How to Increase Average Customer Order LOOK THE PART
Wear Avon products and carry products, samples and brochures.
APPROACH Start a conversation and establish common ground.
DETERMINE CUSTOMER’S NEEDS Ask open-ended questions.
PRESENT PRODUCTS Talk about features and benefits.
Demonstrate with a sample or demo product.
Have products available for impulse purchases.
“Suggestive Selling” based on key Marketing offers.
“Cross-category Selling” If Customer buys Skin Care, also promote Makeup or Personal Care.
ANSWER QUESTIONS
Overcome objections. Use the “felt-found” technique to reassure Customers.
CLOSE THE SALE—ASK FOR THE ORDER Assume Customer will purchase the product.
Highlight the urgency of a limited-time offer.
Give Customer choices for which products to purchase.
LOOK THE PART + APPROACH + DETERMINE NEEDS + PRESENT PRODUCT + ANSWER QUESTIONS + CLOSE THE SALE = INCREASED AVERAGE CUSTOMER ORDER/SALES
US 06/2010
REPEAT PROCESS EVERY CAMPAIGN Leadership Representatives—Follow up and recognize your Downline for average order increases.