Contact 2

1. Contact 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

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

6. Step 1 – The Avon Cycle Cover Step 1 and 2

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. 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. 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.