"No Doesn't Mean Never!" & 5 Easy Steps to Sales Success

If you believe in the value and benefits of your products you will feel good sharing the products with others. Top sellers realize that not everyone is a buyer. They are not insulted when people say “no”. They check back with that person at a later date. NO doesn’t mean N E V E R.

The more people you share your products with, the more customers you will and the more sales you will have. The more people you share the brochure with, the greater your odds of making a sale.

When you first start selling, you sell to your friends and family. But, you will never be able to sustain a business selling to just your friends and family. Eventually you will want to sell to people who you have only met casually, or are just meeting for the first time.

Some new salespeople make the big mistake of thinking they MUST make the sale at the first encounter. Most often it takes more than one contact with the prospective buyer before they buy.

5 Easy steps to selling success
Although the strength and reputation of Avon’s brands make them easy to sell, you need a strong, confident sales presence for maximum selling success. It’s easy. Here’s how:

1. Approach your Customer/start a conversation – start your approach with a compliment
2. Determine your Customer’s needs – ask open-ended questions and listen to what your customer is telling you
3. Present & sell the benefits – Use the brochure. You want to solve your customer’s problems: She’s looking to you for answers and recommendations.
4. Answer questions and overcome objections – Use the FELT-FOUND technique to reassure the customer. “My sister Cathy felt the same way when I first talked to her about makeup. After trying the products, she found that makeup can look fresh and natural.”
5. Close the sale – Different ways to close the sale:
• Assume that your customer will buy the product: “you are going to love this new flexible mascara!”
• Highlight the urgency of a limited-time offer: “This is the last week of our buy one, get one free offer. I know you don’t want to miss out on the savings.”
• Give your customer choices as to which products to buy: “You can choose any of these great shades – coral, satin pink or cappuccino.”

After closing the sale, continue to build your business by asking for referrals:
“Do you know someone who would like to see an Avon brochure or learn about the Avon Earning Opportunity?”

Your Avon Brochures and product samples are powerful sales tools

You have the amazing opportunity to increase your sales when you can put the latest Avon brochure directly into the hands of your customer.

Be familiar with each brochure.
Take full advantage of the brochure’s easy-to-follow, exciting layout, scented pages and product samples. With hundreds of items in each issue, there are Avon products for every customer on your list.

Become an eRepresentative
Your online store is open to customers 24/7. Complete the Beauty of Knowledge Course eRepresentative Web office Tour

Invest in more brochures
You need them for selling to existing customers and prospecting for new ones.

Take advantage of Avon’s What’s New and mark’s Trend Insider
Gives selling tips, best practices and products for sampling at extra discounts.

By using the tools available, you will be able to maximize your sales and earnings to their highest potential.

Action Steps:

• Practice the 5 Steps to Selling Success with 2-3 potential new customers a day
• Know your brochure products & sales
• Complete the course eRepresentative Web Office Tour
• Order more brochures – at least 50 per campaign
• Order Demos and Samples for selling the next campaign brochures

Create Repeat Customers Sales

As you know, we have regular earnings products and fixed earning products (snowflakes).  So HOW do we create repeat customer sales?   Let’s say a customer purchases a watch.  The watch is a fixed earnings product and not a product they are going to consume (use up) in a month, and want to replenish 4-6 times a year.  However it is a sale we certainly wouldn’t turn down.  Fixed earnings products don’t maximize your sales and earnings.

Therefore, if the focus of your business sales are on our core Beauty products, MAKEUP, SKIN CARE, JEWELRY, FRAGRANCE, BATH & BODY, HAIR CARE & FOOT CARE, and find the products that fit the customers needs, you will “create repeat sales”.

Skin Care is a perfect example.  Using your Skin Care Conversational Card, you ask your customer the 5 questions to determine which Anew line will give them the most benefit.  Let’s say the first customer you use the questionnaire with has more answers in the Anew Ultimate line than any other.  That means the Ultimate line has the solutions to her concerns or problems.  If she’s using the right solution to her concerns, she’ll be a happy customer and with follow-up by you she will purchase more of the same products as she uses them.  A very simple concept.  Each customer replenishes her skin care line approximately 6 times a year. 

 Let’s look at a customer replacing her skin care regimen 6 X a year, & see your sales & earnings on those products at regular prices.

• Age Repair Cream Cleanser $14
• Age Repair Day Cream $34
• Age Repair Night Cream $34.
• Contouring Eye System $32.

A complete regimen = $114 (in sales from 1 Customer)

What if you had 10 customers with complete skincare regimens?

10 customers X $114.  = $1,140  X 6 times a year = $6,840.00 in sales! (almost to President’s Club!)

Now if you are selling at the 40% earnings level you would earn = $2,736.00!

The same concept is used with Fragrance, Jewelry, Bath & Body, Hair Care & makeup.

Now let’s look at your watch customer.  10 customers buying a $19.99 watch only once a year would give you $199.90 for the year in sales and only $39.98 in earnings for the year.  Remember…a sale is a sale and we certainly want those watch sales too.  However, why would you “focus” on selling 10 watches at a fixed earnings when you could sell our core Beauty products at full earnings and create repeat sales especially with skin care sales?

So, where do you want to focus your sales?  On fixed earnings products or core products that create repeat sales?

So now make sure you have plenty of skin care cards and gain some product knowledge on your core products and your sales and earnings will soar!  What if you had 15 skincare regimen customers…..?!

Personal Education Tips:

• See pg 3 of this email for SkinCare Card “How to Use” instructions
• Use the Skin care card to determine which Anew line is right for your skin & use it.
• Click here to print out the Skin Care cards  to use with your customers

Click here:  http://www.youravon.com/REPSuite/static/images/SIM/LOA/pdfs/skin_care_card.pdf

• Go to www.youravon.com | click on the “training” tab | click on Selling Skincare regimens – learn more | click on the video. 
• Take any “Beauty” core products training classes such as the makeup, fragrance, bath & body and skincare.
• Get to know your skincare products by researching the products under the “Resources tab” on the Beauty of Knowledge training site.

You don't have to work all day, everyday, but you should make a point of doing SOMETHING connected to your business every day that propels you forward and creates income!  Remember to focus on your core products.  Think of all the fixed earning sales as extras!

Some Dreams to Start your Week

Create a Schedule and Stick to it

YOUR SUCCESS is directly related to what YOU DO to create your success.  No one else can create success for you.  It is my honor to help you & I NEED your feedback as well to provide you with the training you need.  Please answer the questions at the end of this training & copy & email it back to me.  Thank you

Create a schedule and stick to it. 

Happy Monday!  My question to you is…  What are You going to do TODAY to grow your business & create income?  (You may want to print this out & keep it on your desk) 

Top Avon Representatives will tell you that they work when they want to, and fill their work calendar around their life calendar. One calendar with everything on it, that you can carry with you at all times.  This is a critical component for any successful Representative. You need to know WHEN you want to (and are able) to work.  Mark it on your calendar.  By scheduling and utilizing time that is set aside to work, you'll be way ahead. 

When you know your next two or three available work dates at a moment's notice, people take you and your business more seriously.

Schedule time on your calendar to practice your demo, take a course or two on Avon’s Beauty of Knowledge training site, download a DSWA tele-class to your mp3, read up on product knowledge or network. Do SOMETHING to G-r-o-w your business.

Grow your business means doing any of the following:

·       Schedule time to order, prepare & deliver your brochures to current customers & potential new customers.  Order at least 50 books, preferably 100 each campaign.  Yes!  each campaign.  Schedule time on your calendar to prepare your brochures.  Buy a stamp or create labels with the following information:  Name, Phone, email, Web address. Never give out a book without all your contact information on it.

·       Schedule time on your calendar to practice the POWER OF 3. Talk to at least 3 new people a day (new potential customers) and you can give them the key to your store! (a book)  You can do this while at lunch, at the post office or where ever your daily routine takes you.  Remember to put a “sticky note” on each book you hand out, to jot down their name & phone # -- so you can follow-up!  Otherwise it is a wasted book – you may as well toss it on the ground and stomp on it! 

·       Schedule time on your calendar to prospect for new customers this way:  Drive through the local fast food drive-thru’s and give the girl at the payment window a book! (with a sticky note attached)  Leave a few books at the nail shop, beauty shop, gas station, child care facility, senior center, Dollar store & 711 store.…(without sticky notes) the purpose is to G-r-o-w your business by prospecting for new customers!

·       Schedule time on your calendar to share & demonstrate samples (samples sell products = income) Plan ahead and check the next brochure or the online What’s New  to see which samples you need to buy.  Pick new products or sale products.  When sharing samples open the sample & share it either on the back of your customers hand for skincare & bath & body or letting them rub the fragrance sample on the inside of their wrist – that will give you a much bigger return in sales than if you just leave a sample in their bag.  True!  But wait!  What about the customer’s you don’t see?… put a couple of samples on the coordinating product page with a small piece of double stick tape.  Let the sample peek out of the top or side of the book so they will be sure to find it. 

·       Schedule time on your calendar to make customer order calls & create orders – use the customer call script, word for word or as a guide to get an order on the phone.  You can’t call a customer and say “do you want to order something from the Avon book?”  That won’t create an order!

·       Schedule time on your calendar to make customer care & follow-up calls.  After you deliver an order or demonstrate & leave a sample & a book with your customer – call them back within 2 days and ask how they like the products they ordered, have any questions & if they would like to order the product they sampled.  Remember, the sale doesn’t end with the product delivery.

 You don't have to work all day, everyday, but you should make a point of doing SOMETHING connected to your business every day that propels you forward and creates income!

 

Customer Call Back Script

You've given customers a new brochure - now it's time to follow-up

Hi _______

This is _______ your Avon Representative.  How are you?  Is this a bad time to talk with you for a few minutes?

I wanted to check with you to see if you would like free samples of any of our products that you would like to try?

May I ask you…What skincare products are you currently using?

How are they working for you?  Are you happy with the product results?

Our Anew Anti-Aging SkinCare line is amazing.   I’d like to give you some free samples to try, can I ask you a few questions to determine which products would be right for your skin?

(use your skincare consultation card-  with the 5 easy questions)

Which makeup products would you like free samples of so you can try them? 

We have our Anew Anti-Aging beauty line of color products too.

Did you see the special offer called our BIG DEAL on page ___?  These are our most popular _____________ products and you get all __ products for only $_____!  It’s a $_____ Value.

What items did you see in the brochure, that you would like to order?

Do you happen to know of anyone who would be interested in earning additional income?  What friends do you know that would like to have an Avon brochure?

Thank you…….I will drop off your order next week and include some free samples & a new brochure.

Have a great .. evening / day.

________________________________________________________

Your Action Steps

Week 1

Distribute your brochures to people on your “who do you know” list.  Don’t have one?  Create one.  Share samples, & get referrals.  Take orders from those who are ready to place an order & collect payment.  Find new potential customers using the Power of 3.  Talk to 3 new people a day & get their contact info.

Week 2

Continue to share brochures with new referral customers & Follow Up by calling everyone you gave a brochure to & ask for their order using the script above.  Collect payment from your customer orders.  Prepare your online order.

Touch Your Business Every Day

 

The first day on your path to creating success!   My question to you is…  What are You going to do TODAY to grow your business & create income?  

Touch your business daily. Touch your business in SOME way - every day. To generate income & develop & create customer loyalty, you must make contact with your business on a daily basis. Your store is essentially "closed" any day you're not working.

Working means doing any of the following:

·       Preparing, delivering your brochures to current customers & potential new customers.  Order at least 50 books, preferably 100 each campaign.  Yes!  Each campaign.  Carry at least 3 brochures in your purse - each day of the week- so when you meet new potential customers you can give them the key to your store!  Remember to put a “sticky note” on each book you hand out, to jot down their name & phone # -- so you can follow-up!  Otherwise it is a wasted book – you may as well toss it out the window of the car as you’re driving.  Drive through the local fast food drive-thru’s and give the girl at the payment window a book!  Leave a few books at the doctor’s office, at the coffee shop, at the cleaners, at the Laundromat, at the bank …the purpose is to     G-r-o-w your business!

·       Sharing & demonstrating samples (samples sell products) actually opening the sample and sharing it either on the back of their hand for skincare & bath & body or letting them rub the fragrance sample on the inside of their wrist - will give you a much bigger return in sales than if you just leave a sample in their bag.  True!

·       Making customer order calls & creating orders – use the customer call script, word for word or as a guide to get an order on the phone.  You can’t call a customer and say “do you want to order something from the Avon book?”  That won’t create an order!

·       Making customer care & follow-up calls.  After you deliver an order or demonstrate & leave a sample & a book with your customer – call them back within 2 days and ask how they like the products they ordered, have any questions & if they would like to order the product they sampled.  Remember, the sale doesn’t end with the product delivery.

You don't have to work all day, everyday, but you should make a point of doing SOMETHING connected to your business every day that propels you forward and creates income!

5 Avon Bubble Bath Uses

1.  Zillions of bubbles that leave NO bath tub rings.
2.  Cleans combs and hair brushes (leaves no film)
3.  Wash your plant leaves, they will shine.  Then pour into soil as a fertilizer.
4.  Clean bathroom fixtures and mirrors.
5.  Give pets a bath.

How do you start to build your unit?

The POWER of 3

The Power of 3 is simply sharing 3 brochures every day with 3 people.

Simply asking 3 people per day a question:
"Have you earned and saved all the money that you want to earn and save?"

You present your products and your opportunity, and the great thing is that there is no investment required when presenting The Power of 3!

Remember:  the key is FOLLOW UP!

Do this consistently every day.  We know that this will lead you to success.

FIVE 2011 AVON GOALS

1.     DREAM BUILD.

It all starts with your dreams. Create a dream book with pictures of all the things you want/need/must have. Look at it every morning and every night. Go out and test drive that car - tour model homes - go pick out that new wardrobe. Your thoughts become things.

2.      ACHIEVE PC

Avon is a direct selling company and becoming a PC is where it's at! You can do it.

3.      GIVE THE GIFT OF AVON THAT WAS ONCE GIVEN TO YOU.

Whether you were approached by a District Sales Manger or a Leader, someone offered you the opportunity to join Avon. What if they hadn't? Where would you be today? Go out and impact someone's life. Ask them to join 'something' that could truly make a difference in their life.

4.      TRAIN. TRAIN. TRAIN.

Train your team often and ongoing. The best trained reps make the most money. (And are the happiest and most successful!) "Love your people"

5.      POWER OF 3.

Talk to 3 NEW people every day about your Avon business, your personal service & products and the Avon business opportunity. And....don't forget those 3 powerful words:

SELL SHARE SHOW

Here's to your success in 2011! Follow these 5 goals and you will see your dreams come true!

Where are you going in 2011?

Where will you be this time next year?What new friends will you make?  What is your sales goal for 2011?  What new things are you going to try?  What are your goals?  What are your dreams?  Here's to a Happy and Successful New Year!  Let's make 2011 the year of Greatness!!!

Happy New Year!!!

Welcome Dream Team,

To our new blog, here you will find ideas, tips, motivation, quotes, etc....