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 the cappuccino.”

 

     After closing the sale, continue to build your business by asking for referrals:

           

“Whom do you know would like to see an Avon Brochure or learn about the Avon Opportunity?”

  

Your Avon Brochure 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.

 

Invest in more brochures

You need them for selling to existing Customers and prospecting for new ones

 

Samples

Each campaign check the “What’s New” new product demonstration flyer.  This showcases the new products coming soon and when a skincare product is feathered – samples are available to purchase at a sale price such as buy 3 = get the 4th one free.

 

Build Your Business Tool

This special pull-out section is in the What’s New flyer and gives you tips & tools to build your new product sales each campaign.

 


2 ways to increase sales

1. Sell more to existing Customers:

•Link Selling – Promote products that naturally “link” together by suggesting a companion product to what they’re already buying, e.g. eyeliner to complement mascara oxeye shadow

•Suggestive Selling –Suggest a different product family other than what

they’re already buying, e.g. promote and sample skincare products if they’re currently using Avon’s bath bodyline.

•Bundle products for regimen promotions, e.g. skincare regimens or bath& body regimens

•Create holiday gift baskets at value pricing

•Demonstrate various product lines, e.g. sample hand lotions, skincare products, etc. on back of Customer’s hand

2. Find new Customers:

•Ask existing Customers for Customer referrals. If the referral becomes an Avon Representative, the Customer receives recruiting reward of choice.

•Maximize Customer reach and grow the” Who Do You Know” list using technology, including:

Facebook.com - Classmates.com cell Phone Listing

 

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…

“Julie, that shade of lipstick really suits you.  Avon has a lip liner that would complement it.”

 

If you don’t know your Customer, you might want to try a more general approach:

 

“I just started my own Avon business and I have to tell you, Avon’s new makeup line is fabulous.”

 

2  Determine your Customer’s needs

Listen to what you Customer is telling you.  Focus entirely on her needs by asking specific, open-ended questions like these:

           

“Do you prefer a light foundation or one with more coverage?” 

What kind of fragrance do you like to wear?

 

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.

 

“Sue, I know you want a long-lasting lip color that also protects your lips from the sun.  I recommend Avon Color.  It contains SPF 15 and has shades that complement your skin.”

 


Create Your Sales Success 

 

HOW?  -It’s as simple as servicing customers each campaign

1.  Approach your Customer / Start a conversation

2.  Determine your Customer’s needs

3.  Present & sell the benefits

4.  Answer questions and overcome objections

5.  Close the sale!

•  Familiarize yourself with the upcoming Brochures by closely reviewing the new products in the What’s New;  Read the Build Your Business section to learn the product benefits and selling tips and samples to purchase.

 

•  Be prepared with an ample supply of Brochures.  Order a minimum of 30 brochures each campaign. (3 packs); introduce at least 3 new customers to your Avon “store” every day.

 

•  Ask your existing Customers to provide you with the name of a friend that you could share a brochure with. Referrals are an easy way to grow your business.