US Sales Training Prospecting Participant Guide July 2010
US Sales Training Table of Contents Overview...1 Prospecting Defined...2 Hyrum Smith's Belief Window... 3 Activity: Your Belief Window...4 Prospect Preparation Checklist...5 Your Prospect List and Talking Points...6 Prospecting Decision Tree...7 Activity: Prospecting Role-Play... 10 July 2010
Overview Introduction Prospecting is one of the most important activities that you perform. It s your tool for adding Representatives and thereby increasing your Downline and your earnings. Today we will practice using this important skill with the new Prospecting Decision Tree. Objectives Agenda When you complete this training you will be able to: Explain the goal of Prospecting to grow your business. Describe Avon s Prospecting process, tools and techniques. Conduct the prospecting steps given a scenario. This is the agenda: Prospecting Review Your Prospecting Attitude The Prospecting Process Prospecting Role- Model Prospecting Role-Play 1
Prospecting Defined Definition Prospecting is the process of developing a list of names and sources of leads with whom you can share the Avon opportunity. Prospecting is the art of networking, a way of starting new relationships, and a way of developing and expanding your business. This is Prospecting. It is the P in PATD. Goal of Prospecting The goal of Prospecting is to leave each person with a(n): Interest in the earning opportunity Desire to become an Avon Customer Good feeling about Avon The ultimate goal when prospecting is to sell the Avon opportunity and schedule the appointment. 2
Hyrum Smith s Belief Window Introduction Description of the Belief Window Hyrum Smith is the vice chairman of Franklin Covey and author of several books including What Matters Most and The Modern Gladiator. According to Hyrum each of us views life through our own window. Our windows are not clean and clear; rather all of our beliefs about the world hand on our window like a shade. We look out through our window onto our own behavior and the behavior or others. From our beliefs we have each constructed rules that govern our behavior. The observable result of our behavior may or may not be satisfactory to us. Hyrum has a method for identifying and changing our beliefs, and so changing our behavior. Example Step 1: Identify a behavior pattern of yours. I am really reluctant to talk in front of a group of people. Step 2: Ask why the behavior. That is the principal on your belief window. Because when I talk in front of a group I m afraid I ll make a fool of myself and forget what I want to say. Step 3: Predict future behavior based on your principal. I avoid all situations where I have to be in front of a group. Step 4: Identify alternative principles A lot of people feel the same way and can empathize with my nervousness. Step 5: Predict future behavior based on new principals I might practice speaking in front of groups of people. Step 6: Compare step 3 (Predict future behavior based on these principles) to step 5. Which produces the desired result? The result in Step 5 is desired. It makes me feel less nervous about speaking in front of people. 3
Activity: Your Belief Window Directions Hyrum Smith s Method Use Hyrum Smith s method for identifying beliefs that hinder personal success. Step 1: Identify a behavior pattern of yours. Step 2: Ask why the behavior. That is the principal on your belief window. Step 3: Predict future behavior based on your principal. Step 4: Identify alternative principles Step 5: Predict future behavior based on new principals Step 6: Compare step 3 (Predict future behavior based on these principles) to step 5. Which produces the desired result? Activity Step 1: My behavior pattern: Step 2: Why do I behave this way? Step 3: How will I behave in the future based on this behavior pattern? Step 4: What are some alternative principals? Step 5: How might my behavior look if I believe in the alternative principle? Step 6: Compare future behavior in step 3 and step 5. Which produces the desired result? 4
Prospecting Preparation Checklist Overview Set Your Objectives Determine the Venue What to Have Proper Attire Preparing to prospect involves gathering prospecting tools and staying up-to-date on Avon products and industry trends. How much time will be spent on the prospecting activity Target number of names to generate Target number of appointments to set If prospect was referred, choose a venue convenient to the referral If conducting cold prospecting, choose a high traffic and/or low coverage area If conducted in an event, e.g. job fair, opportunity meeting, set up the venue so place looks professional Prospecting flyers with his or her name and contact information We are using prospecting flyers rather than brochures for prospecting. o o Brochures encourage product sales and should be given if the prospect wants service but the initial approach should be with Prospecting flyers. You should be prepared to prospect without tools, if necessary Products/samples Business cards Pen and planner to write down the Prospect s address and contact information Prospect List Your Your Story Prospecting Decision Tree Dress professionally and wear Avon jewelry and use Avon products Be better dressed than what is considered acceptable in the area for prospecting Use of Avon products, e.g. make-up, fragrance, accessories 5
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Your Prospect List and Talking Points The Prospect List The Prospect List is a list of names of people whom you already know; your personal network of family and friends. How to Develop your List Your Talking Points Develop your Prospect List by remembering the acronym FROGS. F = Friends Check your address book, telephone lists and holiday card lists for the friends you see often or infrequently. R = Relatives Think of close family first, then extended family that you need someone else s help with contacting. O = Occupation Work past and present. People you know who work in other occupations. G = Geography Neighbors past and present. Shops, doctor s offices, hairdressers, garages, news agents, etc. S = Social Acquaintances who do not fit into other categories. People you meet at school, gym, evening classes, social clubs, etc. Once your have your Prospect Lists, the next step is to prepare what your will say when you approach people to talk about Avon. It is easiest to speak from your story: what attracted you to Avon and how Avon has improved your life. To develop your story, go to the Beauty of Knowledge course Sharing the Avon Opportunity. Click on the dropdown link Foundation and choose Guided Practice. Remember to start your approach with the 4 C s: Start a Conversation by finding Common ground. Give a Compliment that shows that you Care to build rapport 7
Prospecting Decision Tree Prospecting Decision Tree Review the Prospecting Decision tree below. The Prospecting Decision Tree is a tool to help you perform the steps of Prospecting. A decision tree (or tree diagram) is a decision support tool that uses a model of decisions and their possible consequences. A decision tree is used to identify the strategy most likely to reach a goal. The objective of the Prospecting Decision Tree is to remind Prospectors how to conduct an actual Prospecting activity As you can see on the Prospecting Decision Tree there are 3 key steps in Prospecting (ACT): The Approach Create Excitement Set the Time and Place for the Appointment Two Types of Approaches There are two types of approaches that work best when you are prospecting: 1. The Indirect Approach is when you start a conversation using open-ended questions to establish rapport and bridge to Avon. 2. The Direct Approach is when you meet someone and you immediately introduce yourself as an Avon Leadership Representative. 8
Prospecting Decision Tree, cont d 4 Paths to Setting Time and Place Follow one of the 4 paths to setting the Time and Place for the Appointment? They are: 1. If the prospect is not interested in buying or selling, generate leads. 2. If the prospect is interested in buying but not selling, get contact information, show them a brochure and generate leads. 3. If the prospect is interested in selling and has the time, proceed directly with appointing. 4. If the prospect is interested in selling but does not have the time, set the time and place for the Appointment and training Contact 1. Regardless of whether or not the prospect agrees to meet for the Appointment, leave him or her with a good feeling about Avon. 9
Prospecting Decision Tree, cont d 10
Activity: Prospecting Role-Play Directions Steps Follow the steps below. 1. Your Instructor will assign you into groups of 3. 2. Decide who will first play the role of the Prospect, who will be the Leadership Representative, and who will be the Observer. 3. Your Instructor will pass out 3 prospecting scenario cards. 4. On the front of each card is a photo of a prospecting opportunity and on the back is a description of the scenario. 5. Each of you will play the role of the Leadership Representative for 3 of the scenarios, the Prospect for 3 and the Observer for the remaining 3. 6. When you play the role of the Prospect read the scenario on the back of the card and don t let the Leadership Representative see it. If you are playing the role of the Leadership Representative look at the photo and prepare to approach the Prospect. The Leadership Representative s goal is to interest the Prospect in the Avon opportunity and schedule the appointment. 7. You will have 2-3 minutes to perform each role play. When you play the Prospect, feel free to improvise with your responses. You decide if the Leadership Representative has addressed your needs and convinced you to become an Avon Representative or Customer. 8. During each role play the Observer will observe and fill out the Prospecting Observation form. 9. When your Instructor calls time, the Observers will provide feedback after each role play using the Prospecting Decision Tree. You will have approximately 2 minutes to provide feedback between prospecting activities. 10. After all 3 role plays, the Observer will provide any additional feedback as needed (you will have approximately 5 minutes for final feedback). 11
Activity: Prospecting Role-Play (cont d) 11. You will switch roles, and your Instructor will distribute the 3 new scenario cards. 12. You will have 20 minutes to conduct the second role-play as above. 13. You will switch roles for the last set of role plays and your Instructor will distribute the last set of 3 cards. 14. You will have 20 minutes to conduct the final role-play as above. 12