Build a Beautiful Business. Successful selling skills to increase your earnings. Training Contact 2

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1 Build a Beautiful Business Successful selling skills to increase your earnings Training Contact 2

2 Your bold decision to be your own boss, and make as much money as you want, will help make your dreams come true Building a beautiful beginning as an Avon Independent Sales Representative starts here, today. You ll learn how to apply proven, powerful methods to grow your Customers and master the steps of selling. Avon provides everything you need to succeed. Your results are up to you. Taiane, Avon Independent Sales Representative 2 Cover: Dawn, Avon Independent Sales Representative 3

3 Your Avon Business Let s build on the basics: when, where and how to sell Avon Goal 1. What progress have you made? A B C Sales to date Number of Customers/eCustomers Earnings to date (A x % Earnings)* (Full is 40 50%, Fixed is 20%) Actual In a direct-selling business, there is no one more important to your Avon home-based venture than your Customers. That s why the sales training available to you emphasizes building your Customer base your financial success depends on it! D Average Customer Order (A B) 2. What is your potential for this campaign? E Number of Customers/eCustomers from Who Do You Know? List F Potential sales (D x E) G Potential total sales (A + F) H Potential earnings (G x % Earnings)* * See Representative Earnings Chart on page 21 of your Appointment Booklet. Remember to register Customers so they can shop from your online store. Pay Avon and Pay Yourself The Avon Cycle of Success Earn from Personal Sales Find Customers/ ecustomers Present Brochure/ Samples and Demo Products Follow up with Customers/eCustomers Deliver Products/ Collect Money Obtain Referrals Submit Order Receive/Pick Up Products 4 5

4 Meet new Customers anytime, anywhere Standing in line is an opportunity You ll be amazed at the result of giving the person next to you a friendly smile and a compliment, then bridging the conversation to Avon. Anytime, anywhere always ask It s always the perfect time to ask: When did you last see an Avon Brochure? What Avon products have you tried? Make your daily routine work for you Identify where you go and the people you meet: The Power of 3 can dramatically increase your sales The Power of 3 is simple and effective: Talk about Avon every day with 3 new people, and ask them for the names of 3 more people who would be interested in Avon. Harness the Power of 3 every day to: Increase your Customer base. Increase your earnings for potential bonuses and prizes. Increase the number of potential Avon Representatives on your Avon Sales Leadership team. Increase your personal confidence by expanding your network. 6 7

5 5 Easy steps to selling success 1 2 Although the strength and reputation of Avon s brands make them easy to sell, you need a strong, confident sales presence for maximum selling success. Let s identify someone on your Who Do You Know? list and see how you can use the five selling steps to turn her into a Customer. It s easy. Here s how: Approach your Customer/start a conversation Start your approach with a compliment Julie, that shade of lipstick really suits you. Avon has several shade I think you will like plus lip liners that complement those shades. If you don t know your Customer, you might want to try a more general approach: I just started my own Avon business, and I have to tell you, Avon s new makeup line is fabulous. Determine your Customer s needs Listen to what your Customer is telling you. Focus entirely on her needs by asking specific, open-ended questions like these: Do you prefer a light foundation or one with more coverage? What kind of fragrance do you like to wear? Present & sell the benefits Use the brochure. You want to solve your Customer s problems: She s looking to you for answers and recommendations. Sue, we now know which Anew regimen is right for you. To begin your regimen, I recommend the Cleanser and Day and Night Moisturizers. Answer questions and overcome objections Use the FELT-FOUND technique to reassure the Customer. My sister Cathy felt the same way when I first talked to her about makeup. After trying the products, she found that makeup can look fresh and natural. Close the sale Different ways to close the sale: Assume that your Customer will buy the product: You are going to love this new flexible mascara! Highlight the urgency of a limited-time offer: This is the last week of our buy one, get one free offer. I know you don t want to miss out on the savings. Give your Customer choices as to which products to buy: You can choose any of these great shades: coral, satin pink or cappuccino. After closing the sale, continue to build your business by asking for referrals: Do you know someone who would like to see an Avon Brochure or learn about the Avon Earning Opportunity? Phyllis & Noliyanda, Avon Independent Sales Representatives 8 9

6 Draw a line from the selling step to the appropriate sample dialogue. Your Avon Brochures and product samples are powerful sales tools Selling Steps Step 1. Approach your Customer in other words, start a conversation Step 2. Determine your Customer s needs Step 3. Present and sell the benefits Step 4. Answer questions and overcome objections Sample Dialogue There There is is currently currently a a special special offer offer on on this this product. product. How How many many may may I I order order for for you? you? Now that we have determined that this ANEW regimen is right for you, you will see how it evens out your skin tone. You have beautiful skin, and Avon has a new skin care product to help you maintain your youthful look. What skin care product do you use? You have the amazing opportunity to increase your sales when you put the latest Avon Brochure directly into the hands of your Customers. Be familiar with each brochure. Take full advantage of the brochure s easy-to-follow, exciting layout, scented pages and product samples. With hundreds of items in each issue, there are Avon products for every Customer on your list. Become an erepresentative. Your online store is open to Customers 24/7. Complete the Beauty of Knowledge (BOK) Course erepresentative Web Office Tour. Invest in more brochures. You need them for selling to existing Customers and prospecting for new ones. Take advantage of the What s New and the mark Trend Insider. Each gives selling tips, best practices and products for sampling at extra discounts. By using the tools available, you will be able to maximize your sales and earnings to their highest potential. Step 5. Close the sale My sister felt the same way, but after trying the product, she found that her skin remained young and beautiful. CAMPAIGN 7 Mother s Day is May 8th what snew your guide to planning campaign CAMPAIGN 9 11 Earn Big! with StAR-POwERED FRAGRANCE GiFtS FOR him FATHER S DAY IS JUNE 19 eyes and lips redefined. youth regained. PlAtINuM...AN ANtI-AGING BreAKthrouGh to the fullest meet Patrick Dempsey dozens of at the movie great gift ideas premiere of insidetransformers: Dark of The moon (details inside) a new fragrance by Reese witherspoon 10 11

7 Ordering, Delivery and Payment Methods Find Customers/ ecustomers Pay Avon and Pay Yourself Deliver Products/ Collect Money Obtain Referrals Earn from Personal Sales Present Brochure/ Samples and Demo Products Follow up with Customers/eCustomers Submit Order Receive/Pick Up Products Ordering Methods Online FAST Talk Payment Methods QuikPay Credit Card Check Money Order FPO Money management: tips for success Your Customers pay for their Avon products either at time of order or when you deliver them, based on your individual credit limit. Remit your payment to Avon on or before the due date. Invest some of your earnings in brochures, samples, demo products. Keep your Avon money separate from your personal money. To learn more, complete the BOK Courses Calculating Your Earnings and Managing Your Orders. Know your products to sell more products We have products for every Customer. Skin Care Makeup Fragrance Fashion mark. Children Lifestyle Bath & Body Foot Care Hair Care 12 13

8 Setting your goals for success Let s talk about what you need to do to meet some of your personal goals for success. Next, let s set up a calendar to maximize your time and really grow your business. Month Sunday Monday Tuesday Wednesday Thursday Friday Saturday PRODUCTION: Extend orange banner to bottom. Make all people look good. Recognition, Rewards and Sales Leadership Keep going! You re off to a spectacular start! Your energy and drive are key to building a successful home-based business. Strive to be a part of our prestigious Top Seller Program that recognizes superior achievement in sales. Enjoy maximum earnings by joining Avon s Sales Leadership. Many have achieved success, and so can you! Prospecting for Customers Circulate brochures Customer visits/follow-up Collect orders Submit orders Deliver orders Collect payments Training Contacts Development Contacts Sales Meetings Opportunity Meetings Complete BOK Courses 14 15

9 Your beautiful business continues with Training Contact 3 You re halfway through your Training Contact series and next you ll Realize a Promising Future with Avon. Our next meeting is scheduled for Sales Meeting Identify 3 people from your prospect list who would be interested in a brighter tomorrow. Learn how to dramatically increase your earnings potential at the next Avon Opportunity Meeting! The Beauty of Knowledge Courses: Calculating Your Earnings Date Completed: Managing Your Orders Date Completed: erepresentative Web Office Tour Date Completed: Customer Care/FAST Talk February 2011 Training Contact 2 (T2) BAR CODE Avon Products, Inc

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