In a panic, Ash phoned her mother — who held down a full-time job — for instructions. “Honey,” Ash’s mother assured the 7-year-old, “you can do this! Now, take out the big saucepan you used last night … .”
She went on to give Ash step-bystep instructions. But, between each step, she repeated the words: “Honey, you can do this!”
After starting Mary Kay Cosmetics years later, Ash used that two-part formula — encourage and explain — to train a sales staff of 350,000 beauty consultants who generate as much as $1 billion in annual sales.
—Adapted from Miracles Happen: The Life and Timeless Principles of the Founder of Mary Kay Inc., Mary Kay Ash, Harper.