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How to Sell

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• Complete the Product Knowledge Workshop– Product Modules– How to Sell Module

• Familiarize Yourself with the Products– Understand what the products do and how they

work– Touch, feel, try them yourself

Before You Can Sell…

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+ Golden Rule

ServiceAsk │ Listen │

Learn

1. Announce1. Announce

2. Connectwith existing

and new customers

2. Connectwith existing

and new customers

3. Sellthe product

3. Sellthe product

4. Growyour business

4. Growyour business

Selling Approach

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Step 1: AskAsking questions means discovering your

customers’ beauty needs or concerns.Step 2: Listen

Listening is the most important step because it’s how you build trust quickly while gathering

valuable information.Step 3: Learn

After you’ve discovered your customer’s true needs and interests, you will have a better idea of what

products to offer and demonstrate. The key is to ask questions and let your

customer do the talking.

+ Golden

Rule Service

Golden Rule ServiceAsk | Listen | Learn

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Spread the word: What to use:

Email, Mail, and Phone Look BookProduct BrochureApplause

Facial, Skin Care Class, and Party

Announce that we have different skin care line: Personal Skin Profile to identify their needLook Book and Product Brochure to share clinical claimsApplause to share product features and benefits

Out and About Share brochures to introduce the lineProduct Brochure Look BookApplause

1. Announce 1. Announce Announce

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Who: How:

Start with existing customers “We’re always innovating our product line; we’ve added a new specialized skin care line that is more advanced than what you’re currently using.”

And existing customers on MK color only, but not using MK skin care

“We have specialized skin care line that might address your needs better than what you have tried in the past.”

New customers Utilize success with above to reach new customers.

2. Connect with

customers

2. Connect with

customersConnect

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• Connect with Golden Rule ServiceAsk Listen Learn

Skin Type:Are you pleased with the results you are seeing from your current acne regimen?

She might mention that she has seen good results, but that she feels there is still room for improvement.

Learn from her response if the product you offer is the appropriate match to meet her needs.

Skin Type:How would you describe your skin type?

She might mention that she has combination to oily skin and is looking for products that will fit her skin type.

Learn from her response on what particular product you will be offering.

Incorporating other MK Products:What other skin care solutions are you looking for?

She may tell you that she’s interested in a few of our anti-aging products such as the Targeted Action Line Reducer or Targeted Action Eye Revitalizer.

Learn from her response and acknowledge her interest in the anti-aging products.

2. Connectwith

customers

2. Connectwith

customersAsk | Listen | Learn

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How: Suggestions:

Sell to existing and new customers Know the product / basic science and technology

Share product benefits (available on www.marykay.com.ph)

Show your product brochure

Allow your customer to “buy their way” Let her customize her MK experience by shopping her way: in person, on the phone, thru fax, or at home.

3. Sellthe product

3. Sellthe product

Sell

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• Sell with Golden Rule ServiceAsk Listen Learn

Converting Hesitant Customers:Ask her if she is open to try something new.

She may be:Loyal to product regimen currently usingHesitant to try something new Very inquisitive and curious

Learn from her response and acknowledge her concerns. Share with her the product benefits. You don’t have to be the expert, utilize tools available:Look BookProduct brochure

Shop Your Way:Ask her how she prefers to be contacted. Via phone, mail, or email?

She may express to you that email is the best way for you to keep in touch with her.

Share with her that you have that flexibility and will be glad to keep her in the loop via email. Learn that great customer service is personal service, contact her how and when she prefers.

3. Sellthe product

3. Sellthe product

Ask | Listen | Learn

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Steps: Details:

Follow-up 2 days 2 weeks 2 months

Ask for Referrals Ask satisfied customers for referrals Through referrals, introduce the other

Mary Kay products and grow your business

Ask for Testimonials Ask satisfied customers for testimonials Testimonials are excellent tools to use

as you are meeting new prospective customers

4. Growyour business

4. Growyour business

Grow

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• Grow with Golden Rule Service

Ask Listen Learn

Follow-up:Two days after the sell, contact her and ask her how the products are working for her. And ask her if she has any questions for you at this time.

She may tell you she is thrilled with the products so far, but is concerned with other benefits

Learn from her response and always remember the 2+2+2 approach. Be sure to follow-up with her in 2 days to check what happened to her skin; then be sure to follow-up with her again in 2 weeks to confirm she is still satisfied. And lastly, follow-up again in 2 months for continued customer service and to check for re-orders.

Referrals and Testimonials:After confirming she is satisfied with the products, ask her if she has friends/family who may be interested.

She may tell you she is thrilled with the improvements she has seen and that she does have a couple of people in mind that may be interested in trying the products.

Learn from her successes to grow your business. You may say “I build my business with satisfied customers like you. Do you have any friends or family who might benefit from our new line?” Or you may ask her if she would be interested in holding a party and earning free products.

4. Growyour

business

4. Growyour

business

Ask | Listen | Learn

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+ Golden Rule

ServiceAsk │ Listen │ Learn

1. Announce– Email, Mail, Phone– Facial, Skin Care Class, Party– Out and about

1. Announce– Email, Mail, Phone– Facial, Skin Care Class, Party– Out and about

2. Connect– Start with existing “skin

care” and “color” customers

– Use success stories to reach out to new customers

2. Connect– Start with existing “skin

care” and “color” customers

– Use success stories to reach out to new customers

3. Sell– To existing customers– Allow customers to “buy their

way”

3. Sell– To existing customers– Allow customers to “buy their

way”

4. Grow– Follow-up– Ask for Referrals– Ask for Testimonials

4. Grow– Follow-up– Ask for Referrals– Ask for Testimonials

Selling Strategies

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Test Your Knowledge!

What are the four steps to the 4-plus selling strategy?

1. Announce2. Connect3. Sell4. Grow

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Test Your Knowledge!

What are the three key ingredients to Golden Rule Service?

1. Ask2. Listen3. Learn

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Test Your Knowledge!

What is the recommended schedule for following up with a customer who has purchased the Mary Kay products?

Two days, two weeks, two months

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Test Your Knowledge!

If a customer is satisfied with the product, you should?

Ask her for referrals and a testimonial

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Happy Selling!