Elizabeth Demas walks you through the consultative selling process, going over Anew eye creams in the process. Make more money now - focus on skin care sales! For more information, visit blog at www.kcmegastore.com/blog

1. 3 Steps in Consultative Selling
Elizabeth Demas
#1 LABC so far in 2015
2010 Avon Woman of Enterprise
Wife and mother to 4+

2. 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.

3. 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)

4. 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!

5. 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

6. Anew Vitale Eye Gel Cream
• How to use it: morning
and night, above and
below
• Major benefit: puffiness

7. 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

8. 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

9. 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

10. 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

11. 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)

12. 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

13. 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

14. 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

15. 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.”

16. 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)

17. 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”

18. 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

19. 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