Presentation on theme: "1 Contact 2. 2 2 Materials Training Contact 2 Booklet Calculator Take-away Dream/Goal Card Have Representative bring her new Representative Kit and Order."— Presentation transcript:
1 Contact 2
2 2 Materials Training Contact 2 Booklet Calculator Take-away Dream/Goal Card Have Representative bring her new Representative Kit and Order Book
3 Contact 2 Flow Chart 3
4 4 Step 1 – Welcome/Review Goals Use information you noted on the take-away form to reconnect with representative in this contact. Allow Representative time to ask questions. Have there been any changes since we last met regarding your Dreams and Goals? Any other Dreams or Goals you’d like to add?
5 Step 1 - Progress 5
6 6 Step 1 – The Avon Cycle Cover Step 1 and 2
7 7 Step 2 – Meet New Customers Explain the Power of 3. Meet New Customers anytime, anywhere! Always ask. Make your daily routine work for you. Power of 3 can increase… –Customer base –Potential bonuses and prizes –The number of Reps on your team –Your personal confidence
8 8 Step 2 – 5 Steps to Selling Success 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. It’s easy.
9 9 Step 2 – 5 Steps to Selling Success Approach your Customer/start a conversation Start your approach with a compliment… “Julie, that shade of lipstick really suits you. Avon has a lip liner that would complement it.” 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.”
10 Step 2 – 5 Steps to Selling Success 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?”
11 Step 2 – 5 Steps to Selling Success 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, I know you want a long-lasting lip color that also protects your lips from the sun. I recommend Avon Color. It contains SPF 15 and has shades that complement your skin.”
12 Step 2 – 5 Steps to Selling Success 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.”
13 Step 2 – 5 Steps to Selling Success 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!”
14 Step 2 – 5 Steps to Selling Success Close the sale 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.”
15 Step 2 – 5 Steps to Selling Success Close the sale 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?”
16 Step 2 – Selling Activity
17 Step 2 – Know the Avon Brochure
18 Step 2 – Avon Cycle Submit order, deliver products and collect money, and pay Avon and yourself –Remind Representative of 50% earning on core products and 20% earnings on fixed products –Is Representative placing order online? –Has she registered at youravon.com? –How many online classes has Rep completed?
19 Step 2 – Money Managements Keep a good record of your earnings. Always collect all or ½ of the customer’s money before placing their order. NEVER give customer product without receiving payment in full.
20 Step 3 – Know your product Knowing your products will help you make better product recommendations to your customers. Let me share with you some Avon products.
21 Step 4 – Set Goals and Targets Go over the President’s Club and Avon Sales Leadership Programs and how they can help you achieve your dreams. Go over how to schedule their calendar. Discuss the next Beauty of Knowledge courses. If the new Representative already has a new recruit, schedule develepment contact 1 (D1). Remind Representative when their order is due.