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Published by RenaWare, 2017-11-16 17:15:57

Appointments and Referrals Seminar RW220M_1017 CAL

CAL


















Welcome to






Appointments






and Referrals




























































DIGITAL
VERSION

THIS SEMINAR COVERS:










Where are the People?










The Circle of Influence









The Unknown Market









The Powerful Talk










Be The Best









Managing Objections









Time to Act!






This mobile seminar is a quick reference guide,

for more details, refer to the full seminar in the

Business Center

This seminar focuses on




two key aspects:






Where to find the people.







How to talk to them in order



to book appointments and



ask for referrals.

To understand the role of


appointments in our business


we need to know about the


selling process. Since we are a


people business, there is no


other way to begin.





We find people through our


Circle of Influence and by using


proven methods to approach


people we don't know.






We give these people a powerful


talk to capture their attention in


order to book appointments and


obtain referrals.

SO WHERE ARE





THE PEOPLE?








All the people you have contact with

on a daily basis, could be potential

recruits, customers, or a source of

referrals.






We recommend always talking

about Rena Ware wherever

you go.

THE CIRCLE




OF INFLUENCE








Our circle of influence basically consists


of the people we know or the people with


whom we have a direct relationship.



The idea is to write down the names of all

the people we know, because each


person represents a new recruit, a sale,


or a source of referral, to keep expanding


our circle.











































Legal Note: When requesting referrals from anyone, you must
disclose in advance that those referrals may be contacted for
sales or recruiting purposes.

THE CIRCLE





OF INFLUENCE




















Friends

Sports and Family
Hobbies


Politics Neighbors



Owners of
Rena Ware Business
Products START Owners

HERE



Other Work
Groups


Friends of
Services Your Children



School Church

How to expand your



circle of influence






References are a powerful source of


potential customers because they have


the benefit of mentioning a mutual

acquaintance to open doors.




Ask for referrals from the people you


know, or from Rena Ware clients you

have. Most people will be willing to talk


to you when they know that a friend

recommended them.





Keep your Circle of Influence constantly


updated with each new contact you get.

This mobile seminar is a quick reference guide,
for more details, refer to the full seminar in the
Business Center
THE UNKNOWN



MARKET


















































Once you have contacted all the people in

your Circle of Influence, you will need to find

new prospects.



This means that you need to learn how to

approach directly other people in what is

known as “cold or unknown market”.







Legal Notice: When approaching a potential customer to make a sales
presentation, you must tell them who you are, why you are approaching
them, and what products you are selling. You must not imply that the sole
purpose of your contact is to ask the potential customer your opinion, or
to ll out a survey. In California, you must identify yourself, that you
represent Rena Ware, and explain that the purpose of your contact is to
make a Rena Ware presentation, immediately after greeting a prospective
customer and before saying anything else.

Tools to approach



the unknown market







THE AQUA NANO FILTER BOTTLE


























































Thanks to the new Aqua Nano Filter Bottle,

you have an excellent demonstration tool to

start a conversation with anyone.







WATCH THE VIDEO

TAKE YOUR FILTER BOTTLE WITH


YOU EVERYWHERE





It helps you to break the ice with other

people so you can tell them about the

Rena Ware Cause, Opportunity and

Products.

Tools to approach



the unknown market






SCENARIO 1




When you approach someone, first


state who you are, that you are a


Rena Ware Independent Representative


and the purpose of your contact, then

ask:







“Who do you know who would like to be
part of the solution to the environmental

crisis created from plastic bottles waste,


and at the same time earn some extra

money?”






If the prospect says they don’t know of


anyone, ask:




“Who do you know who would like to


have great tasting water at a fraction


of the cost of bottled water?”

Tools to approach



the unknown market






SCENARIO 2







This is an example of what to say


when somebody notices your


Aqua Nano Filter Bottle and


approaches you:









“I didn’t like the taste of my tap


water and I was paying too

much for bottled water.




But now I am not just saving


money, I am also helping to


protect the environment from

plastic pollution.”

Tools to approach


the unknown market












In both scenarios, invite the prospect

to join our Cause, show and share the


AQ645 and the AQ646 while explaining


the benefits the Rena Ware

Opportunity and Products have to





































In the event the prospect shows

interest in other Rena Ware products,


show and share the RW92.

Tools to approach


the unknown market










Plastic Never Goes Away CAL


2016. and Statistics.” Published online by www.bottledwater.org. Accessed June
Join Our Cause * “Bottled Water 2014: Reinvigoration, U.S. and International Developments
Help to eliminate single-use plastic THE AQUA NANO LEAVING PIECES
waste and earn additional income. CLEANER WORLD.
The Zylstra family — 4th generation owners
SIMPLE TO JOIN
A family company for over 75 years:
· Low entry fee. LESS PLASTIC. CAL (AQ645 AND AQ646)
More than 282 billion liters of · No inventory purchase required.
bottled water are consumed · Excellent commissions; fast payment. our environment and marine life.
annually worldwide.* SIMPLE TO SELL.
· Financing for customer orders. thousands of plastic bottles from damaging
All plastic is not recycled. · Minimal down payment. Aqua Nano water filters can help prevent
· Rena Ware ships products directly to
customers. Join Our Cause
Rena Ware’s
Discarded bottles enter the Contact Help to eliminate single-use plastic
environment. worldwide.*
waste and earn additional income.
consumed annually
Plastic breaks down into Plastic Never SIMPLE TO JOIN The AQ645 and AQ646 help to
microplastics. · Low entry fee. bottled water are
Goes Away · No inventory purchase required. last for generations.
More than 282 billion liters of bottled water are
282 billion liters of
Marine life mistake it for food. · Excellent commissions; fast payment. • Durability that allows our cookware to promote the benefits of the
consumed annually worldwide.* SIMPLE TO SELL
More than
· Financing for customer orders. • Cookware with lifetime warranties.
WATER FILTERS WITH
All plastic is not recycled.
May end up in our food chain. · Minimal down payment. performance.
· Rena Ware ships products directly to Aqua Nano water filters while
renaware.com customers. A GLOBAL MISSION • Water filters with extreme filtration
* Bottled Water 2014: Reinvigoration, U.S. and International AQ 645 CAL 2645.C1.0317 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I. JOIN OUR CAUSE
Developments and Statistics.” Published online by www.bottledwater.org. Discarded bottles enter the
Contact
Accessed June 2016. Only for California, Colorado, Iowa, Massachusetts, Wisconsin versatile features.
make your life a little more awesome.
environment. • Products with exclusive designs and showing your prospects how
Learn how Rena Ware can help you
Plastic breaks down into
microplastics. OFFERS CUSTOMERS:
through our outstanding Opportunity.
simple is to join our Cause.
We are dedicated to improving lives
OUR PASSION FOR QUALITY
Marine life mistake it for food. help to keep oceans clean.
excellent warranties.
offering top quality products with
May end up in our food chain. WATER FILTERS filters that provide fresh tasting water and lifestyle, including state-of-the-art water
world as a high integrity company
WITH A GLOBAL MISSION
Rena Ware is recognized around the
renaware.com innovative products to promote a healthy
PLASTIC WASTE
* Bottled Water 2014: Reinvigoration, U.S. and International AQ 646 CAL 2646.C1.0717 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I. JOIN OUR CAUSE
Developments and Statistics.” Published online by www.bottledwater.org. Rena Ware offers a variety of exceptional,
Accessed June 2016. CAUSE! Only for California, Colorado, Iowa, Massachusetts, Wisconsin PRODUCTS
QUALITY INTEGRITY FAMILY
ELIMINATE SINGLE-USE
·
·
COMPANY
A GREAT
A GREAT JOIN OUR EXCLUSIVE
OPPORTUNITY DISCOVER
AWESOME
THE PRODUCT/ RECRUITING
LEAVING PIECE (RW92)
BE AWESOME
• Transform your life. The RW92 offers information
• Bring people together.
• Improve the environment. about Rena Ware, our Cause,
Who doesn’t want a little extra income? You can be your own boss, set your own
With Rena Ware, it is: schedule and start to earn extra income products and life-changing
SIMPLE TO JOIN based on your efforts.
• Low entry fee.
• No inventory purchase required. Join the Rena Ware Family Opportunity.
• Excellent commissions. Fast payment.
SIMPLE TO SELL Next introductory meeting:
• Financing for customer orders. Date: Time:
• Minimal down payment.
• Rena Ware ships products directly to
customers. Place:
EASY. FUN
• We provide you with everything you need —
the tools, training, support and a little fun.
• You bring your enthusiasm and effort to earn
promotions, prizes, awards and recognition.
RW92 WW 1092.01.0317 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I. renaware.com

Tools to approach


the unknown market








The AQ645, AQ646 and RW92 are available in

2 , formats: digital and printed.



Share digital versions of these pieces via

instant messaging (WhatsApp, Facebook

Messenger, Line, etc.), text or email.




The main advantage is that in any of these
cases, both you and your prospect will have

each other’s information for future contacts

and follow-up.


These digital versions are available for

download on RenaDrive and the Mobile Kit.





































GO TO THE

MOBILE KIT

Tools to approach


the unknown market










Leave printed versions in places you frequent

often (supermarket, stores, restaurants, etc.)
or give to people you meet when prospecting.



Be sure to add your contact information on

the back so that your prospects can reach
2016.
you. LESS PLASTIC. CLEANER WORLD. and Statistics.” Published online by www.bottledwater.org. Accessed June * “Bottled Water 2014: Reinvigoration, U.S. and International Developments our environment and marine life.


Always try to book an appointment to see
The Zylstra family — 4th generation owners
Rena Ware’s
thousands of plastic bottles from damaging
A family company for over 75 years:
last for generations.
worldwide.*
Aqua Nano water filters can help prevent
consumed annually
• Durability that allows our cookware to
bottled water are
performance.
them as soon as possible.
• Cookware with lifetime warranties.
282 billion liters of
More than
versatile features.
• Water filters with extreme filtration
• Products with exclusive designs and
OFFERS CUSTOMERS:
OUR PASSION FOR QUALITY
help to keep oceans clean.
filters that provide fresh tasting water and
lifestyle, including state-of-the-art water
make your life a little more awesome.
innovative products to promote a healthy
Learn how Rena Ware can help you
Rena Ware offers a variety of exceptional,
through our outstanding Opportunity.
We are dedicated to improving lives
excellent warranties.
PLASTIC WASTE
PRODUCTS
DISCOVER
EXCLUSIVE
offering top quality products with
ELIMINATE SINGLE-USE
world as a high integrity company
AWESOME
Rena Ware is recognized around the
CAUSE!
JOIN OUR
QUALITY · INTEGRITY · FAMILY
COMPANY
Plastic Never
Goes Away
A GREAT
consumed annually worldwide.*
&QQ UQFXYNH NX STY WJH^HQJI
environment.
A GREAT
OPPORTUNITY Help to eliminate single-use plastic &HHJXXJI /ZSJ 'TYYQJI <FYJW 7JNS[NLTWFYNTS : 8 FSI .SYJWSFYNTSFQ 2F^ JSI ZU NS TZW KTTI HMFNS RNHWTUQFXYNHX 5QFXYNH GWJFPX IT\S NSYT renaware.com More than 282 billion liters of bottled water are (TSYFHY HZXYTRJWX · 7JSF <FWJ XMNUX UWTIZHYX INWJHYQ^ YT SIMPLE TO JOIN Help to eliminate single-use plastic
)NXHFWIJI GTYYQJX JSYJW YMJ
· 1T\ JSYW^ KJJ
Join Our Cause
SIMPLE TO SELL
waste and earn additional income.
2FWNSJ QNKJ RNXYFPJ NY KTW KTTI
· 3T NS[JSYTW^ UZWHMFXJ WJVZNWJI
· 2NSNRFQ IT\S UF^RJSY
· +NSFSHNSL KTW HZXYTRJW TWIJWX
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· *]HJQQJSY HTRRNXXNTSX KFXY UF^RJSY

Join Our Cause
AQ 645 WW (NO-CAL) a -TRJ 4KąHJ : 8 & a l 7 < ..
Not KTW (FQNKTWSNF (TQTWFIT .T\F 2FXXFHMZXJYYX <NXHTSXNS
Plastic Never
waste and earn additional income.
BE AWESOME · +NSFSHNSL KTW HZXYTRJW TWIJWX WITH A GLOBAL MISSION
SIMPLE TO JOIN
Goes Away
WATER FILTERS
JOIN OUR CAUSE
· 1T\ JSYW^ KJJ
More than 282 billion liters of bottled water are
• Transform your life.
consumed annually worldwide.*
· 3T NS[JSYTW^ UZWHMFXJ WJVZNWJI
• Bring people together.
SIMPLE TO SELL
· *]HJQQJSY HTRRNXXNTSX KFXY UF^RJSY
&QQ UQFXYNH NX STY WJH^HQJI
• Improve the environment.
schedule and start to earn extra income
· 2NSNRFQ IT\S UF^RJSY
)NXHFWIJI GTYYQJX JSYJW YMJ
HZXYTRJWX
environment.
· 7JSF <FWJ XMNUX UWTIZHYX INWJHYQ^ YT
based on your efforts.
Join the Rena Ware Family
Who doesn’t want a little extra income? You can be your own boss, set your own (TSYFHY [email protected]
5QFXYNH GWJFPX IT\S NSYT
Julia Willson
RNHWTUQFXYNHX
With Rena Ware, it is:
2FWNSJ QNKJ RNXYFPJ NY KTW KTTI 2:30 p.m.
SIMPLE TO JOIN
603 555-4636
Time:
• No inventory purchase required.
• Low entry fee. &HHJXXJI /ZSJ Next introductory meeting:
Date: 10/24/17
• Excellent commissions. Fast payment.
Place: Cocoa’s Coffee Shop
2F^ JSI ZU NS TZW KTTI HMFNS
SIMPLE TO SELL
• Financing for customer orders.
• Rena Ware ships products directly to
• Minimal down payment.
'TYYQJI <FYJW 7JNS[NLTWFYNTS : 8 FSI .SYJWSFYNTSFQ
renaware.com
renaware.com
)J[JQTURJSYX FSI 8YFYNXYNHX ë 5ZGQNXMJI TSQNSJ G^ \\\ GTYYQJI\FYJW TWL
customers.
• We provide you with everything you need —
WATER FILTERS
the tools, training, support and a little fun.
EASY. FUN RW92 WW 1092.01.0317 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I. AQ 645 WW (NO-CAL) a -TRJ 4KąHJ : 8 & a l 7 < .. WITH A GLOBAL MISSION (603) 2626-2421
• You bring your enthusiasm and effort to earn
Not KTW (FQNKTWSNF (TQTWFIT .T\F 2FXXFHMZXJYYX <NXHTSXNS
promotions, prizes, awards and recognition.
JOIN OUR CAUSE
25 Oct. 4:30 p.m.
Jalissa Green
(603) 8250-2631
Spring Plaza
28 Oct. 2:30 p.m.
Carol Smith
Ritz Coffe & Bakery
03 Nov. 9:30 a.m.
John Liberty
(603) 3460-7443
Columbus Ave. White
Port 34677

Tools to approach


the unknown market









GRAND DRAWING
C ARD
Your Name:
ID Code :
Complete the information and submit this section to the
Home Oce for the Grand Drawing. THE GRAND
Date:
Contact Name:
Phone: DRAWING CARD
Email:
RW54
Address:


Hello, my name is
and I represent Rena Ware International. I’m here talking with people
about the beautiful line of cookware Rena Ware oers and setting up
appointments to do a quick presentation. The 45 minute presentation
is enjoyable and very informative about cooking in a healthy and
delicious way. There is no obligation to buy and after the presentation, Includes a series of
you’ll be entered into a Grand Drawing for valuable Rena Ware
products just for answering a few simple questions. When would be
the most convenient time for me to come by? questions that have
proven successful in


CONTACT INFORMATION Keep this section for your records. catching the attention
Appointment
Date/Time: Today’s date:
of future customers,
Name:
scheduling Parties
Address:

Phone: and booking
Email:
appointments.
Comments:

Thank you, I will see you then. Before I leave, let me ask you …
(ask the two Hostess questions below and then questions 8 and 9 on
side2)
More gifts for you!
Have you ever hosted a Party before? Yes No
Are you interested in receiving special oers as a Rena Ware hostess?
Yes No
www.renaware.com
RW54 U.S.A. 1054.U1.0517 | Home Oce U.S.A. (425) 881.6171 | © 2017 R.W.I.
CUSTOMER RECEIPT You will be entered in the Rena Ware quarterly Grand
Prize Drawing. Drawings will be held March 31st,
June 30th, September 30th and December 31st of
each year. No purchase is required. Prize consists of $750 in Rena Ware products based on
the retail price in eect at time of drawing. There is no cash exchange for the prize. Winners
will have up to 90 days to select their products. Rena Ware reserves the right to make like
substitutions for the selected prize based on product availability. No current
employee or Independent Consultant is eligible for this drawing. The odds
of winning depend on the number of entries received. Questions concern-
ing the drawing must be directed to: VOID WHERE PROHIBITED
RENA WARE GRAND PRIZE DRAWINGS
15885 NE 28th Street
Bellevue WA 98008
Phone: 425.881.6171
DATE www.renaware.com 1

Tools to approach



the unknown market







GRAND DRAWING
C ARD
GRAND DRAWING
Your Name:
ID Code : C ARD
THE GRAND Complete the information and submit this section to the
GRAND DRAWING
Your Name:
Home Oce for the Grand Drawing.
Date:
ID Code :
C ARD
Complete the information and submit this section to the
DRAWING CARD Contact Name:
Home Oce for the Grand Drawing.
Your Name:
Phone:
Date:
ID Code :
Email:
RW54 Complete the information and submit this section to the
Contact Name:
Address:
Home Oce for the Grand Drawing.
Phone:
Date:
Email:
Contact Name:
Hello, my name is
Address:
Phone:
and I represent Rena Ware International. I’m here talking with people
about the beautiful line of cookware Rena Ware oers and setting up
Email:
appointments to do a quick presentation. The 45 minute presentation
Hello, my name is
Address:
and I represent Rena Ware International. I’m here talking with people
is enjoyable and very informative about cooking in a healthy and
The card is divided into delicious way. There is no obligation to buy and after the presentation,
about the beautiful line of cookware Rena Ware oers and setting up
you’ll be entered into a Grand Drawing for valuable Rena Ware
appointments to do a quick presentation. The 45 minute presentation
Hello, my name is
products just for answering a few simple questions. When would be
is enjoyable and very informative about cooking in a healthy and
three parts, the upper and I represent Rena Ware International. I’m here talking with people
the most convenient time for me to come by?
delicious way. There is no obligation to buy and after the presentation,
about the beautiful line of cookware Rena Ware oers and setting up
you’ll be entered into a Grand Drawing for valuable Rena Ware
appointments to do a quick presentation. The 45 minute presentation
part must be sent to the products just for answering a few simple questions. When would be
is enjoyable and very informative about cooking in a healthy and
the most convenient time for me to come by?
delicious way. There is no obligation to buy and after the presentation,
CONTACT INFORMATION
you’ll be entered into a Grand Drawing for valuable Rena Ware
Keep this section for your records.
administrative office for products just for answering a few simple questions. When would be
Appointment
the most convenient time for me to come by?
Date/Time: Today’s date:
the customer to be CONTACT INFORMATION Keep this section for your records.
Name:
Appointment
Address:
entered in the drawing. Date/Time: Today’s date:

CONTACT INFORMATION
Keep this section for your records.
Name:
Phone:
Address:
You keep the middle part Appointment
Email:
Date/Time: Today’s date:

Comments:
Name:
Phone:
for your records and Address:
Email:
Thank you, I will see you then. Before I leave, let me ask you …
Comments:
(ask the two Hostess questions below and then questions 8 and 9 on
give the customer the Phone:
side2)
More gifts for you!
Email:
Thank you, I will see you then. Before I leave, let me ask you …
(ask the two Hostess questions below and then questions 8 and 9 on
bottom part of the card. Have you ever hosted a Party before? Yes No
Comments:
Are you interested in receiving special oers as a Rena Ware hostess?
side2)
Yes No

More gifts for you!
www.renaware.com
Thank you, I will see you then. Before I leave, let me ask you …
Have you ever hosted a Party before? Yes No
(ask the two Hostess questions below and then questions 8 and 9 on
RW54 U.S.A. 1054.U1.0517 | Home Oce U.S.A. (425) 881.6171 | © 2017 R.W.I.
Are you interested in receiving special oers as a Rena Ware hostess?
side2)
More gifts for you! You will be entered in the Rena Ware quarterly Grand
Yes No
www.renaware.com
CUSTOMER RECEIPT
Prize Drawing. Drawings will be held March 31st,
Have you ever hosted a Party before? Yes No
June 30th, September 30th and December 31st of
RW54 U.S.A. 1054.U1.0517 | Home Oce U.S.A. (425) 881.6171 | © 2017 R.W.I.
Are you interested in receiving special oers as a Rena Ware hostess?
each year. No purchase is required. Prize consists of $750 in Rena Ware products based on
the retail price in eect at time of drawing. There is no cash exchange for the prize. Winners
Yes No
will have up to 90 days to select their products. Rena Ware reserves the right to make like
You will be entered in the Rena Ware quarterly Grand
www.renaware.com
substitutions for the selected prize based on product availability. No current
CUSTOMER RECEIPT
Prize Drawing. Drawings will be held March 31st,
employee or Independent Consultant is eligible for this drawing. The odds
June 30th, September 30th and December 31st of
RW54 U.S.A. 1054.U1.0517 | Home Oce U.S.A. (425) 881.6171 | © 2017 R.W.I.
of winning depend on the number of entries received. Questions concern-
each year. No purchase is required. Prize consists of $750 in Rena Ware products based on
the retail price in eect at time of drawing. There is no cash exchange for the prize. Winners
VOID WHERE PROHIBITED
ing the drawing must be directed to:
will have up to 90 days to select their products. Rena Ware reserves the right to make like
substitutions for the selected prize based on product availability. No current
RENA WARE GRAND PRIZE DRAWINGS
You will be entered in the Rena Ware quarterly Grand
CUSTOMER RECEIPT
Prize Drawing. Drawings will be held March 31st,
employee or Independent Consultant is eligible for this drawing. The odds
15885 NE 28th Street
June 30th, September 30th and December 31st of
of winning depend
Bellevue WA 98008on the number of entries received. Questions concern-
each year. No purchase is required. Prize consists of $750 in Rena Ware products based on
Phone: 425.881.6171 VOID WHERE PROHIBITED
ing the drawing must be directed to:
the retail price in eect at time of drawing. There is no cash exchange for the prize. Winners
will have up to 90 days to select their products. Rena Ware reserves the right to make like
RENA WARE GRAND PRIZE DRAWINGS www.renaware.com 1
DATE
substitutions for the selected prize based on product availability. No current
15885 NE 28th Street
employee or Independent Consultant is eligible for this drawing. The odds
Bellevue WA 98008
of winning depend on the number of entries received. Questions concern-
Phone: 425.881.6171 VOID WHERE PROHIBITED
ing the drawing must be directed to:
DATE
RENA WARE GRAND PRIZE DRAWINGS www.renaware.com 1
15885 NE 28th Street
Bellevue WA 98008
Phone: 425.881.6171
DATE www.renaware.com 1

THE POWERFUL




TALK








A powerful talk is a conversation


using certain elements, such as


phrases and questions, that work to


achieve a specific goal or response.





Be always ready to say something


that will arouse interest in your future

clients.

The 5-Point Star System



to obtain appointments







Healthy cooking methods

Fresh tasting water

Extra earnings opportunity


1










Best time? 5 2 Helpful and


enjoyable

presentation








No commitment 4 3 Drawing


participation












Create your own example of what you


could say during a presentation by putting


the 5-pointed star system into practice.

Be “The Best”










By becoming an expert conversationalist,

you will reach out to more people,


gaining useful information to sign up


more recruits and close even more sales.

















































Mastering the art of conversation is not

easy, however these tips will be very


useful.





TIPS

Be “The Best”









Obtaining an appointment is


about selling yourself rather than



selling the Rena Ware Opportunity


or products.







When you show confidence,


excitement and knowledge about


what you have to offer, people are



more receptive to what you say.











But in some cases, you will find


objections from prospects that


you need to learn how to


manage.

MANAGING





OBJECTIONS
























































Objections are concerns, questions, or


feelings (expressed or not) the future

customer or potential recruit has, that


may prevent you from obtaining a

presentation appointment.

MANAGING




OBJECTIONS














































MANAGING MANAGING
SALES RECRUITMENT
OBJECTIONS OBJECTIONS















No matter how good the approach or

presentation is, there is always the


possibility of objections.




In order to deal with the prospect’s


actual objection, it is necessary to

carry out a process called LCO.

MANAGING





OBJECTIONS















LCO




















LISTEN OFFER








CONFIRM


Use Alternative

communication solutions.
techniques.
Customer
Determine the solves

real objection. Understand the objection.
objection clearly.

Use closed questions
and pause.

MANAGING






OBJECTIONS








By listening actively, you will


receive valuable information


about the actual objection.



LISTEN It means being attentive to

what the prospect is saying,

to understand the feelings


and views of the person.

MANAGING






OBJECTIONS










Ask questions that allow


the client to reaffirm their

objection, or on the
CONFIRM
contrary, clarify it:

“So, what you’re saying is


that you worry about not


having enough time to

dedicate yourself to this


activity?”

MANAGING






OBJECTIONS










Once your client’s

response is affirmative


(“Yes, that’s my
OFFER
objection”), consider

possible solutions.





The key is to think:


“What would I do if I were


in your case?”

MANAGING





OBJECTIONS











LCO





LISTEN OFFER


CONFIRM




One of your goals in managing


objections should always be



to replace a negative thought


with a positive thought!





Look at the objections as



opportunities to share the


benefits your prospects will


enjoy with Rena Ware.

IT’S TIME TO ACT

























































You now have the basic


knowledge to get appointments


and referrals.





Now, put this knowledge into


practice and master this ability


by following these steps:

IT’S TIME TO ACT













Attend all seminars and meetings



organized by your leader.







Role play different scenarios with


other people in your group, as well



as family and friends to test your


objections management



capabilities.







Keep expanding your Circle of


Influence day after day.

IT’S TIME TO ACT














Look for opportunities to start


conversations with everyone,



strangers are just people you do not



know yet.



Remember, every time you open your



mouth, you are opening your


business.






Practice your Powerful Talk and learn


the 5-Point Star system so you



always have something to say.

IT’S TIME TO ACT





























5 And remember always to


ask for at least 5 referrals


after each Opportunity or



Sales Presentation you do.

GET STARTED NOW!













Always give your best













Commit step by step in



doing small changes that




improve your life and the



image you project.













The fruits you will collect



will be wonderful!























renaware.com


RW220M CAL 1220.C1.1017 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I.


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