Build a Fabulous Foundation How to be a Successful Sales Leader

Sell more, earn more,

on your personal sales!

Share and earn even more,

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.

SellShareShow

Avon’s world-classbeauty products

Avon’s Earning Opportunity with others

others how to do what you do

Short-term Goals

Long-term Goals

Nubia, Avon Independent Sales Representative Avon Independent Sales Representative

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5 powerful bene� ts of Avon Sales Leadership

❏ Enjoy fi nancial 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.

❏ Empower others with the Avon Earning Opportunity.As a Sales Leader, you can enrich other people’s lives by sharing the Avon Opportunity.

❏ Gain valuable professional skills.You’ll learn new business skills that will keep you knowledgeable and successful.

❏ Exclusive business tools to support your business growth.

❏ 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. Development

Contact 1Build a fabulous foundation How to be a successful Sales Leader

Development Contact 2

Establishing a winning teamHow to encourage top performance

Development Contact 3

Strengthening your team’s performance How to develop your team

A beautiful beginning starts today!Which of these questions apply to you?

❏ Would additional income make a difference to your life?

❏ Are you willing to invest time to build your business and support others?

❏ Do you want to work with a global company who 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 three 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.

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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.

“I started selling Avon in May. By August, I was a

Unit Leader with 15 people in my Downline!”

— Dawn, Unit Leader

Prospecting

Build your business with PATDYour earnings potential increases as your network grows. Your network team consists of you (the Upline) and your Sales team (the 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 Avon’s opportunity.

Appointment Transform your interested prospects into motivated

Representatives.

Training Teach your team Representatives how to sell.

Development Teach your Representative how to constantly grow their

customer base.

Become a PATD Expert and enjoy the financial rewards of Sales Leadership

Your Upline Manager will personally coach, mentor and guide you in mastering PATD.

Development Contact 1

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Prospecting

AApproach

CCreate

excitement

TTime & Placefor appointment

Before Prospecting• Develop your prospecting list.

• Create and review your talking points.

• Prepare your Avon prospecting flyers with your contact information.

• Dress appropriately using Avon products, fragrance, makeup and fashion accessories.

Prospect List - Power of 3Just about everyone you meet is a potential Customer or Representative.

The People You Knowfriends/relatives/neighbors/ organizations

Friends of People You Knowreferrals

VISIT or CALL

BUILD YOUR LIST 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 Meetwork/school/parties

Tania, Senior Executive Unit LeaderSenior 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 and identify yourself (if meeting for the first time).

3. Develop a connection by asking open-ended questions.

4. Introduce the Avon Opportunity to spark interest.

Sample Dialogue – (Scenario: Lily, a neighbor)

“Hello Lilly, I’m happy you agreed to see me today to talk about Avon.”

“ Tell me how you would feel aboutspending more time with your family and having the opportunity to earn froma successful home-based business.”

“Great, I am here to share how you can with Avon!”

B. Indirect ApproachFinding a common ground before talking about Avon.

Steps:1. Approach in a friendly manner and establish common ground.

2. Introduce yourself.

3. Compliment or make an appropriate comment.

4. Bridge to Avon.

5. Ask open-ended questions to quickly identify prospect’s needs.

Sample Dialogue – (Scenario: stranger at the park)

“Hello, isn’t it a great view?”

“ I’m Barb, a Unit Leader with Avon.”“You look like you are enjoying being outside, like me.”“ I’m glad to have a home-based business with Avon that allows me to take breaks in the middle of the day.”“What would you do with an extra two hours in your day?”

A pproach

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Prospecting

“Prospecting is the key to my early success in Sales Leadership. It has helped me quickly build my winning team.” — Dawn, Unit Leader 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 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.

C reate excitement

T ime & place for appointment

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Appointmentand Training

Appointment and Training FlowSay Hello to a new tomorrow guide

1. Getting to Know Each Other

Introduce yourself in a friendly mannerConfirm purpose of visitShare “Your Story”Solicit “Their Story”Share the “Avon Story”

1Getting to KnowEach Other

Getting On Board

2GettingStarted

3Getting Going

42. Getting On Board

Present Avon Earning OpportunityExplain Sell – Share – ShowTop-line supports and benefitsSolicit and record dreams/goals on take-away formConfirm agreement to start; if “yes” proceed with documentation

Say Hello to a new Tomorrow

Transform your interested prospects into motivated and active Representatives through the Appointing 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 goals

3. Getting Started

Develop “Who Do You Know?” ListComplete required documents while new Representative lists namesReview the “Who Do You Know?” List and determine who to share/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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Congratulations on your achievements so far!Let’s see where we can work together to help you accomplish your goals and dreams.

What has been your proudest business accomplishment?

Target title____________________ Target campaign____________________

Target Title Requirement

Last Campaign Results

Balance toAchievement

Personal Sales

Active Representatives

Active Sales Leaders (indicate title)

Total Group Sales

Estimated Earnings

Remember: accelerate your business with a Fast Start!

Which activities have you conducted to develop your team? Prospecting

Appointing of Representatives/Sales Leaders

Training Contacts with Representatives

Development Contacts with your Members to share selling tips

Prospect at least 3 new people every day

Appoint at least 3 new Representatives every campaign

Train at least 12 new Representatives every campaign

Develop at least 1 new potential Star Club Member each campaign

Sell to at least 20 Customers every campaign

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Winning Behaviors to succeed in Sales LeadershipThe behaviors listed below will help you succeed in your first 6 to 12 campaigns as a Sales Leader.

5Development Contact 2

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5 Winning Behaviors:

ProspectToday’s enthusiastic Recruits are tomorrow’s successful teamEvery day, around the world, emerging Avon Sales Leaders just like you are building a more profitable business through network marketing. You’ll discover that using Avon’s simple, proven method of Prospecting can rapidly improve your earnings and professional potential.

Your Prospecting OutlookRead the statements below and check the answer that best describes how you view Prospecting.

Yes Sometimes No

Would you say Prospecting is always your first priority activity?

Do you feel comfortable asking an acquaintance or friend for a referral?

Do you feel comfortable approaching a total stranger for Prospecting and Appointing?

Do you consistently follow up with Prospects?

Do you believe every person you talk to can become interested in the Avon Earning Opportunity?

Do you talk to at least 3 new people every day about the Avon Earning Opportunity?

Do you consistently ask for referrals from Prospects who say no to the Avon Earning Opportunity?

Do you discuss your Prospecting ideas and suggestions with your Upline?

When an Appointment is canceled at the last minute, do you use that time for Prospecting?

Do you keep yourself informed of market changes or growth in your area?

If you answered “Yes” to 6 or more questions, you have a positive attitude towards Prospecting. If you answered “Sometimes” to 6 or more questions, keep practicing and your confi dence will soar.If you answered “No” to 6 or more questions, let’s schedule another Prospecting observation so you can become comfortable with Prospecting.

professional potential.

You’re invited

You’re invited

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5 Winning Behaviors:

TrainTraining Contact 2 PATD teaches selling skillsEach training contact follows 4 simple steps to ensure that new skills are learned and actions taken to improve sales performance.

Opening Demonstrate or explain the topics

Discuss 1 or 2 products

Set Goalsand Targets

1 2 3 4

PATD Training Contact 2 Flow Build a Beautiful Business

1. Opening

Discuss selling experiences since Appointment & Training Contact 1Recognize accomplishments, answer questionsReview Dreams and Goals

2. Demonstrate or explain the topics

Importance of CustomersReview Customer list – Power of 3Basic selling skillsSamples and brochuresOrder and delivery systemMoney management

3. Discuss 1 or 2 products

How to use the product to expand customer baseFocus on the current brochure and new products Inform the Representative and encourage them to complete Product Knowledge and/or Beauty Training online courses

4. Set Goals and Targets

Calendar with actionsIntroduce Sales Leadership program and Star ClubReinforce Goals and DreamsSchedule time for Training Contact 3Lead generationInvite to Avon Opportunity Meeting (AOM)

Build a Beautiful BusinessSuccessful selling skills to increase your earnings

Tra in ing Contact 2

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How to identify high-potential, Top-Selling Representatives

Today’s top Sales Leaders exceed their goals by continuously identifying potential Top Sellers among their Representatives. These are team members who exhibit the following behaviors:

• Order each campaign

• Have 20 or more Customers

• Order sales tools such as brochures and samples

• Attend training

List who among your Downline exhibits most of these characteristics:

These are the Representatives you will want to develop as

Star Club members and top performers.

Look for the

Winners in your Team

✔

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Coaching is key to strengthening your team’s sales performanceNow it’s time for you to mentor your Downline, even as you continue to benefit from the wisdom and coaching of others. Coaching is making it easy for someone to develop, learn, perform or change. It requires observing someone as she conducts her Avon activities so that you, as the Coach, can identify specific areas for improvement.

Think of something you are really good at and write it here.

Did somebody influence or teach you how to do it?

Benefi ts of Coaching• Builds a person’s confidence by pointing out successes

and achievements.

• Helps the person learn from experiences and highlightsareas for improvement.

• Develops a stronger relationship between the Upline andthe Downline.

• Helps both the Upline and the Downline achieve their dreamsand goals.

Skills to Coach Your TeamSkill is the ability that comes from training or practice. From the list below, what specific skills can you practice with your Downline?

Selling e.g., finding Customers, using sales tools

Prospecting and Appointinge.g., approaching strangers, bridging to Avon

Training Representativese.g., demonstrating products, trying different sales techniques

Establish a coaching relationship with your Downline so they can become receptive to your teachings.

• Spend time conducting Selling and PATD observations• During your observations, explain your role as coach• Discuss challenges that you both want to address

Tips:

Development Contact 3

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Critical factors in a coaching conversation

Active listening• Allow the person to talk without interrupting

• Listen without judging, questioning or arguing

• Notice what is stated and how it is stated, e.g., facial expression, tone of voice, body language

Ask questions• To confi rm your understanding of the other person’s point of view

• To help the person gain insight into her behavior

Gain commitment to take action• Explore ideas together on what to do next, e.g., what, when, how

“Although it takes hard work to make it in Sales Leadership, the support provided by my Upline makes a big difference. She has coached me in selling and building my own team through PATD. Her success also inspired me to reach higher levels.”

—Marilou, Advanced Unit Leader

Set expectations on what you want to teach and why.

Observe the Downline as she conducts the skill you want her to develop.

Prepare for the Coaching Conversation.

Conduct the Coaching Conversation using the critical steps showed next page.

Clarify the Action Commitment and a Follow-Up Plan

Help your Downline build her confidence in her ability to perform a skill by:• Demonstrating the skill before

you observe her in the field• Giving her time to role-play

or practice• Arranging for additional

observations and coaching asneeded

• Give feedback immediately, face-to-face and in private • Focus on behavior observed, not on the person• Always leave the person feeling good about being coached

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How to Coach Your Downline

Tips:26 2727

Conducting a Coaching Conversation

Steps in a CoachingConversation

Sample DialogueScenario: Field Prospecting

1. Explain the purpose of the conversation.

“Let’s discuss the prospecting activity you just conducted.”

2. Ask the Downline to share what she thinks she did well and what she can do differently to impact her outcome.

“How do you think you did in this activity? What did you do well in? Whatwould you do differently next time?Why do you feel that way?”

3. Listen actively. See “Active Listening” on page 27.

4. Restate the Downline’s self-feedback in your own words to confirm understanding.

“You believe that worked well for you because...”

5. Provide a balance of three positive and three corrective feedback using the Standard-Behavior-Impact (SBI) method. • Standard – what needs to be done or what is expected• Behavior – what the person actually did or said• Impact – refers to the result of the behavior

One Positive Feedback:Standard: “It’s important for you to know how to approach strangers.”Behavior: “I noticed that you did not hesitate, and you started the conversation with a compliment.”Impact: “As a result, the prospect agreed to meet you to discuss the Avon Opportunity.”One Corrective Feedback:Standard: “It’s important for you to know how to approach strangers.”Behavior: “I noticed that you hesitated, and your first statement was: ‘Would you like to join Avon?’ ”Impact: “As a result, the prospect said ‘no’ and moved on.”

6. Involve the person in exploring ideas and reach agreement on actions to be taken.

“Let’s discuss next steps to help you develop your skills in prospecting.”

7. Set a time to review action plans and follow up on progress.

If prospecting was successful:“I have enjoyed our time in the field. Continue to…(mention strongest skills). I will call you on…”

If prospecting was not a success:“Thank you for letting me observe you in the field. I’m glad you are making the effort to improve your prospecting skills. For your next prospecting activity, do more of…, do less of…, let’s meet again on…”

Feedback Exercise: Scenario:

What positive behavior did you observe from one of your Downline?

Write down your feedback using the Standard-Behavior-Impact method.

S

B

I

What area of improvement did you observe from one of your Downline?

Write down your feedback using the Standard-Behavior-Impact

method.

S

B

I

Coaching has to be an ongoing activity to ensure that you build the skills of your Downline.

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Avon Products: Use them, Love them, Share themAvon offers hundreds of high-quality items—there’s something for everyone. Use our wide selection of product categories to increase your team’s average order and earnings. The more they sell, the more successful you and your team will be.

What category do you think would increase your team’s earnings?, e.g., Skin Care

Choose a product from that category, e.g., Anew Reversalist

Write down the features and benefits of that product. Use the brochure and other available resources and tools.

Features, e.g., contains Activinol anti-aging technology designed to stimulate the skin’s repair process and dramatically reverse the look of wrinkles.

Benefits, e.g., reduces wrinkles, expression lines, dark circles, restores firmness and reverses skin discolorations

Share the information with your Downline during group meetings and one-on-one sessions.

Tip:Teach your Downline how they can increase their earnings by investing in more brochures, samples, and Demo Products

Using your own Customer base as an example, let’s calculate how much extra you would earn if at least half of your Customers bought this product.

A Price of product for current campaign

B ___% of total number of Customers

C Total additional sales (A x B)

D Potential additional Earnings (C x___% Earnings)

Imagine the impact on your earnings when you take your team through this exercise every campaign.

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