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Contact 2

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Materials

• Training Contact 2 Booklet

• Calculator

• Take-away Dream/Goal Card

• Have Representative bring her new Representative Kit and Order Book

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Contact 2 Flow Chart

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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?

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Step 1 - Progress

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Step 1 – The Avon Cycle

Cover Step 1 and 2

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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

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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.

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Step 2 – 5 Steps to Selling SuccessApproach 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 trya more general approach:

“I just started my own Avon business, and I have to tell you, Avon’s new makeup line is fabulous.”

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Step 2 – 5 Steps to Selling SuccessDetermine 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?”

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Step 2 – 5 Steps to Selling SuccessPresent & sell the benefits

Use the brochure. You want to solve your Customer’sproblems: She’s looking to you for answers andrecommendations.

“Sue, I know you want a long-lasting lip color that alsoprotects your lips from the sun. I recommend Avon Color.It contains SPF 15 and has shades that complementyour skin.”

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Step 2 – 5 Steps to Selling SuccessAnswer questions and overcome objections

Use the FELT-FOUND technique to reassure the Customer.

“My sister Cathy felt the same way when I firsttalked to her about makeup. After trying the products,she found that makeup can look fresh and natural.”

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Step 2 – 5 Steps to Selling SuccessClose 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!”

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Step 2 – 5 Steps to Selling SuccessClose the sale

Highlight the urgency of a limited-time offer:

“This is the last week of our buy one, get one freeoffer. I know you don’t want to miss out on the savings.”

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Step 2 – 5 Steps to Selling SuccessClose 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 businessby asking for referrals:

“Do you know someone who would like to see an AvonBrochure or learn about the Avon Earning Opportunity?”

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Step 2 – Selling Activity

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Step 2 – Know the Avon Brochure

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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?

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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.

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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.

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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.