"The emphasis at sales parties was on teaching about her products rather than trying to sell them."
To me one of the great underutilized methods of selling is in teaching about our products. Rather than attempting to make someone make a decision, the teaching lowers the resistance level and offers and appreciation for what the product can do and how best to use it.
Rather than spar with customers, trying to get them to buy, we eliminate and break down resistance without them knowing it, by giving them answers to their questions while presenting what the product will do.
That of course generates more questions, which is one of the more important aspects of selling any product within a company, and the company itself as a brand.
Teaching, by its very nature, gets people to think of things to ask. So when Mary Kay had her people use a teaching model for sales, it was highly effective in breaking down resistance, while providing the type of atmosphere where people wanted to ask questions.
That and the limit of six people allowed the feeling of safety that didn't intimidate people.
Once people start asking questions, they've pretty much made up their mind to buy, it was only a matter of what and how much.
The instant gratification from having product on hand was also a powerful motivator in moving people to buy.
Many times the best thing we can do with our company and products is to educate rather than attempt to sell them with the usual methods. It can build a lot of good will and appreciation as well.
Mary Kay built a huge company using that simple philosophy and way of communicating.
Other Mary Kay Resources:
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