contact 2
DESCRIPTION
Contact 2. Materials. Training Contact 2 Booklet Calculator Take-away Dream/Goal Card Have Representative bring her new Representative Kit and Order Book. Contact 2 Flow Chart. Step 1 – Welcome/Review Goals. - PowerPoint PPT PresentationTRANSCRIPT
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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.