Build a Fabulous Foundation. How to be a Successful Sales Leader

Transcription

1 Build a Fabulous Foundation How to be a Successful Sales Leader

2 Becoming a Sales Leader Build your team watch your earnings grow even faster! Selling Avon products directly to Customers is a vital part of your fabulous foundation for success. with Avon s 3 simple steps for success: Although you can enjoy unlimited earnings through direct sales, there s even greater potential as an Avon Sales Leader. Short-term Goals Sell Avon s world-class beauty products Long-term Goals Share Show Avon s Earning Opportunity with others others how to do what you do Sell more, earn more, on your personal sales! Nubia, Avon Independent Sales Representative Share and earn even more, of your team s sales. 2 3

3 5 powerful benefits of Avon Sales Leadership Enjoy fi nancial freedom. Imagine what life would be like with unlimited earnings potential. Experience the kind of life you ve always dreamed about for you and your family. Empower others with the Avon Earning Opportunity. As a Sales Leader, you can enrich other people s lives by sharing the Avon Opportunity. Gain valuable professional skills. You ll learn new business skills that will keep you knowledgeable and successful. Exclusive business tools to support your business growth. Be recognized and rewarded. You ll be amply rewarded for your dedication as a Sales Leader. Many of Avon s Sales Leaders have earned jewelry, vacations and additional bonuses through exclusive programs. A beautiful beginning starts today! Which of these questions apply to you? Would additional income make a difference to 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? Become an Avon Sales Leader today! You re ready to enjoy even greater financial rewards as a Sales Leader. Your personal spark of energy and commitment will fuel your success. When you complete the three Development Contacts, you will be ready to start earning as one of Avon s top Sales Leaders. You are in business for yourself, not by yourself. Development Contact 1 Build a fabulous foundation How to be a successful Sales Leader Development Contact 2 Establishing a winning team How to encourage top performance Development Contact 3 Strengthening your team s performance How to develop your team 4 5

4 Development Contact 1 The key to Dawn s success and yours is using the Sell, Share, Show formula to encourage others to become Avon Representatives. The more you consistently use this proven technique, the greater your earning potential as a Sales Leader. I started selling Avon in May. By August, I was a Unit Leader with 15 people in my Downline! Dawn, Unit Leader Prospecting Build your business with PATD Your earnings potential increases as your network grows. Your network team consists of you (the Upline) and your Sales team (the Downline). As your skills in PATD grow, so will your confidence in building and managing your team. Prospecting Build your team by talking to people about Avon s opportunity. Appointment Transform your interested prospects into motivated Representatives. Training Teach your team Representatives how to sell. Development Teach your Representative how to constantly grow their customer base. Become a PATD Expert and enjoy the financial rewards of Sales Leadership Your Upline Manager will personally coach, mentor and guide you in mastering PATD. 6 7

5 Prospecting Before Prospecting Develop your prospecting list. Create and review your talking points. Prepare your Avon prospecting flyers with your contact information. Dress appropriately using Avon products, fragrance, makeup and fashion accessories. Prospect List - Power of 3 Just about everyone you meet is a potential Customer or Representative. BUILD YOUR LIST using the Power of 3 Every day talk to 3 new people, and ask them for 3 referrals who might be interested in a brighter tomorrow. VISIT or CALL The People You Know friends/relatives/neighbors/ organizations Friends of People You Know referrals During Prospecting ACT like the confident Sales Leader you want to be. A Approach CCreate excitement T Time & Place for appointment After Prospecting If the prospect was not interested, politely ask for the names of 3 other people. Continue to find new prospects. The more people you approach, the more likely you are to find interested prospects and the more quickly you can build your team. The People You Meet work/school/parties The Places You Go offices/hospitals/malls/religious organizations Tania, Senior Executive Unit Leader 8 9

6 Prospecting A pproach A. Direct Approach Immediately introduce yourself as an Avon Representative. Steps: 1. Greet the prospect with a sincere smile. 2. Introduce and identify yourself (if meeting for the first time). 3. Develop a connection by asking open-ended questions. 4. Introduce the Avon Opportunity to spark interest. Sample Dialogue (Scenario: Lily, a neighbor) Hello Lilly, I m happy you agreed to see me today to talk about Avon. Tell me how you would feel about spending more time with your family and having the opportunity to earn from a successful home-based business. Great, I am here to share how you can with Avon! B. Indirect Approach Finding a common ground before talking about Avon. Steps: 1. Approach in a friendly manner and establish common ground. 2. Introduce yourself. 3. Compliment or make an appropriate comment. 4. Bridge to Avon. 5. Ask open-ended questions to quickly identify prospect s needs. Sample Dialogue (Scenario: stranger at the park) Hello, isn t it a great view? I m Barb, a Unit Leader with Avon. You look like you are enjoying being outside, like me. I m glad to have a home-based business with Avon that allows me to take breaks in the middle of the day. What would you do with an extra two hours in your day? 10 11

7 Prospecting Prospecting is the key to my early success in Sales Leadership. It has helped me quickly build my winning team. C reate excitement Dawn, Unit Leader Remember, it s during this step that you hand out the prospecting flyer. Keep it simple all the time. Always think of what s in it for the prospect. If A. She is looking for a home-based business, Emphasize: High income potential Training and development Flexible hours World-class products B. She is looking for extra income, Emphasize: Build your business part-time Work at home No need to give up full-time job Immediate advancement Your most important business building tools are: Avon prospecting flyers and samples Your enthusiasm will encourage prospects to respond with excitement! T ime & place for appointment Make sure you get the prospect s complete information. Ask for name, address, contact number and , if applicable

8 Appointment and Training Transform your interested prospects into motivated and active Representatives through the Appointing and Training Contact 1 Appointment and Training Flow Say Hello to a new tomorrow guide 1. Getting to Know Each Other Introduce yourself in a friendly manner Confirm purpose of visit Share Your Story Solicit Their Story Share the Avon Story 1 Getting to Know Each Other 2 Getting On Board 3 Getting Started 4 Getting Going 2. Getting On Board Present Avon Earning Opportunity Explain Sell Share Show Top-line supports and benefits Solicit and record dreams/goals on take-away form Confirm agreement to start; if yes proceed with documentation 3. Getting Started Develop Who Do You Know? List Complete required documents while new Representative lists names Review the Who Do You Know? List and determine who to share/sell to Introduce the Avon Brochure as a key tool; top-line key features Highlight 1 to 2 beauty products specific to that campaign platform Top-line Avon Selling and Sales Leadership business cycles Spotlight local success stories Top-line Personal Sales earnings structure and Sales Leadership bonus opportunity 4. Getting Going Review 5 Basic Steps to Success Record top-priority dream and use Customer-sales benchmarks Say Hello to a new Tomorrow to target earnings and development goals Record campaign goals; confirm and record next steps 14 Reconnect goals and next steps to realizing dreams and goals 15

9 Development Contact 2 Congratulations on your achievements so far! Let s see where we can work together to help you accomplish your goals and dreams. What has been your proudest business accomplishment? Winning Behaviors to succeed in Sales Leadership 5as a Sales Leader. The behaviors listed below will help you succeed in your first 6 to 12 campaigns Target title Target campaign Personal Sales Active Representatives Active Sales Leaders (indicate title) Total Group Sales Estimated Earnings Target Title Requirement Last Campaign Results Remember: accelerate your business with a Fast Start! Balance to Achievement Which activities have you conducted to develop your team? Prospecting Appointing of Representatives/Sales Leaders Training Contacts with Representatives Development Contacts with your Members to share selling tips Prospect at least 3 new people every day Appoint at least 3 new Representatives every campaign Train at least 12 new Representatives every campaign Develop at least 1 new potential Star Club Member each campaign Sell to at least 20 Customers every campaign 16 17

10 5 Winning Behaviors: Prospect Today s enthusiastic Recruits are tomorrow s successful team Every day, around the world, emerging Avon Sales Leaders just like you are building a more profitable business through network marketing. You ll discover that using Avon s simple, proven method of Prospecting can rapidly improve your earnings and professional potential. You re invited Your Prospecting Outlook Read the statements below and check the answer that best describes how you view Prospecting. Would you say Prospecting is always your first priority activity? Do you feel comfortable asking an acquaintance or friend for a referral? Do you feel comfortable approaching a total stranger for Prospecting and Appointing? Do you consistently follow up with Prospects? Do you believe every person you talk to can become interested in the Avon Earning Opportunity? Yes Sometimes No Do you talk to at least 3 new people every day about the Avon Earning Opportunity? You re invited Do you consistently ask for referrals from Prospects who say no to the Avon Earning Opportunity? Do you discuss your Prospecting ideas and suggestions with your Upline? When an Appointment is canceled at the last minute, do you use that time for Prospecting? Do you keep yourself informed of market changes or growth in your area? If you answered Yes to 6 or more questions, you have a positive attitude towards Prospecting. If you answered Sometimes to 6 or more questions, keep practicing and your confi dence will soar. If you answered No to 6 or more questions, let s schedule another Prospecting observation so you can become comfortable with Prospecting

11 Successful selling skills to increase your earnings 5 Winning Behaviors: Train Training Contact 2 PATD teaches selling skills Each training contact follows 4 simple steps to ensure that new skills are learned and actions taken to improve sales performance. PATD Training Contact 2 Flow Build a Beautiful Business 1. Opening Discuss selling experiences since Appointment & Training Contact 1 Recognize accomplishments, answer questions Review Dreams and Goals 2. Demonstrate or explain the topics Importance of Customers Review Customer list Power of 3 Basic selling skills Samples and brochures Order and delivery system Money management 3. Discuss 1 or 2 products How to use the product to expand customer base Focus on the current brochure and new products Inform the Representative and encourage them to complete Product Knowledge and/or Beauty Training online courses 4. Set Goals and Targets Calendar with actions Introduce Sales Leadership program and Star Club Reinforce Goals and Dreams Schedule time for Training Contact 3 Lead generation Invite to Avon Opportunity Meeting (AOM) Build a Beautiful Business Opening Demonstrate or Discuss 1 or 2 Set Goals explain the topics products and Targets Training Contact 2

12 Look for the Winners in your Team How to identify high-potential, Top-Selling Representatives Today s top Sales Leaders exceed their goals by continuously identifying potential Top Sellers among their Representatives. These are team members who exhibit the following behaviors: Order each campaign Have 20 or more Customers Order sales tools such as brochures and samples Attend training List who among your Downline exhibits most of these characteristics: These are the Representatives you will want to develop as Star Club members and top performers

13 Development Contact 3 Coaching is key to strengthening your team s sales performance Now it s time for you to mentor your Downline, even as you continue to benefit from the wisdom and coaching of others. Coaching is making it easy for someone to develop, learn, perform or change. It requires observing someone as she conducts her Avon activities so that you, as the Coach, can identify specific areas for improvement. Think of something you are really good at and write it here. Did somebody influence or teach you how to do it? Benefi ts of Coaching Builds a person s confidence by pointing out successes and achievements. Helps the person learn from experiences and highlights areas for improvement. Develops a stronger relationship between the Upline and the Downline. Helps both the Upline and the Downline achieve their dreams and goals. Skills to Coach Your Team Skill is the ability that comes from training or practice. From the list below, what specific skills can you practice with your Downline? Selling e.g., finding Customers, using sales tools Prospecting and Appointing e.g., approaching strangers, bridging to Avon Training Representatives e.g., demonstrating products, trying different sales techniques Tips: Establish a coaching relationship with your Downline so they can become receptive to your teachings. Spend time conducting Selling and PATD observations During your observations, explain your role as coach 24 Discuss challenges that you both want to address 25

14 How to Coach Your Downline Critical factors in a coaching conversation Set expectations on what you want to teach and why. Observe the Downline as she conducts the skill you want her to develop. Prepare for the Coaching Conversation. Active listening Allow the person to talk without interrupting Listen without judging, questioning or arguing Notice what is stated and how it is stated, e.g., facial expression, tone of voice, body language Ask questions To confirm your understanding of the other person s point of view To help the person gain insight into her behavior 4 5 Conduct the Coaching Conversation using the critical steps showed next page. Clarify the Action Commitment and a Follow-Up Plan Help your Downline build her confidence in her ability to perform a skill by: Demonstrating the skill before you observe her in the field Giving her time to role-play or practice Arranging for additional observations and coaching as needed Gain commitment to take action Explore ideas together on what to do next, e.g., what, when, how Although it takes hard work to make it in Sales Leadership, the support provided by my Upline makes a big difference. She has coached me in selling and building my own team through PATD. Her success also inspired me to reach higher levels. Tips: Marilou, Advanced Unit Leader Give feedback immediately, face-to-face and in private Focus on behavior observed, not on the person Always leave the person feeling good about being coached

15 Conducting a Coaching Conversation Feedback Exercise: Scenario: Steps in a Coaching Conversation 1. Explain the purpose of the conversation. 2. Ask the Downline to share what she thinks she did well and what she can do differently to impact her outcome. Sample Dialogue Scenario: Field Prospecting Let s discuss the prospecting activity you just conducted. How do you think you did in this activity? What did you do well in? What would you do differently next time? Why do you feel that way? What positive behavior did you observe from one of your Downline? Write down your feedback using the Standard-Behavior-Impact method. S B I 3. Listen actively. See Active Listening on page Restate the Downline s self-feedback in your own words to confirm understanding. 5. Provide a balance of three positive and three corrective feedback using the Standard- Behavior-Impact (SBI) method. Standard what needs to be done or what is expected Behavior what the person actually did or said Impact refers to the result of the behavior You believe that worked well for you because... One Positive Feedback: Standard: It s important for you to know how to approach strangers. Behavior: I noticed that you did not hesitate, and you started the conversation with a compliment. Impact: As a result, the prospect agreed to meet you to discuss the Avon Opportunity. One Corrective Feedback: Standard: It s important for you to know how to approach strangers. Behavior: I noticed that you hesitated, and your first statement was: Would you like to join Avon? Impact: As a result, the prospect said no and moved on. What area of improvement did you observe from one of your Downline? Write down your feedback using the Standard-Behavior-Impact method. S B I Coaching has to be an ongoing activity to ensure that you build the skills of your Downline. 6. Involve the person in exploring ideas and reach agreement on actions to be taken. 7. Set a time to review action plans and follow up on progress. Let s discuss next steps to help you develop your skills in prospecting. If prospecting was successful: I have enjoyed our time in the field. Continue to (mention strongest skills). I will call you on If prospecting was not a success: Thank you for letting me observe you in the field. I m glad you are making the effort to improve your prospecting skills. For your next prospecting activity, do more of, do less of, let s meet again on 28 29

16 Avon Products: Use them, Love them, Share them Using your own Customer base as an example, let s calculate how much extra you would earn if at least half of your Customers bought this product. Avon offers hundreds of high-quality items there s something for everyone. Use our wide selection of product categories to increase your team s average order and earnings. The more they sell, the more successful you and your team will be. A B Price of product for current campaign % of total number of Customers What category do you think would increase your team s earnings?, e.g., Skin Care Choose a product from that category, e.g., Anew Reversalist Write down the features and benefits of that product. Use the brochure and other available resources and tools. C Total additional sales (A x B) D Potential additional Earnings (C x % Earnings) Imagine the impact on your earnings when you take your team through this exercise every campaign. Features, e.g., contains Activinol anti-aging technology designed to stimulate the skin s repair process and dramatically reverse the look of wrinkles. Benefits, e.g., reduces wrinkles, expression lines, dark circles, restores firmness and reverses skin discolorations Share the information with your Downline during group meetings and one-on-one sessions. Tip: Teach your Downline how they can increase their earnings by investing in more brochures, samples, and Demo Products 30 31

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