This is the company. innovation, optimism and, above all, for women. THROUGH SALES SUCCESS. that puts mascara on lashes and food on tables,

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1 This is the company that puts mascara on lashes and food on tables, that fights wrinkles with one hand and Breast Cancer with the other. That knows the value of a perfect lip, Achieve THROUGH SALES SUCCESS but still opens its mouth and speaks out against Domestic Violence and for women s fi nancial independence. This is the company that not only brings beauty to doors, but also opens them. The company that supports approximately 6.4 million Representatives in over 100 countries. This is Avon. The company that for more than 125 years has stood for beauty, innovation, optimism and, above all, for women. Achieve Through Sales Success, April Avon Products, Inc

2 Congratulations! You re on your way! Over the course of our conversations, we ll share Avon s proven formula for sales success. Achieve Through Sales Success Conversation pgs Place your fi rst order. Grow your Invitation List. Set new goals and next steps. Conversation pgs Build skills to grow your business. Learn about skin care with ANEW. Set new goals and next steps. Conversation pgs Expand your Invitation List. Discover group selling. Learn about skin care with Solutions. Achieve Through Sales Success 3

3 With a dream you can believe in, and Avon s belief in YOU and your ability to succeed, you re on your way to achieving and even exceeding your expectations. Achieve Through Sales Success Conversation EXCEED ACHIEVE BELIEVE The first step in any achievement is to have a clearly defined goal a dream for the future you plan to build. Achieve Through Sales Success Conversation 1 5

4 Always keep your immediate goals and dreams for the future right in front of you! They provide the focus, the energy and the power that will help you achieve, step by step. How have you done? Your first campaign orders so far: My Immediate Dreams: # of Customers: Sales: Average Customer Order: Let s look back at your Invitation List to see who you ve talked to and who else you can reach before submitting your fi rst order. Number of Potential New Customers: Your potential earnings: My Future Goals: NUMBER OF CUSTOMERS AVERAGE CUSTOMER ORDER SALES X = SALES EARNINGS % POTENTIAL EARNINGS X = I believe my dreams will come true when I achieve my goals with my personal plan for success! How does this compare to your first goal? My 1st goal: $ amount needed: By when: Achieve Through Sales Success Conversation 1 7

5 Completing your first Avon order Remember, with Avon, you submit your first order on credit no need to pay in advance! A deposit may be required, based on your Avon Credit Limit. Avon s online ordering system makes it easy. Just follow these simple steps: Receive Your Avon Products Your order will be sent to you at your home address. Accept Your Customer Orders Keep track of all your orders by fi lling out your Customer Order Book and providing two copies to your Customers. Deliver Products & Collect Payments Be sure you ve collected your Customer s total payment by the time you deliver her order. Enter Your Order Online Log on to the Avon Representative site to enter your order online. Pay Avon & Keep Your Earnings It s simple. When you submit your second order, you ll pay Avon for your fi rst order and keep your earnings. You can pay Avon in multiple ways: with a credit card, personal check, money order or QuickPay. (Avon does not accept Customer checks.) Achieve Through Sales Success Conversation 1 9

6 Caring for your Customers at the time of delivery Try these smart money-management tips: Keep your Avon money separate from personal funds. Keep track of your business-building investments, including brochures, samples and demo products. Always submit your payment to Avon on the due date. Before the Customer Meeting: Set a Delivery Time Call or send a message to your Customer to set up a specifi c day and time for delivery. Always make sure to be on time for your appointment. During the Customer Meeting: Review the Order & Collect Payment Ensure your Customer has what she ordered. Never deliver products without full payment. Products that aren t paid for may be sold to other Customers or returned to Avon. Remind Her of the Cost Be sure to remind your Customer of the total cost of the order so she will have the payment ready for you. Share the New Brochure Show the new brochure and point out new products and special offers, and recommend your favorite brands. Thank you! Add a Personal Touch When you put an order into an Avon delivery bag, add a sample and a personal note. It s a great opportunity to thank her for the order. Ask for New Referrals Always be sure to ask for new referrals your Customer s friends and family who you could add to your Avon Invitation List. Achieve Through Sales Success Conversation 1 11

7 Achieving Sales Success is as simple as Invite, Inform, Inspire! These simple steps work for both increasing your personal sales and building your team. Here s how to make these steps work for you! Invite Invite Approach everyone, everywhere you go, and start a conversation about Avon Ask questions to determine interests and needs Insp ire Infor m Inform Inspire Offer recommendations, using your brochure and Avon tools to explain product benefi ts Answer questions and overcome objections Infl uence your Customer to place an order Ask for referrals to other possible Customers Achieve Through Sales Success Conversation 1 13

8 Invite I n s p i re Invite I nfo r m Be positive, be confident and be genuine you ll be amazed how quickly your Invitation List will grow! Achieving your goals starts with expanding your Invitation List. Here are some simple steps you can take to start a conversation with a potential Customer: Begin with a Compliment Start with a compliment about her glowing skin, perfect makeup, shiny hair, colorful nails or lovely fragrance. The Power of 3 will help you invite people to try Avon. The idea is simple yet powerful: just talk about Avon s products and earning opportunity with at least 3 new people every day. Your daily routine offers many chances to strike up a friendly conversation, from standing in line at the store to chatting online with friends. CAMPAIGN 7 Use the Avon Brochure You can also begin with a general introduction: I just started my own Avon business, and I m so excited about our new products! Have you seen an Avon Brochure lately? For even more success, ask every new Customer to recommend you to 3 of her friends everyone loves to pass along a good deal! e you want to HOW OFF... INTRODUCING plus Our F b Ask Questions Ask about her beauty interests, her family and her gift needs. Achieve Through Sales Success Conversation 1 15

9 Inform I n s p i re Invite I nfo r m To learn more about Avon skin care, take the online courses. They are free, fun and easy to fit into your schedule. When a woman feels good about her skin, she feels beautiful and confi dent. Sales success starts with skin care. Show your Customers how to achieve great results: Use the Products Yourself Let your glowing, healthy skin do the selling for you! Talk about the many product benefi ts from your personal experience. Put the Power of Skin Care to work for you Happy skin care Customers are loyal users, often buying the products in regimen sets, leading to higher sales and higher earnings for you. An industry leader in anti-aging skin care technology Help Customers Choose Regardless of age or skin care needs, Avon has a product that s right for each Customer. Take the online training courses and use the Avon Skin Care Selector Tool to help her fi nd the right brand. Overcome Objections Share your personal experience, provide samples and reassure her that the products do really work as promised it s guaranteed. Products to reveal a woman s natural beauty Products to help you win the fi ght against acne Achieve Through Sales Success Conversation 1 17

10 Inspire I n s p i re Invite I nfo r m Remember to always ask for referrals. If each Customer recommended you to just three of her friends, imagine what that could do for your earnings! Avon skin care products deliver what they promise. Here are some ways to inspire Customers to purchase from you. INTRODUCING ELIXIR Try Before You Buy Skin care can be a big investment. Use product samples and trial sizes to help your Customer choose the products that are right for her. Express your Belief in Avon and watch your sales grow! Your personal experience with Avon skin care is your best selling tool. Customers will appreciate hearing about how the products are working for you. Invite your Customers to share their skin care experiences. Sharing stories is the fi rst step in turning a Customer into a friend! WOW DEAL SATISFACTION Mention Special Offers Point out exciting offers and discounts on products your Customers would enjoy. She ll appreciate the great deals and you ll appreciate bigger earnings. Highlight Our Guarantee With Avon s 100% satisfaction guarantee, both you and your Customers can always feel confi dent shopping with Avon! Achieve Through Sales Success Conversation 1 19

11 Review I n s p i re Invite I nfo r m Take one step at a time on the road to achieving sales success! The Power of 3 CAMPAIGN 7 Invite Begin with a Compliment ome you want to HOW INTRODUCING us Our Fabulou Use the Avon Brochure Ask Questions The Power of Skin Care Inform Use the Products Yourself Help Customers Choose Overcome Objections The Power of Belief Inspire PACKETTE POSITION Introducing TREATMENT CREAM WOW DEAL SATISFACTION Try Before You Buy Mention Special Offers Highlight Our Guarantee Achieve Through Sales Success Conversation 1 21

12 My plan to achieve Second/Third Campaigns: Potential Customers: Average Customer Order: Immediate Goal: You can easily estimate your potential earnings: NUMBER OF CUSTOMERS SALES X X AVERAGE CUSTOMER ORDER EARNINGS % Dreams and Goals Plan: = = What I want to achieve in: 30 Days 60 Days SALES POTENTIAL EARNINGS 90 Days Next steps: ❶ Invite potential Customers to view my brochures, using the Power of 3 every day. ( Selling Days x 3 = potential Customers!) ❷ ❸ Purchase and use Avon skin care products, brochures and the Skin Care Conversation Card. Take the following online courses: Course: Date Completed: 1. Calculating Your Earnings 2. Managing Your Orders 3. erepresentative Web Offi ce Tour ❹ Purchase samples, trial-size kits and minis to give to my Customers to inspire them to buy skin care. Key dates: Follow-up phone call: Achieve Conversation 2: Submit order by: Avon Opportunity Meeting: Campaign Business Buzz: I will need: $ Target Award Sales: $ Target Order: $ Target # of Customers: Target # of Team Members: I will need: $ Target Award Sales: $ Target Order: $ Target # of Customers: Target # of Team Members: I will need: $ Target Award Sales: $ Target Order: $ Target # of Customers: Target # of Team Members: Achieve Through Sales Success Conversation 1 23

13 To be Your Best, learn from the Best! 2 Achieve Through Sales Success Conversation Follow the proven path of Avon s high-achieving Representatives to: Celebrate your progress. Enhance your ability to grow your sales and earnings. Learn about Avon s #1 anti-aging skin care brand, ANEW. Help you set new goals and plan your next steps. Always be on the lookout for new Customers. Enjoy getting to know them and helping them find the perfect Avon products. Achieve Through Sales Success Conversation 2 25

14 Review your progress Remind yourself of your Dreams and Goals you re getting closer each day to achieving them! My Immediate Dreams: Did you achieve your Campaign Plan? # of Customers: Total Sales: Average Customer Order: Estimated Potential Earnings: Write your sales and earnings on the lines provided. Check the boxes if you achieved your plan from Conversation 1! My Future Goals: How does this compare to your first goal? My 1st goal: $ amount needed: By when: I n s p i re Invite I nfo r m High achievers know their Avon success revolves around three simple steps: Invite, Inform and Inspire! Achieve Through Sales Success Conversation 2 27

15 Invite I n s p i re Invite I nfo r m Some of my best Customers have been referred to me by their friends. It s the easiest way to grow my business, plus I get to meet the nicest people! How is the Power of 3 working for you? How many new Customers have you added to your Invitation List? What is working well for you to fi nd new Customers? Where can you fi nd even more Customers? Harness the Power of 3 today for more Customer Referrals People recommend restaurants, shops and movies to their friends every day. To get your Customers to recommend your Avon business: Build Rapport: Learn about their preferences and keep track with a personal profi le. Be Direct: Ask for the names of others who would enjoy shopping with Avon. Show Appreciation: A simple Thank You will go a long way to grow your Customer List! The Power of 3 is an essential tool to grow your Avon business. $ Achieve Through Sales Success Conversation 2 29

16 Inform I n s p i re Invite I nfo r m Share experiences and overcome objections with the felt-found technique. At first, my other Customers felt the same way, but after using Avon products, they found their skin looked great! How is the Power of Skin Care working for you? Sell more products by selling the benefits I am regularly using Avon skin care products and can speak to the benefi ts. I am helping Customers choose products by using the Avon Skin Care Selector Tool. I am sharing experiences to help overcome objections and inspire Customer purchases. Yes No Yes No Yes No Inform Customers about the Power of Skin Care and handle any objections with these proven techniques: Discuss Benefits: Recommend products that meet your Customers needs and interests. Identify Issues: If you sense hesitation, ask more questions. Is it the price? Skin concerns? Share Experiences: The best way to overcome objections is to share your experiences. The Power IS IN THE performance PATENTED YOUTHGEN TECHNOLOGY What objections have you heard from Customers? Genics Eye Treatment with YouthGen TM Technology undo up to 5 years from the look of your eyes. Achieve Through Sales Success Conversation 2 31

17 Getting to know With ANEW, Avon has built a global reputation for providing some of the best anti-aging products and regimens featuring the latest technology. REJUVENATE REVERSALIST It s never too soon to start looking younger. ANEW Rejuvenate with patented Facial FX Technology helps visibly reduce pores, even skin tone, smooth texture and restore allover skin vibrancy. Sometimes moving forward means going in reverse. ANEW Reversalist with patented Activinol Technology. Key signs of aging, from fi ne lines and wrinkles to discolorations and loss of elasticity, visibly diminish from skin. ULTIMATE PLATINUM Recapture the youthful look of your skin in its prime. ANEW Ultimate 7S with Pro 7 Sirtuin Technology. Watch as wrinkles and age spots visibly fade; the look and feel of fi rmness and elasticity are restored. You ll never guess my age. My skin won t tell. ANEW Platinum with Paxillium Technology. The most advanced signs of aging, loss of youthful color, sagging, deep wrinkles and extreme dryness meet their match with Platinum. *Based on testing in skin cells. ADD: OPTIMIZE WITH: CLINICAL Your prescription for beauty: At-home targeted treatments Look up to 5 years younger Achieve Through Sales Success Conversation

18 Body Lotion 6.7 fl. oz will be Shower Gel 6.7 fl. oz Far Away Bella Eau de Parfum Spray A beautiful journey layered with Italian clementine, rich Turkish rose and warm Brazilian tonka bean. 1.7 fl. oz will be Eau de Parfum Rollette.24 fl. oz if purchased separately page 45 Inspire I n s p i re Invite I nfo r m Fragrance samples are a great selling tool! I always give my Customers a sample of a fragrance so they can try before they buy. Once they experience it, they are much more likely to make a purchase. Brochures are your #1 tool! The Avon Brochure can help you inspire Customers to place orders more frequently. Investing in brochures pays off! Order a few more brochures each campaign to make sure you always have enough as you grow your Invitation List. CAMPAIGN 6 CAMPAIGN 7 Fragrance samples are especially effective at inspiring Customers to purchase. Remember, regardless of what Avon products your Customers use, always suggest fragrance as a fi nishing touch! Point out all scented pages in the brochure. Add a fragrance sample as a thank you surprise when delivering orders. Attach a sample to your business card for potential new Customers. Keep track of the samples you hand out and follow up. AMERICA S S 1 BATH OIL * # 1 BATH OIL * LIMITED-EDITIONITED-EDITION DESIGN! some you want to SHOW W OFF... CAMPAIGN 9 bella rub to experience FAR AWAY BELLA *Based on mass-market sales. PLUS Easter-rific gifts for every bunny INTRODUCING rub to experience FREE rollette with each Eau de Parfum Spray purchase a fragrance inspiration for her plus Our Fabulous Mother s Day Gift Event will be special 5.99 each SPECIAL WITH FREE ROLLETTE 45 Point out new products and special offers. Remind Customers about the Avon 100% satisfaction guarantee. Use the online brochure to expand your network through friend-to-friend referrals. Achieve Through Sales Success Conversation 2 35

19 Inspire Customers to buy more products The better you know your Customers, the easier it is to help them shop the brochure. Your personal service will make it a fun and satisfying experience for them! For Customers who: Try this: Like to treat themselves to new products and want to see something new in every Avon Brochure new + + IDENTIFY NEW ITEMS, PROVIDE SAMPLES, LINK PRODUCTS Love the convenience of shopping with Avon for products they use often and enjoy fi nding special offers WOW DEAL + + MENTION OFFERS, PROVIDE SAMPLES, CREATE BUNDLES Look for the best skin care products and take time to read the brochure carefully some you want to SHOW OFF... CAMPAIGN 7 TRODUCING + + SHARE BROCHURES, PROVIDE SAMPLES, CONNECT CATEGORIES Achieve Through Sales Success Conversation 2 37

20 Take your place among the Best of the Best! Avon recognizes the highest achievers with fabulous rewards and entry into the prestigious President s Recognition Program. Top Performers in Sales and Sales Leadership are rewarded with trips to fun and exotic destinations. My membership to President s Club has been simply amazing. Now that I am also a Sales Leader, I find that I am able to achieve my goals even faster! Top Sellers make great Sales Leaders build your team today Remember, the steps to creating a successful team are the same as growing your Invitation List just Invite, Inform and Inspire! Invite prospects to learn about Avon, ask questions and join as new Representatives. Inform your Representatives about the Avon Opportunity and how to sell. Inspire your Representatives to believe in themselves, improve their sales and join Sales Leadership. Achieve Through Sales Success Conversation 2 39

21 My plan to achieve Next Campaign: Current # of Customers: # of Customers Next Campaign: New ANEW Customers: Average Customer Order: You can easily estimate your potential earnings: NUMBER OF CUSTOMERS X AVERAGE CUSTOMER ORDER = SALES Next steps: ❶ ❷ Invite: practice the Power of 3 and ask for referrals daily. Inform: become an ANEW expert by taking the following online courses: Course: Date Completed: 1. Your Customers Avon 2. Skin Care at Avon 3. Avon Makeup (Refresh Your Knowledge and Your Look) 4. Planning for Success 5. Become a Top Seller Also invest in samples and Skin Care Conversation Cards. SALES X EARNINGS % = POTENTIAL EARNINGS Dreams and Goals Plan: What I want to achieve in: 30 Days 60 Days 90 Days ❸ Inspire: invest in brochures. Key dates: Follow-up phone call: Submit order by: Avon Opportunity Meeting: I will need: $ I will need: $ I will need: $ Campaign Business Buzz: Target Award Sales: $ Target Award Sales: $ Target Award Sales: $ Target Order: $ Target Order: $ Target Order: $ Target # of Customers: Target # of Customers: Target # of Customers: Target # of Team Members: Target # of Team Members: Target # of Team Members: Achieve Through Sales Success Conversation 2 41

22 Representatives become Top Sellers and Sales Leaders by sharing the secrets of their success. It s time for teamwork that will take your earnings to the next level! Achieve Through Sales Success Conversation The next Achieve Conversation is a group session that will inspire you to even greater success. At this workshop, you will: Meet other new Representatives, share your ideas and gain valuable insights. Learn how to expand your Invitation List to add new Customers every campaign. Discover how group selling and Sales Leadership lead to amazing growth opportunities. Experience Avon skin care. Avon has the right skin care products for everyone. Success takes energy and effort congratulate yourself when you achieve a goal. You re a champion! Achieve Through Sales Success Conversation 3 43

23 No matter the skin type or concern, every Customer can fi nd an Avon skin care product that meets her needs. You re Invited to Attend the Achieve Workshop! Healthy skin for everyone at a price that feels good Location: Day: Please RSVP by: Time: clearskin Complete anti-acne skin care for all ages Covers the face and body needs of the entire family RSVP to: Phone #: Questions to consider before the meeting: What are your achievements? What s working well for you? How are your skin care sales progressing? What challenges have you faced? What questions do you have? Premium anti-aging regimens and treatments for the life of a woman s skin We look forward to seeing you at our next meeting. You will make new friends who share your passion, energy and drive to be the best! Achieve Through Sales Success Conversation 3 45

24 You re on your way! Be Your Best with Avon! As part of the world s largest direct seller, you belong to a global community in partnership with more than 6 million Avon Representatives. You re creating the life you deserve because you want the best for yourself, your family and your community. Every day brings an opportunity for you to shine. Be bold, be beautiful and be your best! When I started dreaming big and wanting bigger goals, that s when Avon became life-changing for me. I tell people, Don t be afraid to dream big from the outset. Achieve Through Sales Success Conversation 3 47