Welcome Avon Canada Sales Leaders Prospecting & Appointing Training

Be Your BEST with the BESTBe Your BEST with the BEST

Welcome Avon CanadaSales Leaders

Prospecting & AppointingTraining


Pearl StewartField Training Manager


Michelle HommesField Sales Trainer


Agenda PATD Excellence Creating Your Success Plan Prospecting What is Your Conversion Rate? Appointing Expect to Earn Your Incentive


The Winning Formula for SuccessDirect Selling + MLM

Selling and ServiceDirect SellingDirect Selling

Finding others to Sell and Service

2nd Dimension (MLM)2nd Dimension (MLM)


• Leadership Remains the path to achieving your goals and dreams today and most importantly your future!


PATD Excellence

• P rospect

• A ppoint

• T rain Sales Representatives

• D evelop Leadership Representatives


PATD is a Proven Process

Results show us that retention, sales and team growth are higher when a new Representative is taught through PATD

Proven Process is easy to follow and easy to duplicate

Keep it simple – “People can duplicate a process, but not a person”


New Recruits to Your TeamNew Recruits to Your Team

LeadershipLeadershipPresident’s ClubPresident’s Club

P A

T D

ULULAULAUL EULEUL

SEULSEULPrestigePrestige

HonourHonour DHMDHMCouncilCouncil

The Process Is Fundamental


Create Your Success Plan

1. Determine Your Dream Believe In Your Potential

2. Set Goals and Write Down Your Goals Make A True Decision – “I will achieve this goal” Create a Focused Plan • Create A Focused Plan


Create Your Success Plan3. Believe and Expect to WIN Believe you will Achieve “Whether you think you can or think you can’t

– you are right!”4. Take Focused Action Overcome Your Fears Keep A Positive Perspective – Never Give Up


Create Your Success Plan5. Lead Your Team Recognize Boomerang Blessings Be A Good Leader Associate with like-minded people


Your Roadmap to Success

P A T DP A T D


What is Prospecting & Appointing? Prospecting is sharing the Avon Earning opportunity,

gathering names and contact information.

Appointing is the act of conducting the Believe Conversation with a prospect to become an

Independent Avon Representative


Why Do We Need to Prospect? Prospecting is the art of networking

and a way of developing and expanding your business!


Prospecting Is The Foundationof Your Business

• Leads are a necessity• If you don’t talk to enough

people you won’t have team growth• Become a ‘Master Prospector’ by consistent use of the skill

everyday

P


Do You Multiply Your Efforts?

• Don’t do it alone, promote Leadership and

train someone on your Team everyday!• You will be more

successful with others prospecting with you

P


Do You Look Like You Believe it?

• Project confidence• Be positive,

create excitement• Look the part!

P


Do People Know You’re In Business?

• Be ready at any time to talk Avon

• Ask for referrals• Use the tools,

social media, etc.

P


Prospecting Activities

o Invitation Listso Door to Dooro Mallso Parkso Tailgatingo Restaurantso Newspapers/telephoneo Bulletin Boards

o Avon on Locationso Tradeshowso Avon in Your Home

Partieso Avon Opportunity

Meetingso Social Mediao Ballot Boxes


The Power of 3

Talking to 3 people per day about the earning opportunity with Avon

This generates 15 leads per week, 60 in four weeks, 120 in eight weeks

TALKING is the fuel that drives your Business Anywhere, anytime, anyplace, always ask!


What Tools Do You Need?BrochuresBusiness CardsProspecting flyers Samples AgendaNotebookPenAppointment Kit (C10)

BeliefEnthusiasmPassionGreat Attitude


How To Identify a Prospecting Opportunity?

Observe Select your Opportunity

Who do you see as an Opportunity?


The Indirect or Direct Approach?

4 Steps to the Indirect Prospecting Approach1.Approach

2.Compliment 3.Bridge to Avon

4.Set Time and Place

4 Steps to the Direct Prospecting Approach1.Introduce

2.Get to know the person3.Ask if more information is required

4.Set Time and Place


Scripts That Yield Results

o When asking for a prospects name and contact info...

Never Say: Can I have your name & #

Instead Say:

“Let me take your name and number and I will call in a couple of days to follow up”


Scripts That Yield Results

o When approaching a server at a Restaurant...

Never Say: Would you like an

Avon brochure?

Instead Say:

“Tell me does anyone leave an Avon brochure here? (If NO) May I ask approximately how many people work here? (probably 15) I would love to spend time with you and explain how you could earn additional income while working here.”


Scripts That Yield Results“Hi…I am currently developing my own home-

based Business. How long has it been since you have seen an Avon brochure?”

“Maybe you can help me. I have a home-based business with Avon and it’s growing so quickly that I am looking for people who are interested in supplementing their income.”


Scripts That Yield Results“ You are one of the most outgoing people I

know. I would love to have you as a business partner. I just need 10 minutes to share something that has really changed my life?”


Scripts That Yield Results “Thank you for the excellent service, I am always

looking for people just like you to join my business…here is my card, with all my contact information, please give me a call when you have a moment, we can discuss it further then.”

“I understand that you may not be interested at this time in an Avon business, however, I always like to ask…whether you may know of someone that may be looking for this type of opportunity…”


The Skill of Generating Leads/Referrals

Help people identify potential people… Looking to start a home-based business Has just retired Is new to the neighborhood Likes to meet people, out-going and friendly Is a stay-at-home mom Someone looking to earn $$ and/or supplement

their income.


What is Your Conversion Rate?

o Conversion rate - # of people you need to speak to before a ‘YES’

o 2 Conversion Rates 1) ? before you book an interview 2) ? Interviews before someone says ‘YES’ to

the Avon Opportunity


An objection is really asking for more

information


P A T D


The Purpose of the Believe Conversation

1. Create a connection with the prospectConfirm purposeShare your story

2. Convert her to a RepresentativeBenefits of joining Avon

Find out her goals and dreams

Get her storyShare the Avon Story

A



3. Build excitement for the new businessUse the tools

• Invitation List – the “secret” to success! Remind her of her goals and dreams

4. Help her start now!

A



5. Get Her EngagedGo for Gold Program

6. Set Goals and Targets Record campaign goals and confirm next steps

A


The Avon Success Story…

Beauty Sales Earnings from Sales

Building a Customer base Engaging in the Go for Gold program

+Leadership

Bonuses and Commissionsfrom building a strong team

Getting to UL in the first 30 days


What is Her First Step?

Go for Gold

Build to Unit


Shopping Incentive?


Make a Plan !


Make a Plan !

Be theAchieve Level 2 ANDEARN AN AVON WANTED TOOL KIT $100 VALUE!


Set a Team Goal

Identify the Entrepreneurs on your Team• Book a Team Leadership Meeting• Train on Various Prospecting Activities• Book a Weekly Follow Up Call

Build a Mobilization Calendar towards End Goal• Switch it Up! Schedule variety of Prospecting Events (1-2 per

week)• Book field observation to support team members


Frontload your Commission Potential in C8-11 with New Business Sales Potential !!!

Build on your 5% potential NOW by growing the

number of Representatives you have in your

1st Generation through

recruiting in C8-11!

Welcome Avon Canada Sales Leaders Prospecting & Appointing Training

Documents

Transcript of Welcome Avon Canada Sales Leaders Prospecting & Appointing Training