Welcome

1. Welcome

2. “Say Hello to a New Tomorrow” Appointment &Training Call 1

3. Overview of new iNRDP (New Representative Development Programme) • The programme will be launched along with the new Global Appointing materials – C14 appointments 2008. • The main objective of the programme is to improve Representative retention. • Higher performance in early days increases earnings and has bigger impact on Representative retention • Constant targets keep it simple • Samples and business tools fit with the our research as being desirable in the early days and good business building tools • Positive feedback from ASMs and Representatives

4. Overview of new NRDP (New Representative Development Programme) • Number of levels - £144 and £250 (upper discount level and half way between upper discount level and PC qualification requirements – Award Sales) • Criteria – place a main internet order of the required value EACH campaign • No requirement to qualify for all campaigns – i.e. if miss at LOA 1 & 2, still eligible for remaining campaigns • Super Stars are those who achieve £1,500 Award Sales across all 6 Campaigns, with the need to submit a regular order every campaign

5. Appointment & Training Calls Global message…Global images • Interactive discussion with the Prospect, from the start of the interview to completion of the appointment, training and goal-setting process. • Limited to points that give basic knowledge and skills to conduct first sales calls to avoid overwhelming the individual. • Process allows Sales Leader to initiate a relationship • The guides include testimonials from real Avon Representatives and in its entirety represents the Global face of Avon

6. Appoint as Representative Train “Spot” Potential Leaders AT1 T2-4 Invite to AOM Prospect Appoint as Sales Leader Appoint as Representative & Introduce Sales Leadership D1 D1 Develop Train D2-4 T2-4 PATD Flow Wants to be a Representative Wants to be a Sales Leader

7. AT1 Objectives • Build rapport with the Prospect—share experiences and introduce Avon • Present Avon’s total earning opportunity through Personal Sales and Sales Leadership team building • Motivate with an inspiring vision/dreams for success and close the sale • Help the new Representative develop her Who Do You Know list • Provide an overview of how the business works • Agree on goals/next steps.

8. Appointment & Training Call 1Flow

9. AppointmentTraining Call 1 • We’ll go through the guide page by page • Make notes • Demonstrations / Skills practice

10. Materials to take into the call • Diary/Calculator/pens • Appointment Record Sheet • Territory Information • Appointment kit • Agreement • Brochure • Hello Tomorrow • NRDP Flyer • Demonstration Product • Plastic Wallet

11. IntroductionPages 0-7 • Introduce yourself • Confirm purpose of visit • Pre Interview • Share the “Avon Story” Getting to KnowEach Other Create a Connection

13. Pre Interview • What makes a good pre-interview? • Getting to know the prospect • Determining their needs • How do we do this? • Open/probing questions…….What, when, Why, Where and Tell Me. • Closed questions……….Yes or No answer to gain commitment. Pre - Interview

14. Pre InterviewSkills Practice • On your tables, Divide into 3’s • Sales Leader • Prospect • Observer • Sales Leader – find out as much about prospect as you can • Prospect – Script – not to show to Sales Leader • Observer – Observation form • When finished discuss in your groups • How much information was uncovered? Pre - Interview

15. IntroductionPage 2-3

16. The World of AvonPages 4-5

17. World Class ProductsPages 6-7

18. Avon’s Earning OpportunitiesPages 8-15 • Present Avon Earning Opportunity • Explain Sell – Share – Show • Top-line benefits • Identify record dreams/goals • Close the sale • Sign the agreement Getting On Board Dreams with Avon and Convert toRepresentative

19. The Avon AdvantagePages 8-9

20. Introduce Earning OpportunitiesPages 10-11

21. In Business for yourself,not by YourselfPages 12-13

22. Dreams and GoalsClose the SalePages 14-15

23. Overcoming Objections to Close the Sale • It is natural for people to have objections when a new idea is presented to them. • This is actually a buying signal, they are showing interest. • Techniques for overcoming objections • Felt/Found – ‘other people have felt like that but what they’ve found is…..’ • Suppose – ‘Suppose I….’ • Fact • Closed questions to gain commitment

24. New Agreement • Green Contract now has 4 carbonated copies • Back page includes Representative’s terms and conditions (formerly in the Yellow Book) • Back Page is left with the Representative – D Copy • Third copy now has the space for you to record details previously on the back – C Copy – Kept by you • B Copy should be given to the ASM • A copy should be sent to Corby • Meets Legal Requirements

25. Legal Leaflet • New Leaflet in the Appointment Pack • Space on here for you to fill in the admin fee amount. • Details extra terms not already on the back page of the Agreement – DSA and Legal requirement • This captures key legal information that the Representative must receive E.g. Returns Process, Disposal of Brochures

26. Step 3Getting StartedPages 16-21 • Initiate process of building Representative’s “Who Do you Know List” • Complete required documents while new Representative lists names • Review the WDYK list and indicate who on their list he/she believes could use more money or has bigger dreams • Introduce the Avon brochure as a key tool; top-line key features • Highlight 1-2 beauty products specific to that campaign • Top-line Avon Selling and Sales Leadership business cycles • Spotlight local success stories • Top-line Personal Sales commission structure and Sales Leadership bonus opportunity.. Getting Started

27. No More FROGS!!!!

28. Who Do You KnowPages 16-17

29. Who Do You Know ? Shortened to WDYK • Enable the Representative to explore her network • No restrictions of numbers • No restriction of categories • Anywhere in the UK • Everyone they know • Who can the Prospect share the Opportunity with?

30. Network – WDYKSkills practice • On your tables, Divide into 3’s • Sales Leader • Representative • Observer • Representatives – Read scenario • Sales Leader - find out information • Observer – Check List • When finished discuss in your groups • Did the sales leaders manage to gain share with and sell to information?

31. The Brochure Page 18

32. The Avon CyclePage 19

33. EarningsPages 20-21

34. Goals and TargetsPages 22 - End • Review 5 Basic Steps to Success • Record average order • Record campaign goals; confirm and record next steps • Contact information Getting Going Set Goals and Targets

35. Steps to SuccessPages 22

36. Territory, Campaign datesPage 23

37. Tear off Flap, Action PlanBack Page

38. Goal Setting • Everyone needs a goal to aim for • This instils drive and a sense of achievement • Goals should be realistic based on time available • Goals should be broken down into bite sized chunks • Territory and Network potential • 1st Week Goal • Customers/Sales/Earnings

39. Goal Setting - Scenario Mary has 3 days available in the next week to put her Brochures out and collect them. This means Mary can put her Brochures out twice. She will also be seeing 10 people on the WDYK List Suggest £10 Average Order Sales Leader Information Territory Your ASM has provided you with the following territory information. No Houses 105 Potential Customers 47 Expected Customers 20 Sales of £183.68 - Round down to £180 for easy calculation

40. Goal Setting • Demonstration • Please follow in your guides

41. Appointment Record Sheet • Fantastic one pager downloadable from the website • Record your new team member’s details and training call dates • Displays Goals vs Actual Customers and Sales • Track success and areas for concern or support • Spot your rising stars – potential Downline and President’s Club

42. In Summary • Strong Pre Interview • Identify Dreams and Goals – encouraging to dream big to establish desired earnings level • WDYK to explore their direct network, but not expanded on this call. • Simplified goal setting • Tear off flap • Plastic Wallet