Wednesday, August 09, 2006

Selling and Serving the Mary Kay Way

Lynn Janke is smiling because she is sitting behind the wheel of the second car she won as a Mary Kay Cosmetics sales leader--in just four years, while she was holding another full-time job, and moving up the ranks rapidly there, too!

Lynn became a top-level sales person and sales manager for several reasons.

First, she maintained a dedication to learning. In fact, I met Lynn when I was doing a book signing for The Complete Communicator: Change Your Communication, Change Your Life! I remember vividly that this was around 9:00 p.m., and she was still looking for books that would upgrade her knowledge and skills.

Second, she became highly assertive. To find new representatives, she would stop highly professional women in shopping malls and describe the benefits of affiliating with Mary Kay Cosmetics. As you can guess, that takes not only a venturesome spirit, but a communication style that wins people over quickly.

Third, Lynn displayed a love for her product. Her enthusiasm, bordering on an evangelistic style, was genuine.

Fourth, she identified many ways to keep in touch with clients creatively, using the Internet, telephone, and personal cards as well as face-to-face conversations.

Fifth, Lynn gave thank-you gifts to buyers.

Sixth, she managed her time wisely to balance two careers and keep her life balanced.

Seventh, she became an accomplished speaker, eventually teaching a communication course for Mary Kay representatives.

It's clear that Lynn Janke has offered a fine formula for selling and for serving clients.

Here's a book I recommend: Jim Underwood, More Than a Pink Cadillac: Mary Kay Inc.'s 9 Leadership Keys to Success. You will enjoy the story behind Mary Kay Ash's rise to the top. My favorite saying of hers: "Everybody you see today wears an invisible sign that says, 'Make me feel important.'"

To order my audio CD, "How to Succeed in Sales!" go to:


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