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PROSPECTING APPOINTING TRAINING DEVELOPING

T DP A

Success Without Limits

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Thomas F. KellySenior Vice PresidentU.S. Direct Selling

SUCCESS WITHOUT LIMITS This booklet

shows how to meet, connect with and help people to start and build an Avon business. OUR PROMISE to every Representative is to help them get started, then offer guidance and support every step of the way.

I would like to share with you some best practices from Avon’s top Sales Leaders so you can learn, through their secrets and insights, how easy it is to spread the Avon opportunity every day.


av96736a03.indd 1 8/19/09 3:05:02 PM

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“I’ve met thousands of women who have transformed their lives simply because they tried Avon. When women ask the age-old question: ‘How do I make a living?’ I would say Avon is the answer—the place where you can truly fi nd

Success Without Limits.” —Suze Orman Avon Special Personal Finance Advisor


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“Avon gives me great tools to make my business better. As soon as I learn something new, I pass it on to the people in my group. That’s how we all improve.”—Silvia Tamayo, SEUL, Avon Women of Enterprise Award Recipient

PATD—RESULTS THROUGH RELATIONSHIPS

• Selling and servicing Customers.• Frequent contact drives Leadership success.• Training with Downline Representatives = stronger Unit performance.• Contacts from Upline deliver strong incentive performance.• Mentoring develops top Leadership recruiters.• Successful partnerships with District and Division Sales Managers support growth.

Avon…how do I do it?Selling to Customers and servicing them are foundations of every Avon business. To help new Representatives get started quickly and with confi dence, Avon created PATD. This four-stepprocess incorporates Prospecting, Appointing, Training and Developing Sales Leaders. PATD is so simple, you can easily pass it on to others along with your excitement and inspiration.

Never forget these 3 simple steps:SELL world-class beauty productsSHARE Avon’s Earning OpportunitySHOW others how to do what you do

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PROSPECTING is about starting a conversation and making a connection

“When I work with a new Recruit, I say, just talk to people. Tell them about yourself, what you have done with Avon and why you love it.”

“Talk to everyone you meet…I never stop recruiting. My next superstar may be waiting in line with me at the grocery store. I think, maybe she’s waiting for me to talk to her. Maybe she’s looking for a job and if I don’t talk to her and share the wonderful opportunity Avon offers, she is going to miss out on it.” —Aurora Castillo SEUL, Avon Women of Enterprise Award Recipient


“When I’m doing my business,I am sure of myself. My Customers see that, and they want to associate with me. They want to be my Customers…they aspire to be my Customers.” —Christiana Oduh, President’s Inner Circle

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“Calm fears with hope…The greatest obstacle to wealth is fear. People are afraid to try new things. The only way to silence fear is through action. Just jump in, and try something. You’ll be amazed at what you can do.”

“Offer a solution…When I found out that everything a Representative sells is backed by Avon’s 100% guarantee, I understood that Avon truly cares about partnering with women so they can succeed with the opportunity you’re presenting.”—Suze Orman

PROSPECTING OBJECTIVES

• Present Avon’s Earning Opportunity in a consistent way.• Be inspirational—share your success story.• Follow ACT process for effective prospecting—Approach, Create excitement, set Time and place for Appointment.• Portray the image of a world-class beauty company by using Avon-branded business cards, Prospecting fl yers, samples and brochures.

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Share your own story“I had dreams of owning my own business, but I didn’t think I could do such a thing until I started selling Avon. Then the possibility became real to me. It amazes me that for a little more than the cost of a lipstick, someone can have the chance to start their own business!” —Christiana Oduh

Talk about freedom and fl exibility “Avon is the answer. I lead by example because I have kids, and my Avon business takes care of all their fi nancial needs. I share this with everyone.” —Silvia Tamayo

APPOINTING gives you the opportunity to…

OBJECTIVES: APPOINTING & TRAINING CONTACT 1

• Build a rapport by telling your personal story. • Present Avon’s Earning Opportunity by sharing your Personal Sales and Leadership successes.• Motivate with an inspiring vision and close the sale.


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Training helps people get started right “I tell all new Representatives to use yourAVON.com. Once they are signed up, they can place orders, learn about products—even take courses to learn how to manage their Avon business. And because my Leadership business is online, too, I can check their progress daily and give them a call if they need to sell more.” —Silvia Tamayo

Within 48 hours, follow up with a phone call...“It is important to call new Representatives within a day or two of Appointment. This is when they really need you to answer questions, lend encouragement and recognize any achievement, no matter how small. That fi rst call shows how much you care.” —Joan Johnson, District Sales Manager

OBJECTIVES: APPOINTING & TRAINING CONTACT 1

• Identify new Representatives’ dreams and goals.• Help new Representatives develop a list of prospective Customers and Recruits. • Introduce Fast Start.• Provide an overview of how the business works.• Encourage registering at www.yourAVON.com.• Agree on goals and next steps.Appointing & Training Contact 1 (AT1) Booklet, in the New Appointment Kit, has the information you need to get new Representatives started. AT1 Instructional Aid is available on yourAVON.com (Beauty of Knowledge) and the SMO.

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TRAINING AND DEVELOPING CONTACTS1

Opening2

Demonstrate or Explain the Topics

3Discuss One

or Two Products

4Set Goals

and Targets

“Training is critical for every new Representative because there is so much to learn to get an Avon business up and running. As a leader, I follow the same plan and cover the same materialwith everyone. Consistency leads to success.”

TRAINING builds confi dence…


Plan to use your tools “Avon has great training tools and resources, which you can fi nd by going to yourAVON.com.The booklets and the online courses are great because they tell Representatives what to say.” —Aurora Castillo

All Training and Developing Contacts follow a 4-step process“By using the Flow Cards for each Contact, you can streamline your working sessions and ensure that every Representative has access to the same information, shared in a similar way. That’s the secret to building your Team’s confi dence.” —Joan Johnson

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Everyone has a dream “I’m in the business of helping people achieve their dreams and goals. For me, that is so fulfi lling.” —Donna Reid-Mitchell, SEUL, President’s Club

OBJECTIVES: TRAINING CONTACT 2

• Reinforce dreams and goals = recognition and rewards• Emphasize importance of: - establishing a large, loyal Customer base - following up with all Customers, Prospects and Recruits - 5 easy steps to selling success

Recognize small achievements “I began making money immediately—my fi rst sale was $8. Even so, my Manager told me it was fantastic. So I tried harder. Every campaign gives you a chance to say, ‘good job.’ ” —Silvia Tamayo

I get great support from my Manager “She makes me think about my goals and helps me write them down. She’s always available to give me feedback. That’s really empowering.” —Christiana Oduh

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CUSTOMERS are key...“The only people who are going to ensure your earnings are your Customers.” —Tom Kelly

OBJECTIVES: TRAINING CONTACTS 3 & 4

Work on how to: • Reach more Customers.• Sell more products.• Maximize using the Avon Brochure.• Provide consistent Customer service through follow-up.

• Introduce group selling.• Reinforce need for superior Customer service.• Expand Customer base through eRepresentative and mark.


Follow up on every brochure When you follow up, you keep your Avon store open for business as you reconnect with your Customers and ask for the sale.

Aspire to achieve 40% earningsIf you sell to just 20 Customers every two weeks, you are on track to achieve President’s Club, which means 40% earnings, guaranteed.

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• Set your annual PRP goal.• Develop an action plan each quarter.• Prepare to sell—learn about new products and programs.• Keep Customers shopping— share brochures and follow up.• Track your progress every campaign.

Each quarter adjust your plan:• Review current cycle-to-date sales.• Measure progress toward your PRP goal.• Review Plan to Succeed Guide.• Set new Customer and sales targets.

PLAN TO SUCCEED Goal-setting Guide

to Achieve President’s Recognition Program

Having a goal is only the beginning. From there, you have to have a plan that sets out, in writing, how you expect to achieve it.

Plan to succeed“Every day, I fi gure out how many Customers I have to see and how much I need to sell to meet my goal. Some days I make it, some days I don’t. But once I started keeping track, it was easy to see how far away I was and how hard I needed to work to achieve my goal.”—Christiana Oduh

PLANNING increases success…

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In Leadership, you are never alone...You have a partner and mentor in the person who introduced you to the opportunity, plus the support of the entire Avon community.

In addition to selling our wonderful products, you can reap even bigger rewards by helping others grow and develop by sharing the Avon Opportunity.

DEVELOPING Sales Leaders by your good example...


OVERALL OBJECTIVES: DEVELOPMENT CONTACTS

• Create excitement about the idea that “anyone can be successful with Avon.” • Demonstrate Prospecting, Appointing and Training to build confi dence. • Explain Sales Leadership process/structure.

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OBJECTIVES FOR DEVELOPMENT CONTACTS 1 & 2

• Set a goal to achieve Unit Leader within 4 campaigns.• Learn to infl uence the performance of your Downline.• Understand the importance of Prospecting and conducting AT1.• Learn how to conduct T2.• Be available to answer questions and offer support.

Anything is possible “The best thing I do is pass on what excites me about Avon. I try not to make things too complicated. In the end, I sell people the opportunity to change their life. I inspire with my passion. Once they have that, the details take care of themselves.” —Aurora Castillo

Encourage top performance...“I have had awesome mentors who took me from earning $100 to a six-fi gure* income. When people succeed, I get wired!”—Donna Reid-Mitchell

“I tell people I’m the CEO of my own business. If I want a raise, I can give myself one.” —Dawn Parrino, Unit Leader, President’s Club

*Your individual earnings may vary.

Build a Fabulous Foundation How to be a Successful Sales Leader

Deve lopment Contact 1

Establishing a Winning TeamHow to encourage top performance


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EARN BIG WITH

Recruits*1 2 & 3 EARN $60

FAST START Qualify in your fi rst 4 Campaigns

Beginning in the Campaign of your First Recruit

First RecruitReceive a

Welcome to Sales Leadership Packet

UNIT LEADER Qualify in the Campaign in which you achieve:

1. $250 in Personal Sales 2. $1,200 in Total Unit Sales 3. 5 Registered*2 Recruits

Qualify for Unit Leader with 5 Successful Recruits in your fi rst 4 Campaigns and

EARN A $200 BONUS



Recruits*1 8 & 9 EARN $60Recruits*1 10 & 11 EARN $60

Within fi rst 7 Campaigns as Unit Leader:

Start Here to Earn Big with Leadership

Qualify for all Fast Start AND Unit Leader bonuses, and you will earn up to: $1,010GRAND TOTAL

TOTAL $510TOTAL $500

*1 Successful Recruit is a 1st Generation Downline Representative who places a minimum order of $50 in their fi rst or second Campaign (not cumulative) and who submits and pays for the order on time.*2 Registered Recruit is a 1st Generation Downline Representative who has placed a fi rst order and who has an active account status in the current Campaign. Reinstatements do count; however, rollups who have not reached their rollup Campaign and 3-way links who have not achieved a cumulative sales total of $350 in the fi rst three Campaigns do not count. Also, primary account combined with LABC accounts of LABC Operators count as one Recruit.

Perform as a UNIT LEADER

for your fi rst 3 Campaigns

Have fi ve $100 on-time paid

First Generation orders each Campaign*3

(Earn $30 x 7 Campaigns)

Develop 1 UNIT LEADER*4

in First Generation

*3 While performing at Title.*4 Downline must be fi rst time UL in 1st Generation. Mentor must be performing at Title.*5 Within your 1st Generation Downline.*6 Since achieving previous Title for fi rst time.

EARN $200

EARN $100

EARN UP TO $210

AVON SALES LEADERSHIP

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ADVANCED UNIT LEADER Qualify in the Campaign

in which you achieve: 1. $300 in Personal Sales 2. $4,000 in Total Unit Sales 3. 12 Registered*2 Recruits, incl. 2 Titled Leaders

Become an AUL within 13 Campaigns of fi rst-time

UL achievement and

EARN $300

EXECUTIVEUNIT LEADER Qualify in the Campaign

in which you achieve: 1. $350 in Personal Sales 2. $15,000 in Total Unit Sales 3. 20 Registered*2 Recruits, incl. 5 Titled Leaders, 1 of whom is an AUL or above

SENIOREXECUTIVE

UNIT LEADER Qualify in the Campaign

in which you achieve: 1. $400 in Personal Sales 2. $40,000 in Total Unit Sales 3. 20 Registered*2 Recruits, incl. 9 Titled Leaders, 2 of whom are EULs or above

For AUL+, Earn While You Develop OthersMentor a

Unit Leader*5 within her fi rst 4 Campaigns

EARN $200

Mentor an AdvancedUnit Leader*5 within her 13 Campaigns*6

EARN $300

Mentor an ExecutiveUnit Leader*5 within her 13 Campaigns*6

EARN $500

Mentor a Senior Executive Unit Leader*5

within her 26 Campaigns*6

EARN $1,000

“You can do this. Your success is within your reach.” —Suze Orman

Note: Sales Leadership bonuses are earned on any Downline Member’s first paid order regardless of order size. Bonuses are paid on the second, third and fourth consecutive Campaign orders of $50 or more, and the fifth and all subsequent Campaign orders of $100 or more. Note: See Avon Terms for defi nitions of Generations, Units, Total Unit Sales, Downlines, etc., as well as general Avon Terms included in Avon Policies.

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Strengthening Your Team’s Performance How to develop your team


Coach your team to success

Everyone needs feedback “Whether I’m working with a Representative to improve her selling skills or taking her into the fi eld to observe how she prospects, I’m always inspired by her success. It just makes me want to do more. After all, if she can do it, I, as a District Sales Manager, should be able to do it, too.” —Joan Johnson

When you coach someone, fi rst model, then observe them in an activity and give feedback. You’ll build confi dence by pointing out both strengths and areas for improvement.

Practice makes perfect Skill is ability that comes with training and practice. No matter what your level, everyone can benefi t from PATD.

OBJECTIVES: DEVELOPMENT CONTACT 3 (Conducted once Unit Leader status is achieved)

Learn how to:• Identify and develop high-potential Representatives and Sales Leaders.• Coach and provide feedback to Downline.• Review how to conduct T3.• Maximize team performance by developing a winning strategy with PATD activities.• Schedule D3 Field Observation. D3 and D4 are conducted one-on-one. D3 and D4 Booklets are included in the Unit Leader Kit.

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Gaining Momentum with your Team How to energize your team 4Deve lopment ContactOBJECTIVES: DEVELOPMENT CONTACT 4

• Learn how to develop and infl uence high-potential Sales Leaders using duplication, communication and recognition.• Learn how to conduct T4.• Learn how to conduct meetings, including Avon Opportunity Meetings. Agendas are provided.

Find Instructional Aids at yourAVON.com (Beauty of Knowledge) and SMO.

Duplicate yourself. When you pass along the skills and ideas that made you successful, you create the next generation of Leaders by your great example.


Invest in your team...“By focusing on PATD, I was able to do all the right things with my team—training, mentoring, feedback. Everyone’s sales increased and our Unit Sales began to soar.” —Donna Reid-Mitchell

“Some skills don’t come naturally. PATD gives you the chance to spot people’s weaknesses as well as strengths and gives you opportunities to spot areas of improvement.” —Daryn DeZengotita, AUL, David H. McConnell Club

Imagine if everyone on your team was just like you...

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“Instead of going from campaign to campaign, I like to think three months ahead. That way, I know what I want to achieve and my team has specifi c goals they can pass on to their Downlines. It works.”—Silvia Tamayo

“No matter what your level, everyone can benefi t from PATD.”—Daryn DeZengotita

ANALYZE, PLAN AND PREPARE • Select the highest- achieving Sales Leaders.• Help them plan to grow their business in 90 days.• Introduce network marketing tactics to increase earnings and improve Downline retention.• Plan to upgrade the titles of 2 to 3 Downline members.

EVERY 90 DAYSADJUST YOUR PLAN

1. Review dreams and goals.2. Review past 90 days’ results.3. Set goals for next 90 days.4. Plan follow-up at 30-, 60- and 90-day intervals.


It takes serious planning to build a bigger business

90-DAY BUSINESS PLANNING

SESSION

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PLANNING A MEETING IS ESSENTIAL

1. Do your homework: Select location, date, time and who will attend.2. Use provided agenda: Plan your opening—Meeting topics —Build in time for discussion—Close with an Action Plan.

BEING PREPARED is a huge part of having a successful meeting.

Meetings build a NETWORK of support in any setting

For more information on business meetings, see your Development Contact 4 Booklet. Complete Beauty of Knowledge courses, Accelerating Success Through Meetings and How to Conduct Effective Meetings.

Any gathering is a meeting. “Meetings can be anything from one-on-one coaching and informal group training sessions to formal Opportunity Meetings. But to succeed, every meeting needs a plan. Make yours short, fun and a learning experience for everyone.”—Tom Kelly

“I can’t tell you how proud I am of every successful Representative I have brought to Avon. I get a real sense of accomplishment when I see how well they are doing.” —Dawn Parrino

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The PATD Promise for Successful SELLING

YOUR ROAD MAP TO SUCCESS

48-HOUR CALLFollow up to mentor new Representative

PLACE

FIRST ORDER

PROSPECTfor new Representatives

REVIEW AT1 BOOKLET

REVIEW T2 BOOKLET

PLACE

SECOND ORDER

40% EARNINGS GUARANTEED!

(25% on fixed earnings items) For more benefits of PRP, see

yourAVON.com. Conduct follow-up contact using Plan to Succeed Guide.

REVIEW T4 BOOKLET(received in fourth Order)

REVIEW T3 BOOKLET(received in third Order)

PLACE

THIRD ORDER

PLACE

FOURTH ORDER



Gaining Momentum with your Team How to energize your team 4Deve lopment Contact


Deve lopment Contact 2Build a Fabulous Foundation How to be a Successful Sales Leader

Deve lopment Contact 1Build a Fabulous Foundation How to be a Successful Sales Leader


D4 CONTACT(within two weeks of D3 Observation)

Follow up with 90-Day Business Planning Session

D4 OBSERVATION(within two weeks of D4 Contact)

The PATD Promise for SALES LEADERSHIP

D3 CONTACT

(after receipt ofUnit Leader Kit)

D3 OBSERVATION(within two weeks of D3 Contact)

ADVANCED UNIT LEADER

OR ABOVE

D2 CONTACT(within two weeks of D1 Observation)

D2 OBSERVATION(within two weeks

of D2 Contact)

Candidate achieves

UNIT LEADERstatus and receives

D3 and D4 Booklets in their Unit Leader Kit

WITH PATD PROSPECTING APPOINTING TRAINING DEVELOPING

CANDIDATE RECEIVES D1 AND D2 BOOKLETS (in Welcome to

Sales Leadership Packet in Order after appointing fi rst Recruit)

D1 CONTACT(after receiving a Welcome

to Sales Leadership Packet)

D1 OBSERVATION(within two weeks

of D1 Contact)

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PROSPECTING

Business-building Tools and Resources and where to fi nd them

• Decision Tree yourAVON.com (Beauty of Knowledge), SMO

• AT1 Booklet—Appointment Kit, yourAVON.com (Beauty of Knowledge), Sales Tools, SMO• AT1 Video—yourAVON.com (Sales Leadership—Resources)

• AT1 Instructional Aid• AT1 Flow Card• 48-hour Follow-Up Scripts• 48-hour Follow-Up Flow CardAt yourAVON.com (Beauty of Knowledge), SMO

APPOINTING

• 2-part Business Cards Avon Advantage

• Prospecting fl yers yourAVON.com, Sales Tools, SMO

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Gaining Momentum with your Team How to energize your team 4Deve lopment Contact

Gaining Momentum with your Team How to energize your team Deve lopment Con





Build a Fabulous Foundation How to be a Successful Sales Leader


• T2 Booklet—Appointment Kit• T3 Booklet—3rd Order• T4 Booklet—4th OrderAnd also at yourAVON.com (Beauty of Knowledge), SMO

• T2–T4 Booklet Activity Sheets• T2–T4 Flow Cards• T2–T4 Instructional AidsAt yourAVON.com (Beauty of Knowledge), SMO

• PRP Plan to Succeed Guide—yourAVON.com, SMO• Your Fortune Is in the Follow-Up Folder—New Representative’s First Order• Your Fortune Is in the Follow-Up Inserts—Sales Meetings, District Sales Manager

Promote the eRepresentative Opportunity to connect with Customers 24/7.

• D1–D2 Booklets—Welcome to Sales Leadership Kit• D3–D4 Booklets—Unit Leader Kit

And also at yourAVON.com (Beauty of Knowledge), Sales Tools, SMO

• D1–D4 Instructional Aids• D1–D4 Flow Cards• D1–D4 Booklet Activity Sheets• Observation Forms• 90-Day Business Planning Session FormsAt yourAVON.com (Beauty of Knowledge), SMO

Recognize, coach and promote the success of your Downline with Downline Manager.

TRAINING

DEVELOPING

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LEARNING NEVER STOPSThe PATD Process doesn’t end here. Now it’s time to put the basic skills you’ve learned into regular practice. It is only by incorporating these skills into your daily business that you will truly make them your own.

The following pages are a great place to take notes as you introduce the PATD Process with your team and discover, in your own Avon business,

success without limits.—Tom Kelly

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I want to tell women that this is the opportunity they’ve been looking for.

I’ve had women tell me that when they found Avon, they weren’t sure they could do it and then they got the courage, which is an important word—the courage to become their own person, to be self-empowered and use all the tools Avon gives them.

My wish for all women is that they understand how powerful they are…that they can absolutely control their destiny.

What’s your wish?

—Andrea Jung, Chairman and Chief Executive Offi cer

Avon Products, Inc. 76694-9

“This is the best-kept secret: the direct-sales opportunity to be your own CEO...”

Success Without Limits - Weeblybeautycharmsconnections.weebly.com/uploads/1/8/2/6/...3 Thomas F....

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