THROUGH SALES SUCCESS · Learn about skin care with Solutions. pgs. 4–23 Place your ﬁ rst...

This is the companythat puts mascara on lashes and food on tables,

that fi ghts wrinkles with one hand and Breast Cancer

with the other. That knows the value of a perfect lip,

but still opens its mouth and speaks out against

Domestic Violence and for women’s fi nancial independence.

This is the company that not only brings beauty to doors,

but also opens them. The company that supports approximately

6.4 million Representatives in over 100 countries. This is Avon.

The company that for more than 125 years has stood for beauty,

innovation, optimism and, above all, for women.

Achieve Through Sales Success, April 2013 Avon Products, Inc. 75376-9www.AVON.com

Avon Products av002121_3400_a48 Proof 2

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11

THROUGH SALES SUCCESSAchieve


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Congratulations! You’re on your way!

Over the course of our conversations, we’ll share Avon’s proven formula for sales success.


3

pgs. 24–41

Build skills to grow your business. Learn about skin care with ANEW.

Set new goals and next steps.

pgs. 42–47

Expand your Invitation List. Discover group selling.

Learn about skin care with Solutions.

pgs. 4–23Place your fi rst order.

Grow your Invitation List. Set new goals and next steps.

Conversation

Conversation

Conversation

Achieve Through

SalesSuccess

Achieve Through Sales Success



Conversation

The fi rst step in any achievement is to have a clearly defi ned goal—a dream for the future you plan to build.


av002121_3400_a04.indd 4 3/8/13 9:16 PM

5Achieve Through Sales Success | Conversation 1

EXCEED

ACHIEVE

BELIEVE

With a dream you can believe in, and Avon’s

belief in YOU and your ability to succeed,

you’re on your way to achieving and even

exceeding your expectations.


av002121_3400_a05.indd 5 3/8/13 9:17 PM

Always keep your immediate goals and dreams for the future right in front of you!

They provide the focus, the energy and the power that will help you achieve, step by step.

I believe my dreams will come true when I achieve my goals with my personal plan for success!

My Future Goals:

My Immediate Dreams:



How have you done?Your fi rst campaign orders so far:

# of Customers:

Sales: Average Customer Order: Let’s look back at your Invitation List to see who you’ve talked to and who else you can reach before submitting your fi rst order.

Number of Potential New Customers:

Your potential earnings:

How does this compare to your fi rst goal?

My 1st goal:

$ amount needed:

By when:

NUMBER OF CUSTOMERS

SALES

AVERAGE CUSTOMER

ORDER

EARNINGS %

SALES

POTENTIAL EARNINGS

X

X

=

=


Completing your f irstAvon orderAvon’s online ordering system makes it easy. Just follow these simple steps:

Accept Your Customer OrdersKeep track of all your orders by fi lling out your Customer Order Book and providing two copies to your Customers.

Enter Your Order OnlineLog on to the Avon Representative site www.yourAVON.com to enter your order online.



Receive Your Avon ProductsYour order will be sent to you at your home address.

Deliver Products & Collect PaymentsBe sure you’ve collected your Customer’s total payment by the time you deliver her order.

Pay Avon & Keep Your EarningsIt’s simple. When you submit your second order, you’ll pay Avon for your fi rst order and keep your earnings. You can pay Avon in multiple ways: with a credit card, personal check, money order or QuickPay. (Avon does not accept Customer checks.)

Remember, with Avon, you submit your fi rst order on credit—no need to pay in advance!A deposit may be required, based on your Avon Credit Limit.


av002121_3400_a09.indd 9 3/8/13 9:26 PM

Th ank you!

Caring for your Customers at the

time of deliveryBefore the Customer Meeting:

Set a Delivery TimeCall or send a message to your Customer to set up a specifi c day and time for delivery. Always make sure to be on time for your appointment.

Remind Her of the CostBe sure to remind your Customer of the total cost of the order so she will have the payment ready for you.

Add a Personal TouchWhen you put an order into an Avon delivery bag, add a sample and a personal note. It’s a great opportunity to thank her for the order.



Try these smart money-management tips:• Keep your Avon money separate from personal funds.• Keep track of your business-building investments, including brochures, samples and demo products.

• Always submit your payment to Avon on the due date.

During the Customer Meeting:

Review the Order & Collect PaymentEnsure your Customer has what she ordered. Never deliver products without full payment. Products that aren’t paid for may be sold to other Customers or returned to Avon.

Share the New BrochureShow the new brochure and point out new products and special offers, and recommend your favorite brands.

Ask for New ReferralsAlways be sure to ask for new referrals—your Customer’s friends and family who you could add to your Avon Invitation List.


Achieving Sales Success is

as simple as Invite, Inform, Inspire!

Invite

Insp i re I

n for m


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Invite

Inform

Inspire

• Approach everyone, everywhere you go, and start a conversation about Avon

• Ask questions to determine interests and needs

• Offer recommendations, using your brochure and Avon tools to explain product benefi ts

• Answer questions and overcome objections

• Infl uence your Customer to place an order

• Ask for referrals to other possible Customers

These simple steps work for both increasing your personal sales and building your team. Here’s how to make these steps work for you!


av002121_3400_a13.indd 13 3/8/13 9:30 PM

CAMPAIGN 7

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you want to

SHOW

OFF...

plus Our F b

INTRODUCING

InviteAchieving your goals starts with expanding your Invitation List. Here are some simple steps you can take to start a conversation with a potential Customer:

Begin with a ComplimentStart with a compliment about her glowing skin, perfect makeup, shiny hair, colorful nails or lovely fragrance.

Use the Avon BrochureYou can also begin with a general introduction: “I just started my own Avon business, and I’m so excited about our new products! Have you seen an Avon Brochure lately?”

Ask QuestionsAsk about her beauty interests, her family and her gift needs.

Invite

Insp

i re In f o

r m


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Be positive, be confi dent and be genuine —you’ll be amazed how quickly your Invitation List will grow!

The Power of 3 will help you invite people to try Avon.

The idea is simple yet powerful: just talk about Avon’s products and earning opportunity with at least 3 new people every day.

Your daily routine offers many chances to strike up a friendly conversation, from standing in line at the store to chatting online with friends.

For even more success, ask every new Customer to recommend you to 3 of her friends—everyone loves to pass along a “good deal”!


InformWhen a woman feels good about her skin, she feels beautiful and confi dent. Sales success starts with skin care. Show your Customers how to achieve great results:

Use the Products YourselfLet your glowing, healthy skin do the selling for you! Talk about the many product benefi ts from your personal experience.

Help Customers ChooseRegardless of age or skin care needs, Avon has a product that’s right for each Customer. Take the online training courses and use the Avon Skin Care Selector Tool to help her fi nd the right brand.

Overcome ObjectionsShare your personal experience, provide samples and reassure her that the products do really work as promised—it’s guaranteed.

Invite

Insp

i re In f o

r m


To learn more about Avon skin care, take the online courses. They are free, fun and easy to fi t into your schedule.

Put the Power of Skin Care to work for youHappy skin care Customers are loyal users, often buying the products in regimen sets, leading to higher sales and higher earnings for you.

An industry leader in anti-aging skin care technology

Products to help you win the fi ght against acne

Achieve Through Sales Success | Conversation 1

Products to reveal a woman’s natural beauty

17


InspireAvon skin care products deliver what they promise. Here are some ways to inspire Customers to purchase from you.

Try Before You BuySkin care can be a big investment. Use product samples and trial sizes to help your Customer choose the products that are right for her.

Mention Special OffersPoint out exciting offers and discounts on products your Customers would enjoy. She’ll appreciate the great deals and you’ll appreciate bigger earnings.

Highlight Our GuaranteeWith Avon’s 100% satisfaction guarantee, both you and your Customers can always feel confi dent shopping with Avon!

INTRODUCING

ELIXIR

WOWDEAL

SATISFACTION

Invite

Insp

i re In f o

r m


Remember to always ask for referrals. If each Customer recommended you to just three of her friends, imagine what that could do for your earnings!

Express your Belief in Avon and watch your sales grow!

Your personal experience with Avon skin care is your best selling tool. Customers will appreciate hearing about how the products are working for you.

Invite your Customers to share their skin care experiences. Sharing stories is the fi rst step in turning a Customer into a friend!

Achieve Through Sales Success | Conversation 1 19


The Power of 3

The Power of Skin Care

The Power of Belief

Review

Invite

Inform

Inspire

Invite

Insp

i re In f o

r m


Introducing

TREATMENT CREAM

PACKETTE POSITION

CAMPAIGN 7

ome

you want to

HOW

Take one step at a time on the road to achieving sales success!

Begin with a Compliment

Use the Products Yourself

Use the Avon Brochure

Help Customers Choose

Mention Special Offers

Ask Questions

Overcome Objections

Highlight OurGuarantee

SATISFACTIONWOWDEAL

Try Before You Buy


us Our Fabulou

INTRODUCING


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Second/Third Campaigns: Potential Customers: Average Customer Order: Immediate Goal:

You can easily estimate your potential earnings:

Dreams and Goals Plan: What I want to achieve in:

NUMBER OF CUSTOMERS

SALES

AVERAGE CUSTOMER

ORDER

EARNINGS %

SALES

POTENTIAL EARNINGS

X

X

=

=

My plan to achieve

30 Days

I will need: $

Target Award Sales: $

Target Order: $

Target # of Customers:

Target # of Team Members:

90 Days

I will need: $


Target Order: $



60 Days

I will need: $


Target Order: $





Next steps:

❶ Invite potential Customers to view my brochures, using the Power of 3 every day.( Selling Days x 3 = potential Customers!)

❷ Purchase and use Avon skin care products, brochures and the Skin Care Conversation Card.

❸ Take the following online courses:

Course: Date Completed:

1. Calculating Your Earnings

2. Managing Your Orders

3. eRepresentative Web Offi ce Tour

❹ Purchase samples, trial-size kits and minis to give to my Customers to inspire them to buy skin care.

Key dates:Follow-up phone call:

Achieve Conversation 2: Submit order by: Avon Opportunity Meeting:

Campaign Business Buzz:

23


2Achieve Through Sales Success

Conversation

Always be on the lookout for new Customers. Enjoy getting to know them and helping them fi nd the perfect Avon products.


To be Your Best, learn from the Best!

Follow the proven path of Avon’s high-achieving Representatives to:

• Celebrate your progress.

• Enhance your ability to grow your sales and earnings.

• Learn about Avon’s #1 anti-aging skin care brand, ANEW.

• Help you set new goals and plan your next steps.



Review your progress

How does this compare to your fi rst goal?

My 1st goal:

$ amount needed:

By when:

Did you achieve your Campaign Plan?

# of Customers: ❏Total Sales: ❏Average Customer Order: ❏Estimated Potential Earnings: ❏Write your sales and earnings on the lines provided.

❏ Check the boxes if you achieved your plan

from Conversation 1!



Remind yourself of your Dreams and Goals—you’re getting closer each day to achieving them!

My Future Goals:

My Immediate Dreams:

High achievers know their Avon success revolves around three simple steps: Invite, Inform and Inspire!

Invite

Insp

i re In f o

r m

27


InviteHow is the Power of 3 working for you?

How many new Customers have you added to your Invitation List?

What is working well for you to fi nd new Customers?

Where can you fi nd even more Customers?

The Power of 3 is an essential tool to grow your Avon business.

Invite

Insp

i re In f o

r m


“Some of my best Customers have been referred to me by their friends. It’s the easiest way to grow my business, plus I get to meet the nicest people!”

Harness the Power of 3 today for more Customer Referrals

People recommend restaurants, shops and movies to their friends every day. To get your Customers to recommend your Avon business:

• Build Rapport: Learn about their preferences and keep track with a personal profi le.

• Be Direct: Ask for the names of others who would enjoy shopping with Avon.

• Show Appreciation: A simple “Thank You” will go a long way to grow your Customer List!

$Achieve Through Sales Success | Conversation 2 29


InformHow is the Power of Skin Care working for you?

I am regularly using Avon skin care products and can speak to the benefi ts.

I am helping Customers choose products by using the Avon Skin Care Selector Tool.

I am sharing experiences to help overcome objections and inspire Customer purchases.

Yes No

❏ ❏

Yes No

❏ ❏

Yes No

❏ ❏

What objections have you heard from Customers?

Invite

Insp

i re In f o

r m


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Share experiences and overcome objections with the “felt-found” technique. “At fi rst, my other Customers felt the same way, but after using Avon products, they found their skin looked great!”

Sell more products by selling the benefits

Inform Customers about the Power of Skin Care and handle any objections with these proven techniques:

• Discuss Benefi ts: Recommend products that meet your Customers’ needs and interests.

• Identify Issues: If you sense hesitation, ask more questions. Is it the price? Skin concerns?

• Share Experiences: The best way to overcome objections is to share your experiences.

Genics Eye Treatment with YouthGenTM Technology— undo up to 5 years from the look of your eyes.

PATENTED

YOUTHGEN™

TECHNOLOGY

performanceIS IN THEThe Power

31


REJUVENATE

CLINICAL

REVERSALIST

30+ 40+It’s never too soon to start looking younger.

ANEW Rejuvenate with patented Facial FX Technology helps visibly reduce pores, even skin tone, smooth texture and restore allover skin vibrancy.

Your prescription for beauty: At-home targeted treatments

Sometimes moving forward means going in reverse. ANEW Reversalist with patented Activinol Technology. Key signs of aging, from fi ne lines and wrinkles to discolorations and loss of elasticity, visibly diminish from skin.

ADD:

Getting to know



With ANEW, Avon has built a global reputation for providing some of the best anti-aging products and regimens featuring the latest technology.

ULTIMATE PLATINUM

50+ 60+Recapture the youthful look of your skin in its prime. ANEW Ultimate 7S with Pro 7 Sirtuin Technology. Watch as wrinkles and age spots visibly fade; the look and feel of fi rmness and elasticity are restored.

You’ll never guess my age. My skin won’t tell. ANEW Platinum with Paxillium Technology. The most advanced signs of aging, loss of youthful color, sagging, deep wrinkles and extreme dryness meet their match with Platinum.

*Based on testing in skin cells.

Look up to 5 years younger

OPTIMIZE WITH:

33


InspireBrochures are your #1 tool! The Avon Brochure can help you inspire Customers to place orders more frequently.

Investing in brochures pays off! Order a few more brochures each campaign to make sure you always have enough as you grow your Invitation List.

• Point out new products and special offers. Remind Customers about the Avon 100% satisfaction guarantee.

• Use the online brochure to expand your network through friend-to-friend referrals.

Invite

Insp

i re In f o

r m

CAMPAIGN 7

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PLUS Easter-rific gifts for every bunny

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AMERICA’S

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INTRODUCING

CAMPAIGN 9

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“Fragrance samples are a great selling tool! I always give my Customers a sample of a fragrance so they can try before they buy. Once they experience it, they are much more likely to make a purchase.”

Fragrance samples are especially effective at inspiring Customers to purchase. Remember, regardless of what Avon products your Customers use, always suggest fragrance as a fi nishing touch!

• Point out all scented pages in the brochure.

• Add a fragrance sample as a “thank you” surprise when delivering orders. Attach a sample to your business card for potential new Customers.

• Keep track of the samples you hand out and follow up.

35

SPECIAL

WITH FREE ROLLETTE 45

Far Away Bella Eau de Parfum Spray

A beautiful journey layered with Italian clementine, rich Turkish rose and warm

Brazilian tonka bean. 1.7 fl. oz. 986-584 will be 23.00

Eau de Parfum Rollette.24 fl. oz. 986-747

12.00 if purchased separately

Body Lotion6.7 fl. oz. 925-235

will be 10.00

Shower Gel6.7 fl. oz. 967-150

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page 45

rub toexperienceFAR AWAY

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Inspire Customers

to buy more products

For Customers who:

Like to treat themselves to new products and want to see something new in every Avon Brochure

Love the convenience of shopping with Avon for products they use often and enjoy fi nding special offers

Look for the best skin care products and take time to read the brochure carefully


av002121_3400_a36.indd 1 3/20/13 2:25 AM


The better you know your Customers, the easier it is to help them shop the brochure. Your personal service will make it a fun and satisfying experience for them!

Try this:

IDENTIFY NEW ITEMS, PROVIDE SAMPLES, LINK PRODUCTS

MENTION OFFERS, PROVIDE SAMPLES, CREATE BUNDLES

SHARE BROCHURES, PROVIDE SAMPLES, CONNECT CATEGORIES

WOWDEAL

+ +

+ +

+ +

CAMPAIGN 7

some

you want to

SHOW

OFF...

new

37

NTRODUCING


av002121_3400_a37.indd 1 3/20/13 2:26 AM

Take your place among the

Best of the Best! Avon recognizes the highest achievers with fabulous rewards and entry into the prestigious President’s Recognition Program. Top Performers in Sales and Sales Leadership are rewarded with trips to fun and exotic destinations.


av002121_3400_a38.indd 1 3/16/13 12:29 AM

“My membership to President’s Club has been simply amazing. Now that I am also a Sales Leader, I fi nd that I am able to achieve my goals even faster!”

Top Sellers make great Sales Leaders—build your team today

Remember, the steps to creating a successful team are the same as growing your Invitation List—just Invite, Inform and Inspire!

Invite prospects to learn about Avon, ask questions and join as new Representatives.

Inform your Representatives about the Avon Opportunity and how to sell.

Inspire your Representatives to believe in themselves, improve their sales and join Sales Leadership.



Next Campaign:Current # of Customers:

# of Customers Next Campaign: New ANEW Customers: Average Customer Order:

You can easily estimate your potential earnings:

NUMBER OF CUSTOMERS

SALES

AVERAGE CUSTOMER

ORDER

EARNINGS %

SALES

POTENTIAL EARNINGS

X

X

=

=

My plan to achieve

Dreams and Goals Plan: What I want to achieve in:

30 Days

I will need: $


Target Order: $



90 Days

I will need: $


Target Order: $



60 Days

I will need: $


Target Order: $





Next steps:

❶ Invite: practice the Power of 3 and ask for referrals daily.

❷ Inform: become an ANEW expert by taking the following online courses:

Course: Date Completed:

1. Your Customers’ Avon

2. Skin Care at Avon

3. Avon Makeup (Refresh Your Knowledge and Your Look)

4. Planning for Success

5. Become a Top Seller

Also invest in samples and Skin Care Conversation Cards.

❸ Inspire: invest in brochures.

Key dates:Follow-up phone call:

Submit order by: Avon Opportunity Meeting:

Campaign Business Buzz:

41



Conversation

Success takes energy and effort—congratulate yourself when you achieve a goal. You’re a champion!


Representatives become Top Sellers and

Sales Leaders by sharing the secrets of

their success. It’s time for teamwork that will

take your earnings to the next level!

The next Achieve Conversation is a group session that will inspire you to even greater success. At this workshop, you will:

• Meet other new Representatives, share your ideas and gain valuable insights.

• Learn how to expand your Invitation List to add new Customers every campaign.

• Discover how group selling and Sales Leadership lead to amazing growth opportunities.

• Experience Avon skin care. Avon has the right skin care products for everyone.



No matter the skin type or concern, every Customer can fi nd an Avon skin care product that meets her needs.

Healthy skin for everyone at a price that feels good

Complete anti-acne skin care for all ages

Covers the face and body needs of the entire family

clearskin®

Premium anti-aging regimens and treatments for the life of a woman’s skin

duct that

®®


Location:

Day: Time:

Please RSVP by:

RSVP to:

Phone #:

You’re Invited to Attend the Achieve Workshop!

Questions to consider before the meeting:

• What are your achievements?

• What’s working well for you?

• How are your skin care sales progressing?

• What challenges have you faced?

• What questions do you have?

We look forward to seeing you at our next meeting. You will make new friends who share your passion, energy and drive to be the best!




You’re on your way!

Be Your Best with Avon!As part of the world’s largest direct seller, you belong to a global community in partnership with more than 6 million Avon Representatives. You’re creating the life you deserve because you want the best for yourself, your family and your community. Every day brings an opportunity for you to shine. Be bold, be beautiful and be your best!


“When I started dreaming big and wanting bigger goals, that’s when Avon became life-changing for me. I tell people, ‘Don’t be afraid to dream big from the outset.’”


THROUGH SALES SUCCESS · Learn about skin care with Solutions. pgs. 4–23 Place your ﬁ rst...

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Transcript of THROUGH SALES SUCCESS · Learn about skin care with Solutions. pgs. 4–23 Place your ﬁ rst...