Avon Sales Leadership Development Contact 1

Transcription

1 Avon Sales Leadership Development Contact 1 Build a Fabulous Foundation How to be a successful Sales Leader Instructional Aid April

2 Sales Leadership Development Contact 1 Overview Development 1 (D1) - Instructional Aid General This is the globally approved Avon Sales Leadership Development Contact 1 training process and Instructional Aid. It is designed to introduce both new and existing Representatives to the best practices of becoming a successful Avon Sales Leader (SL). The content flow and images are designed to generate interactive discussions with the Representative, from the start of the training session to the completion of the training and goal-setting process. Just as importantly, the D1 booklets are designed to help the mentor inject energy through activities and testimonials. Instructive and operational detail is limited to those points that will provide the Representative the basic knowledge of the benefits and activities needed to launch the network marketing (SL) side of the business. Adding more will overwhelm the individual. The process allows the Upline or District Manager to start to build a relationship with the Representative which will continue as she completes Development Contacts 2, 3 and 4 in subsequent sessions. It is important to establish a mentoring relationship between the Upline or District Manager and Sales Leader Candidate. This will help gain commitment from the candidate to attain Unit Leader status and beyond, within their first four campaigns. All four Development contacts will take an estimated 9 campaigns. Ultimately, these contacts will provide support for those who are committed to reach at least Advanced Unit Leader level. Development Contact 1 will ensure that the actions required to launch a successful home-based business starts with a commitment to learn the skills of Prospecting, Appointing, Training and Developing other Avon Representatives. The preferred training method is one-on-one; however, if Development Contact 1 is planned for more than one person, it is important that each participant clearly understands what she must do daily to achieve success. 2

3 Development 1 (D1) - Instructional Aid The Development Contact 1 Booklet follows 4 simple steps as defined by the PATD Guidelines first published in Key points to share on each page are either bullet-pointed, or highlighted in bold colors to help guide the conversation and action steps. The chart below outlines the 4 steps and the estimated time required to complete the first part of the training. The trainer will schedule an in-field practice and coaching session within a week following Development Contact 1 to observe and coach the new Sales Leader with prospecting and appointing. Step Objectives: Length Step 1 Pages 2 13 Opening Building a rapport with the Representative discuss selling experiences, recognize accomplishments, answer questions, review dreams and goals. 15 minutes Introduce SL benefits and earnings structure. Step 2 Pages Explain & demonstrate the topics Develop basic PATD skills, Prospecting, Overview of Appointment & Training Contact minutes Step 3 Page 24 Step 4 Pages Total Time Discuss 1 to 2 products Select 1 to 2 products to use to activate interest in Avon when prospecting. Goals and Targets Set up ACT steps to review as a homework assignment, set specific goals and link to dreams, update calendar to include prospecting and field coaching activities, and reference/encourage attendance at upcoming events. Target: 60 minutes (one-on-one or small groups) 5 minutes 10 minutes Development Contact 1 Timing: After Your First Recruit Field Observation #1: (See details on page 23 of this Instructional Aid.) Each of the Development Contacts are followed with an in-field coaching and observation experience that should happen one week after each training session. 3

4 Development 1 (D1) - Instructional Aid Preparation Checklist Materials Shipped to candidate (after first Recruit) preceding D1 Training Contact Note to Appointment Maker Included in Welcome to Sales Leadership Kit: Welcome to Sales Leadership letter Development Contact 1 Booklet Development Contact 2 Booklet Sell, Share, Show Sales Tools flyer Prospecting flyers Ask Candidate to bring Welcome to Sales Leadership kit with her to the Development Contact meeting. When scheduling D1 contact with Sales Leader candidate, suggest that the following occurs prior to contact: Print from youravon.com under Training > Beauty of Knowledge > Tools and Resources > Leadership tab: o Contract Scoring Worksheet and Contract Scoring Worksheet Instructions o Instructional Aid for AT1 o Current Believe in Your Success flyer o Development Contact 1 Flow Card o Prospecting Decision Tree Flow Card Order an Appointment Kit Watch the Appointment Training Contact 1 video on youravon.com You Will Also Need Dream/Goal Take-Away Card kept from candidate following Appointment, if applicable Lead cards from candidate Appointment, if applicable RPS Schedule/Mail Plan calendar Current Avon Brochure Calculator 4

5 Pre-Contact Preparation 5 minutes Training Environment Review what the Representative has accomplished to understand the actions and level of support needed to achieve immediate success. Review Beauty of Knowledge (BOK) courses: Introduction to PATD and Network Marketing Today. If in your review, you determine that she s done well building her Customer base and sales, congratulate on the number of Customers and sales. Look for early signs and behaviors of a successful leader that you can use to instill confidence. Examples of a leader s qualities include: a well scheduled calendar; serviced XX Customers; building a skin care Customer base; has taken several BOK courses. Choose a location that s quiet and comfortable with sufficient space to use the materials. Keep groups small to allow for interaction and for you to be able to obtain agreements on best practices. o o o o Home dining room Coffee Shop Avon office/training room Community room 5

6 Development 1 (D1) - Instructional Aid Step 1: Opening Discussion Front Cover Become a successful Sales Leader Greet and confirm purpose of visit. Build on prior contact(s). Hello, (Name). It s great to see you again! I am excited about today s session because you re ready to take your business to the next level. [Use information you noted from prior contacts to continue building a rapport with the candidate. Offer a sincere compliment on a business accomplishment and bridge to what you want to discuss today, which is the unlimited earnings opportunity with Sales Leadership.] Example: Congratulations, (Name). You are off to a great start with your XX new Customers and XX new Recruits. I could hear the excitement in your voice when you called to request more information about increasing your earnings as a Sales Leader. Tell me how things are going since we last met? Did you have a chance to review the materials in your Welcome to Sales Leadership kit? (Allow them to share their experience). What has excited you the most about becoming a Sales Leader? [Wait for a response.] {Transition to an overview of what she will learn in today s training session.} Great. Today we will discuss how you can become a successful Sales Leader, like many here in your area. Page 2 Development Contact 1: Overview and benefits of training session. Today we will share the process and benefits of becoming a successful Sales Leader. Our focus will be on the key activities that Sales Leaders do to achieve success. You will learn the basic skills that will increase your confidence and ability to lead a team of Avon Representatives. [Give and overview of the Table of Contents and read the Did you Know quote on bottom of page.] 6

7 Step 1: Opening Discussion This Development Contact 1 booklet is for your reference as you build your business as a Sales Leader. Page 3 A Personal Message from Avon s CEO Both Andrea Jung, Avon s CEO, and I congratulate you on taking the first step to change your life and to make your dreams come true. And thanks for being so willing to help others achieve success. Avon s Sales Leadership offers a nurturing cycle of success that s empowering and filled with social responsibility. Sales Leadership can bring you unlimited earnings potential and endless personal satisfaction. Page 4 You are in business for yourself, not by yourself message from Angie Rossi Angie Rossi, our Vice President, North America Sales, wants you to know that you will not build your business alone. You will have new Avon friends and business partners who will provide guidance and support. Avon, myself as your Upline and your District Sales Manager are committed to your achievement and success. We encourage you to take advantage of all the resources available to you. With Avon s partnership, the horizons ahead are broad, and the sky truly is the limit! Page 5 Beautiful beginnings start here: Help candidate dream bigger. A successful home-based business with Avon is fueled by your energy and personal drive. So tell me which of these statements apply to you? I want to dramatically increase my earnings. I want to help others. I want to be rewarded for my dedication and ambition. [Wait for response.] Why is that important to you? [Listen to response, and make appropriate comments.] 7

8 Step 1: Opening Discussion Because you answered yes to any of these statements, you are ready to become a Sales Leader. Page 6 Page 6 (cont d.) Becoming a successful Sales Leader: Link how a candidate s prior work experience helps her become a skilled Leader to build confidence. Selling Avon products directly to Customers is a vital part of your foundation for success. Although you can enjoy unlimited earnings as a Representative, there s even greater potential as an Avon Sales Leader. [Ask again or refer to her previous work experience to Avon and link skills/knowledge to being successful with Avon.] Example: Your 14 years as a teacher makes you a perfect candidate for Sales Leadership. You have a lot of knowledge and many skills that have made you an expert at helping others. You will be a great leader! What short-term goals do you want to set for yourself? [Wait for a response, comment appropriately and continue to expand her vision of success to a long-term or even bigger dream.] When you joined Avon you had a dream/goal of [ ] Has your dream changed? [Use Take-Away Dream/Goal Card, if applicable.] Example: When you are able to increase your income by $500 a month, what will you be able to do for you and your family? How soon do you want to achieve [restate the dream/goal]? How many hours a week can you invest in the development of your dreams? 8

9 Step 1: Opening Discussion Page 7 Earning is easy: Share the three steps ways to earn and recognize the progress made selling and building a Customer base, then bridge to Share and Show. (Name), you saw this reference to Avon s simple steps to success in your Appointment Booklet. Your first training contact focused primarily on Sell, which is all about selling Avon s world-class beauty products. To become a successful leader, you will want to master these 3 simple Sell, Share and Show steps. If a New candidate To help you build your Avon business, you are given an opportunity to earn up to 40% on your first order on full earning products and 40% on your second, third and fourth orders on full earning products when an order of $50 or more is submitted online. Avon does this because we want you to experience success at the highest level. We also want to help you develop a business that will inspire others to achieve success. If an established Representative candidate [Recognize the level of sales she consistently achieves.] Example: (Name), you have achieved President s Club for the last two years. Congratulations! Because of your dedication, you consistently earn at the 40% level every campaign. Tell me, what do you contribute your selling success to? Today we will focus on how easy it is to Share Avon with others. When you share what you enjoy about Avon, you will be able to recruit other Avon Representatives. Later in your training, we will cover how easy it is to Show others how to become successful too. Today we will discuss what successful Sales Leaders do to add up to 12% more in earnings by helping others become successful Representatives. 9

10 Step 1: Opening Discussion Page 8 5 powerful benefits of Avon Sales Leadership & Believe in Your Success Opportunity: Promote with excitement Avon s competitive advantages and bridge to the Believe in Your Success program. If SL is not familiar with Believe in Your Success Introduce the Believe in Your Success Bonus here. If they have been introduced to Believe in Your Success take the appropriate time to discuss the details, check for understanding and gain agreement on the specific campaigns to achieve success. Explain the definition of a successful recruit so SL understands how she earns each bonus. Avon offers Sales Leaders 5 powerful benefits that increase their ability to achieve their goals. Imagine what life would be like with unlimited earnings. You could experience the kind of life you ve always dreamed about. As a Sales Leader, you can enrich other people s lives by sharing Avon s earnings opportunity. You ll learn new business skills that will keep you knowledgeable and successful. Avon helps our Sales Leaders build their businesses by providing exclusive tools designed to help you as a Leader. For example: when Avon launches a new fragrance, Sales Leaders are usually provided with a launch kit for use with Customers and their teams. Avon provides ample rewards to our dedicated Sales Leaders. Many earn specially designed jewelry, exotic vacations and additional bonuses from exclusive programs created for Sales Leaders. Today, I am excited to be able to share how to get your business off to a Believe in Your Success. As a new Sales Leader, you can accelerate your performance by maximizing the Believe in Your Success reward program. Let me tell you all about it. Many of our new Representatives achieve their first short-term goal with the Believe in Your Success Bonus. 10

11 Step 1: Opening Discussion Page 9 Activities of a Successful Sales Leadership Review the activities that Successful Sales Leaders do: Build your business and lead by practicing: Prospecting, Appointing, Training and Developing others (PATD). Maintain your personal sales and fulfill each campaign requirement to be eligible for Sales Leadership bonuses. Invest wisely by making sure you and your Downline have enough appointment materials, prospecting flyers, business cards, brochures and other selling tools. Register to be an erepresentative to engage ecustomers and utilize Web Office tools. Complete the Beauty of Knowledge courses. Suggested courses: Introduction to PATD and Network Marketing Today. Show others how to do the same. Share a top-line overview of the annual earnings. (Do not overwhelm with details). Inspire candidate to achieve Unit Leader within four campaigns with simplicity and ease. You can unleash your earnings potential by advancing titles in the Sales Leadership program. Avon offers 4 levels of earnings potential. Unit Leader, Advanced Unit Leader, Executive Unit Leader and Senior Executive Unit Leader. You may choose the title that matches your level of ambitions. The great news is that you will be earning through your personal sales and Believe in Your Success while you are learning to build your business. Let s take a minute to review this page. Today, our focus will be on what you must do to achieve Unit Leader in just four campaigns. 11

12 Step 1: Opening Discussion Page 10 and 11 Let s Review what it will take for you to achieve Unit Leader: Believe in Recruiting Believe in Developing Believe in Advancing Exercise Based on the number of successful recruits always review their WDYK List. Review the top-line of the Believe in Recruiting, Developing and Advancing program. Discuss the importance of level achievement Let s focus on the Unit Leader s achievement level. What are the most successful tools you have to help you build a Customer base? (Brochures, samples, Power of 3 etc... explain if looking for recruits you can use Global recruiting flyers, two part business cards available on youravon.com/avon Advantage>Town &Country.) What is the minimum level of personal sales needed to earn as a Unit Leader? ($250.00) [Review progress on page 10.] Let s list who is already in your Downline, their order size and if you have earned on each campaigns. Total bonus potential for each recruit is $150.00! Let s look at your Appointment Booklet and review the Prospects you listed to see with whom you can share Avon s earnings opportunity. [Review Who Do You Know list; expanding their list to 10 to 15 names using the following examples.] Examples: Who on your list can use another $500 a month? List two to three individuals who you know want to send their kids to college. If you could help someone improve the quality of her life by offering her the best earnings opportunity she ever had, who would that be? Now based on what you know about these individuals, such as: where they work, attend religious services, bowling write how many Customers you think they could sell to in a two-week campaign. 12

13 Step 1: Opening Discussion Page 10 and 11 (cont d.) Review the Believe in Your Success Flyer and Bonus Chart [Make this discussion fun and easy; remember to estimate the sales potential of the Prospects listed.] Example: Someone working at a hospital or school could potentially sell to 15 to 20 Customers every campaign, whereas someone working in a small office may be able to service a smaller number. The objective here is to help her see how a Unit is created and how its sales are generated. Now, let s add up your sales and the potential sales that could come from the people listed. [Hand her a calculator and ask her to add up the estimated sales potential to see how close the total will be to $1,200.] [Pause: Make the appropriate comments based on what is displayed. If total exceeds $1,200, congratulate and confirm how easy it is to achieve the Unit Leader bonus requirements. If sales total less than desired amount, congratulate her for being on her way to achieving. Remind candidate that she will learn how to invite new people to Avon later in the training.] [Ask candidate to summarize what she has learned from this discussion on the earnings structure and what it takes to become a Unit Leader.] Now let s look at what bonuses you can earn [Review the Bonuses; Within your recruits first 6 Campaigns you have a potential of earning $ on each recruit: You can achieve a $25.00 Bonus on each new recruit (LOA 1) who places and pays a $ order. Have 10 recruits and earn a $ Bonus When those 10 recruits each place a $ order in her next 5 campaigns (LOA 2-6) you can earn $1, As you or your 1 st. Generation advance in title you have a potential to make up to $2, or $3, based on your title achievement. [Ask if she has any questions] 13

14 Step 1: Opening Discussion Page 10 and 11 Page 10 and 11 (cont d.) Reference back to page 9 the Activities of Successful Sales Leader: Show them how they want to keep advancing title the earnings will more than double at the AUL level, because those AULs applied what they had learned. The EULs are confident leaders who have developed other leaders, and as you can see, they earn three times more. By the time you achieve SEUL, the average earnings are much higher. Becoming a successful Leader is determined by how you build your business using the basic skills of PATD, which are Prospecting, Appointing, Training and Developing other Avon Representatives. I will show you how to master these important skills. First, as we discussed earlier, you must maintain your personal level of sales to be a role model for those you bring into your Downline. And it s important to invest wisely in your business to ensure continuous growth. Your Sales Tool flyer, which came in your Welcome to Sales Leadership kit, lists suggested tools and how to use them for your success. (Review the Sell, Share, Show Sales Tool flyer, specifically how to use our Global prospecting flyers and 2 part business cards) When you do these activities daily, you will see your earnings from selling and sharing increase, and you will build a business that you can depend on years into the future. Take another look at what the Believe in Advancing Your Downline and Yourself means to you in extra earnings When you achieve Advanced Unit Leader and add another $8,046 to your annual income, what could you do for you and your family? 14

15 Step 1: Opening Discussion Page 12 A beautiful beginning starts today! Take this opportunity to gain commitment on Sales Leadership. Note to Appointment Maker: If she only checks one of the three boxes, you need to do more selling on the program. (Name), take a minute and reflect on what s important to you at this point in your life. Take a look at these three statements and check those that apply to you. Would additional income make a difference in your life? Are you willing to invest time to build your business and support others? Do you want to work with a global company who will support you? Pause: Give candidate time to reflect; after she checks the boxes, make appropriate comments. If she checks 2 or more, use the script. Overview of four Development Contacts Great, you marked and, so let s discuss the next steps. Today we will complete Development Contact 1, which is all about how you become a Sales Leader. We will also spend time today developing your prospecting skills. Later in Development Contact 2, we will discuss how to encourage your Representatives in your Downline to become top performers. Development Contact 3 will be about strengthening your performance as a Sales Leader. Development Contact 4 will focus on how you can gain momentum that will help you achieve Advanced Unit Leader by the end of your training. Each one of these Development Contacts will be followed with an in-field observation. I will demonstrate and show you how to take each important step. For your planning purposes, you should estimate 17 weeks to complete the process and to achieve your title as an Advanced Unit Leader. Again, remember you will be earning while you are learning. 15

16 Step 1: Opening Discussion Page 13 The key to Dawn s success is Share Dawn s statement and affirm that many Candidates are able to achieve Unit Leader in four campaigns. Dawn started selling Avon in May, and by August she had built a strong Customer base and earned her Unit Leader title with 15 people in her Downline. Dawn consistently uses the Sell, Share and Show formula to build her business. 16

17 Step 2: Pages Explain & demonstrate PATD Explain the 4 skills and emphasize that today s training is on: Prospecting and Appointing. Discussion (Name), your earnings potential increases as your network grows. Your Avon network consists of you (the Upline), your sales team (the Downline) and the two other generations that grow from your initial Downline. As your skills in PATD grow, so will your confidence in building your team. I talked earlier about the four basic skills of PATD you will need to become a successful Leader. Today we will focus on Prospecting and Appointing, and later we will cover the other two. Let s review how PATD impacts your business. [Read each explanation and ask clarifying questions.] Your Upline Sales Leader or District Sales Manager will personally coach, mentor and guide you in mastering PATD. Page 16 Before Prospecting: Discuss how to prepare to prospect effectively and expand the Prospect list. Before you go out prospecting, remember to develop a list of people or a specific place you will go to maximize your time. Create and practice your talking points and bring a variety of prospecting flyers to help with generating excitement and converting Prospects to Representatives. Prepare: Prospecting tools that work best are prospecting flyers, business cards and samples. You will want to dress appropriately, using and wearing Avon fragrance, cosmetics and fashion accessories. Earlier we started your Prospecting list when we discussed the Believe in Your Success opportunity. You listed people that you already know. Now, we will discuss how you can approach new people and offer them an opportunity to experience Avon. Some will be interested in buying, some will be interested in earning as a Representative, and some will become interested in the Sales Leadership opportunity when you show them how easy it is to earn with Avon. [Expand the Sales Leaders network by asking leading questions about the people she will visit or call and places she may go. Encourage the use of Power of 3.] 17

18 Step 2: Explain & demonstrate Discussion Example: Where do you bank? Who do you think would be the best person there to be an Avon Representative? Why? Let s put her name on the list as someone you can approach. [Continue to expand the Prospect list.] Your Upline Sales Leader or District Sales Manager will personally coach, mentor and guide you in mastering PATD. Page 17 During Prospecting: Introduce ACT as a Prospecting technique. Review the Prospecting Decision Tree Flow Card Now that we have identified some new places for you to prospect, the next step is to develop your approach. At Avon we use a simple but powerful technique called ACT. A is the approach, C refers to creating excitement and the T stands for scheduling a time and place to share the opportunity. Page 18 Approach A. Direct Approach Discuss how to use a direct approach and provide an example. Check for learning. The more people you approach, the more likely you will find interested Prospects and the more quickly you can build your team. There are two types of approaches that work best when you are prospecting. The Direct Approach is when you meet someone, and you immediately introduce yourself as an Avon Representative. The steps that you go through are: [Refer to steps on page 18 of booklet and sample dialogue.] You can see we got right to the point with this approach, which is easy to do when you know the person. Page 19 B. Indirect Approach Share the indirect approach and how it works. When you are prospecting with people you haven t met yet, you ll want to use the Indirect Approach. This method works when you start a conversation by finding a common ground and then bridging to Avon. It s important to use open-ended questions that will encourage conversation. Example: It s a great view, isn t it? I m glad I have a home-based 18

19 Step 2: Page 19 (cont d.) Explain & demonstrate Development 1 (D1) - Instructional Aid business that allows me to take breaks and enjoy life. Discussion Hello, I m Lily with Avon. Tell me how would you feel about spending more time with your family and having the opportunity to earn from a successful home-based business? Great. Lets schedule a time and place we where I can tell you more. Page 20 A. Direct Approach Scenario Practice prior learnings to help candidate develop the two comfortable prospecting approaches. B. Indirect Approach Scenario Practice #2 to build confidence. OK, (Name), now it s time to practice Let s say you are at a restaurant, and you just received excellent, friendly service. How would you approach the server? [Create a direct approach, together. Allow Sales Leader to write first and then ask her to share her thoughts. Praise and don t over coach. Keep feedback light.] Another scenario could be you are in front of a school, and you see a mother dropping off her child. What would you say to her? [Pause: Allow Sales Leader to write first and then ask her to share her thoughts.] Great. You are ready to go out prospecting now! 19

20 Step 2: Page 21 Explain & demonstrate Step 2: Create Excitement Explain how to use the Prospecting flyers to create excitement. Show Prospecting flyers; explain how each is designed to attract a specific Prospect. Discussion The next step in ACT is to create excitement. Remember, Avon makes this step fun and easy. It s during this step that you hand the Prospect a flyer. Always keep it simple when you are prospecting, and always think of what s in it for the Prospect. If she s looking for a home-based business: Emphasize: High income potential Flexible hours Training and development World-class products If she s looking for extra income: Emphasize: [Review the bullet points under (b), She is looking for extra income, and remind her that the Prospecting flyers are available online. Encourage her to purchase enough Prospecting flyers to use the Power of 3 every day when she places her next Avon order.] Time and Place: Make sure you obtain names and phone numbers to be able to schedule an interview and Appointment. Close this segment with: Avon offers professional Prospecting flyers with great recruiting messages to help make prospecting fun and effective. Introduce homework exercise to review pages prior to prospecting and appointing observation. 20

21 Step 3 Pages Create goals and action plans Transform your interested Prospects into motivated and active Representatives through the Appointment and Training Contact 1: Provide a brief overview of Appointment and Training contact process. Discussion You ve learned about the first step of PATD, which is Prospecting, and you have practiced how to approach Prospects. You have also created your first Prospect list of people on whom to practice your new learnings. Let s take a minute to review how you can transform your interested Prospects into motivated and active Representatives. Pages 22 and 23 summarize the four-step process and show details on how to appoint a new Avon Representative. When we get together in a few weeks, you will be observing me conducting an Appointment Training Contact 1. Bring this booklet with you to use as you observe me conducting the Appointment. You can follow along and make notes as needed. Page 24 Present Avon Products during every Representative contact: Show how products can activate interest in Avon s earnings opportunity. As you build your business, it s important to always present Avon products. Invest in extra samples to use when sharing Avon s earnings opportunity and look for ways to allow Prospects, Customers and your new Representatives to experience the products. Remember to use the Conversational Skincare Cards with Customers to determine their skincare regimen so they can order the right products for themselves. With the purchase of your Starter Kit, you have full size products and additional samples to share with Customers along with extra brochures so you can continue to reach out to new Customers and excite them about our great products. Remember, your daily activities should support your goal to become a Unit Leader with a business that generates a minimum of $1,200 in Total Unit Sales every campaign. [This is a great time to let the new Sales Leader experience a hand cream, or any other product sample you may have with you.] Additionally, share the current product promotion; for example, Ship Direct/Instant Delivery. Dreams do come true at Avon, and they will for you, too. 21

22 Step 4 Page 25 Page 26 Goals and Targets Strive to achieve your first Sales Leadership Title: Create a sense of urgency to take immediate action to build the business. Reference Believe in Your Success flyer again. Earn While You Grow Discussion Now that you know more about the benefits and earnings potential of Avon s Sales Leadership opportunity, it s time for you to set your targets for success. I also want you to think about both short-term and long-term goals and where you want to be in six months to a year from now. [Reference The Average Earnings Chart on page 9 of the booklet.] Because I am your mentor, it s important for me to understand where you want to take your business and when. Let s write your commitment here. Which title do you want to achieve? By what date? Great. How many people will you talk to every day to build your team? How many new Recruits will you add to your business between Campaigns and to earn your Believe in Your Success Bonus? This chart reviews the requirements and bonuses you can earn as an Advanced Unit Leader, Executive Unit Leader and Senior Executive Unit Leader. You also have an opportunity to Earn additional bonuses as you mentor others. As you can see our Sales Leadership bonus opportunity is tremendous. I am so excited to see you reach your dreams and goals as you earn. The Sales Leaders who are successful at earning their Believe in Your Success Bonus and Unit Leader title in the first four campaigns go on to achieve other titles sooner. They are the ones who carefully plan and commit to using a calendar. 22

23 Step 4 Page 27 Goals and Targets Update your Calendar Take the time to show how to plan for success. Refer to reminder list at bottom of calendar. Discussion Remember, the Believe in Your Success Bonus is an opportunity for you to earn. Planning your time is critical. How much time are you willing to invest per week in your Avon business? Let s add the important activities to this calendar and then determine which days you can sell and share to build your business. [Add the activities that are bulleted on the bottom of the calendar. Encourage the Sales Leader, in the future, to use her own calendar to schedule both personal and business activities.] As a Leadership Representative you will have access to specific communication and Leadership only training courses via the Beauty of Knowledge website, customized just for you. I would like to recommend two courses to start with, Introduction to PATD and Network Marketing Today. [Add the dates to the calendar when she will be taking her Beauty of Knowledge courses.] I m looking forward to helping you reach your (dream), and many dreams beyond that. Page 28 Mark your calendar Confirm next training contacts and invite to upcoming events. Let s record the dates and locations of your next contacts and our Field time together. [Record important next contacts, leave a phone number and schedule the in-field observation for prospecting and her first Appointment within two weeks from this contact.] Our next Avon Opportunity Meeting (AOM) is on at ; plan to attend. It will help you gain a greater appreciation of the company you represent. Feel free to bring guests from your Who Do You Know List. What questions do you have at this time? [Pause: Allow ample time for questions.] I look forward to meeting you on for our field time. In the meantime, here s my phone number if you should have any questions. 23

24 Use this process for the Field Observation Follow-Up Contact Development 1 (D1) - Instructional Aid Process When How Development Contact 1 Field Observation Within 2 weeks after Development Contact #1 Becoming a Successful Leader One-on-One 1. Opening Review progress toward goals previously established 2. Explain and Demonstrate the topics and practice or check to ensure understanding. 3. Review 1 to 2 Products 4. Set goals and targets and agree to action plans related to the topic. Establish purpose of activity and review steps to ACT Prospecting or the Appointing process or both Provide an opportunity for Sales Leader to observe, and then practice both Direct and In-Direct Prospecting Discuss field observations o What worked o What could be improved o Key learnings o Next steps Discuss how beauty products can be used to engage the Prospect Link activities to Believe in Your Success Bonus Encourage Sales Leader to continue to work on goals and action plans established in Development Contact 1 5. Close Schedule Development Contact #2 Establishing a winning team Establish connection of goals to dreams Reaffirm belief in Unit Leader s earnings potential 24