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Build a Fabulous Foundation How to be a Successful Sales Leader Development Contact 1 Build a Fabulous Foundation How to be a Successful Sales Leader Development Contact 1
Build a Fabulous Foundation How to be a Successful Sales Leader
Deve lopment Contact 1Build a Fabulous Foundation How to be a Successful Sales Leader
Deve lopment Contact 1
Development Contact 1: Overview and Benefits • Learn the basic process and benefits of Avon Sales Leadership
• Gain an understanding of the functions of a Sales Leader
• Learn the fundamentals of the PATD process
Table of Contents
A personal message from Avon’s Chief Executive Officer
Congratulations! You’re taking this important first step not only to change your life and make your dreams come true, but also to help others build a foundation of success to meet their own goals. That’s the beauty of Avon’s Sales Leadership. It’s a nurturing cycle of success, self-empowerment and social responsibility that can bring you unlimited earnings potential and endless personal satisfaction.
Andrea Jung Chief Executive Officer
Introduction to Sales Leadership..............................2–5
Earning Opportunities for Sales Leaders.................6–13
Build your business with PATD..............................14–23
Products....................................................................24
Goals & Calendar Planning...................................25–28
Did you know?
Avon Representatives are icons in their communities. They are friends and neighbors, providing a unique level of personal service and Customer connection that is rare in today’s world.2 3
Beautiful beginnings start here
Your successful home-based Avon venture is fueled by your energy and drive.
Which of these statements applies to you? o I want to dramatically increase my earnings.
o I want to help others.
o I want to be rewarded for my dedication and ambition.
If you answer “yes” to any of these three statements, you are ready to become a Sales Leader!
Welcome to the Avon Leadership Opportunity. You have selected a business with unlimited earnings potential that will grow and match your personal ambitions and aspirations.
As you achieve personal success and earnings, you will also realize the satisfaction that comes from mentoring others as they envision and articulate their own dreams and goals, and then make those dreams come true.
You will not do this alone. You have a friend and business partner in the person who introduced you to the Avon Leadership Opportunity. Avon, your Upline Representative and your District Sales Manager are committed to your achievement and success.
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!
I wish you all the best.
Angie Rossi Group Vice PresidentNorth America Sales
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Sell more, earn more,
up to 50% on your personal sales.
Share more and earn even more,
up to 12% of your team’s sales.
3with Avon’s simple steps for success:
Becoming a Sales LeaderBuild your team—watch your earnings grow even faster!Selling Avon products directly to Customers is a vital part of your fabulous foundation for success.
Although you can enjoy unlimited earnings through direct sales, there’s even greater potential as an Avon Sales Leader. Sell
ShareShow
Avon’s world-class beauty products
the Avon Earning Opportunity with others
others how to do what you do
Short-term Goals
Long-term Goals
Show and earn unlimited bonuses,
up to $5,350 for EACH Representative*
*Up to $150 for LOA 1–6 orders, and as an AUL or above, up to $5,200 for 1st Generation who is mentored within a specific timeframe.
Nubia, Avon Independent Sales Representative
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Do you Believe in Your Success?
You can accelerate your Sales Leadership performance by achieving
Believe in Your Success rewards.
5 powerful benefits of Avon Sales Leadership
o Enjoy financial 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.
o Empower others with the Avon Earning Opportunity.As a Sales Leader, you can enrich other people’s lives by sharing the Avon Earning Opportunity.
o Gain valuable professional skills.You’ll learn new business skills that will keep you knowledgeable and successful.
o Exclusive business tools to support your business growth.
o 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.
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Activities of a Successful Sales Leader
*Average annual earnings from 2010. Your earnings and results may vary.
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.
$1,014*
Senior Executive
Unit LeaderExecutive
Unit LeaderAdvanced
Unit LeaderUnit Leader
$6,060*
$23,664*
$102,464*
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Name/Contact Info/Appt Campaign
Let’s review your progress…
Believe in RECRUITING TO GROW YOUR DOWNLINEFor every new 1st Generation Recruit who places a $50+ order in Campaign of Appointment (LOA 1), you earn a
$25 Cash Bonus
Believe in DEvELOpING YOUR NEW REpRESENTATIvESYou earn a $25 Cash Bonus on every new Recruit, for each campaign in which she places a $125+ order during her 2nd through 6th Campaign (LOA 2–6), up to
$125 per Recruit
Believe in ADvANCING YOUR DOWNLINE & YOURSELf
Become a Unit Leader when you achieve:• $250 in Personal Award Sales • 5 registered 1st Generation Recruits • $1,200 Total Unit Sales
When you or your 1st Generation advance for the first time you will earn $100Advance within 4 campaigns of Candidate achievement and earn even more—$300!In addtion, As a Unit Leader you can earn:
• up to 7% on Sales of your 1st Generation, and
• up to 1% on Sales of your 2nd Generation
For complete program details see the Sales Leadership Bonus Chart at yourAVON.com. Avon reserves to change these levels and any Leadership requirements at any time, in its sole discretion.
LOA 1 Orderminimum size
$50
$25 + $125 = $150 on $50+ on $125+ TOTAL BONUS LOA 1 orders LOA 2–6 orders PER RECRUIT
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LOA 2 Orderminimum size
$125
LOA 3 Orderminimum size
$125
LOA 4 Orderminimum size
$125
LOA 5 Orderminimum size
$125
LOA 6 Orderminimum size
$125
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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 performance How to develop your team
Development Contact 4
Gaining momentum How to energize your team
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.
A beautiful beginning starts today!Which of these questions applies to you?o Would additional income make a difference to your life?
o Are you willing to invest time to build your business and support others? o Do you want to work with a global company that 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 four 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.
“I started selling Avon in May. By August, I was a
Unit Leader with 15 people in my Downline!”
– Dawn, Unit Leader
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Prospecting
Build your business with pATDYour earnings potential increases as your network grows. Your network team 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 and managing your team.
prospecting Build your team by talking to people about the Avon Earning Opportunity.
Appointment Transform your interested prospects into motivated Representatives.
Training Teach your team members how to sell.
Development Coach your team on Selling, Sharing and Showing.
Become a PATD Expert and enjoy the financial rewards of Sales Leadership
Your Upline Sales Leader or District Sales Manager will personally coach, mentor and guide you in mastering PATD.
“ProspectingisthekeytomyearlysuccessinSalesLeadership.Ithashelpedmequicklybuildmywinningteam.”
– Dawn, Unit Leader
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Prospecting
AApproach
CCreate
excitement
TTime & Place for appointment
Before prospecting• Develop your prospecting list.
• Create and review your talking points.
• prepare your Avon prospecting flyers with your contact information.
• Dress appropriately by using Avon products, fragrance, makeup and fashion accessories.
prospect List—the Power of 3Just about everyone you meet is a potential Customer or Representative.
The people You Knowfriends/relatives/neighbors/ members of organizations
friends of people You Knowreferrals
vISIT or CALL
BUILD YOUR LIST by using the power of 3Every day, talk to 3 new people and ask them for 3 referrals
who might be interested in a brighter tomorrow.
The places You Gooffices/hospitals/malls/ religious organizations
The people You Meet atwork/school/parties
Tania, Senior Executive Unit Leader
During prospecting “ACT”like the confident Sales Leader you want to be.
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.
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Prospecting
A. Direct Approach Immediately introduce yourself as an Avon Representative. Steps:1. Greet the prospect with a sincere smile.
2. Introduce yourself and Avon.3. Develop a connection by asking open-ended questions.
4. Introduce the Avon Earning Opportunity
to spark interest.
Sample Dialogue
“Hello, I’m Lily with Avon.
Tell me—how would you feel aboutspending more time with your family and having the opportunity to earn from a successful home-based business?”
B. Indirect ApproachFinding a common ground before talking about Avon. Steps:1. Approach to engage in a friendly conversation,
asking open-ended questions to identify prospect’s needs.
2. Compliment or make an appropriate comment
to establish common ground.
3. Introduce yourself and Bridge to Avon.
4. Ask open-ended questions to further identify prospect’s needs
and Link to the Avon Earning Opportunity.
Sample Dialogue—Scenario: checkout line at busy coffee shop.
Prospect: This line is so long…I just wanted a cup of coffee. Sales Leader: Would you like to go in front of me? Prospect: Thanks! I’m rushing back to the office. Sales Leader: It sounds like you have a busy job. What do you do? Prospect: I’m an office manager and I’m always stressed. Sales Leader: Let me introduce myself. I’m (your name), with Avon. What if I could show you a business opportunity that would let you generate income to replace that stressful job. Would you be interested?
Prospect: Can Representatives really make that kind of money? Sales Leader: We have Representatives making substantial incomes with Avon. And you make your own schedule, which could remove some of that stress.
Prospect: That sounds interesting.
Approach
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Sales Leader: Let’s schedule an appointment to talk about Avon’s incredible earning opportunity. I’m available to meet you after work tomorrow at the diner across from your office. Which works better for you, 5:00 or 5:30?
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, business cards and samples • Your enthusiasm will encourage prospects to respond with excitement!
Make sure you get the prospect’s complete information. Ask for name, address, contact number and e-mail, if applicable. Record contact information in your planner/calendar.
Sample Dialogue Sales Leader: Let’s schedule an appointment to talk about the Avon Earning Opportunity. I can meet you tomorrow after work at the diner across from your office. Would 5:00 or 5:30 work better for you?
Let’s practice your prospecting approach A. Direct ApproachScenario—venue: restaurantYou have just received excellent, friendly service at a local restaurant.
Write your dialogue here:_________________________________________________________
_________________________________________________________
_________________________________________________________
_________________________________________________________
B. Indirect ApproachScenario—venue: in front of your child’s schoolYou will start a conversation with a woman dropping off her child.
Write your dialogue here:_________________________________________________________
_________________________________________________________
_________________________________________________________
_________________________________________________________
Create excitement
Time & place for appointment
Prospecting
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Appointment and Training
Appointment and Training Flow Say Hello to a New Tomorrow guide1. Getting to Know Each Other
Introduce yourself in a friendly mannerConfirm purpose of visitShare “Your Story”Solicit “Her/His Story”Share the “Avon Story”
1Getting to Know Each Other
Getting On Board
2Getting Started
3Getting Going
42. Getting On Boardpresent the Avon Earning OpportunityExplain Sell – Share – ShowTop-line supports and benefitsSolicit and record dreams/goals on the take-away formConfirm agreement to start; if “yes,” proceed with documentation
Transform your interested prospects into motivated and active Representatives through theAppointing and Training Contact 1
4. Getting Going Review 5 Basic Steps to SuccessRecord top-priority dream and use Customer-sales benchmarks to target earnings and development goalsRecord campaign goals; confirm and record next stepsReconnect goals and next steps to realizing dreams and goalsRegister at yourAVON.com and take the Beauty of Knowledge courses
3. Getting Started Develop the “Who Do You Know” ListComplete required documents while new Representative lists namesReview the “Who Do You Know” List and determine who to share with and sell toIntroduce the Avon Brochure as a key tool; top-line key featuresHighlight 1 to 2 beauty products specific to that campaign platformTop-line Avon Selling and Sales Leadership business cyclesSpotlight local success storiesTop-line Personal Sales earnings structure and Sales Leadershipbonus opportunity
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Present Avon products during every Representative contact
Allow prospects to experience Avon products, when appropriate.
Use products to activate interest in the Avon Earning Opportunity.
Share your product experience with your team.
Strive to achieve your first Leadership Title... dreams do come true
at Avon!Now that you know more about the benefits and earnings potential of the Avon Sales Leadership opportunity... Which title do you want to achieve, and by when?
Unit Leader
Advanced Unit Leader
Executive Unit Leader
Senior Executive Unit Leader
How many people will you talk to every day to build your team?
How many new appointments will you add to your business between campaigns ________ and ________ ?
What are you going to do to make it happen?
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Month __________
SaturdayFridayThursdayWednesdayTuesday MondaySunday
• Submit Order• Deliver Orders• prospecting• Interviews/Appointments
• Training Contacts• Development Contacts• pATD Observations• BOK Courses
• Sales Meetings• Leadership Staff Meetings• Opportunity Meetings
Update your CalendarEarn While You Grow
SENIOREXECUTIvEUNIT LEADER You qualify once you have:1. $400 in personal Sales2. $40,000 in Unit Sales 3. 20 Registered Recruits, incl. 9 Titled Leaders, 2 of whom are EULs or above
nO TIME FRAMES! When you or your 1st Generation advance
in title for first time, YOU EARn:
UnIT LEADER
$100ADvAnCED UnIT LEADER
$300ExECUTIvE UnIT LEADER
$800SEnIOR ExECUTIvE
UnIT LEADER
$2,000
Advance within a time frame and EARn EvEn MORE:
UnIT LEADER within first 4 campaigns of first-time Candidate achievement
$300ADvAnCED UnIT LEADER within first 13 campaigns of first-time UL achievement
$600ExECUTIvE UnIT LEADER within first 26 campaigns of first-time AUL achievement
$1,300SEnIOR ExECUTIvE UnIT LEADERwithin first 26 campaigns of first-time UL achievement
$3,000
ADvANCED UNIT LEADER You qualify once you have:1. $300 in personal Sales2. $4,000 in Unit Sales 3. 12 Registered Recruits, incl. 2 Titled Leaders
EXECUTIvEUNIT LEADER You qualify once you have:1. $350 in personal Sales2. $15,000 in Unit Sales 3. 20 Registered Recruits, incl. 5 Titled Leaders, 1 of whom is an AUL or above
Believe in ADvAnCInG YOUR DOWNLINE & YOURSELF*
* Must be AUL+ performing at title to earn the Believe in Advancing Your Downline bonuses. For complete program details, see the Sales Leadership Bonus Chart at yourAVON.com. Avon reserves the right to change these levels and any Leadership requirements at any time, in its sole discretion.
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BAR CODE
Avon Products, Inc. 79552-9
Mark your calendar!You’re ready to move on to the next step in Sales Leadership.
Key Dates & InformationProspecting & Appointment Observation:
Date: ________________ Place: ______________________ Time: ____________
Training Contact:
Date: ________________ Place: ______________________ Time: ____________
Development Contact 2:
Date: ________________ Place: ______________________ Time: ____________
Sales Meeting:
Date: ________________ Place: ______________________ Time: ____________
Leadership Staff Meeting:
Date: ________________ Place: ______________________ Time: ____________
Avon Opportunity Meeting:
Date: ________________ Place: ______________________ Time: ____________
The Beauty of Knowledge Courses: Introduction to PATD Date Completed: _______________________________
Network Marketing Today Date Completed: __________________________
In the meantime, you can always call me, _____________________________,
your Upline/District Sales Manager, at (______) _______ - _______________
National Sales Leadership Hotline: 1-800-468-4600
February 2010Development Contact 1 (D1)
