How to sell oriflame products training [6]

How to make money todayStep one

HOW TO WORK WITH CATALOGUE


The catalogue is your

shop window

• Every month – new catalogue

• New products

• Key offers

• Product stories

• Experts recommendations

• Beauty tips

Receiving new catalogue learn about new

product,offers. You can find the most attractiveoffers on first pages,in the middle and on thecover.


The“Must Have!” offers

are wonderful everydayessential products atirresistible prices! Qualityguaranteed and easy to

sell

Experts advice: Tips,

tricks and advices which

are easy to understand

and achieve too

Our “We Love!”-products

are of exceptional quality,

high performance, and

breakthrough technology


HAPPY CUSTOMERS = YOUR SUCCESS!

Professional tips, tricks and advice

Great offers

Costumer ratings

Easy navigation


Distributing catalogues

and follow up

• Invest in catalogues

• Move the catalogues from home

to home

• Write your personal details for

communication (name, phone

number, e.mail)


More catalogues – more viewers – more customers

1 catalogue – 3-4 viewers –

2 customer


20 customer


40 customer


How to find customers

and sell products


How to sell products

Create a Name Bank and

invite to a meeting

Meet with people and

show catalogue

Place orders, ask for

referrals and add new

names in your Name Bank


How to create Name Bank

• Close family

• Other relatives

• Friends

This is your “inner circle”


Extending your Name Bank

• Neighbors

• Organizations you belong to

• Workplace colleagues

• Classmates from school

• Where you go shopping

• People you meet at social functions

• Referrals from your existing customers

Use contact list in your mobile phone, photo

albums, recommendations from friends


Continue to extend

your Name Bank

Always ask referrals

“Who do you know that would like

to see the new Oriflame catalogueand income opportunities?”

Outer circleand referrals

Innercircle


Role Play

Contacting people

on Name Bank

Call by phone and set up a meeting

What you

can say?


Prepare to meet

the customer

• Personal appearance

• Organise your bag

• Plan your diary,select a time

• Make it convenient to your

customers

• Create a warm and friendly

environment


Selling tools for the meeting


Match appropriate skin care

products for daily routine

Use the Skin care guide as the tool to find

best products

Advanced Skin Care: If you want

High Performance Results - select

products according to your Age and Skin

Concern

Skin Care By Skin Need: If you want

to tailor your skin care routine then select

the ones based on your Skin Type and

then Skin Need

Find them in the catalogue


Find the right Oriflame colors

for you and your customers

Use the color chart: a user friendly sales

tool to recommend Oriflame color

cosmetics to your customers

Step 1: Identify your customer’s mood

and the desired effect or preferred look

within the 3 brands: Oriflame Beauty;

Giordani Gold ; VeryMe

Step 2: Recommend a complete set of

make-up products, following the chart

from left to right. From “Lips” to “Face”.


Role Play

Phrases for introducing

yourself to customers


Working with customers

1. Ask questions

2. Show catalogue and

recommend products

3. Place orders

4. Delivery order and

show the next catalogue


Ask questions

•The purpose of open question is

–To define preferences of

customers in cosmetics

–To find out customer’s needs

–To help to customer to make

right choice

WHAT? WHERE? HOW?


Define

Ask open questions!

They cannot answer“YES”or“NO”

• HOW do you buy cosmetics?

• WHERE do you buy cosmetics?

• HOW OFTEN do you buy cosmetics?

• WHO do you buy cosmetics for?

• WHAT your preferences when do you choose

cosmetics?

• Which cosmetics do you use for daily routine?

DAMA


Accept

Get first “YES”

For instance:

“If I understood you correctly, you need to have this….”

DAMA


Match

Match the customers

needs to a product in the

catalogue

DAMA


Accept

Get second “YES” and start an order

For instance:

“Which product from this range do you want to order?”

Ask about additional products.

“Would you like to order additional product from

this range?”

DAMA


“What cosmetics products are you

looking for today”

“So,you are looking for moisturising

day cream for yourself and also do youneed a gift idea for your husbandon Valentine’s day?

“Let me recommend to you …”

“So, you want to order…Could I

recommend you also…”

DAMA


Role play DAMA

Role Play


Recommend additional products

related to customer interest


Recommend additional products

related to customer interest


How to work with

objections

An objection is a signal that the potential

customer is interested to learn more

“I haven’t got time at the moment.”

“I can’t afford anything this month.”

“I buy from one of your competitors.”

Role Play


After sales

•Thank the customer and note

their order in customer log book

• Clarify the amount to be paid

• Agree when you will deliver

• Ask for referrals “Who doyou know…”

- Show the next catalogue

and encourage repeat orders


More selling tips

• Start using product for yourself

• Use samples• Look out for special offers in

the catalogue• Tell about your favorite products• If you do not know the answer

,find out and then let the customer know later • Use ratings and forums with

feedback

• Show our icon products as greatexample of Oriflame quality


After sales communication

• Call the customer

• Ask questions

Don’t forget to congratulate your customers

on their birthdays or special dates


More successful methods

Increase your income by using

these proven methods:

• Open house

• Selling at work• Catalogue drop with follow-up• Online


Having an “Open House”

• Invite your friends to your home

• Present new catalogue

• Point put new products

• Organize “thematic parties” like a

• “Make up party”, “Skin care party”,“Wellness party”

Ask one of your friends to host a party for you

and give her some free products or offer

5 -10% of sales made”


Selling at work

• At your work place or your friends

• Distribute catalogues

• Be generous with samples

• Use Wellness at work

Business

How to sell oriflame products training [6]