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District Manager Ralph Romero 7539

Prospecting For Sales Leaders

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Prospecting For Sales Leaders

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AgendaAgendaProspecting ReviewProspecting ReviewYour Prospecting AttitudeYour Prospecting AttitudeThe Prospecting Process The Prospecting Process Prospecting Role ModelProspecting Role ModelProspecting Role-PlayProspecting Role-Play

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Prospecting DefinedProspecting DefinedProspectingProspecting is the process of developing is the process of developing

a list of names and sources of leads with a list of names and sources of leads with whom you can share the Avon Opportunitywhom you can share the Avon Opportunity

Prospecting is the art of Prospecting is the art of networkingnetworking, , a way of starting a way of starting new relationshipsnew relationships and a way of developing and and a way of developing and expanding your businessexpanding your business

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Goals of ProspectingGoals of ProspectingLeave each contact with a(n):Leave each contact with a(n):

Interest in the Earning OpportunityInterest in the Earning OpportunityDesire to become an Avon CustomerDesire to become an Avon CustomerGood feeling about AvonGood feeling about Avon

Schedule his or her Appointment Schedule his or her Appointment

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Prospecting AttitudeProspecting AttitudeWhat you believe about prospecting What you believe about prospecting

has a powerful impact upon how you feel has a powerful impact upon how you feel when prospecting.when prospecting.

What you feel when prospecting has What you feel when prospecting has a powerful impact on what you do a powerful impact on what you do about prospecting.about prospecting.

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Prospecting FoundationsProspecting FoundationsTake the time to understand your Take the time to understand your

beliefs and feelings about your work.beliefs and feelings about your work.Take the time to examine your beliefs Take the time to examine your beliefs

that get in the way of your success.that get in the way of your success.

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Hyrum Smith’s Belief WindowHyrum Smith’s Belief Window You hold certain beliefs on You hold certain beliefs on

your your “belief window.”“belief window.” From your beliefs you have From your beliefs you have

created rules, created rules, “If… Then…”“If… Then…” The rules influence your behavior.The rules influence your behavior. The observable result of your behavior The observable result of your behavior

may or may not be satisfactory to you.may or may not be satisfactory to you.

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Hyrum Smith’s Steps Hyrum Smith’s Steps to Changing Beliefsto Changing Beliefs

1.1. Identify your behavior patterns. Identify your behavior patterns. “I’m really reluctant to talk in front “I’m really reluctant to talk in front of a group of people.”of a group of people.”

2.2. Ask “why” the behavior. The answer to Ask “why” the behavior. The answer to “why” is the principle on your belief window.“why” is the principle on your belief window.“I get nervous and I’m afraid I’ll make a fool “I get nervous and I’m afraid I’ll make a fool of myself and forget what I want to say.”of myself and forget what I want to say.”

3.3. Predict future behavior based on Predict future behavior based on these principles. these principles.

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Hyrum Smith’s Steps Hyrum Smith’s Steps to Changing Behaviorto Changing Behavior

4.4. Identify alternative principles Identify alternative principles “A lot of people feel the same way and “A lot of people feel the same way and can empathize with my nervousness.”can empathize with my nervousness.”

5.5. Predict future behavior based on new Predict future behavior based on new principlesprinciples

6.6. Compare step 3 (Predict future behavior Compare step 3 (Predict future behavior based on these principles) to step 5. based on these principles) to step 5. Which produces the desired result?Which produces the desired result?

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Belief Window ExampleBelief Window Example1.1. Identify a behavior Identify a behavior

of yoursof yours

2.2. Ask “why” the behavior. Ask “why” the behavior. That is the principal on That is the principal on your belief window.your belief window.

3.3. Predict future behavior Predict future behavior based on your principal.based on your principal.

““I don’t talk to Customers I don’t talk to Customers about the Avon Earning about the Avon Earning Opportunity.”Opportunity.”““I feel I am bothering them I feel I am bothering them and will lose them as and will lose them as Customers.Customers. ““I won’t talk about the I won’t talk about the Earning Opportunity and I Earning Opportunity and I will have to leave it to my will have to leave it to my Customers to ask about Customers to ask about becoming a Representative.”becoming a Representative.”

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Belief Window ExampleBelief Window Example4.4. Identify Alternative Identify Alternative

PrinciplePrinciple

5.5. Predict future Predict future behavior based on behavior based on new principals.new principals.

6.6. Compare future behavior in step 3 and step 5. Compare future behavior in step 3 and step 5. Which produces the desired result?Which produces the desired result?

““If I talk about the Earning If I talk about the Earning Opportunity with everyone Opportunity with everyone I will appoint more I will appoint more Representatives and Representatives and achieve the next level in achieve the next level in Leadership.Leadership.

““I will talk about the I will talk about the Earning Opportunity with Earning Opportunity with my everyone.my everyone.

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Activity: Your Belief WindowActivity: Your Belief Window1.1. Identify a behavior of yours.Identify a behavior of yours.2.2. Ask “why” the behavior. That is the principal Ask “why” the behavior. That is the principal

on your belief window.on your belief window.3.3. Predict future behavior based on your principal.Predict future behavior based on your principal.4.4. Identify alternative principals.Identify alternative principals.5.5. Predict future behavior based on new principals.Predict future behavior based on new principals.6.6. Compare future behavior in step 3 and Compare future behavior in step 3 and

step 5. Which produces the desired result?step 5. Which produces the desired result?

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DebriefDebrief1.1. What is the behavior that you identified?What is the behavior that you identified?2.2. ““Why” the behavior? What is the principal Why” the behavior? What is the principal

on your belief window?on your belief window?3.3. What is the future behavior based on What is the future behavior based on

your principal?your principal?4.4. What are the alternative principals?What are the alternative principals?5.5. What is your predicted future behavior What is your predicted future behavior

based on new principals?based on new principals?6.6. Compare future behavior in step 3 and Compare future behavior in step 3 and

step 5. Which produces the desired result?step 5. Which produces the desired result?

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4 Principles to Place 4 Principles to Place on Your Belief Windowon Your Belief Window

1.1. The definition of Success is the willingness to do that The definition of Success is the willingness to do that which the unsuccessful are not willing to do.which the unsuccessful are not willing to do.

2.2. Wisdom is knowledge rightly applied.Wisdom is knowledge rightly applied.3.3. Character is the ability to carry out a worthy Character is the ability to carry out a worthy

decision after the emotion of making the decision after the emotion of making the decision has passed. (e.g. Making a New Year’s decision has passed. (e.g. Making a New Year’s resolution to exercise weekly and carrying out resolution to exercise weekly and carrying out the decision after the emotion has passed.)the decision after the emotion has passed.)

4.4. Sacrifice is giving up something Sacrifice is giving up something good for something better.good for something better.

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ACTACT

The 3 key steps of prospecting (ACT):The 3 key steps of prospecting (ACT):AApproachpproachCCreate Excitementreate ExcitementSet the Set the TTime and Place for the ime and Place for the

AppointmentAppointment

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Prospecting Preparation Prospecting Preparation ChecklistChecklist

Set your ObjectivesSet your Objectives How much time will be spent on the prospecting How much time will be spent on the prospecting

activityactivity Target number of names generatedTarget number of names generated Target number of appointments setTarget number of appointments set

Determine Venue for ProspectingDetermine Venue for Prospecting If prospect was referred, choose a venue convenient If prospect was referred, choose a venue convenient

to the referralto the referral If conducting cold prospecting, choose a high traffic If conducting cold prospecting, choose a high traffic

and/or low coverage areaand/or low coverage area If conducted in an event, e.g. job fair, opportunity If conducted in an event, e.g. job fair, opportunity

meeting, set up the venue so place looks professionalmeeting, set up the venue so place looks professional

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Prospecting Preparation Prospecting Preparation Checklist, cont’dChecklist, cont’d

Bring with you:Bring with you: Prospecting fliersProspecting fliers Products/samplesProducts/samples Business cardsBusiness cards Pen and plannerPen and planner Prospecting Prospecting

Preparation ChecklistPreparation Checklist

Prospecting Decision Prospecting Decision TreeTree

Prospect listProspect list Your storyYour storyDress AppropriatelyDress Appropriately Be better dressed for Be better dressed for

prospecting than what is prospecting than what is considered considered acceptable in the areaacceptable in the area

Wear Avon products Wear Avon products and jewelryand jewelry

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Your Prospect List: FROGSYour Prospect List: FROGS

F = FriendsF = FriendsR = RelativesR = RelativesO = Occupation O = Occupation G = GeographyG = GeographyS = SocialS = Social

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Your StoryYour StoryThe things that first attracted you to AvonThe things that first attracted you to AvonThe opportunities that Avon can offerThe opportunities that Avon can offerWrite your story and Write your story and practice, practice, practice, practice,

practicepractice saying it saying it

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The 4 C’sThe 4 C’s

Start your story with the 4 C’s:Start your story with the 4 C’s:Start a Start a CConversation by finding onversation by finding CCommon ommon

groundgroundGive a Give a CCompliment that shows that you ompliment that shows that you

CCare to build rapportare to build rapport

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The ApproachThe ApproachThere are two types of approaches that There are two types of approaches that work best when prospecting:work best when prospecting:1.1. The Indirect ApproachThe Indirect Approach – When you start a – When you start a conversation using open-ended questions to conversation using open-ended questions to establish establish rapport and bridge to Avon.rapport and bridge to Avon.2.2. The Direct ApproachThe Direct Approach – when you meet – when you meet

someone and you immediately introduce someone and you immediately introduce yourself as yourself as an Avon Leadership Representative.an Avon Leadership Representative.

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Bridge Statements for Bridge Statements for the Indirect Approachthe Indirect Approach

A bridge statement is a sentence that will A bridge statement is a sentence that will lead the conversation with a prospect to lead the conversation with a prospect to the subject of Avon.the subject of Avon.

Bridge statements help you transition Bridge statements help you transition smoothly from talking about the person to smoothly from talking about the person to talking about the Avon Earning talking about the Avon Earning Opportunity.Opportunity.

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Create Excitement about AvonCreate Excitement about Avon

Present the appropriate Avon Opportunity Present the appropriate Avon Opportunity or product that will best meet the dreams or product that will best meet the dreams or needs of your prospect:or needs of your prospect: Ask follow-up questions if neededAsk follow-up questions if needed Talk about the benefits that meet the Talk about the benefits that meet the

prospect’s needsprospect’s needs Use your talking points to back up Use your talking points to back up

your suggestions. your suggestions. Share your belief in AvonShare your belief in Avon Use success storiesUse success stories

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Set the Time and Place Set the Time and Place for the Appointmentfor the Appointment

Follow one of the 4 paths to setting the Follow one of the 4 paths to setting the Time and Place for the Appointment. They are:Time and Place for the Appointment. They are:

1.1. If the prospect is not interested in buying or selling, generate If the prospect is not interested in buying or selling, generate leads.leads.

2.2. If the prospect is interested in buying but not If the prospect is interested in buying but not selling, get contact information, show her the selling, get contact information, show her the

brochure and generate leads.brochure and generate leads.

3.3. If the prospect is interested in selling and has the time, If the prospect is interested in selling and has the time, proceed directly with appointing.proceed directly with appointing.

4.4. If the prospect is interested in selling but does not If the prospect is interested in selling but does not have the time, set the time and place for the have the time, set the time and place for the Appointment and Appointment and

Training Contact 1.Training Contact 1.

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Get ReferralsGet Referrals If your prospect is not interested in If your prospect is not interested in

becoming a Representative at this time, becoming a Representative at this time, ask her for referrals.ask her for referrals.

Information to obtain for each referral:Information to obtain for each referral:NameNameAddressAddressContact numberContact numbereMail addresseMail address

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Role Play Practice SessionRole Play Practice SessionYou’ll work in teams of 3: Leadership You’ll work in teams of 3: Leadership

Representatives, Prospect, ObserverRepresentatives, Prospect, ObserverEach person will role play 3 scenarios, Each person will role play 3 scenarios,

receive feedback after each, and receive receive feedback after each, and receive final feedback after completing all 3final feedback after completing all 3

Switch roles until every team member Switch roles until every team member has played all 3 roleshas played all 3 roles

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SummarySummaryProspecting ReviewProspecting ReviewYour Prospecting AttitudeYour Prospecting AttitudeThe Prospecting Process The Prospecting Process Prospecting Role ModelProspecting Role ModelProspecting Role-PlayProspecting Role-Play