Sales Leadership - Avon the beauty of knowledge - yourAVON.com

1
Avon
Sales Leadership
Development Contact 1
Build a Fabulous Foundation
How to be a successful Sales Leader
Instructional Aid
December 2010

General
Sales Leadership Development Contact 1 Overview
2
Development 1 (D1) - Instructional Aid
This is the globally approved Avon Sales Leadership Development Contact 1
training process and Instructional Aid. It is designed to introduce both new and
existing Representatives to the best practices of becoming a successful Avon
Sales Leader (ASL).
The content flow and images are designed to generate interactive discussions
with the Representative, from the start of the training session to the completion
of the training and goal-setting process. Just as importantly, the D1 booklets
are designed to help the mentor inject energy through activities and
testimonials.
Instructive and operational detail is limited to those points that will
provide the Representative the basic knowledge of the benefits and
activities needed to launch the network marketing (ASL) side of the
business. Adding more will overwhelm the individual.
The process allows the Upline or District Manager to start to build a
relationship with the Representative which will continue as she completes
Development Contacts 2, 3 and 4 in subsequent sessions.
It is important to establish a mentoring relationship between the Upline District
Manager and Sales Leader Candidate. This will help gain commitment from
the candidate to attain Unit Leader status and beyond, within their first four
campaigns. All four Development contacts will take an estimated 9 campaigns.
Ultimately, these contacts will provide support for those who are committed to
reach at least Advanced Unit Leader level.
Development Contact 1 will ensure that the actions required to launch a
successful home-based business starts with a commitment to learning the
skills of Prospecting, Appointing, Training and Developing other Avon
Representatives.
The preferred training method is one-on-one; however, if Development Contact
1 is planned for more than one person, it is important that each participant
clearly understands what she must do daily to achieve success.

3
Development 1 (D1) - Instructional Aid
The Development Contact 1 Booklet follows 4 simple steps as defined by the
PATD Guidelines first published in 2004. Key points to share on each page
are either bullet-pointed, or highlighted in bold colors to help guide the
conversation and action steps.
The chart below outlines the 4 steps and the estimated time required to
complete the first part of the training. The trainer will schedule an in-field
practice and coaching session within a week following Development Contact 1
to observe and coach the new Sales Leader with prospecting and appointing.
Step Objectives: Length
Step 1 Opening…
Pages Building a rapport with the Representative—discuss
2–13
selling experiences, recognize accomplishments,
answer questions, review dreams and goals.
Introduce ASL benefits and earnings structure.
15 minutes
Step 2 Explain & demonstrate the topics…
Pages Develop basic PATD skills, Prospecting, Overview of 30 minutes
14–23
Appointment & Training Contact 1.
Step 3
Page
24
Step 4
Pages
25–28
Total
Time
Discuss 1 to 2 products…
Select 1 to 2 products to use to activate interest in
Avon when prospecting.
Goals and Targets…
Set up “ACT” steps to review as a homework
assignment, set specific goals and link to dreams,
update calendar to include prospecting and field
coaching activities, and reference/encourage
attendance at upcoming events.
Target: 60 minutes (one-on-one or small groups)
Development Contact 1 Timing: After Your First Recruit
5 minutes
10 minutes
Field Observation #1: (See details on page 23 of this Instructional Aid.)
Each of the Development Contacts are followed with an in-field coaching and
observation experience that should happen one week after each training session.

Preparation Checklist
Materials
Shipped to
candidate (after
first Recruit)
preceding D1
Training Contact
Note to
Appointment
Maker
You Will Also
Need
4
Included in Welcome to Sales Leadership Kit:
Welcome to Sales Leadership letter
Development Contact 1 Booklet
Development Contact 2 Booklet
Sell, Share, Show Sales Tools flyer
Development 1 (D1) - Instructional Aid
Prospecting flyers
Women in the Spotlight DVD
Ask Candidate to bring Welcome to Sales Leadership kit and Believe in Your Success
/Starter Kit flyer with her to the Development Contact meeting.
When scheduling D1 contact with Sales Leader candidate, suggest that the following
occurs prior to contact:
Watch Women in the Spotlight DVD
Print from yourAVON.com under Beauty of Knowledge > Tools and Resources >
Leadership tab:
o Contract Scoring Worksheet and Contract Scoring Worksheet Instructions
o Instructional Aid for AT1
o Current Believe in Your Success flyer
Order an Appointment Kit
Watch the Appointment Training Contact 1 video on yourAVON.com
Dream/Goal Take-Away Card kept from candidate following Appointment, if
applicable
Lead cards from candidate Appointment, if applicable
RPS Schedule/Mail Plan calendar
Current Avon Brochure
Calculator

Pre-Contact
Preparation
5 minutes
Training
Environment
5
Review what the Representative has accomplished to understand the actions and
level of support needed to achieve immediate success.
Review Beauty of Knowledge (BOK) courses: “Introduction to PATD” and “Network
Marketing Today”.
If in your review, you determine that she’s done well building her Customer base
and sales, congratulate on the number of Customers and sales. Look for early
signs and behaviors of a successful leader that you can use to instill confidence.
Examples of a leader’s qualities include: a well scheduled calendar; serviced XX
Customers; building a skin care Customer base; has taken several BOK courses.
Choose a location that’s quiet and comfortable with sufficient space to use the
materials. Keep groups small to allow for interaction and for you to be able to
obtain agreements on best practices.
o Home dining room
o Coffee Shop
o Avon office/training room
o Community room

Step 1: Opening Discussion
Front
Cover
6
Become a
successful Sales
Leader
Greet and confirm
purpose of visit.
Build on prior
contact(s).
Page 2 Development Contact
1: Overview and
benefits of training
session.
Development 1 (D1) - Instructional Aid
“Hello, (Name). It’s great to see you again! I am excited about
today’s session because you’re ready to take your business to
the next level.”
[Use information you noted from prior contacts to continue
building a rapport with the candidate. Offer a sincere
compliment on a business accomplishment and bridge to what
you want to discuss today, which is the unlimited earnings
opportunity with Sales Leadership.]
Example:
“Congratulations, (Name). You are off to a great start with your
XX new Customers and XX new Recruits.
“I could hear the excitement in your voice when you called to
request more information about increasing your earnings as a
Sales Leader.”
“Tell me how things are going since we last met? Did you have
a chance to review the materials in your Welcome to Sales
Leadership kit?” (Allow them to share their experience).
What has excited you the most about becoming a Sales
Leader?”
[Wait for a response.]
{Transition to an overview of what she will learn in today’s
training session.}
“Great. Today we will discuss how you can become a
successful Sales Leader, like many here in your area.”
“Today we will share the process and benefits of becoming a
successful Sales Leader. Our focus will be on the key activities
that Sales Leaders do to achieve success.”
“You will learn the basic skills that will increase your confidence
and ability to lead a team of Avon Representatives.”
[Give and overview of the Table of Contents and read the “Did
you Know” quote on bottom of page.]

Step 1: Opening Discussion
Page 3 A Personal
Message from
Avon’s CEO
Page 4
Page 5
7
You are in business
for yourself, not by
yourself…message
from Tom Kelly
Beautiful
beginnings start
here: Help
candidate dream
bigger.
“This Development Contact 1 booklet is for your reference as
you build your business as a Sales Leader.”
“Both Andrea Jung, Avon’s CEO, and I congratulate you on
taking the first step to change your life and to make your
dreams come true. And thanks for being so willing to help
others achieve success.”
“Avon’s Sales Leadership offers a nurturing cycle of success
that’s empowering and filled with social responsibility.”
“Sales Leadership can bring you unlimited earnings potential
and endless personal satisfaction.”
“Tom Kelly, our Senior Vice President, U.S. Direct Selling,
wants you to know that you will not build your business alone.
You will have new Avon friends and business partners who will
provide guidance and support. Avon, myself as your Upline
and your District Sales Manager are committed to your
achievement and success.
“We encourage you to take advantage of all the resources
available to you.”
“With Avon’s partnership, the horizons ahead are broad, and
the sky truly is the limit!”
“A successful home-based business with Avon is fueled by your
energy and personal drive. So tell me which of these
statements apply to you?”
I want to dramatically increase my earnings.
I want to help others.
I want to be rewarded for my dedication and ambition.
[Wait for response.]
“Why is that important to you?”
[Listen to response, and make appropriate comments.]

Step 1: Opening Discussion
Page 6
Page 6
(cont’d.)
8
Becoming a
successful Sales
Leader: Link how a
candidate’s prior
work experience
helps her become a
skilled Leader to
build confidence.
“Because you answered “yes” to any of these statements, you
are ready to become a Sales Leader.”
“Selling Avon products directly to Customers is a vital part of
your foundation for success. Although you can enjoy unlimited
earnings as a Representative, there’s even greater potential as
an Avon Sales Leader.”
[Ask again or refer to her previous work experience to Avon and
link skills/knowledge to being successful with Avon.]
Example:
“Your 14 years as a teacher makes you a perfect candidate for
Sales Leadership. You have a lot of knowledge and many skills
that have made you an expert at helping others. You will be a
great leader!”
“What short-term goals do you want to set for yourself?”
[Wait for a response, comment appropriately and continue to
expand her vision of success to a long-term or even bigger
dream.]
“When you joined Avon you had a dream/goal of [__________]”
Has your dream changed?”
[Use Take-Away Dream/Goal Card, if applicable.]
Example:
“When you are able to increase your income by $500 a month,
what will you be able to do for you and your family?”
“How soon do you want to achieve _______ [restate the
dream/goal]?”
“How many hours a week can you invest in the development of
your dreams?”

Step 1: Opening Discussion
Page 7
9
Earning is easy:
Share the two ways
to earn and
recognize the
progress made
selling and building a
Customer base, then
bridge to Share.
“(Name), you saw this reference to Avon’s simple steps to
success in your Appointment Booklet. Your first training contact
focused primarily on Sell, which is all about selling Avon’s
world-class beauty products.”
“To become a successful leader, you will want to master these
3 simple Sell, Share and Show steps.”
If a New candidate…
“To help you build your Avon business, you are given an
opportunity to earn up to 40% on your first order on full earning
products and 40% on your second, third and fourth orders on
full earning products when an order of $50 or more is submitted
online. Avon does this because we want you to experience
success at the highest level. We also want to help you develop
a business that will inspire others to achieve success.
If an existing Representative candidate…
[Recognize the level of sales she consistently achieves.]
Example:
“(Name), you have achieved President’s Club for the last two
years. Congratulations! Because of your dedication, you
consistently earn at the 40% level every campaign.”
“Tell me, what do you contribute your selling success to?”
“Today we will focus on how easy it is to Share Avon with
others. When you share what you enjoy about Avon, you will
be able to recruit other Avon Representatives. Later in your
training, we will cover how easy it is to Show others how to
become successful too.”
“Today we will discuss what successful Sales Leaders do to
add up to 12% more in earnings by helping others become
successful Representatives.”

Step 1: Opening Discussion
Page 8 5 powerful benefits
of Avon Sales
Leadership &
Believe in Your
Success
Opportunity:
Promote with
excitement Avon’s
competitive
advantages and
bridge to the Believe
in Your Success
program.
If SL is not familiar
with Believe in Your
Success Introduce
the Believe in Your
Success Bonus
here. If they have
been introduced to
Believe in Your
Success take the
appropriate time to
discuss the details,
check for
understanding and
gain agreement on
the specific
campaigns to
achieve success.
10
Explain the definition
of a “successful
recruit” so SL
understands how she
earns each bonus.
“Avon offers Sales Leaders 5 powerful benefits that increase
their ability to achieve their goals. Imagine what life would be
like with unlimited earnings. You could experience the kind of
life you’ve always dreamed about.”
“As a Sales Leader, you can enrich other people’s lives by
sharing Avon’s earnings opportunity.”
“You’ll learn new business skills that will keep you
knowledgeable and successful.”
“Avon helps our Sales Leaders build their businesses by
providing exclusive tools designed to help you as a Leader. For
example: when Avon launches a new fragrance, Sales Leaders
are usually provided with a launch kit for use with Customers
and their teams.”
“Avon provides ample rewards to our dedicated Sales Leaders.
Many earn specially designed jewelry, exotic vacations and
additional bonuses from exclusive programs created for Sales
Leaders.”
“Today, I am excited to be able to share how to get your
business off to a Believe in Your Success .”
“As a new Sales Leader, you can accelerate your performance
by maximizing the Believe in Your Success reward program.
“Let me tell you all about it.”
“Many of our new Representatives achieve their first short-term
goal with the Believe in Your Success Bonus.”

Step 1: Opening Discussion
Page 9
11
Unleash your
earnings potential
with Avon’s Sales
Leadership
Opportunity: Share
a top-line overview of
the earnings
structure (do not
overwhelm with
details). Inspire
candidate to achieve
Unit Leader within
four campaigns with
simplicity and ease.
“You can unleash your earnings potential by advancing titles in
the Sales Leadership program.”
“Avon offers 4 levels of earnings potential. Unit Leader,
Advanced Unit Leader, Executive Unit Leader and Senior
Executive Unit Leader.”
“You may choose the title that matches your level of ambitions.”
“There are 3 key activities that Sales Leaders must do every
campaign to earn the Sales Leader bonus. The first one is Sell:
Personal sales that must exceed $250 every campaign.”
[Pause: Acknowledge/congratulate candidate’s current
personal sales levels to date.]
“The second bonus requirement is Share: You must recruit
enough new Representatives so that five or more are active in
the same campaign. We have found that it takes 10 to 15
Recruits to assure that you meet this requirement every
campaign.
“The third activity is Show: Sales Leaders must train their
Recruits to sell collectively a minimum of $1,200 in brochure
sales every two weeks.”
“When you achieve Sell, Share, Show all in the same
campaign, you will earn the additional Sales Leadership
bonuses on your team’s total sales.”
“The great news is that you will be earning through your
personal sales and Believe in Your Success while you are
learning to build your business.”
“Let’s take a minute to review this page.”
“Today, our focus will be on what you must do to achieve Unit
Leader in just four campaigns.”

Step 1: Opening Discussion
Page 10
12
Let’s Review what it
will take for you to
achieve Unit
Leader:
Recap/Clarify
learnings.
Exercise
Calculate the number
of Customers
estimated by average
Customer order of
$25 to get the $XX
amount to complete
the list.
“Let’s focus on the Unit Leader’s achievement level.”
[Encourage candidate to write responses on page 10.]
“What are the most successful tools you have to help you build
a Customer base?
“What is the minimum level of personal sales needed to earn as
a Unit Leader?”
“Let’s list who is already in your Downline and their personal
sales (or potential sales).”
“Let’s look at your Appointment Booklet and review the
Prospects you listed to see with whom you can share Avon’s
earnings opportunity.”
[Review “Who Do You Know” list and transfer names to the
page; expand the list to 10 to 15 names using the following
examples.]
Examples:
“Who on your list can use another $500 a month?”
“List two to three individuals who you know want to send their
kids to college.”
“If you could help someone improve the quality of her life by
offering her the best earnings opportunity she ever had, who
would that be?”
“Now based on what you know about these individuals, such
as: where they work, attend religious services, bowling… write
how many Customers you think they could sell to in a two-week
campaign.”
Share…
“The Avon Customer will purchase an average of $25; so, for
example, a new Recruit with 10 customers would increase your
Unit Sales by $250.”

Step 1: Opening Discussion
Page 10
(cont’d.)
13
[Make this discussion fun and easy; remember to estimate the
sales potential of the Prospects listed.]
Example: Someone working at a hospital or school could
potentially sell to 15 to 20 Customers every campaign, whereas
someone working in a small office may be able to service a
smaller number. The objective here is to help her see how a
Unit is created and how its sales are generated.
“Now, let’s add up your sales and the potential sales that could
come from the people listed.”
[Hand her a calculator and ask her to add up the estimated
sales potential to see how close the total will be to $1,200.]
[Pause: Make the appropriate comments based on what is
displayed. If total exceeds $1,200, congratulate and confirm
how easy it is to achieve the Unit Leader bonus requirements.
If sales total less than desired amount, congratulate her for
being on her way to achieving. Remind candidate that she will
learn how to invite new people to Avon later in the training.]
[Ask candidate to summarize what she has learned from this
discussion on the earnings structure and what it takes to
become a Unit Leader.]
“Now let’s look at what bonuses you can earn within your first 7
campaigns once you have achieved Unit Leader Title.”
[Review the Unit Leader Bonuses;
Within first 7 Campaigns as Unit Leader:
Perform as Unit Leader 1 st 3 Campaigns – Earn $100.
Have five $100 on-time paid First Generation orders each
Campaign (Earn $30 X 7 Campaigns)
Develop 1 Unit Leader Earn $200.]
“(Name), You have the opportunity for earning $1,010 in bonus
with Believe in Your Success and Unit Leader rewards
combined. Will this help you achieve your goal of _______
faster?”
[Respond to answer and ask if she has any questions]
“When you achieve all three—Sell, Share, Show—in the same
campaign, you could earn your Believe in Your Success
Bonus, Unit Leader title and your first Sales Leader bonus all
within the first two to three months.”

Step 1: Opening Discussion
Page 11
Page 11
(cont’d.)
14
Activities of
Successful Sales
Leader: Introduce
what Sales Leaders
do in an empowering
way.
“Becoming a successful Leader is determined by how you build
your business using the basic skills of PATD, which are
Prospecting, Appointing, Training and Developing other Avon
Representatives. I will show you how to master these important
skills.”
“First, as we discussed earlier, you must maintain your personal
level of sales to be a role model for those you bring into your
Downline.”
“And it’s important to invest wisely in your business to ensure
continuous growth. Your Sales Tool flyer, which came in your
Welcome to Sales Leadership kit, lists suggested tools and how
to use them for your success.”
(Review the “Sell, Share, Show Sales Tool” flyer, specifically
how to use prospecting flyers and the Women in Spotlight
DVD.)
“When you do these activities daily, you will see your earnings
from selling and sharing increase, and you will build a business
that you can depend on years into the future.”
“Take another look at what the average earnings are for each
Sales Leadership titles.”
“In 2006 the average Unit Leader earned $1,311 while they
learned the business of becoming a successful Leader.”
“Look how the earnings more than double at the AUL level,
because those AULs applied what they had learned. The EULs
are confident leaders who have developed other leaders, and
as you can see, they earn three times more. By the time you
achieve SEUL, the average earnings are much higher.”
“When you achieve Advanced Unit Leader and add another
$8,046 to your annual income, what could you do for you and
your family?”

Step 1: Opening Discussion
Page 12
15
A beautiful
beginning starts
today!
Take this opportunity
to gain commitment
on Sales Leadership.
Note to
Appointment
Maker: If she only
checks one of the
three boxes, you
need to do more
selling on the
program.
If she checks 2 or
more, use the script.
Overview of four
Development
Contacts
“(Name), take a minute and reflect on what’s important to you at
this point in your life.”
“Take a look at these three statements and check those that
apply to you.”
Would additional income make a difference in your life?
Are you willing to invest time to build your business and
support others?
Do you want to work with a global company who will
support you?
Pause: Give candidate time to reflect; after she checks the
boxes, make appropriate comments.
“Great, you marked ____ and ____, so let’s discuss the next
steps.”
“Today we will complete Development Contact 1, which is all
about how you become a Sales Leader. We will also spend
time today developing your prospecting skills.”
Later in Development Contact 2, we will discuss how to
encourage your Representatives in your Downline to become
top performers.”
“Development Contact 3 will be about strengthening your
performance as a Sales Leader.”
“Development Contact 4 will focus on how you can gain
momentum that will help you achieve Advanced Unit Leader by
the end of your training.”
“Each one of these Development Contacts will be followed with
an in-field observation. I will demonstrate and show you how to
take each important step. For your planning purposes, you
should estimate 17 weeks to complete the process and to
achieve your title as an Advanced Unit Leader.”
“Again, remember you will be earning while you are learning.”

Step 1: Opening Discussion
Page 13
16
The key to Dawn’s
success is…Share
Dawn’s statement
and affirm that many
candidates are able
to achieve Unit
Leader in four
campaigns.
“Dawn started selling Avon in May, and by August she had built
a strong Customer base and earned her Unit Leader title with
15 people in her Downline.”
“Dawn consistently uses the Sell, Share and Show formula to
build her business.”

Step 2:
Pages
14 –15
Page 16
17
Explain &
demonstrate
PATD – Explain the 4
skills and emphasize
that today’s training
is on Prospecting and
Appointing.
Before Prospecting:
Discuss how to
prepare to prospect
effectively and
expand the Prospect
list.
Discussion
“(Name), your earnings potential increases as your network
grows. Your Avon network consists of you (the Upline), your
sales team (the Downline) and the two other generations that
grow from your initial Downline. As your skills in PATD grow, so
will your confidence in building your team.”
“I talked earlier about the four basic skills of PATD you will need
to become a successful Leader. Today we will focus on
Prospecting and Appointing, and later we will cover the other
two.”
“Let’s review how PATD impacts your business”.
[Read each explanation and ask clarifying questions.]
“Your Upline Sales Leader or District Sales Manager will
personally coach, mentor and guide you in mastering PATD.”
“Before you go out prospecting, remember to develop a list of
people or a specific place you will go to maximize your time.
Create and practice your talking points and bring a variety of
prospecting flyers to help with generating excitement and
converting Prospects to Representatives.
Prepare: Prospecting tools that work best are prospecting
flyers, business cards and samples.”
“You will want to dress appropriately, using and wearing
Avon fragrance, cosmetics and fashion accessories.”
“Earlier we started your Prospecting list when we discussed the
Believe in Your Success opportunity. You listed people that
you already know. Now, we will discuss how you can approach
new people and offer them an opportunity to experience Avon.
Some will be interested in buying, some will be interested in
earning as a Representative, and some will become interested
in the Sales Leadership opportunity when you show them how
easy it is to earn two ways with Avon.”
[Expand the Sales Leaders’ network by asking leading
questions about the people she will visit or call and places she
may go. Encourage the use of Power of 3.]

Step 2:
18
Explain &
demonstrate
Page 17 During Prospecting:
Introduce “ACT” as a
Prospecting
technique.
Page 18
Page 19
Approach
A. Direct Approach
– Discuss how to use
a direct approach
and provide an
example. Check for
learning.
B. Indirect
Approach – Share
the indirect approach
and how it works.
Discussion
Example: “Where do you bank? Who do you think would be
the best person there to be an Avon Representative? Why?”
“Let’s put her name on the list as someone you can approach.”
[Continue to expand the Prospect list.]
“Your Upline Sales Leader or District Sales Manager will
personally coach, mentor and guide you in mastering PATD.”
“Now that we have identified some new places for you to
prospect, the next step is to develop your approach.”
“At Avon we use a simple but powerful technique called “ACT.”
“A is the approach, C refers to creating excitement and the T
stands for scheduling a time and place to share the
opportunity.”
“The more people you approach, the more likely you will find
interested Prospects and the more quickly you can build your
team.”
“There are two types of approaches that work best when you
are prospecting.
“The Direct Approach is when you meet someone, and you
immediately introduce yourself as an Avon Representative.”
The steps that you go through are:
[Refer to steps on page 18 of booklet and sample dialogue.]
“You can see we got right to the point with this approach, which
is easy to do when you know the person.”
“When you are prospecting with people you haven’t met yet,
you’ll want to use the Indirect Approach.”
This method works when you start a conversation by finding a
common ground and then bridging to Avon. It’s important to
use open-ended questions that will encourage conversation.
Example:
“It’s a great view, isn’t it? I’m glad I have a home-based
business that allows me to take breaks and enjoy life.”

Step 2:
Page 19
(cont’d.)
19
Explain &
demonstrate
Page 20 A. Direct Approach
Scenario – Practice
prior learnings to help
candidate develop
two comfortable
prospecting
approaches.
B. Indirect
Approach Scenario
– Practice #2 to build
confidence.
Development 1 (D1) - Instructional Aid
Discussion
“I am looking for people who are interested in earning more and
enjoying life with a home-based business. Do you know
anyone who would appreciate an opportunity to earn as much
part-time as they do at a full-time job?”
“Great. May I have her name and number?”
“OK, (Name), now it’s time to practice…”
“Let’s say you are at a restaurant, and you just received
excellent, friendly service. How would you approach the server?
[Create a direct approach, together. Allow Sales Leader to
write first and then ask her to share her thoughts. Praise and
don’t over coach. Keep feedback light.]
“Another scenario could be you are in front of a school, and you
see a mother dropping off her child.
What would you say to her?”
[Pause: Allow Sales Leader to write first and then ask her to
share her thoughts.]
“Great. You are ready to go out prospecting now!”

Step 2:
Page 21
20
Explain &
demonstrate
Step 2: Create
Excitement –
Explain how to use
the Prospecting flyers
to create excitement.
Show Hello
Tomorrow
Prospecting flyers;
explain how they
each are designed to
attract a specific
Prospect.
Discussion
“The next step in “ACT” is to create excitement. Remember,
Avon makes this step fun and easy. It’s during this step that
you hand the Prospect a flyer.”
“Always keep it simple when you are prospecting, and always
think of what’s in it for the Prospect.”
If she’s looking for a home-based business:
Emphasize:
High income potential
Flexible hours
Training and development
World-class products
If she’s looking for extra income:
Emphasize:
[Review the bullet points under (b), “She is looking for extra
income,” and remind her that the Prospecting flyers are
available online/Purchase Order. Encourage her to purchase
enough Prospecting flyers to use the Power of 3 every day
when she places her next Avon order.]
Time and Place: “Make sure you obtain names and phone
numbers to be able to schedule an interview and Appointment.”
Close this segment with:
“Avon offers professional Prospecting flyers with great recruiting
messages to help make prospecting fun and effective.”
“Introduce homework exercise to review pages 22–23 prior to
prospecting and appointing observation.”

Step 3
Pages
22–23
Page 24
21
Create goals
and action
plans
Transform your
interested
Prospects into
motivated and
active
Representatives
through the
Appointment and
Training Contact 1:
Provide a brief
overview of
Appointment and
Training contact
process.
Present Avon
Products on every
Representative
contact: Show how
products can activate
interest in Avon’s
earnings opportunity.
Discussion
“You’ve learned about the first step of PATD, which is Prospecting,
and you have practiced how to approach Prospects.”
You have also created your first Prospect list of people to practice
your new learnings. Let’s take a minute to review how you can
transform your interested Prospects into motivated and active
Representatives.”
“Pages 22 and 23 summarize the four-step process and show
details on how to appoint a new Avon Representative. When we
get together in a few weeks, you will be observing me conducting
an Appointment Training Contact 1.”
“Bring this booklet with you to use as you observe me conducting
the Appointment. You can follow along and make notes as
needed.”
“As you build your business, it’s important to always present Avon
products. Invest in extra samples to use when sharing Avon’s
earnings opportunity and look for ways to allow Prospects,
Customers and your new Representatives to experience the
products.”
“Remember to use the Conversational Skincare Cards with
Customers to determine their skincare regimen so they can order
the right products for themselves.
With the purchase of your Starter Kit, you have full size products
and additional samples to share with Customers along with extra
brochures so you can continue to reach out to new Customers and
excite them about our great products.”
“Remember, your daily activities should support your goal to
become a Unit Leader with a business that generates a minimum
of $1,200 in Total Unit Sales every campaign.”
[This is a great time to let the new Sales Leader experience a hand
cream, or any other product sample you may have with you.]
“Additionally, share the current product promotion; for example,
Ship Direct/Instant Delivery.”
“Dreams do come true at Avon, and they will for you, too.”

Step 4
Page 25
22
Goals and
Targets
Strive to achieve
your first Sales
Leadership Title:
Create a sense of
urgency to take
immediate action to
build the business.
Reference Believe in
Your Success flyer
again.
Page 26 Earn While You
Grow
Discussion
“Now that you know more about the benefits and earnings
potential of Avon’s Sales Leadership opportunity, it’s time for
you to set your targets for success.”
“I also want you to think about both short-term and long-term
goals and where you want to be in six months to a year from
now.”
[Reference The Average Earnings Chart on page 11 of the
booklet.]
“Because I am your mentor, it’s important for me to understand
where you want to take your business and when.”
“Let’s write your commitment here.”
“Which title do you want to achieve? By what date?”
“Great. How many people will you talk to every day to build
your team?”
“How many new Recruits will you add to your business between
Campaigns ____ and ____ to earn your Believe in Your
Success Bonus?”
“This chart reviews the requirements and bonuses you can earn
as an Advanced Unit Leader, Executive Unit Leader and Senior
Executive Unit Leader. You also have an opportunity to Earn
additional bonuses as you mentor others.”
“As you can see our Sales Leadership bonus opportunity is
tremendous. I cannot wait to see you reach your dreams and
goals as you earn.”
“The Sales Leaders who are successful at earning their Believe
in Your Success Bonus and Unit Leader title in the first four
campaigns go on to achieve other titles sooner. They are the
ones who carefully plan and commit to using a calendar.”

Step 4
Page 27
Page 28
23
Goals and
Targets
Update your
Calendar – Take the
time to show how to
plan for success.
Refer to reminder list
at bottom of
calendar.
Mark your calendar
– Confirm next
training contacts and
invite to upcoming
events.
Discussion
“Remember, the Believe in Your Success Bonus is a one-time
only opportunity for you to earn. Planning your time is critical.
How much time are you willing to invest per week in your Avon
business?”
“Let’s add the important activities to this calendar and then
determine which days you can sell and share to build your
business.”
[Add the activities that are bulleted on the bottom of the
calendar. Encourage the Sales Leader, in the future, to use her
own calendar to schedule both personal and business
activities.]
“As a Leadership Representative you will have access to
specific communication and Leadership only training courses
via the Beauty of Knowledge website, customized just for you. I
would like to recommend two courses to start with, “Introduction
to PATD” and “Network Marketing Today.”
[Add the dates to the calendar when she will be taking her
Beauty of Knowledge courses.]
“I’m looking forward to helping you reach your (dream), and
many dreams beyond that.”
“Let’s record the dates and locations of your next contacts and
our Field time together.”
[Record important next contacts, leave a phone number and
schedule the in-field observation for prospecting and her first
Appointment within two weeks from this contact.]
“Our next Avon Opportunity Meeting (AOM) is on _____ at
____; plan to attend. It will help you gain a greater appreciation
of the company you represent. Feel free to bring guests from
your ‘Who Do You Know’ List.”
“What questions do you have at this time?”
[Pause: Allow ample time for questions.]
“I look forward to meeting you on ________ for our field time.”
“In the meantime, here’s my phone number if you should have
any questions.”

Use this process for the Field Observation Follow-Up Contact
Process Development Contact 1 – Field Observation
24
Development 1 (D1) - Instructional Aid
When Within 2 weeks after Development Contact #1 – Becoming a Successful
Leader
How One-on-One
1. Opening Review progress toward goals previously established
Establish purpose of activity and review steps to “ACT” Prospecting or the
Appointing process or both
2. Explain and
Demonstrate the
topics and
practice or check
to ensure
understanding.
3. Review 1 to 2
Products
4. Set goals and
targets and agree
to action plans
related to the
topic.
Provide an opportunity for Sales Leader to observe, and then practice
both Direct and In-Direct Prospecting
Discuss field observations
o What worked
o What could be improved
o Key learnings
o Next steps
Discuss how beauty products can be used to engage the Prospect
Link activities to Believe in Your Success Bonus
Encourage Sales Leader to continue to work on goals and action plans
established in Development Contact 1
5. Close Schedule Development Contact #2 – Establishing a winning team
Establish connection of goals to dreams
Reaffirm belief in Unit Leader’s earnings potential