prospecting appointing training developing - Avon the beauty of ...

Success Without Limits
PA
PROSPECTING APPOINTING TRAINING DEVELOPING
TD

Thomas F. Kelly
Senior Vice President
U.S. Direct Selling
SUCCESS
WITHOUT
LIMITS This booklet
shows how to meet, connect with
and help people to start and build
an Avon business. OUR PROMISE
to every Representative is to help
them get started, then offer guidance
and support every step of the way.
I would like to share with you some best
practices from Avon’s top Sales Leaders
so you can learn, through their secrets
and insights, how easy it is to spread
the Avon opportunity every day.
PROSPECTING APPOINTING TRAINING DEVELOPING
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PROSPECTING APPOINTING TRAINING DEVELOPING
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“I’ve met thousands of women
who have transformed their lives
simply because they tried Avon.
When women ask the age-old
question: ‘How do I make a living?’
I would say Avon is the answer—
the place where you can truly fi nd
Success
Without
Limits.”
—Suze Orman
Avon Special Personal Finance Advisor

Avon…how do I do it?
Selling to Customers and servicing them are foundations of
every Avon business. To help new Representatives get started
quickly and with confi dence, Avon created PATD. This four-step
process incorporates Prospecting, Appointing, Training and
Developing Sales Leaders. PATD is so simple, you can easily
pass it on to others along with your excitement and inspiration.
PATD—RESULTS THROUGH RELATIONSHIPS
Selling and servicing Customers.
Frequent contact drives Leadership success.
Training with Downline Representatives = stronger Unit performance.
Contacts from Upline deliver strong incentive performance.
Mentoring develops top Leadership recruiters.
Successful partnerships with District and Division
Sales Managers support growth.
Never forget these 3 simple steps:
SELL world-class beauty products
SHARE Avon’s Earning Opportunity
SHOW others how to do what you do
“Avon gives me great tools to make my business better.
As soon as I learn something new, I pass it on to
the people in my group. That’s how we all improve.”
—Silvia Tamayo, SEUL, Avon Women of Enterprise Award Recipient
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PROSPECTING is about
starting a conversation
and making a connection
“When I work with a new Recruit,
I say, just talk to people. Tell them about
yourself, what you have done with Avon
and why you love it.”
“Talk to everyone you meet…I never stop recruiting. My next
superstar may be waiting in line with me at the grocery store.
I think, maybe she’s waiting for me to talk to her. Maybe she’s
looking for a job and if I don’t talk to her and share
the wonderful opportunity Avon offers,
she is going to miss out on it.”
—Aurora Castillo
SEUL, Avon Women of Enterprise Award Recipient
“When I’m doing my business,
I am sure of myself. My Customers
see that, and they want to associate
with me. They want to be my Customers…
they aspire to be my Customers.”
—Christiana Oduh, President’s Inner Circle
PROSPECTING APPOINTING TRAINING DEVELOPING

PROSPECTING OBJECTIVES
Present Avon’s Earning Opportunity in a consistent way.
Be inspirational—share your success story.
Follow ACT process for effective prospecting—Approach,
Create excitement, set Time and place for Appointment.
Portray the image of a world-class beauty company
by using Avon-branded business cards,
Prospecting fl yers, samples and brochures.
“Calm fears with hope…The greatest
obstacle to wealth is fear. People are
afraid to try new things. The only way
to silence fear is through action. Just
jump in, and try something. You’ll be
amazed at what you can do.”
“Offer a solution…When I found out
that everything a Representative sells
is backed by Avon’s 100% guarantee,
I understood that Avon truly cares
about partnering with women
so they can succeed with the
opportunity you’re presenting.”
—Suze Orman
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APPOINTING gives you the
opportunity to…
PROSPECTING APPOINTING TRAINING DEVELOPING
Share your own story
“I had dreams of owning my own business,
but I didn’t think I could do such a thing
until I started selling Avon. Then the possibility
became real to me. It amazes me that for
a little more than the cost of a lipstick, someone
can have the chance to start their own business!”
—Christiana Oduh
Talk about freedom and fl exibility
“Avon is the answer. I lead by example because
I have kids, and my Avon business takes care of
all their fi nancial needs. I share this with everyone.”
—Silvia Tamayo
OBJECTIVES:
APPOINTING & TRAINING
CONTACT 1
Build a rapport by telling
your personal story.
Present Avon’s Earning
Opportunity by sharing
your Personal Sales
and Leadership successes.
Motivate with an inspiring
vision and close the sale.

Training helps people get started right
“I tell all new Representatives to use yourAVON.com.
Once they are signed up, they can place orders,
learn about products—even take courses to learn
how to manage their Avon business. And because
my Leadership business is online, too, I can check
their progress daily and give them a call if they
need to sell more.” —Silvia Tamayo
OBJECTIVES: APPOINTING & TRAINING CONTACT 1
Identify new Representatives’ dreams and goals.
Help new Representatives develop a list
of prospective Customers and Recruits.
Introduce Fast Start.
Provide an overview of how the business works.
Encourage registering at www.yourAVON.com.
Agree on goals and next steps.
Appointing & Training Contact 1 (AT1) Booklet, in the New Appointment Kit, has
the information you need to get new Representatives started. AT1 Instructional
Aid is available on yourAVON.com (Beauty of Knowledge) and the SMO.
Within 48 hours, follow up with a phone call...
“It is important to call new Representatives within a day or two
of Appointment. This is when they really need you to answer questions,
lend encouragement and recognize any achievement, no matter
how small. That fi rst call shows how much you care.”
—Joan Johnson, District Sales Manager
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TRAINING builds confi dence…
TRAINING AND DEVELOPING CONTACTS
1
Opening
“Training is critical for every new Representative
because there is so much to learn to get an
Avon business up and running. As a leader,
I follow the same plan and cover the same material
with everyone. Consistency leads to success.”
2
Demonstrate or
Explain the Topics
PROSPECTING APPOINTING TRAINING DEVELOPING
3
Discuss One
or Two Products
4
Set Goals
and Targets
All Training and Developing Contacts follow a 4-step process
“By using the Flow Cards for each Contact, you can
streamline your working sessions and ensure that
every Representative has access to the same
information, shared in a similar way. That’s the
secret to building your Team’s confi dence.”
—Joan Johnson
Plan to use your tools “Avon has great training tools and
resources, which you can fi nd by going to yourAVON.com.
The booklets and the online courses are great because
they tell Representatives what to say.” —Aurora Castillo

Everyone has a dream
“I’m in the business
of helping people achieve
their dreams and goals.
For me, that is so fulfi lling.”
—Donna Reid-Mitchell, SEUL, President’s Club
I get great support from my Manager
“She makes me think about my goals
and helps me write them down.
She’s always available to give me
feedback. That’s really empowering.”
—Christiana Oduh
Recognize small achievements “I began
making money immediately—my fi rst sale
was $8. Even so, my Manager told me it was
fantastic. So I tried harder. Every campaign
gives you a chance to say, ‘good job.’ ”
—Silvia Tamayo
OBJECTIVES: TRAINING CONTACT 2
Reinforce dreams and goals = recognition and rewards
Emphasize importance of:
- establishing a large, loyal Customer base
- following up with all Customers, Prospects and Recruits
- 5 easy steps to selling success
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CUSTOMERS are key...“The only
people who are going to ensure your earnings are your Customers.”
—Tom Kelly
Follow up on every brochure
When you follow up, you keep your
Avon store open for business as you
reconnect with your Customers
and ask for the sale.
Aspire to achieve 40% earnings
If you sell to just 20 Customers every two weeks,
you are on track to achieve President’s Club,
which means 40% earnings, guaranteed.
OBJECTIVES: TRAINING
CONTACTS 3 & 4
Work on how to:
Reach more Customers.
Sell more products.
Maximize using
the Avon Brochure.
Provide consistent
Customer service
through follow-up.
Introduce group selling.
Reinforce need for
superior Customer service.
Expand Customer base
through eRepresentative
and mark.
PROSPECTING APPOINTING TRAINING DEVELOPING

PLANNING increases success…
PLAN
TO SUCCEED
Goal-setting Guide
to Achieve President’s
Recognition Program
Set your annual PRP goal.
Develop an action plan
each quarter.
Prepare to sell—learn about
new products and programs.
Keep Customers shopping—
share brochures and follow up.
Track your progress
every campaign.
Each quarter adjust your plan:
Review current cycle-to-date
sales.
Measure progress toward
your PRP goal.
Review Plan to Succeed Guide.
Set new Customer and
sales targets.
Having a goal is only
the beginning. From there,
you have to have a plan
that sets out, in writing,
how you expect to achieve it.
Plan to succeed
“Every day, I fi gure out
how many Customers
I have to see and how
much I need to sell
to meet my goal.
Some days I make it,
some days I don’t.
But once I started
keeping track, it was easy
to see how far away I was
and how hard I needed
to work to achieve
my goal.”
—Christiana Oduh
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DEVELOPING Sales Leaders
by your good example...
In addition to selling our wonderful products,
you can reap even bigger rewards by helping others
grow and develop by sharing the Avon Opportunity.
In Leadership, you are never alone...
You have a partner and mentor
in the person who introduced you
to the opportunity, plus the support
of the entire Avon community.
OVERALL OBJECTIVES:
DEVELOPMENT
CONTACTS
Create excitement about
the idea that “anyone can
be successful with Avon.”
Demonstrate Prospecting,
Appointing and Training
to build confi dence.
Explain Sales Leadership
process/structure.
PROSPECTING APPOINTING TRAINING DEVELOPING

Anything is possible “The best thing I do is pass on what
excites me about Avon. I try not to make things too complicated.
In the end, I sell people the opportunity to change their life.
I inspire with my passion. Once they have that, the details
take care of themselves.” —Aurora Castillo
Encourage top performance...“I have
had awesome mentors who took me
from earning $100 to a six-fi gure* income.
When people succeed, I get wired!”
—Donna Reid-Mitchell
“I tell people I’m the CEO of my
own business. If I want a raise,
I can give myself one.”
—Dawn Parrino, Unit Leader, President’s Club
*Your individual earnings may vary.
Build a Fabulous Foundation
How to be a Successful Sales Leader
Development Contact 1
Establishing a Winning Team
How to encourage top performance
Development Contact 2
OBJECTIVES FOR DEVELOPMENT CONTACTS 1 & 2
Set a goal to achieve Unit Leader within 4 campaigns.
Learn to infl uence the performance of your Downline.
Understand the importance of Prospecting and conducting AT1.
Learn how to conduct T2.
Be available to answer questions and offer support.
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Start Here to Earn Big with Leadership
FAST START
Qualify in your fi rst 4 Campaigns
Beginning in the Campaign of your First Recruit
First Recruit
Receive a
Welcome to Sales
Leadership Packet
Recruits *1 2 & 3 EARN $60
Recruits *1 4 & 5 EARN $60
Qualify for Unit Leader with 5 Successful
Recruits in your fi rst 4 Campaigns and
EARN A $200 BONUS
Recruits *1 6 & 7 EARN $60
Recruits *1 8 & 9 EARN $60
Recruits *1 10 & 11 EARN $60
EARN BIG WITH
UNIT LEADER
Qualify in the Campaign in which you achieve:
1. $250 in Personal Sales
2. $1,200 in Total Unit Sales
3. 5 Registered *2 Recruits
Within fi rst 7 Campaigns as Unit Leader:
Perform as a
UNIT LEADER
for your
fi rst 3 Campaigns
Have fi ve
$100 on-time paid
First Generation orders
each Campaign *3
(Earn $30 x 7 Campaigns)
Develop 1
UNIT LEADER *4
in First Generation
$500
TOTAL $510
TOTAL
Qualify for all Fast Start AND Unit Leader
bonuses, and you will earn up to: $1,010
GRAND TOTAL
*1 Successful Recruit is a 1st Generation Downline Representative who places a minimum order of $50
in their fi rst or second Campaign (not cumulative) and who submits and pays for the order on time.
*2 Registered Recruit is a 1st Generation Downline Representative who has placed a fi rst order
and who has an active account status in the current Campaign. Reinstatements do count;
however, rollups who have not reached their rollup Campaign and 3-way links who have not
achieved a cumulative sales total of $350 in the fi rst three Campaigns do not count. Also,
primary account combined with LABC accounts of LABC Operators count as one Recruit.
EARN $100
EARN
UP TO $210
EARN $200
*3 While performing at Title.
*4 Downline must be fi rst time UL
in 1st Generation. Mentor must
be performing at Title.
*5 Within your 1st Generation Downline.
*6 Since achieving previous Title
for fi rst time.

AVON SALES LEADERSHIP
ADVANCED
UNIT LEADER
Qualify in the Campaign
in which you achieve:
1. $300 in Personal Sales
2. $4,000 in Total Unit Sales
3. 12 Registered *2 Recruits,
incl. 2 Titled Leaders
Become an AUL within 13
Campaigns of fi rst-time
UL achievement and
EARN $300
Mentor a
Unit Leader *5 within
her fi rst 4 Campaigns
EARN $200
EXECUTIVE
UNIT LEADER
Qualify in the Campaign
in which you achieve:
1. $350 in Personal Sales
2. $15,000 in Total Unit Sales
3. 20 Registered *2 Recruits,
incl. 5 Titled Leaders,
1 of whom is an AUL
or above
SENIOR
EXECUTIVE
UNIT LEADER
Qualify in the Campaign
in which you achieve:
1. $400 in Personal Sales
2. $40,000 in Total Unit Sales
3. 20 Registered *2 Recruits,
incl. 9 Titled Leaders,
2 of whom are EULs
or above
For AUL+, Earn While You Develop Others
Mentor an Advanced
Unit Leader *5 within
her 13 Campaigns *6
EARN $300
Mentor an Executive
Unit Leader *5 within
her 13 Campaigns *6
EARN $500
“You can do this. Your success
is within your reach.”
—Suze Orman
Note: Sales Leadership bonuses are earned on any Downline Member’s first paid order
regardless of order size. Bonuses are paid on the second, third and fourth consecutive Campaign
orders of $50 or more, and the fifth and all subsequent Campaign orders of $100 or more.
Note: See Avon Terms for defi nitions of Generations, Units, Total Unit Sales, Downlines, etc.,
as well as general Avon Terms included in Avon Policies.
Mentor a Senior
Executive Unit Leader *5
within her 26 Campaigns *6
EARN $1,000
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Coach your team to success
When you coach someone, fi rst model, then observe them
in an activity and give feedback. You’ll build confi dence
by pointing out both strengths and areas for improvement.
OBJECTIVES:
DEVELOPMENT
CONTACT 3
(Conducted once
Unit Leader status
is achieved)
Strengthening Your Team’s
Performance
How to develop your team
Development Contact 3
Learn how to:
Identify and develop
high-potential Representatives
and Sales Leaders.
Coach and provide
feedback to Downline.
Review how to conduct T3.
Maximize team performance
by developing a winning
strategy with PATD activities.
Schedule D3 Field Observation.
D3 and D4 are conducted
one-on-one. D3 and D4
Booklets are included
in the Unit Leader Kit.
Everyone needs feedback
“Whether I’m working with a Representative
to improve her selling skills or taking her
into the fi eld to observe how she prospects,
I’m always inspired by her success. It just
makes me want to do more. After all, if she
can do it, I, as a District Sales Manager,
should be able to do it, too.” —Joan Johnson
Practice makes perfect
Skill is ability that comes with training
and practice. No matter what your level,
everyone can benefi t from PATD.

Imagine if everyone on your team
was just like you...
Duplicate yourself. When you pass along the skills and ideas
that made you successful, you create the next generation
of Leaders by your great example.
OBJECTIVES: DEVELOPMENT CONTACT 4
Gaining Momentum
with your Team
How to energize your team
Development Contact
Learn how to develop and infl uence high-potential Sales
Leaders using duplication, communication and recognition.
Learn how to conduct T4.
Learn how to conduct meetings, including Avon Opportunity
Meetings. Agendas are provided.
Find Instructional Aids at yourAVON.com (Beauty of Knowledge) and SMO.
Invest in your team...
“By focusing on PATD, I was able to do
all the right things with my team—training,
mentoring, feedback. Everyone’s sales
increased and our Unit Sales began to soar.”
—Donna Reid-Mitchell
“Some skills don’t come naturally. PATD
gives you the chance to spot people’s
weaknesses as well as strengths and gives
you opportunities to spot areas of improvement.”
—Daryn DeZengotita, AUL, David H. McConnell Club
PROSPECTING APPOINTING TRAINING DEVELOPING
4
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It takes serious planning to build
a bigger business
90-DAY
BUSINESS PLANNING
SESSION
ANALYZE, PLAN
AND PREPARE
• Select the highestachieving
Sales Leaders.
• Help them plan to grow
their business in 90 days.
• Introduce network marketing
tactics to increase earnings
and improve Downline
retention.
• Plan to upgrade the titles
of 2 to 3 Downline members.
EVERY 90 DAYS
ADJUST YOUR PLAN
1. Review dreams and goals.
2. Review past 90 days’ results.
3. Set goals for next 90 days.
4. Plan follow-up at 30-, 60-
and 90-day intervals.
“Instead of going from campaign
to campaign, I like to think three
months ahead. That way, I know
what I want to achieve and my team
has specifi c goals they can pass on
to their Downlines. It works.”
—Silvia Tamayo
“No matter what your level,
everyone can benefi t from PATD.”
—Daryn DeZengotita
PROSPECTING APPOINTING TRAINING DEVELOPING

Meetings build a NETWORK
of support in any setting
Any gathering is a meeting. “Meetings can
be anything from one-on-one coaching
and informal group training sessions
to formal Opportunity Meetings.
But to succeed, every meeting needs
a plan. Make yours short, fun and
a learning experience for everyone.”
—Tom Kelly
“I can’t tell you how proud I am of every
successful Representative I have brought
to Avon. I get a real sense of accomplishment
when I see how well they are doing.”
—Dawn Parrino
PLANNING A MEETING IS ESSENTIAL
1. Do your homework: Select location, date, time and who will attend.
2. Use provided agenda: Plan your opening—Meeting topics
—Build in time for discussion—Close with an Action Plan.
BEING PREPARED is a huge part of having a successful meeting.
For more information on business meetings, see your Development Contact 4 Booklet.
Complete Beauty of Knowledge courses, Accelerating Success Through Meetings and
How to Conduct Effective Meetings.
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YOUR ROAD MAP TO SUCCESS
The PATD Promise for Successful SELLING
PROSPECT
for new Representatives
REVIEW AT1
BOOKLET
48-HOUR CALL
Follow up to mentor
new Representative
REVIEW T4 BOOKLET
(received in fourth Order)
PLACE
FOURTH
ORDER
REVIEW T2
BOOKLET
REVIEW T3
BOOKLET
(received in
third Order)
40% EARNINGS
GUARANTEED!
(25% on fixed earnings items)
For more benefits of PRP, see
yourAVON.com. Conduct follow-up
contact using Plan to Succeed Guide.
PLACE
FIRST
ORDER
PLACE
THIRD
ORDER
PLACE
SECOND
ORDER

WITH PATD PROSPECTING APPOINTING TRAINING DEVELOPING
The PATD Promise for SALES LEADERSHIP
Build a Fabulous Foundation
How to be a Successful Sales Leader
How to be a Successful Sales Leader
Development Contact 1
Development Contact 1
Establishing a Winning Team
How to encourage top performance
Development Contact 2
CANDIDATE RECEIVES D1
AND D2 BOOKLETS (in Welcome to
Sales Leadership Packet in Order
after appointing fi rst Recruit)
Candidate achieves
UNIT LEADER
status and receives
D3 and D4 Booklets in their
Unit Leader Kit
D3
CONTACT
(after receipt of
Unit Leader Kit)
Strengthening Your Team’s
Performance
How to develop your team
Development Contact 3
D3 OBSERVATION
(within two weeks of D3 Contact)
D1 CONTACT
(after receiving a Welcome
to Sales Leadership Packet)
D2 OBSERVATION
(within two weeks
of D2 Contact)
Gaining Momentum
with your Team
How to energize your team
D4
CONTACT
(within two weeks
of D3 Observation)
Follow up with 90-Day
Business Planning Session
D4 OBSERVATION
(within two weeks of D4 Contact)
D1 OBSERVATION
(within two weeks
of D1 Contact)
D2 CONTACT
(within two weeks
of D1 Observation)
Development Contact
4
ADVANCED
UNIT LEADER
OR ABOVE
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Business-building Tools and
Resources and where to fi nd them
PROSPECTING
Decision Tree
yourAVON.com
(Beauty of Knowledge),
SMO
APPOINTING
Prospecting fl yers
yourAVON.com,
Sales Tools,
SMO
2-part Business Cards
Avon Advantage
AT1 Booklet—Appointment Kit,
yourAVON.com (Beauty of Knowledge),
Sales Tools, SMO
AT1 Video—yourAVON.com
(Sales Leadership—Resources)
AT1 Instructional Aid
AT1 Flow Card
48-hour Follow-Up Scripts
48-hour Follow-Up Flow Card
At yourAVON.com (Beauty of Knowledge), SMO

TRAINING
T2 Booklet—Appointment Kit
T3 Booklet—3rd Order
T4 Booklet—4th Order
And also at yourAVON.com (Beauty of Knowledge), SMO
T2–T4 Booklet Activity Sheets
T2–T4 Flow Cards
T2–T4 Instructional Aids
At yourAVON.com (Beauty of Knowledge), SMO
PRP Plan to Succeed Guide—yourAVON.com, SMO
Your Fortune Is in the Follow-Up Folder—New Representative’s First Order
Your Fortune Is in the Follow-Up Inserts—Sales Meetings, District Sales Manager
Promote the eRepresentative Opportunity to connect with Customers 24/7.
DEVELOPING
D1–D2 Booklets—Welcome to Sales Leadership Kit
D3–D4 Booklets—Unit Leader Kit
And also at yourAVON.com (Beauty of Knowledge),
Sales Tools, SMO
D1–D4 Instructional Aids
D1–D4 Flow Cards
D1–D4 Booklet Activity Sheets
Observation Forms
90-Day Business Planning Session Forms
At yourAVON.com (Beauty of Knowledge), SMO
Recognize, coach and promote the success
of your Downline with Downline Manager.
Build a Fabulous Foundation
How to be a Successful Sales Leader
Development Contact 1
Establishing a Winning Team
How to encourage top performance
Development Contact 2
Strengthening Your Team’s
Performance
How to develop your team
Development Contact 3
Gaining Momentum
with your Team
How to energize your team Development Contact Con
4
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LEARNING
NEVER STOPS
The PATD Process doesn’t end here.
Now it’s time to put the basic skills you’ve learned
into regular practice. It is only by incorporating
these skills into your daily business that you will
truly make them your own.
The following pages are a great place to take notes
as you introduce the PATD Process with your team
and discover, in your own Avon business,
success without limits.
—Tom Kelly

PROSPECTING APPOINTING TRAINING DEVELOPING
27

PROSPECTING APPOINTING TRAINING DEVELOPING

PROSPECTING APPOINTING TRAINING DEVELOPING

“This is the best-kept secret: the direct-sales
opportunity to be your own CEO...”
I want to tell women that this
is the opportunity they’ve been
looking for.
I’ve had women tell me that when
they found Avon, they weren’t sure
they could do it and then they got
the courage, which is an important
word—the courage to become their
own person, to be self-empowered
and use all the tools Avon gives them.
My wish for all women is that they
understand how powerful they are…
that they can absolutely control
their destiny.
What’s your wish?
—Andrea Jung,
Chairman and Chief Executive Offi cer
Avon Products, Inc. 76694-9