Welcome Avon Canada
Sales Leaders
Prospecting & Appointing
Training
Be Your BEST with the BEST
Pearl Stewart
Field Training Manager
Be Your BEST with the BEST
Michelle Hommes
Field Sales Trainer
Be Your BEST with the BEST
Agenda


PATD Excellence
Creating Your Success Plan

Prospecting

What is Your Conversion Rate?

Appointing

Expect to Earn Your Incentive
Be Your BEST with the BEST
The Winning Formula for Success
Direct Selling + MLM
Direct Selling
Selling and Service
2nd Dimension (MLM)
Finding others to
Sell and Service
Be Your BEST with the BEST
• Leadership
Remains the
path to achieving your
goals and dreams today
and most importantly
your future!
Be Your BEST with the BEST
PATD Excellence
• P rospect
• A ppoint
• T rain Sales Representatives
• D evelop Leadership Representatives
Be Your BEST with the BEST
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”
Be Your BEST with the BEST
The Process Is Fundamental
P A
New Recruits
to Your Team
T
President’s Club
Leadership
D
SEUL
Prestige
Council
Honour
DHM
UL
AUL
Be Your BEST with the BEST
EUL
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
Be Your BEST with the BEST
Create Your Success Plan
3. 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
Be Your BEST with the BEST
Create Your Success Plan
5.



Lead Your Team
Recognize Boomerang Blessings
Be A Good Leader
Associate with like-minded people
Be Your BEST with the BEST
P A T D
Your Roadmap to Success
Be Your BEST with the BEST
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
Be Your BEST with the BEST
Why Do We Need to Prospect?
 Prospecting is the art of networking
and a way of developing and expanding
your business!
Be Your BEST with the BEST
P
Prospecting Is The Foundation
of 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
Be Your BEST with the BEST
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
Be Your BEST with the BEST
P
Do You Look Like
You Believe it?
• Project confidence
• Be positive,
create excitement
• Look the part!
Be Your BEST with the BEST
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.
Be Your BEST with the BEST
Prospecting Activities
o
o
o
o
o
o
o
o
Invitation Lists
Door to Door
Malls
Parks
Tailgating
Restaurants
Newspapers/telephone
Bulletin Boards
o Avon on Locations
o Tradeshows
o Avon in Your Home
Parties
o Avon Opportunity
Meetings
o Social Media
o Ballot Boxes
Be Your BEST with the BEST
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!
Be Your BEST with the BEST
What Tools Do You Need?
 Brochures
 Business Cards
 Prospecting flyers
 Samples
 Agenda
 Notebook
 Pen
 Appointment Kit (C10)
 Belief
 Enthusiasm
 Passion
 Great Attitude
Be Your BEST with the BEST
How To Identify a Prospecting
Opportunity?
 Observe  Select your Opportunity
 Who do you see as an Opportunity?
Be Your BEST with the BEST
The Indirect or Direct Approach?
4 Steps to the Indirect Prospecting Approach
1. Approach
2. Compliment
3. Bridge to Avon
4. Set Time and Place
4 Steps to the Direct Prospecting Approach
1. Introduce
2. Get to know the person
3. Ask if more information is required
4. Set Time and Place
Be Your BEST with the BEST
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”
Be Your BEST with the BEST
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.”
Be Your BEST with the BEST
Scripts That Yield Results
“Hi…I am currently developing my own homebased Business. How long has it been since
you have seen an Avon brochure?”
“Maybe you can help me. I have a homebased business with Avon and it’s growing so
quickly that I am looking for people who are
interested in supplementing their income.”
Be Your BEST with the BEST
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?”
Be Your BEST with the BEST
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…”
Be Your BEST with the BEST
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.
Be Your BEST with the BEST
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
Be Your BEST with the BEST
Be Your BEST with the BEST
An objection is really
asking for more
information
Be Your BEST with the BEST
P A T D
Be Your BEST with the BEST
A
The Purpose of the
Believe Conversation
1. Create a connection with the prospect
 Confirm purpose
 Share your story
Get her story
Share the Avon Story
2. Convert her to a Representative
 Benefits of joining Avon
Find out her goals and dreams
Be Your BEST with the BEST
A
The Purpose of the
Believe Conversation
3. Build excitement for the new business
 Use the tools
• Invitation List – the “secret” to success!
 Remind her of her goals and dreams
4. Help her start now!
Be Your BEST with the BEST
A
The Purpose of the
Believe Conversation
5. Get Her Engaged
 Go for Gold Program
6. Set Goals and Targets
 Record campaign goals and confirm next steps
Be Your BEST with the BEST
The Avon Success Story…
Beauty Sales
Earnings from Sales
Building a Customer base
Engaging in the Go for Gold program
+
Leadership
Bonuses and Commissions
from building a strong team
Getting to UL in the first 30 days
Be Your BEST with the BEST
What is Her First Step?
 Go for Gold
 Build to Unit
Be Your BEST with the BEST
Shopping Incentive?
Be Your BEST with the BEST
Make a Plan !
Be Your BEST with the BEST
Be the
Achieve Level 2
AND
EARN AN
AVON
Make a Plan !
WANTED
TOOL KIT
$100
VALUE!
Be Your BEST with the BEST
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
Be Your BEST with the BEST
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!
Be Your BEST with the BEST
Be Your BEST with the BEST