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Anew Eye Creams + Consultative Selling Techniques - Notes Pages
- 1. 10/1/2015 1 3 Steps in Consultative Selling Elizabeth Demas #1 LABC so far in 2015 2010 Avon Woman of Enterprise Wife and mother to 4+ Elizabeth Demas - 2015 www.kcmegastore.com/blog Why are we doing this? Why are you listening? • To make money - Skin care gets you the most $ • To make President’s Club: double $$ on Anew C22-C26 • To train others, help your team grow Why am I talking? • 2014 Avon Sales: $669,161 • 2014 Skin Care Sales: $151,910 (23% of sales) • Sharing the same training I’ve done a dozen times over the years with new employees. Elizabeth Demas 2015 Learning today: 3 Steps in Consultative Selling 1. Know tips & tricks and basic information 2. Know your product line. 3. Ask the right questions to match your customer to the right product for them (quick example) Elizabeth Demas 2015
- 2. 10/1/2015 2 Head’s Up Before We Start • Today’s focus: Anew Eye Creams • Sometimes I’ll sound like I’m training you, sometimes I’ll sound like I’m selling to you. • Brain dump – write fast and/or listen a couple of times • We will end with an action plan to get going! Elizabeth Demas 2015 Eye Cream: Tips & Tricks & Basic Info • Application – ring finger • In general, as a person gets older, skin around the eyes doesn’t repair as fast (wrinkles and spots). Also, stuff (fat, water, whatever) doesn’t circulate as well (dark circles, bags) • Eye makeup remover and concealer are great companion products Elizabeth Demas 2015 Anew Vitale Eye Gel Cream • How to use it: morning and night, above and below • Major benefit: puffiness Elizabeth Demas 2015
- 3. 10/1/2015 3 Anew Reversalist Express Dual Eye System • How to use it: – Jar: morning and night, above and below – Lid – under eye, last step in morning, reapply as needed during day • Major benefit: fine lines, dark circles • Tip: kind of like magix – light reflectors hide imperfections – any skin color can use Elizabeth Demas 2015 Anew Platinum Eye & Lip Cream • How to use it: – Metal tip: morning and night, above and below – Flat tip – around lips (on face skin, not lip skin) • Major benefit: deep wrinkles, gives back definition • tip: applicator helps keep your oils out of jar, wipe off with tissue when done Elizabeth Demas 2015 Anew Ultimate Eye System • How to use it: – Jar: morning and night, above and below – Lid – last step under eye at night (geasy) • Major benefit: lines and bags under eye • Testimonial: top seller Elizabeth Demas 2015
- 4. 10/1/2015 4 Anew Clinical Eye Lift Pro Dual Eye System • How to use it: – Eyeball? Under eye – Brow? Under brow • Major benefit: lift upper eye, reduce/prevent crows feet • Testimonial/Tip: – Upper – mascara again – Crows feet – mushroom extract Elizabeth Demas 2015 Anew Clinical Absolute Even Dark Circle Corrector • How to use it: – Pop/twist off lid – twist top to “on” or “off” – Squeeze out enough – Apply under eye, use tip to move around – Looks grey, any skin color • Major benefit: dark circles • Testimonial: Wow!! • Tip – remember turn off(buy one get one for $5) Elizabeth Demas 2015 Avon Elements Eye Treatments • 2-in-1 Brightening Eye Roller: very, very light vibration, button battery, not replaceable, roll under eye only, move towards outer corner, 5-10 seconds, use finger to smooth in cream under and over eye • Moisture Boost: morning and night, above and below • Anti-Wrinkle Eye Roller: remember to twist on and off, squeeze to get product on roller ball, roll, roll, roll, use finger to smooth under and over eye Elizabeth Demas 2015
- 5. 10/1/2015 5 Now what? • Deep breath • Now you know basic info and tips and tricks • Now you know all 9 Avon eye creams • Now what? • Now ask the right questions to match customers to the product right for them Elizabeth Demas 2015 Pre-suggestion: look - ask Q’s “What are you looking for in an eye cream?” • Sagging upper eye? – eye lift w/crow’s feet – platinum w/lips creases • Bags under eyes? – all the time or sometimes? – Ultimate w/aged skin or Vitale (allergies/sleep) – eye roller (yellow for allergies/sleep, purple for old) • Dark circles? – have to ask to get this one – dark circle correct or vitale or eye roller – reversalist (with wrinkles) • Young, great looking eyes? – eye lift, vitale, moisture boost Elizabeth Demas 2015 Wait! Pull your thoughts together! • Most important – meet her needs – that’s not necessarily what you think she needs. • “Give me a moment, I want to make sure I get the best one for you.” Elizabeth Demas 2015
- 6. 10/1/2015 6 Suggestion time: • Know the one you think she should get – and the next best alternative. – Shows you’re specializing to her, not just cream of the day – Let’s her know she has the right one, and that second one is close, but not right – Can be 2 creams together (eye lift and ultimate) – Only show 3rd if new info, never show 4th alternative • Find it for her in the book, look for sales • Remind guarantee • Add on day or night cream in line • Add on eye makeup ($5 C21 Eye Lift sale) Elizabeth Demas 2015 Action Plan – THEN DO!!! • Set a sales goal – How much money do you need? – How much $ do you need to sell to get there? – How many eye creams is that? • Just do something for goodness sakes, lol – Text close friends and family right now: “Can you help me out? I need to practice picking out the right eye cream for people. If you were going to buy eye cream, what would you need it to do for you?” It fits in 1 txt! – Once you feel more confident… text regular customers. “Hey, when I bring the new brochure/your order, can I show you the eye creams? I have training now to help people find the right one. I need paractice, lol” Elizabeth Demas 2015 More training/help from here • Avon University Skin Care Class – it’s free and you get a pin • In-Person training – you get a big bundle of products and interactive training • Skin Care Consultation Quiz – eStore – Shop Now – Skin Care – Skin Care Consultation – Share on FB/Twitter/Pinterest: share buttons underneath (say something like: first 5 people to post their results and tag me – gets a free gift/discount/etc) – Save on Phone/tablet: “Add to Home screen” (pull up on screen & hand phone to every customer & ask them to run though it – you’re curious if the program will suggest the same line you think they should use Elizabeth Demas 2015
- 7. 10/1/2015 7 For fun – What I sell 0 20 40 60 80 100 120 Elem. Youth Dark Circle Vitale Reversalist Elem. Roller Elem. Moisture Platinum Eye Lift Ultimate 337 Eye Creams in 90 Days For more training as I roll it out, subscribe to my blog at www.kcmegastore.com/blog Elizabeth Demas 2015