enjoy?”