Prospecting Decision Tree
A
C
T
APPROACH
CREATE Excitement
Set TIME and Place for Appointment
INDIRECT APPROACH
Prospecting Decision Tree A Find common ground and/or compliment to build rapport.
DIRECT APPROACH
A Introduce self and Avon. Find common ground and/or compliment to build rapport.
ASK OPEN ENDED QUESTIONS TO IDENTIFY NEEDS BRIDGE TO AVON.
ASK OPEN ENDED QUESTIONS TO IDENTIFY NEEDS
C CREATE EXCITEMENT over appropriate Avon product and/or opportunity
Prospecting Decision Tree C CREATE EXCITEMENT over appropriate Avon product and/or opportunity
NOT INTERESTED IN BUYING OR SELLING
Generate leads
INTERESTED IN BUYING BUT NOT SELLING
Get contact information and offer to refer to a Representative or Sales Leader. Generate leads.
INTERESTED IN SELLING AND HAS TIME
Proceed with Appointing
T INTERESTED IN SELLING BUT HAS NO TIME
Set time and place for Appointment and Training Contact 1
Appointing and Training Contact 1 Flow Getting to Know Each Other
Getting On Board
Getting Started
Getting Going
Create a Connection
Relate Prospect’s Dreams with Avon and Convert to a Representative
Keep Representative Excited About Building a Business with Avon
Set Goals and Targets
1 2 3 4
Appointing and Training Contact 1 Flow Getting to Know Each Other Create a Connection
1
• • • • •
Introduce self State purpose of visit Share “My Story” Solicit “Representative’s Story” Share “Avon Story”
Appointing and Training Contact 1 Flow Getting On Board Relate Prospect’s Dreams with Avon and Convert to a Representative
2
• • • • •
Present Avon Earning Opportunity Explain how to Sell – Share – Show Top-line supports and benefits Identify dreams/goals Confirm agreement
Appointing and Training Contact 1 Flow Getting Started Keep Representative Excited About Building a Business with Avon
3
• Build Representative’s “Who Do You Know” list • Complete Contract • Review and expand the WDYK list – linking to dreams and goals • Introduce and review Flyer • Introduce and model the Conversational Skin Care Card. Discuss Skin Care Regimens and Jump Start • Introduce Avon Brochure as a key tool • Highlight 1–2 beauty products • Top-line Avon Selling and Sales Leadership business cycles • Spotlight local success stories
Appointing and Training Contact 1 Flow Getting Going
• • • •
Set Goals and Targets
•
4
• • •
Review 5 Basic Steps to Success Review First Campaign Checklist Set and record first three Campaign goals Reconnect goals and next steps to realizing dreams and goals Record dreams, goals and next steps on Dreams and Goals Take Away card Register at avon.ca Fill in key dates, contact information and mention credit limits Schedule 48 Hour Call and T2
48 Hour Follow-Up Phone Call Flow 5 to 10 minute call that occurs within 48 hours of AT1 Suggested topics to cover and questions to ask:
Opening
SELL
SHARE
SHOW
1 2 3 4
48 Hour Follow-Up Phone Call Flow
Opening
1
• Introduce self • Inquire about Selling and Learning experiences since AT1: – Avon.ca registration • Give positive feedback to inspire, motivate
48 Hour Follow-Up Phone Call Flow
SELL
2
• How many Brochures were distributed to people from the WDYK list? • Inquire about use/results of Conversational Skin Care Card with Customers, use of skin care regimen and purchase of Starter Kit • Reiterate the importance of follow-up and link to dreams and goals
48 Hour Follow-Up Phone Call Flow
SHARE
3
• How many people were told about the Avon Opportunity? • Follow-up on the leads generated from the WDYK list • Link sharing the Avon Opportunity to Leadership and attainment dreams and goals
48 Hour Follow-Up Phone Call Flow
SHOW
4
• Confirm T2 date and time • Define next steps and link to dreams and goals • Ask if questions
Training Contact 2 Flow Suggested Timing: Prior to 1st Order Submission
Opening
Demonstrate or Explain the Topics
Discuss 1 or 2 Products
Set Goals and Targets
1 2 3 4
Training Contact 2 Flow Suggested Timing: Prior to 1st Order Submission
Opening
1
• Discuss selling experiences since AT1 • Discuss leads generated from AT1 and Leadership flyer • Recognize accomplishments and answer questions • Review dreams and goals
Training Contact 2 Flow Suggested Timing: Prior to 1st Order Submission
Demonstrate or Explain the Topics
2
• • • • • •
Focus on importance of Customers Review “Who Do You Know” list and Power of 3 Review and complete activity of basic selling skills Demonstrate use of samples and Brochures Review order submission and delivery system Discuss money management
Training Contact 2 Flow Suggested Timing: Prior to 1st Order Submission
Discuss 1 or 2 Products
3
• Demonstrate how to use the products to expand Customer base • Focus on the current Brochure and new products • Reinforce use of the Conversational Skin Care Card with Customers, skin care regimen and purchase of a Jump Start Bundle
Training Contact 2 Flow Suggested Timing: Prior to 1st Order Submission
Set Goals and Targets
4
• • • •
Introduce President’s Club and S.T.A.R. program Plan Calendar activities Re-emphasize lead generation, prospecting Invite to Avon Opportunity Meeting and/or Business Meeting • Discuss order payment • Define next steps and link to dreams and goals • Answer questions
Training Contact 3 Flow Suggested Timing: After receipt of 3rd order
Opening
Demonstrate or Explain the Topics
Discuss 1 or 2 Products
Set Goals and Targets
1 2 3 4
Training Contact 3 Flow Suggested Timing: After receipt of 3rd order
Opening
1
• Discuss selling experiences since T2 • Recognize accomplishments and answer questions • Review dreams and goals
Training Contact 3 Flow Suggested Timing: After receipt of 3rd order
Demonstrate or Explain the Topics
2
• Review Avon paths to success • Discuss increasing earnings from products in 2 ways • Review Avon Brochure • Discuss overcoming objections • Review best practices for servicing Customers
Training Contact 3 Flow Suggested Timing: After receipt of 3rd order
Discuss 1 or 2 Products
3
• Discuss becoming a product expert; use, wear and understand • Review Avon Guarantee and Return Policy
Training Contact 3 Flow Suggested Timing: After receipt of 3rd order
Set Goals and Targets
4
• Emphasize planning today to build Sales for tomorrow; link to dreams and goals • Plan Calendar activities • Generate leads • Invite to Avon Opportunity Meetings and/or Business Meetings • Schedule T4
Training Contact 4 Flow Suggested Timing: After receipt of 4th order
Opening
Demonstrate or Explain the Topics
Discuss 1 or 2 Products
Set Goals and Targets
1 2 3 4
Training Contact 4 Flow Suggested Timing: After receipt of 4th order
Opening
1
• Discuss selling experiences since T3 • Recognize accomplishments and answer questions • Review dreams and goals • Review and conduct Activity for Training Contact 1–3 learning
Training Contact 4 Flow Suggested Timing: After receipt of 4th order
Demonstrate or Explain the Topics
2
• Discuss expanding the business through group selling • Discuss superior Customer service • Discuss growing the business as a Sales Leader
Training Contact 4 Flow Suggested Timing: After receipt of 4th order
Discuss 1 or 2 Products
3
• Discuss how to achieve long term sales growth by becoming a beauty expert • Discuss how to expand a Customer base through mark products • Review S.T.A.R. tracking
Training Contact 4 Flow Suggested Timing: After receipt of 4th order
Set Goals and Targets
4
• Review Congratulations message from Andrea Jung • Plan calendar activities • Generate leads • Invite to Avon Opportunity Meeting and/or Business Meeting • Define next steps and link to dreams and goals
Development Contact 1 Flow Suggested Timing: After 1st recruit
Opening
Demonstrate or Explain the Topics
Discuss 1 or 2 Products
Set Goals and Targets
1 2 3 4
Development Contact 1 Flow Suggested Timing: After 1st recruit
Opening
1
• Continue building a rapport with the Sales Leader • Discuss selling experiences • Review dreams and goals • Introduce Avon Sales Leadership benefits • Conduct Leadership progress review
Development Contact 1 Flow Suggested Timing: After 1st recruit
Demonstrate or Explain the Topics
2
• • • •
Develop basic skills: Introduction of PATD Prospecting – ACT Overview of AT1
Development Contact 1 Flow Suggested Timing: After 1st recruit
Discuss 1 or 2 Products
3
• Select 1–2 products to present during every Representative contact
Development Contact 1 Flow Suggested Timing: After 1st recruit
Set Goals and Targets
4
• Assign review of ACT steps in preparation for field visit • Set specific Prospecting and Appointing goals and link to dreams and goals • Plan calendar to include prospecting and field observation activities • Encourage attendance at upcoming events, meetings • Schedule field observation of Prospecting and AT1
Development Contact 2 Flow Suggested Timing: Within 2 weeks of D1 Observation
Opening
Demonstrate or Explain the Topics
Discuss 1 or 2 Products
Set Goals and Targets
1 2 3 4
Development Contact 2 Flow Suggested Timing: Within 2 weeks of D1 Observation
Opening
1
• Continue building a rapport with the Sales Leader • Discuss Selling and PATD experiences • Review dreams and goals • Review Leadership progress and conduct Target title activity • Confirm rewards to maximize motivation of Sales Leadership
Development Contact 2 Flow Suggested Timing: Within 2 weeks of D1 Observation
Demonstrate or Explain the Topics
2
• Introduce 5 Winning Behaviors • Discuss Prospecting outlook • Review Appointing and Training as a foundation to a profitable sales team • Overview of T2 • Discuss the importance of developing Sales Leaders
Development Contact 2 Flow Suggested Timing: Within 2 weeks of D1 Observation
Discuss 1 or 2 Products
3
• Discuss Avon products; Use them, Love them, and Share them • Review Selling to increase your Team’s productivity
Development Contact 2 Flow Suggested Timing: Within 2 weeks of D1 Observation
Set Goals and Targets
4
• • • •
Understanding Leadership Earnings Statement Discuss importance of follow-up Discuss prioritizing tasks using important activities Plan calendar to include application of 5 Winning Behaviors • Schedule field observation of T2 • Define next steps and link to dreams and goals
Development Contact 3 Flow Suggested Timing: Within 2 weeks after achievement of Unit Leader status
Opening
Demonstrate or Explain the Topics
Discuss 1 or 2 Products
Set Goals and Targets
1 2 3 4
Development Contact 3 Flow Suggested Timing: Within 2 weeks after achievement of Unit Leader status
Opening
1
• Continue building a rapport with the Sales Leader • Review personal and Team’s dreams and goals • Review successes and conduct Target title activity • Conduct Earnings Opportunity activity
Development Contact 3 Flow Suggested Timing: Within 2 weeks after achievement of Unit Leader status Demonstrate or Explain the Topics
2
• Review techniques to identify high-potential Representatives and Sales Leaders • Introduce Coaching as a key to Team’s performance and conduct coaching activities • Overview of T3
Development Contact 3 Flow Suggested Timing: Within 2 weeks after achievement of Unit Leader status Discuss 1 or 2 Products
3
• Discuss use Avon products; to increase Team’s average order • Explain importance of sharing the product exercise with your Downline
Development Contact 3 Flow Suggested Timing: Within 2 weeks after achievement of Unit Leader status Set Goals and Targets
4
• Review Leadership Earnings Statement • Review Follow-up, No order and Orders reports • Identify Representatives in Downline for coaching and follow-up • Prioritize tasks using important activities • Plan calendar activities to include application of coaching skills and T3 observation • Schedule field observation of T3
90 Day Business Planning Session Flow Suggested Timing: 90 minutes
Review Dreams & Goals
Review the Past 90 Days
Set Goals for the Next 90 Days
Plan Follow-Up in 30/60/90 Days
1 2 3 4
Webinars scheduled National: April 11 AUL and Above; April 28
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
How to Increase Average Customer Order 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.
ANSWER QUESTIONS
“Cross-category Selling”— If Customer buys Skin Care, also promote Makeup or Personal Care.
How to Increase Average Customer Order 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.
REPEAT PROCESS EVERY CAMPAIGN Leadership Representatives—Follow up and recognize your Downline for average order increases.
How to Increase Average Customer Order LOOK THE PART + APPROACH + DETERMINE NEEDS + PRESENT PRODUCT + ANSWER QUESTIONS + CLOSE THE SALE
= INCREASED AVERAGE CUSTOMER ORDER/SALES
How to Increase Customers LOOK THE PART Wear Avon products and carry products, samples and brochures.
APPROACH Start a conversation with everyone! Ask for a minimum of three referrals.
Follow up with EXISTING Customers. Ask for a minimum of three referrals.
Bridge to Avon. Ask questions to determine needs.
Request a minimum of 3 referrals from every Customer when you deliver their order.
FOLLOW UP
How to Increase Customers FOLLOW UP Contact leads/referrals to schedule appointments and take orders.
Face-to-face
Phone or e-mail
REPEAT PROCESS EVERY CAMPAIGN Leadership Representatives – Follow up with your Downline and promote ways to help them increase their number of Customers.
How to Increase Customers LOOK THE PART + APPROACH + FOLLOW UP + REPEAT PROCESS
= INCREASED CUSTOMERS/SALES