A FASHION REINVENTION - Cookie Lee

easier to offer alternatives if you’ve been listening and
getting to know them throughout the show.
“i don’t know anyone around here.”
My response to this objection is, “Hosting a show is a
great way to meet new people! Plus, if you don’t have a lot
in common the jewelry will facilitate the conversation.”
Encourage them to invite their neighbors and coworkers
to “Coffee and Tea with Cookie Lee”. I also mention to
people who make this objection that, “You know more
people then you think you do.” I help them make a list
that includes their neighbors, co-workers or husband’s
co-workers, neighbors’ friends and co-workers, church
members, kids’ friends’ parents…just jog their memory!
Recruiting Objections: What do you
say when a potential Consultant says,
“i don’t have the money right now.”
I recommend that my potential Consultants start taking
catalog orders over the next one to two weeks. That is
the best way to make the money for their initial order.
The $ 99 Kit is a great tool to use in this case as it will set
her up with everything she needs to take these orders. If
possible, I also offer to do a kick-off show for them and
I mention the programs like QuickStart and incentives
that will help them make their initial investment back
right away!
“i need to run this past my husband.”
When they say this I always say, “I can respect that. I
did the same thing.” Then I ask, “What do you think his
questions are going to be, so I can help you answer them
for him.” I also let them know that, “My husband was
skeptical too until he saw the earning potential. If you
would like your husband to call my husband we could
definitely arrange a call?” Then I give a Cookie Connection
magazine so they can show their husband the Success
in Numbers page which has proved to yield successful
recruiting results.
“i don’t have the time.”
I explain that, “The beauty of Cookie Lee is that you can
work it alongside your life.” You can do a ‘Show on the
Go’ just by carrying your Tote Bag or Jewelry Portfolio
(Item #N0802, available through Successorize). Since
you wear your product on your body it’s so easy to work
your business into your life. You make the decision how
far you’ll take it. But, busy people like you really make the
best Consultants because you know lots of people, you’re
out and about, and you know how to get things done! I’m
sure the people that you have supported with your time
would love the opportunity to support you in return.”
Upsell Objections: What do you say
when a customers says,
“i don’t wear a lot of jewelry.”
Identify with their objection. I speak from the heart
and let them know, “I know how you feel, I didn’t wear
a lot of jewelry before I joined Cookie Lee either, partly
because I felt that I couldn’t afford it. But what I have
found is that with Cookie Lee you can try a new style so
affordably, like a $ 20 pair of hoops.” I have had customers
like you who had this objection and then took a chance
and realized how fun it was to try something new and
came back for more and more versatile pieces. They get
hooked and some are Consultants now.
“i’m on a budget.”
This objection is the perfect opportunity to suggest,
“Then why don’t you host a show and earn FREE jewelry?”
Sometimes at my shows, I tell guests my “I” story that
at my first Cookie Lee show I wanted everything, but I
could only buy two gifts because I was on a budget and
that is one of the reasons I became a Consultant. You
could turn that guest into a hostess and then into a new
Consultant. Hosting a show is a great way to share the
opportunity with a potential recruit!
“I only wear fine jewelry.”
I explain that, “The fun part of Cookie Lee jewelry is
that you can mix and match it with your fine jewelry and
no one can tell the difference! Also, if you are traveling
and don’t want to risk bringing your fine jewelry you
can achieve the same look for less with Cookie Lee.”
If they just don’t want fashion jewelry then remind
that person that, “Cookie Lee jewelry makes for great
affordable gifts!”
Try This at Home
Now, it’s all about practicing. Role playing with objections
at Unit Meetings is extremely helpful. Just write up
some of these or other common objections onto pieces
of paper and then divide your Unit Meeting into small
groups. Hand out the objections and send your groups
to different corners of the house to go through their
objection and come up with some possible scripting.
Then have each group present their objection and
responses to it with the group. As a group, you can add
to each answer and help everyone with additional ideas!
I think when you teach something you learn it! For more
ideas and an extended version of this article go to www.
cookielee.com—Training—Cookie Connection.
THE COOkIE CONNECTION | SPRINg/SUMMER 2009
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