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Published by RenaWare, 2019-11-28 15:05:31

RW205.U1 USA-1205-0819- Seminar-The Perfect Presentation_Neat

THE PERFECT PRESENTATION




SEMINAR






The complete guide to presenting the Cause, the Difference and the products

U.S.A.































































DIGITAL
VERSION
RW205 U.S.A.1205.U1.0819 1

Welcome to the

PERFECT PRESENTATION SEMINAR




This seminar is designed to improve your presentation skills so that you can build your team and make more
sales. It shows the perfect presentation process, which includes sharing the Cause, the Rena Ware Difference,
the products and their benefits, and it explains communication techniques to connect with your prospects,
listen to them and overcome their objections.


This is a great opportunity for you to learn how to become a successful presenter and achieve the perfect
presentation.


How to use this seminar for learning and teaching

This seminar is designed for both individual and classroom learning. It includes three main parts:


• Content pages that explain the subject of the seminar.
• Workbook that contains exercises to practice the content and assessment to measure your progress.
• Trainer slides that help teach the seminar to a group.


For individual learning
Use each section of the content together with its corresponding exercises. At the end, take the assessment to
see what you have learned.

For classroom learning
Use the trainer slides and the content pages. You can do the exercises as suggested on the slides, however give
priority to role plays: they are designed to simulate interactions with prospects and are more difficult to do
individually in your own time.


PAY ATTENTION TO THE FOLLOWING ICONS


Legal requirements that you must meet.

Quick tips.

Things to remember.

Things to say.

Link to additional resources.

Link to practice.



Always conduct your business with honesty, integrity and the highest level of ethics!



This document is the property of Rena Ware International. It may not be modified, and images and text contained in it may not be excerpted
or extracted for any use.


2 RW205 U.S.A.1205.U1.0819

THE PERFECT PRESENTATION
The complete guide to presenting the Cause, the Difference and the products



The perfect presentation process 4


Communicating effectively
• What do we mean by communicating effectively? 15
• Listening from the heart 16
• Six techniques to communicate effectively 19
• The power of non-verbal communication 20
• At a glance: communicating effectively 22


Presenting effectively
• Preparing 24
• The Grand Drawing Card (RW54) 26
• The eight steps of the presentation 28
• Following up after recruiting and selling 45
• At a glance: a successful Rena Ware presenter 47

Managing objections
• What is an objection? 49
• The LCO process 50
• The most common objections 52
• At a glance: best practices for managing objections 54


Glossary 56


Appendix
1. Table 1 with resources 60
2. Needs and feelings 61
3. Demonstrations 64
4. Legal requirements on sales 68
5. Forms 69
6. Games 85
















RW205 U.S.A.1205.U1.0819 3

The Perfect Presentation









THE PERFECT PRESENTATION

PROCESS




Rena Ware has developed a presentation flow that has proven very effective at getting people
to join your team, become your customers or both. We call it the “Perfect Presentation.” As
shown in Table 1, the perfect presentation flow covers a process that spans from approaching
a prospect to following up after an enrollment or a sale.

This seminar focuses on the part of the process where you actually give a presentation. This
part includes eight steps, with the most important being “Share the Rena Ware Difference”
(recruit). Why? Because it is by recruiting that you will really make your business grow, create
a sales organization, and increase your earnings. For that reason we recommend sharing the
Difference twice, at the beginning of the presentation and then again at the end, if the first
time was not successful.


Other parts of the perfect presentation flow are covered in more detail in other seminars, as
shown in Appendix 1.

Tables 2-8 show the parts of the process and the actions to take in each part.













































4 RW205 U.S.A.1205.U1.0819

PERFECT PRESENTATION PROCESS









TABLE 1: The perfect presentation process





TASK ACTION


APPROACH • Introduce yourself and Rena Ware
Tables 2 3 • Decide: start presentation/make appointment/ask for referrals




PRESENT 1. Pave the way
Table 4 2. Share the Cause and invite people to join your team





3. Share the Rena Ware Difference (recruit)
Table 5
4. Enroll your prospect





Table 6 5. Share the products (sell)
6. Close the sale





7. Ask for referrals

Table 7

8. Share the Rena Ware Difference again
(if not successful before)



FOLLOW UP • Be a good Team Leader
Table 8 • The Sale after the Sale





Look for the table numbers in the “Presenting Effectively” section.














RW205 U.S.A.1205.U1.0819 5

The Perfect Presentation





TABLE 2: Approaching your prospect




DO USE





Briefly introduce Grand Drawing Card (RW54),
yourself and Rena Ware. mini script on side 1







Determine whether to
give the presentation Question at the end of
immediately or make the mini script (RW54)
an appointment
for a later time.





Prospect: Now.
Go to Table 4
Start presentation.




Prospect: Later this week. Go to Table 3 first,

then to Table 4
Make an appointment.




Prospect: Really
not interested. Grand Drawing Card
(RW54)

Ask for referrals. Quesions 8-9










The digital version of all the presentation materials is available for download or print in renakit.com


Share digital versions of the presentation materials via email or instant message to interested people.






6 RW205 U.S.A.1205.U1.0819

PERFECT PRESENTATION PROCESS





TABLE 3: Making an appointment




DO USE




Check your
schedule and give a Your appointment
calendar
couple of options.







Get the prospect’s Grand Drawing Card
contact (RW54): side 1
information.







Thank your prospect • Leaving piece
and leave your contact
information and (AQ645-RW92)
• Your business card
appointment time.







Appointments and Referrals Seminar (RW220)
































RW205 U.S.A.1205.U1.0819 7

The Perfect Presentation





TABLE 4: Presentation Steps 1-2 | Pave the way. Share the Cause and invite to join.



DO USE


STEP 1
Lines and suggestions

Pave the way. from this seminar
p. 28


p. 1-14
STEP 2
• Water Filters Brochure
(AQ700) pp. 1-14 or
Share the Rena Ware
Cause and present (Optional) (optional)
the Water Bottle as • The Cause video
example of prevention. • Rena Ware Filter
Bottle (if you have it) or
• The Rena Ware
Filter Bottle video (optional) (optional)



• Question on
p. 15 (AQ700)
Invite the prospect • Suggested lines
to join your team.
from this seminar p. 15
p. 31



Prospect: Yes.
(interested in joining.)
Go to Table 5
Share the Rena Ware
Difference.




Prospect: No.
(not interested in joining.) Go to Table 6


Share the products.













8 RW205 U.S.A.1205.U1.0819

PERFECT PRESENTATION PROCESS




TABLE 5: Prospect interested in joining.


Presentation Steps 3-4 | Share the Rena Ware Difference. Enroll.



DO USE


STEP 3
The Rena Ware
Present the Rena Ware
Difference. Difference Brochure
(RW516)








Show the Let’s Start! renakit.com
Program.







STEP 4 • Independent
Consultant
Enroll your prospect. Agreement (RW1)
• Self Evaluation on

Fill out the paperwork. Direct Selling Best
Practices (RW32)
• Guide to Direct Selling
Best Practices (RW33)




Send WhatsApp
message with link renakit.com
to RenaResources.






Upcoming training
Schedule the first scheduled by yourself
training session.
or your Team Leader






Recruiting for Success Seminar (RW250)




RW205 U.S.A.1205.U1.0819 9

The Perfect Presentation






TABLE 6: Prospect not interested in joining.

Presentation Steps 5-6 | Share the products. Close the sale.



DO USE



STEP 5 • Water Filters
Brochure
Show the savings (AQ700) p. 13
from buying the • Suggested lines
Rena Ware Filter Bottle. p. 13
from this seminar
p. 34



Show how the savings
can be applied to Grand Drawing Card
other products that (RW54):
can improve the Questions 1 - 2
prospect’s lifestyle.





If your prospect is Grand Drawing Card
not sure help him (RW54):
or her decide. Questions 3 - 4




Depending on • Water Filters Brochure
(AQ700) pp. 16 - 25
prospect’s answer to • (Optional) Water filters
questions introduce:
sales video
• Cookware
At home water filtration
and/or presentation or
brochure (RW720)
Cookware and the • (Optional) “Buen
“Buen Comer.”
Comer” video
(optional)

















10 RW205 U.S.A.1205.U1.0819

PERFECT PRESENTATION PROCESS












Show chosen • Water Filters Brochure
products in detail: (AQ700)
pp. 26-29

At home water filters • Product Catalog
and/or (RW760)
Cookware. • If applicable, lab
results (in California
upon prospect’s request)





(optional)
Recap/Show overview Product Broadside
of chosen product line. (RW70)





STEP 6
Close the sale. Grand Drawing Card
(RW54):
Help prospect Question 5
choose a product.



Say regular price Current Price
and specials List (RW59)
and emphasize and Specials in
the savings. renakit.com




Grand Drawing Card
Present payment options. (RW54):
Question 6



Sales contract
(RW620)
Fill out the paperwork.
Credit application
(RW621) if applicable










RW205 U.S.A.1205.U1.0819 11

The Perfect Presentation






TABLE 7: Presentation Steps 7-8 | Ask for referrals. Share the Difference again.




DO USE


STEP 7
Ask for referrals. Grand Drawing
Schedule a new Card (RW54)
presentation Questions 7-9
(if applicable)


STEP 8
Share the Rena Suggested lines from
Ware Difference this seminar p. 44
again (if prospect Go to Table 5
has not joined yet).



Fill out the final
paperwork, regardless Customer statement
of the outcome of concerning sales
presentation (RW51)
the presentation.




TABLE 8: Follow up | Be a good Team Leader/The Sale after the Sale


DO USE


• Call, text, message
If you recruited on social media
a team member, • Link to renakit.com
reach out and • Suggested lines
offer support. from this seminar
p. 45


• Call, text, message
on social media
If you sold product, • Use & Care videos
reach out to your and links to manuals
customer and • RenaBlog
offer support. • Suggested lines
from this seminar
p. 46




12 RW205 U.S.A.1205.U1.0819

PERFECT PRESENTATION PROCESS






Rena Ware presentation materials are based on the company’s best sales practices and are designed to
maximize the impact of your presentation. The materials also take into consideration legal requirements
for your protection and may not be altered or deviated from in any way.


Remember that Rena Ware advocates a healthy diet and promotes the benefits of “water-less” cooking,
but Rena Ware cookware, water filters, and other products do not cure or treat cancer, diabetes or any
other disease, and you must not make any such claims.


Please follow the pages of the materials, and present only the information included.




The following characters will help illustrate some concepts of this seminar:


RENA WARE
INDEPENDENT REPRESENTATIVES PROSPECTS





























Look out, as they may appear in different outfits!




If you are a Leader using this seminar to train other Independent Representatives, after completing the
seminar, including Practice and Assessment, you could make arrangements so that the representatives
can:
1. Observe you giving a presentation.
2. Practice with a “mock” presentation without real prospects.
3. Be accompanied by you on their first presentation appointment.


See the Practice section for more details.
If you are a Consultant learning with this seminar, ask your leader or sponsor about points 1-3 above.






RW205 U.S.A.1205.U1.0819 13

The Perfect Presentation






































COMMUNICATING


EFFECTIVELY


WHAT do WE MEAN BY
COMMUNICATING EFFECTIVELY?

LISTENING from THE HEART

SIX TECHNIQUES to
COMMUNICATE EFFECTIVELY

THE POWER of NON-VERBAL
COMMUNICATION

AT A GLANCE: COMMUNICATING
EFFECTIVELY











These communication principles and
techniques can be applied in many situations
of your professional and personal life. The
results can be very rewarding!







14 RW205 U.S.A.1205.U1.0819

COMMUNICATING EFFECTIVELY
time pressure









Being effective at recruiting and selling requires
communicating effectively.


By communicating effectively you can: doing something else

• Get and maintain your prospect’s attention.


• Get your message across.


• Identify your prospect’s needs and find a thinking you know
way to meet them.
COMMON
GROUND
• Build trust so that your prospect sees you COMMON GROUND
as a reliable professional and feels judging
comfortable joining your team or buying
from you.


WHAT do WE MEAN Barriers that can prevent you from

BY COMMUNICATING listening:
EFFECTIVELY? Time Pressure.



Doing or thinking about something else
To communicate effectively, you need to listen, while the prospect speaks.
obtain as much information as possible, verify
it, and express yourself clearly, confidently, and Thinking you know what the prospect will
concisely. say or is thinking.


For some people, listening is the most Judging your prospect.
demanding action required for effective
communication. People usually believe they You can overcome these barriers by:
are listening, but often they are just waiting
for their chance to speak. Preparing for your presentation.

Listening is not only hearing what your prospect Focusing on what your prospect is actually
says, but also finding out what he or she is saying.
assuming, implying or not saying.
Identifying your prospect’s feelings and
needs.

Finding common ground with your
prospect.





EXCERCISE 1 RW205 U.S.A.1205.U1.0819 15

The Perfect Presentation








LISTENING from THE HEART





Listening carefully



Let’s do the following activity to practice listening carefully. Choose two or three questions at random and
answer them:




1. What does a starved lion eat? 7. If an electric train is traveling
southbound, in which direction is the

2. Which statement is right, “The egg yolk smoke going?
is white” or “Egg yolks are white”?
8. Juan’s father has four children. Momo,
3. Could a man get married to his widow’s Meme and Mumu are three of them.
sister? What is the fourth child’s name?

4. There are 30-day months and 31-day 9. What goes up and down, but still
months. How many months have remains in the same place?
28 days?
10. The word Paris begins with “P” and

5. How many animals of each species were Ends with “E”, true or false?
in Moses’ Ark?


6. What color are the sleeves of Mr. Jose’s This activity quickly shows two things:
green vest?
1. | That listening requires our undivided
attention;


2. | That there is more than one way of
looking at or perceiving things (see for
example, question 10)

Listening carefully and really understanding
what your prospect is asking helps you to
respond appropriately. A hasty response can
lead to doubts and divert the conversation.







Answers: 1 - Nothing: the lion is already dead. 2 - None: egg yolks are yellow. 3 - No, he is already dead. 4 - All of them have 28 days. 5 - It was Noah’s
Ark. 6 - Vests do not have sleeves. 7 - Nowhere: electric trains do not blow smoke. 8 - Juan. 9 - The stairs. 10 - True: the word Paris starts with “P” and
the word Ends with “E”.


16 RW205 U.S.A.1205.U1.0819 EXCERCISE 2

COMMUNICATING EFFECTIVELY














Issues, feelings, needs and proposals Applied to selling and buying, this means that
people rarely buy “products” or “services”. They
Really listening requires letting go of our buy a way (through a product or service) to
thoughts and judgments, and focusing only on meet a deeper need. For example, a possible
the other person. But what should we listen for? need related to the purchase of cookware or
water filters could be a healthy lifestyle. If you
In order to connect with people, we should know and understand that need, you will be
1
listen for their needs. Everything we do and able to recommend the solution that works best
say is the expression of and an attempt to meet a for your prospect.
need. When we listen for needs, we listen from
the heart. However, often needs are not stated Similarly, if you can understand the need that
openly or clearly. Many people tend to state is underneath an issue, you will be able to work
more issues and feelings. Issues and feelings with your prospects towards a solution that
are on the surface, while needs lie deeper works for them.
underneath.
For example:

EXPRESSED ISSUE: I don’t have money.

POSSIBLE FEELINGS: Uncomfortable,
anxious, worried.
FEELINGS
Issues
POSSIBLE NEED Security, stability
UNDERNEATH (knowing they can
THE ISSUE: pay for the product).
















NEEDS












1 These concepts have been adapted from Marshall Rosenberg’s extensive work on Non Violent Communication (NVC) or compassionate communication.


RW205 U.S.A.1205.U1.0819 17

The Perfect Presentation







How can we identify feelings and needs when For example:
they are not stated openly?
I want stability. (A NEED)
We kindly ask the other person. When we do, I don’t want instability. (NOT A NEED)
it is important to connect a feeling to a need, as
the need is what counts. We can use a question It takes some practice to be able to identify
like: Are you... (feeling) because you want... someone else´s feelings and needs, and
(need)? sometimes even our own! Yet, it is very
rewarding practice because it helps to create
For example: more meaningful and lasting connections
with others. And direct selling, more than
Are you worried (feeling) because you other ways of selling, is about creating and
would like to be sure that you can pay for the maintaining connections!
product (need)?
What happens after you have identified
If our guess is wrong, the other person will feelings and needs?
correct it, and we will learn more about their
feelings and needs. A few more examples of You can follow up with a proposal. Making a
communication that demonstrate listening proposal after identifying feelings and needs
from the heart are offered in table on the next increases the chance that the proposal will be
page. heard and maybe accepted, because the other
person felt heard first. For example, a possible
Needs are universal. Everybody can relate proposal to follow up on the exchange above
2
to needs, although they may have different could be:
priorities. They are also always positive: they are
about what we and others want, not about what Would it help to know that you can make low
we or others do not want. monthly payments?


I DON’T HAVE
MONEY.
Identifying feelings and needs out loud might
not be appropriate in all situations, but it is
WOULD IT HELP TO
KNOW THAT YOU
CAN MAKE LOW helpful to do it silently in order to create a
MONTHLY PAYMENTS?
connection, make a better, more suitable
proposal and keep moving things forward.


















2 For a list of needs, as well as lists of feelings when needs are met and when needs are not met, see Appendix.


18 RW205 U.S.A.1205.U1.0819 EXCERCISES 3-5

COMMUNICATING EFFECTIVELY

SIX TECHNIQUES to

COMMUNICATE EFFECTIVELY




1 “Why do you buy bottled water?”
EXAMPLES
ASK OPEN QUESTIONS
Use these questions to start the conversation, break
the ice and also to get more information from your
“How do you usually prepare your food?”
prospect. Asking “Why?” or “How?” is appropriate
for this type of question.



ASK CLOSED QUESTIONS “How many people are in your family”?
Use these questions when you need “yes” or “no” “Is good nutrition important for you and your family?”
answers or short, specific answers. These questions “How much do you spend on bottled water every week?”
give your prospect limited options and help you “Would you like to help eliminate plastic waste and earn extra
2g the closing. income?”
durin
3 “Please continue…”

ASK FOR MORE INFORMATION
Invite your prospect to talk a little more about
“Tell me more about...”
a specific topic. This will help you know better
what your prospect wants or is thinking.
“What else could you say about (...)?”
4 You:

PAUSE
Pause several times during the conversation and pay
“Rena Ware water filters provide significant savings compared to
attention to what your prospect says. For example,
purchasing bottled water.” (silent pause)
talk about a product benefit and then pause; your
prospect will likely say something about it, whether
to confirm the importance of the benefit or to ask PROSPECT:
“Could you give me an example?”
a question.
5 PROSPECT:

CLARIFY
“I don’t like the taste of my tap water or I would drink more of it.”
Listen from the heart
Confirm in your own words what your prospect
You:
“So what I hear you say is that you would drink more water
just said. Clarifying shows understanding, keeps
the communication open, and gives you the
opportunity to keep moving towards closing. if it tasted better.”
PROSPECT:
6 PROSPECT:
“Yes.”

ACKNOWLEDGE
Listen from the heart
“My mother used Rena Ware cookware when I was growing up.”
Notice and understand the emotional experience
You:
of your prospect. If appropriate, reflect it back to
“So, it feels familiar and comforting to you.”
them.







EXCERCISES 6-8 RW205 U.S.A.1205.U1.0819 19

The Perfect Presentation





THE POWER OF NON-VERBAL

COMMUNICATION




When we communicate, part of our message is in what we say - our words (verbal communication), and
another part is in how we say it - our body language, including our facial expressions, gestures, posture,
and our voice (non-verbal communication).
Non-verbal communication has the power to make or break a verbal message: if there is a mismatch
between verbal and non-verbal, the person receiving the communication will tend to believe the non
verbal or at least doubt the verbal message.


So be aware of your non-verbal communication and ensure that it does the following two things:

1. Match the verbal communication of your presentation.
2. In general, convey openness, friendliness, and honesty.


Follow these suggestions.

Face and body



NOD.
When your prospect talks, nod occasionally and
appropriately to show that you are listening.


RELAX YOUR FACE. MAKE EYE CONTACT.
Be aware of your Look your prospect in
expressions. Avoid the eye when you talk
grimaces and frowns. and when they talk.




SMILE. GESTURE
Smile genuinely, with INTENTIONALLY.
your mouth and Use your hands to
your eyes. If your eyes support what
don’t follow your you are saying.
mouth, your smile Don’t fidget with
will be perceived as your clothes, hair,
less genuine. presentation materials,
etc.


RELAX AND “OPEN” YOUR BODY. BE MINDFUL OF PERSONAL SPACE.
Whether you sit or stand, relax your shoulders, Be at the “right” distance from your prospect:
keep arms and legs uncrossed. not too close nor too far.






20 RW205 U.S.A.1205.U1.0819

THE POWER OF non-VERBAL COMMUNICATION




Voice







VOLUME PITCH SPEED
Speak at a suitable volume Change the intonation to Try to keep a comfortable pace
for the situation. Typically, match what you are saying. for your prospect. Typically,
not too low because you Don’t speak in a monotone. this would be fast enough to
will be perceived as lacking maintain interest, but slow
confidence, not too loud enough for clarity.
because it will be annoying.


“Read” your prospect 3


Don’t stop at watching your own non-verbal communication. Watch your prospect’s too to find clues on
how they feel about you and your presentation. Keep in mind that every body is different and so can be
their non-verbal communication. But there are common traits. See some examples below.


Feeling Non-verbal communication


BORED Drumming fingers, swinging feet, looking around, looking at the
time, yawning.


INTERESTED Stillness, focus, leaning forward, matching eye contact, nodding.




CLOSED Crossed arms/legs, looking away from you.





CONSIDERING Touching chin, lips or other parts of face; pursed lips.





INSECURE Fidgeting with hair, clothes; avoiding eye contact; clutching
objects to body.






Much of non-verbal communication depends on the culture and the relationship. For example, eye
contact and personal space may vary greatly between two friends, two strangers and between
different cultures.



3 Adapted from S. Harrison (2010), Ideas Selling.


EXCERCISES 9-10 RW205 U.S.A.1205.U1.0819 21

The Perfect Presentation




AT a GLANCE: COMMUNICATING
EFFECTIVELY




1 4
LISTEN TO YOUR PROSPECT to obtain as
Mention the connection when
much information as possible and identify his
talking with a prospect referred to you by a
friend or acquaintance. This will generate trust.
or her needs.

USE TESTIMONIALS from satisfied
ASK QUESTIONS: ask different types of 5
questions to understand your prospect’s needs members of your team, other Independent
2 and concerns. Representatives and customers. Real examples
help build confidence and trust.
TALK FOR AND WITH YOUR PROSPECT:
present in an easy to understand manner; 6
WATCH YOUR NON-VERBAL: smile,
3 notice how your prospect speaks and use make eye contact, gesture with intention and
some of their words. That improves mutual purpose, speak in a vibrant voice, at a pace that
understanding and creates connection. maintains interest and clarity.



THAT’S A NICE BOTTLE! IT SEEMS GOOD FOR TRAVELING...

4 YOUR COUSIN ENRIQUE SAID YOU LIKE TRAVELING. DON’T YOU 3
THINK THE RENA WARE FILTER BOTTLE WOULD BE PERFECT?
YOU’D HAVE FRESH-TASTING WATER ANYWHERE!
2



1



5


6
Reviews.com
DELMY
I SAVE SO MUCH MONEY
NOW THAT I HAVE MY
FILTER & THE WATER
ACTUALLY TASTE GOOD!
NO MORE WATER BOTTLES!











Talk to 10 or more prospects a day! The more prospects you talk to, the more opportunities you will
have to grow your business.





22 RW205 U.S.A.1205.U1.0819 EXCERCISES 11-15

PRESENTING

EFFECTIVELY



PREPARING

THE Grand DRAWING CARD (RW54)

THE EIGHT STEPS of THE PRESENTATION

FOLLOWING UP after RECRUITING
AND SELLING

AT A GLANCE: A successful
RENA WARE PRESENTER




























RW205 U.S.A.1205.U1.0819 23

The Perfect Presentation







Presenting effectively means presenting in a
way that will bring your prospect to buy, join or
both. You can do that by organizing what you Cookware seminar
say and what you show, having a structure and (RW240)
following some steps.


By presenting effectively you can:


• Ensure that you share all the relevant
information, without leaving out important Water filters seminar
parts. (AQ242)


• Stay focused.

• Get and maintain control of the interaction
with your prospect.


• Ensure that your prospect sees you as an Contract guide
expert and feels comfortable joining your (RW530)
team or buying from you.



PREPARING Ask your Team Leader if you have any

questions about the presentation content,
the process, the materials or the products.
Don’t improvise delivering your presentation,
prepare for it (with patience). Follow these Practice giving the presentation: pay
suggestions. attention to what you say and how you say it.


Review the content of the presentation Observe your presentation: watch yourself
materials. in a mirror; film your practice and review
the video; practice with someone you trust
Become an expert. The following seminars and ask him or her for honest feedback.
can help you:






Recruiting for
success seminar
(RW250)












24 RW205 U.S.A.1205.U1.0819

PRESENTING EFFECTIVELY







THE DAY before
A SCHEDULED PRESENTATION





Verify the address and decide how
you will get there ahead of time.





Check how many prospects you
have in the area to make the most
of your visit.




Have all the presentation materials
(printed and/or digital) organized
and ready for the presentation.



Try to get some rest and do
something that brings you joy. It
will help you stay skillful during the
presentation.




THE DAY of
A SCHEDULED PRESENTATION





Set the Perfect Presentation as a
goal for your meeting.




Take the opportunity to canvass the
prospect’s street or neighborhood
and make a few cold calls
(unscheduled visits).














EXCERCISE 16 RW205 U.S.A.1205.U1.0819 25

The Perfect Presentation








THE GRAND DRAWING CARD (RW54)









Use the Grand Drawing Card (RW54) as a
guide to help you make a more effective and
organized presentation.


Benefits of the Grand Drawing Card
(RW54) TOP
Submit to the

• Is a pocket guide to completing the steps of Administrative
the presentation. Office.


• Gives you and your prospect the opportunity
to win the Grand Drawing.


• Helps you to maintain and expand your
Circle of Influence.


• Helps you to keep track of client and prospect MID
information. Keep for your

personal
• Gives you useful information to monitor records.
your team’s results.


The Grand Drawing BOTTOM

Give to
The card lets you and your prospect enter the prospect as
Grand Drawing to win free Rena Ware products. receipt, only
First, let your prospect know the prize and the after the
date of the next drawing. Then, complete the presentation.
top, mid and bottom portion of side 1 and:


















26 RW205 U.S.A.1205.U1.0819

PRESENTING EFFECTIVELY



















The self-introduction script


The card also includes a mini script to approach If you are making a cold call at a residence
the cold market. (visiting without an appointment), you must:



• Say your name and identify yourself as a
Rena Ware Independent Representative.
• Say why you are approaching the person
and what you are selling.
• Give your contact information as well as
Rena Ware’s contact information.

In California you must do this immediately
after greeting a prospect, before asking any
other questions or saying anything else.
With this script you can:

• Introduce yourself.

To approach the warm market, you can
• Establish if you are going to give the slightly adjust the script by adapting your self-
presentation immediately, make an introduction to the situation. For example, to a
appointment or ask for referrals. friend you could say:


If your prospect is interested and has time, you I just started my own business with
give the presentation immediately. Rena Ware. Have you heard of them? They
make really high-quality cookware and water
If he or she in interested but does not have time, filters. I’m really excited about it and I’d like to
you make an appointment. talk with you. When can we meet?


If he or she is not interested, you ask for
referrals.

















EXCERCISE 17 RW205 U.S.A.1205.U1.0819 27

The Perfect Presentation







THE EIGHT STEPS of

THE PRESENTATION




1 2 3 4


























PAVE THE WAY SHARE THE CAUSE SHARE THE ENROLL YOUR
DIFFERENCE PROSPECT


If enrollment is successful, STOP HERE.


If not, CONTINUE:

5 6 7 8


























SHARE THE CLOSE THE SALE ASK FOR REFERRALS SHARE THE
PRODUCTS DIFFERENCE AGAIN




28 RW205 U.S.A.1205.U1.0819

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STEP 1 | TABLE 4 WITH AN APPOINTMENT
PAVE THE WAY

At an appointment, pick up where you
left off when you set the appointment. Get
Paving the way is the preparation before you reacquainted with your prospect, give a
launch into the content of the presentation. friendly greeting and present the “thank-you”
It follows the approach (see Table 1), so it gift, if one was promised. Thank your prospect
depends on the type and the outcome of the
approach. for allowing you to talk about Rena Ware and
find a comfortable quiet place to start the
presentation.



Have your Rena Ware Filter Bottle on hand
and make it visible to attract the attention
of the prospect and other people who may If you offered a gift, YOU MUST give it. Offering
be present. a gift but not giving it is a violation of the
Rena Ware Code of Ethics. You must give the
gift immediately upon greeting your prospect.


WITHOUT AN APPOINTMENT/
COLD APPROACH
HELLO!
THIS IS FOR YOU!
After using the script on side 1 of the Grand
Drawing Card (RW54), if your prospect lets
you give the presentation immediately, thank
him or her and find a comfortable quiet place.

Keep in mind that many enrollments and
sales are made approaching the cold market in
person and in spite of all your preparation, you
may face reluctant people.

Don’t become frustrated; instead, use the
communication skills and suggestions from
this seminar. Many people who are reluctant
to listen become more receptive when you
get their attention. Keep in mind that you are
there to share the benefits of the Cause, the
Rena Ware Difference and our great products.













EXCERCISE 18 RW205 U.S.A.1205.U1.0819 29

The Perfect Presentation








BREAK THE ICE What to say?



Whether you are giving a presentation • Ask about your prospect’s day, the weather,
immediately after approaching a prospect or the neighborhood, your prospect’s children,
later at an appointment, you can follow these etc.
tips:
How’s your day been so far?
• Try to sit next to your prospect. In body Are these your children? How old are they?
language, a person sitting next to you
during a conversation is considered an • Give genuine compliments on something or
advisor. Try to prevent the prospect from someone that draws your attention.
being distracted: for example, sit away from
the TV if it is on. I really like your bag/glasses/how you decorated
this room.
• Have some conversation so that you and
your prospect can get a bit comfortable. • Ask where your prospect is from and make
a kind comment about that place.
• Show sincere interest in your prospect.
We used to go there with my family on weekends.

• Ask about your prospect’s eating habits.


How often do you cook at home?; What is your
favorite food?; How do you prepare it?

Then try to use the information during the
presentation.



BEFORE THE PRESENTATION



Briefly announce what is going to happen.
For example, you could say:


I am going to talk to you about the Rena Ware
Cause and how it is helping the environment.
Then I would like to tell you about our
You must immediately finish a presentation business opportunity and show you our
or demonstration upon a prospect’s request.
incredible products. Does that sound good?











30 RW205 U.S.A.1205.U1.0819

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DURING THE PRESENTATION When using brochures (in print or digital):

• Hold the brochure in front of you facing
Share your motivation. Find a moment and forward so both you and your prospect can
a way during the presentation to tell your see it.
prospect why you joined Rena Ware and
are now promoting its Cause, its business • Stop occasionally and ask your prospect if
opportunity and its products. You could talk he or she has any questions.
about what you like about Rena Ware, what you
are passionate about or what you experienced. • If there is a question you cannot answer,
For example, you could say: inform your prospect that you will let him
or her know as soon as possible (then do
(When talking about the Cause) so! If necessary, contact your Team Leader),
You know, this exactly why I decided to join and continue the presentation.
Rena Ware. I wanted to do something concrete
to improve the environment, and for me sharing • Keep control and guide the presentation,
the Cause does that. I am doing it. using either a pencil, pen, pointer (or your
finger as a last resort).
(When talking about cookware)
You know, I joined Rena Ware because I • Make sure the prospect does not take the
wanted to become a good cook. So first I bought brochure while you are explaining. This
the utensils, I fell in love with them and the could distract you.
water-less cooking method and now I want
more people to have them.

Or you could talk about other real cases you
know of. For example, you could say:


You know, some of our Independent
Representatives joined because they are really
passionate about improving the environment.
Others really love to cook and they fell in love
with the cookware and the Rena Ware healthy
water-less cooking method and want to share it When using videos:
with as many people as possible.
• Don’t talk over the videos. Let your prospect
Whether you decide to say why you joined or enjoy them.
why others joined, keep it short and on point.
This is meant to create connection and give • Watch the videos with your prospect. Don’t
you credibility. The focus should stay on your do other things that might distract him or
prospect. her.

• At the end, ask a closed question to get a
YES response.





RW205 U.S.A.1205.U1.0819 31

The Perfect Presentation







STEP 2 | TABLE 4
SHARE THE CAUSE
To start the presentation you have the option
to play the Cause video that is on p. 4 of the

Start by talking about the Cause. Use: Water Filters Brochure (AQ700). At the end
of the video, continue the presentation from
p. 7, or play the video on p. 7 to present the
Rena Ware Filter Bottle.
the Water Filters
Brochure
(AQ700) pp. 7-14
pp. 1-14
+



and:
or

• Talk about the importance of water
+
• Say how single-use plastic bottles damage
the environment. Make it relevant for your
prospect. For example you could say:
After talking about the Cause, ask the question
Where do you get your water? on p. 15 and follow up with a transition. For
example, you could say:
(If you have seen the prospect’s type
of water supply) I noticed you use bottled (Are you ready to be a part of the
water… solution?) Since you like the Cause and the
bottle, there’s good news! You could actually
• Emphasize that prevention is the solution, earn the bottle without paying for it now. If
for example by using the bottle. For example, you join my team, you will be sharing the
you could say: Cause and earning money! I could show you
how that works and what program we have to
One way to prevent single-use plastic waste and earn the bottle and other products.
help the Cause is the Rena Ware Filter Bottle... or
(Are you ready to be a part of the
• Describe the features of the bottle or use the solution?) I am looking for people like you
Rena Ware Filter Bottle video. to join my team and share the Cause, our
business opportunity and our products with
more people. You would have a bigger impact
on the environment and you would be earning
money. You wouldn’t even have to buy the
bottle, you could earn it. I could show you how
that works and what program we have to earn
the bottle and other products.




32 RW205 U.S.A.1205.U1.0819 EXCERCISE 19A

PRESENTING EFFECTIVELY







STEP 3 | TABLE 5 2. Emphasize the benefits of starting a business
SHARE THE RENA WARE with Rena Ware, for example:
DIFFERENCE
• Becoming an entrepreneur.


Share the Rena Ware Difference if, when you • Creating your own organization.
ask the question on p. 15 of the Water Filters
Brochure (AQ700), your prospect is interested • Making your own hours/working on your
in learning more. Use: own schedule.

3. Make the message relevant for your prospect.

the Recruiting Brochure For example, you could say:
(RW516)
(to a prospect who is very interested in
the Cause) If you join Rena Ware and create
your own team and then your own organization,
you will be able to share the Cause with many
more people and have a much bigger impact on
Explain why join: the environment.


1. Emphasize the things that set Rena Ware apart (to a prospect who is more interested in
from other direct selling companies: cookware) Rena Ware has a strong commitment
to sustainability with all its products.
• No inventory purchase ever required. The Rena Ware cookware, for example, is

extremely durable, it promotes cooking at home
• Minimal enrollment cost. and reducing waste that comes from packaged
foods/take out foods.
• Recruiting and sales materials available
24/7 online and possibility to earn them (to any prospect) By sharing any of our
in print. products with others, you will be promoting our

Cause!
• Training materials available online 24/7.

• In person training offered through local
Team Leaders.


• Sales administrative support.

• Commissions paid immediately.


• Recognition and incentives.











EXCERCISE 19B RW205 U.S.A.1205.U1.0819 33

The Perfect Presentation





STEP 4 | TABLE 5 • Standards of Doing Business (RW31)

ENROLL YOUR PROSPECT to supplement the Guide to Direct Selling
Best Practices (RW33)


If the prospect is interested in joining, use:


• Independent Consultant Agreement
(RW1)












Then, depending on your situation, schedule
a meeting for a quick induction/orientation
and then schedule Basic Training, or schedule
Basic Training directly.


Finally, in preparation for the upcoming
• Self Evaluation on Direct Selling Best induction or basic training session:
Practices (RW32)
• Briefly show RenaResources.


• Send the new recruit a whatsapp message
with a link to it, and encourage him or her
to explore the resources.


• Say that they will learn how to create a list
of prospects and how to earn products or
buy them at a representative discount.



• Guide to Direct Selling Best Practices
(RW33)

If your prospect decides to join Rena
Ware, you end the presentation here, after
enrolling the prospect. If the prospect has
not decided to join yet, then you proceed
with the following steps.













34 RW205 U.S.A.1205.U1.0819 EXCERCISE 20

PRESENTING EFFECTIVELY





STEP 5 | TABLE 6 If the prospect is interested in the art of

SHARE THE PRODUCTS 4 Buen Comer/the Cookware, use:



If after you talked about the Rena Ware Cause
and the Difference, your prospect has not the Cookware
decided to join Rena Ware yet, circle back to presentation
the Rena Ware filter bottle. For example, you brochure (RW720)
could say:


I understand. And are you still interested in
helping the environment by buying the or
Rena Ware Filter Bottle? You would be saving
$__.__!
or (optional)
the “Buen Comer”
Well you seemed to really like the Rena Ware video
Filter Bottle , how about starting there to help
the Cause? You would be saving $__.__!
When using the brochure:
Then you could add, for example:
• Explain “Buen Comer.”
(If the prospect wants to buy the bottle)
Let me show you how the savings can help you • Describe the features of the cookware.
improve your lifestyle.
• Explain the water-less cooking method
(If the customer does not want to buy and its benefits.
the bottle) Well, how about some other
products for a healthy lifestyle? • Explain that Rena Ware is not just single
utensils but a cooking system ideal to
Then ask Questions 1 and 2 from the Grand cook in a healthy way.
Drawing Card (RW54).
• Emphasize the versatility and
sustainability of the cookware.





You have the option to play the “Buen Comer”
Ask Questions 3 and 4 from the card to help video that is on the cover of the Cookware
him or her decide. presentation brochure (RW720). At the end
of the video, continue the presentation with
the Product catalog (RW760).








4 See Appendix 4 for some legal requirements on sales.


EXCERCISE 19B RW205 U.S.A.1205.U1.0819 35

The Perfect Presentation






If the prospect is interested in and:
at home filtration, use:
• Focus on what the prospect is interested in.

the Water Filters • Show the cookware sets in more detail.
Brochure (AQ700)
pp. 16-24 • Show the combinations and emphasize that
each set is a cooking system, where pieces
or can be combined for example to make
ducth ovens or double boilers.

(optional) • Take opportunities to talk about other
the Water filters available products such as silverware and
sales videos
accessories.

You can show the benefits of the cooking
When using the brochure:
method and the features of the utensils with
the demonstrations included in the Appendix:
• Explain the technology: extreme filtration,
high capacity, high flow, and the 3-stage
filter. • Loss of nutrients demonstration: Carrot
test.

• Highlight that all at home filters come with
two filter cartridges for longer use.

• Emphasize the savings compared to bottled
water.

• “Water-less” cooking demonstration:
After introducing the chosen products, ask a
transition question to direct your presentation Mixed vegetables (if you have the utensil).
further. For example, you could ask:


What jumped out at you?
or
What features did you like?


Then show the chosen products in detail.
• Stovetop baking demonstration: Pineapple
To show the cookware in detail use: upside-down cake (If you have the utensil).





the Product
catalog (RW760)









36 RW205 U.S.A.1205.U1.0819

PRESENTING EFFECTIVELY






(Optional) At the end, to transition to the
closing, use:
Rena Ware cookware can be sold by
comparison to other types of cookware due the Product
to its durability, utility, warranty and other broadside
benefits described in the company literature, (RW70)
but you should not make health claims about
aluminum or Teflon® (or any other type of
cookware). Making untrue statements about
other cookware is unlawful.




To show the at home filtration systems in detail,
use:
and give an overview/recap of the chosen
product line. For example, you could say:
the Water Filters
Brochure (AQ700) Here you can see all the products at a glance,
pp. 25-29 we have the __, the __ and the __.





and:
Rena Ware cookware, water filters and other
• Introduce each model. products do not cure or treat cancer, diabetes
or any other disease, and you must not make
• Ask the prospect questions to help them any such claims.
decide which model is right for them.
For example, you could say:

What would you use filtered water for?
Would you like to replace your existing faucet? Having one or more products on hand lets
you demonstrate the benefits of Rena Ware
more clearly to your prospect, which helps
the closing. If you don’t already know how
to earn Rena Ware products, ask your Team
Rena Ware water filters are effective at Leader.
removing particles from water. However you
must not state or imply that those particles
are present in a prospect’s tap water or that a
prospect’s tap water is unsafe to drink.












EXCERCISES 21-22 RW205 U.S.A.1205.U1.0819 37

The Perfect Presentation







STEP 6 | TABLE 6
CLOSE THE SALE



You are working towards the closing throughout the entire presentation. With practice, you will learn to
identify the right moment to propose it and how. Sometimes, it may require more work and effort on your
part. Much will depend on the type of prospect, your relationship with them, and how your presentation
is perceived. The following sequence is suggested, especially if you are new and do not have much sales
experience.


The four parts of the closing


COMPLETE THE EXPLAIN THE REQUEST THE
I. SEAL THE DEAL II. PAPERWORK III. CONTRACT DETAILS IV.DOWN PAYMENT
























I. Seal the deal


Tell your prospect the regular price, present the special offers, use a closing technique.



SAY THE REGULAR PRICE

To introduce the price, you can use Question 5 from the Grand Drawing Card (RW54).
By doing this you would be assuming the close (see closing techniques a-c):




















38 RW205 U.S.A.1205.U1.0819

PRESENTING EFFECTIVELY








Tell your prospect the regular price of the and after a positive or neutral reaction you
chosen products and show the value by listing may say:
all that is included. For example, you could say:
“And, there’s more good news...”
Rena Ware wants everyone to enjoy the benefits
of these utensils. The regular price of this set In both cases, add:
is $__.__ and that includes the ___ plus the
___. “The (product name) is included in one
of this month’s specials. Let me show you...”
Then pause, listen and observe your
prospect’s reaction. If they look concerned And proceed to show the special offers with
or sound hesitant, ask questions to identify the chosen products.
their concern (see effective communication
techniques in this seminar). For example, you When showing the special offers, emphasize
could ask: the additional items included in the packages,
compare the current special price with the
What is your concern? regular price and emphasize the savings. The
goal is to help the customer feel good about
Are you concerned about the price? their decision to purchase.


Listen to the answer and ask more questions.
For example, an additional question could be: Use:


Are you concerned about paying everything
upfront? the current
Price List
(RW59)
Then present the special offers using the official and Specials
sales materials.




PRESENT THE SPECIAL OFFERS

Special offers are limited time promotions
created to ease closing. They involve offering Use only the special offers that Rena Ware
products at a price lower than the regular price. provides. Never exaggerate, quote pricing
or special offers that do not exist, offer a
How you introduce the specials offers will product for free or claim a price is “for today
depend on how your prospect reacts to the only” when it is not.
regular price. For example, after a negative
reaction, you may say:

“But/Well, there’s good news...”









EXCERCISE 23A-B RW205 U.S.A.1205.U1.0819 39

The Perfect Presentation








USE A CLOSING TECHNIQUE Follow up with Question 6 from the Grand
Drawing Card (RW54). Alternatively, start by
Here are three techniques you can use to close asking Question 6 first to test how close you
a sale. The choice and timing of a technique are to closing the sale, and if your prospect is
will depend on several factors such as the hesitant, you can ask other yes/no questions
flow of the conversation and your relationship like the ones above.
with your prospect. Generally speaking, you
could use closing techniques immediately after C. ALTERNATE CLOSE
showing the specials in order to build on the
good news. Give your prospect two choices; no matter
what the prospect decides, the sale is closed.

A. ASSUMED CLOSE For example, you may ask:
Assume that your prospect has already decided (If the prospect has not chosen a
to make a purchase and will provide the product yet)
information required to fill out the purchase Would you like to start your collection with
order as seen above. Question 5 from the a Chef I or Chef II Set?
Grand Drawing Card (RW54) is an example
of assumed close. In addition, especially if your (If the prospect has chosen a product)
prospect has chosen a product, you can ask Would you like to pay with cash or apply
Questions 6:
for our credit plan?






Be confident about closing the sale. Do not
and/or ask:
be afraid to close because you think that
you are pushing your prospect. Prospects
Whose name do I put on the contract?
who welcome you into their homes and
pay attention to your demonstration are

B. DIRECT CLOSE probably interested in buying something.
(SOMETIMES CALLED the Test Close)

Ask your prospect very simple questions
that reveal small details and confirm the
willingness to buy. For example, you could ask:


Can you imagine how beautiful these
utensils would look in your kitchen?

How would you like to have fresh tasting
water always on hand?









40 RW205 U.S.A.1205.U1.0819

PRESENTING EFFECTIVELY







See an example of how the closing may play out in a conversation with a prospect.






You: Aren’t these products fantastic?


PROSPECT: Well, yes.


You: Tell me, which ones would you OR Tell me, would you like to start your
like to have in your home? collection with a Chef I or a Chef II set?



PROSPECT: I like the Chef I.


You: Excellent choice! Let me tell you the value of this set. The total value
of the Chef I is $__.__ regular price… It’s already good, isn’t it?



PROSPECT: Yes. OR Mmh, I don’t know. I find it quite expensive.


You: And there’s more good news. You: What’s your concern? Are you concerned about
the price or about paying everything upfront?


PROSPECT: It’s more about the price.


You: Well, but there’s good news!






You: The Chef I is included in one of this month’s specials. Let me show you...
The package includes not only the Chef I but also the (product name)...
AND you will be saving $__.__!


You: So, how would you prefer to pay for OR So, whose name do I put in the contract?
your order?


















EXCERCISE 23C RW205 U.S.A.1205.U1.0819 41

The Perfect Presentation







II. Complete the paperwork To learn how to fill out the paperwork correctly
use:
Finish closing by filling out the following
documents:
the Forms and Contract
Guide (RW530)
• Sales Contract (RW620)

• Credit Application
(RW621) if applicable




Contact your Team Leader if you have
To avoid processing and shipping delays, as well questions or if you want to practice filling
as delays in the payment of your commissions out forms and contracts in different sales
and bonuses, ensure the following: situations.


• The contract is in the language in which
the presentation was made.
III. Explain the contract details
• Every blank is completed in the presence
of the customer. After filling out the paperwork, and before
• The information is accurate. signing the contract review all the information
with your customer. When explaining the
If the prospect applies for credit, request as details, make sure your customer understands
many supporting documents as possible to the terms of the contract, including:
speed up the process. • Purchase price of items.

Required documents vary by country, and • Shipping and handling fees.
include, for example: • Applicable taxes.


• Photo ID. • Interest rate (If it is a credit order).

• Pay stubs or other proof of income. • Total amount to be paid for the order.
• Receipts for credit purchases made by the • Cancellation terms and other applicable laws.
prospect.
• Sales terms and conditions.
• Leasing agreement.

• Utility bills (water, electricity, or others).
IV. Request the down payment
• Business and personal references.
There are several ways to ask for the down
This information is important for the payment, depending on your relationship with
departments in charge of processing orders, the prospect and the flow of the conversation.
shipping, and paying commissions. For example, you could say:






42 RW205 U.S.A.1205.U1.0819

PRESENTING EFFECTIVELY







How would you like to secure your purchase? STEP 7 | TABLE 7
or ASK FOR REFERRALS
How would you like to make the down
payment? If the prospect has made a purchase but is not
or interested in joining Rena Ware, you could
Would you like to make the down payment ask question 7 from the Grand Drawing
cash, by check or by credit card? Card (RW54):





You can show your Independent and then follow up with questions 8 and 9:
Representative Guarantee (RW553), if used
in your country. Rena Ware reimburses the
customer if the representative fails to remit
the customer’s money to the company. This
will help you manage objections to the down If the prospect has not made a purchase and
payment and give more confidence to your is not interested in joining, you can still ask
customer. questions 8 and 9.



If your customer wants to pay using a credit
or debit card, write down the card number and
expiration date. If paying with cash, check, or When you ask someone for referrals, you
money order, collect the money to submit to must inform the person in advance that you
the Administrative Office. may contact the referrals for the purpose of
giving sales or recruiting presentations.
Ask your customer to review the contract and
sign it. For example, you could say:
To inform prospects/customers that you
may contact referrals for recruiting or sales
Could you please authorize the sale here?
purposes, after asking the questions above, you

Then give the customer the number of copies could say:
as indicated in the contract and send a copy to
the nearest sales office for processing. I would love to talk with them about the
benefits of joining my team and about letting
me do a product demonstration. If you have
Regardless of the outcome of the presentation,
fill out their numbers handy, I’ll give them a call
tomorrow.


the Customer Statement Then, if your prospect/customer offers some
Concerning Sales names, record the contact information for each
Presentation (RW51) referral on the card or another device. As soon
as you have time, transfer the information to
your contact list, or add it to your Circle of
Influence (RW120) if that is easier.
and give a copy to the prospect/customer.





EXCERCISES 23D-E; 24 RW205 U.S.A.1205.U1.0819 43

The Perfect Presentation PRESENTING EFFECTIVELY






STEP 8 | TABLE 5 I don’t know if you are in need of something
SHARE THE RENA WARE that you can’t afford right now or if you could
DIFFERENCE AGAIN use some extra money, but the income from my
Rena Ware business has really made a difference
for me. In fact, the entire experience with
Rena Ware has made a difference in my life.
Build on Question 9 from the Grand Drawing Let me show you how...
Card (RW54). If the customer has made a
purchase and is convinced of the many benefits If the prospect is interested, share the Rena Ware
of the Rena Ware products, you can leverage their Difference. See Step 3 of the presentation.
enthusiasm to share the Rena Ware Difference
again. Here are a few examples of what to say. If the prospect/customer is still not interested,

say goodbye.
In general, you could say:
SAYING GOODBYE
These products are fantastic and they are going
to transform your life! Would like to transform • Thank your prospect/customer for his or her
the lives of people around you by sharing these time, for listening to your presentation, and
products with them? for buying (if applicable).

If the customer has bought cookware you could • Give him or her the bottom part of the Grand
say: Drawing Card (RW54).

I see that you really like these utensils and you • Give him or her a leaving piece and your
seem very passionate about healthy cooking, I business card (if you have not done so
think you would be really good at sharing all of before) and encourage them to reach out to
this with other people. How about joining my you if they have any questions, or change
team and transforming more people’s lives? their mind about joining.

If the customer has bought water filters you could For example, you could say:
say:

(to a new customer) Thank you for your
I see that you really like this water filter and you time, for listening to the presentation and buying
seem very passionate about the environment and the __ . I’m sure you will love it! I will send you
how we use our natural resources. How about links to useful materials so that you can enjoy
joining my team and help our Cause even more by your product(s) even more. Here’s my contact
sharing these products with others? information. Please reach out if you have any
questions. And also, think about joining my team
If the prospect has not bought products, you can and let me know.
still share the Difference, as an opportunity for
them to improve their life and the lives of those (to a prospect who has not joined) Thank
around them. For example, you could say: you for your time, for listening to the presentation
and giving me the opportunity to share what I
am most passionate about. Here’s my contact
information. Do think about joining my team
and let me know.



44 RW205 U.S.A.1205.U1.0819

PRESENTING EFFECTIVELY






FOLLOWING UP after

RECRUITING AND SELLING | Table 8






A satisfied new team member or customer is If you have not enrolled a prospect during
the best advertisement you can have. Make it a a presentation, do not delete their contact
habit of following up on an new enrollment or information from your list. Perhaps move
a sale: call, text, or email to see how things are them to the C group in your Circle of
going and offer support. Influence (RW120) and make a note to give
them a call some time later. When you do,
Be a good Team Leader find out where they are at with their life, as
things may have changed. For example, you
If you have enrolled a new team member, call, could say:
text or email him or her and ask how things
are going. For example, you could ask about: Hi ___, this is __ , Rena Ware Independent
the resources/links you sent to them and/or Representative. We talked about __ ago. I
the first training session. For example: wanted to know how things are going with
you… (pause, listen to the response
Have you had a chance to use the resources and continue based on what that)
I sent you? How useful were they?


Did you have your first training session?
How did it go?


What else would you like some help with?
HOW WAS YOUR FIRST
Offer to share links to useful Rena Ware TRAINING SESSION?
resources.
































RW205 U.S.A.1205.U1.0819 45

The Perfect Presentation










The sale after the sale Also, share the Rena Ware Difference again.
For example, you could say:
Once the products have been delivered, call,
text, or email your customer to praise the Since you’ve had a chance to try the products,
purchase. Talk about some benefits, maybe I’m wondering what your thoughts are about
repeat another customer’s positive comments. joining my team… Many Rena Ware
Always offer to answer any questions or Independent Representatives are former
concerns your customer may have. customers who love the products so much that
they want to share them with everybody!
For example, you could say:

I was thinking that you bought an excellent
set/utensil/filtration system. You are really Share with your customers the Rena Ware
going to enjoy it! Do you have any questions content posted on social media, including
about how to use the products? Do you know use and care videos and other official videos
anyone else who might be interested in having or posts on how to use the products.
these products?











DO YOU HAVE ANY
QUESTIONS ABOUT HOW
TO USE THE PRODUCTS?

































46 RW205 U.S.A.1205.U1.0819 EXCERCISE 25

PRESENTING EFFECTIVELY






AT A GLANCE: A successful RENA WARE
PRESENTER







SETS CLEAR GOALS. SHOWS ENTHUSIASM.
Aims to achieve the Has and inspires passion for the
“Perfect Presentation.” company, the Cause, the Difference
and the products through verbal
and non verbal communication.










Listens. Acts in the prospect’s
Uses effective communication best interest.
techniques to better Focuses on improving the prospect’s
understand the needs life by sharing the products and the
of the prospect. Rena Ware Difference in ways that
best meet the prospect’s needs.








IS ALWAYS IS ORGANIZED.
PRESENTABLE. Has everything needed to make
Dresses appropriately, is well a presentation.
groomed, and comes across as
friendly and approachable.


















A successful presentation depends on many factors, with you being the most important one.
A successful presenter always finds a way to help the prospect.






EXCERCISE 26 RW205 U.S.A.1205.U1.0819 47

The Perfect Presentation








































MANAGING
OBJECTIONS




WHAT IS an OBJECTION?

The L.C.O. PROCESS

THE most COMMON OBJECTIONS

AT A GLANCE: BEST PRACTICES for
MANAGING OBJECTIONS































48 RW205 U.S.A.1205.U1.0819

MANAGING OBJECTIONS












Communicating and presenting effectively Objections arise for 2 main reasons:
increase your chances of recruiting or closing
a sale. However, prospects often have objections YOUR PROSPECT
and it is important to know how to manage them DOESN’T
as part of the recruiting and selling process. YOUR PROSPECT
NEEDS MORE UNDERSTAND
By managing objections you can: INFORMATION AND NEEDS
CLARIFICATION.

Complete the recruiting or sale process.
In general, it is not necessary to manage all of
Show your prospects that you are really your prospect’s objections, that would be a waste
there for them and you take their concerns of resources and it may even take you far from
seriously. closing the deal. You should listen to all of the
objections, identify the main, real objection and
Continue to build trust and reinforce the manage that. Often, minor objections will then
rapport with your prospects so that they feel disappear. You can use the following process.
comfortable joining your team or buying
from youcompany.



WHAT IS an OBJECTION?




An objection is a concern or an issue that your
prospect has and that prevents you from closing
the sale or recruiting them. Your prospect may
not express the objection, but may use it as an
excuse not to buy or join.


The objection is usually connected to a need.
By asking questions and listening from the
heart, you can discover the need underneath
the objection. Don’t think of an objection as
a problem or a personal rejection; see it as an
opportunity to help your prospect identify and
meet a need.















RW205 U.S.A.1205.U1.0819 49

The Perfect Presentation








The L.C.O. PROCESS Let your prospect answer. Pay close attention to
(LISTEN • CONFIRM • OFFER) identify needs. If the prospect deviates from the
initial objection, follow up with closed questions
to obtain more information. And pause: it allows

You can manage both recruitment and sales your prospect to deepen the answer and you to
objections by using the L.C.O. Process: Listen, direct the conversation.
Confirm, and Offer. With this process, you
don’t solve the objections yourself, you offer
options; your prospect solves the objections.
Ask your prospect questions: it demonstrates
your interest and can foster an open trusting
environment between you and your prospect.




2. Confirm the objection


You want to understand the objection clearly
and obtain the approval of your prospect. Ask
closed questions and pause. You want to get a
“YES” for an answer. This may be a good time to
guess your prospect’s feelings and needs out loud
1. Listen to the objection as seen in Communicating effectively: Are you
(feeling), because you want (need)?
Pay attention to what your prospect
communicates both verbally (with words) and
non-verbally (through facial expressions, body 3. Offer options
language and voice). Your prospect may not
express the real concern, or may try to hide Most people want choices. Present the available
it with a false objection. Listen for the true options to overcome an objection. By choosing
objection so you can manage it. To do this, an option, your prospect solves the objection, and
acknowledge the objection and follow up with a you can move on. However, in order to present
question. For example you could say: suitable options, it is vital that you have good
knowledge of the Rena Ware difference, product
I see. (acknowledgment) And what is your benefits, pricing and credit policies.
greatest concern? (question)

I understand. And what would make you close
the deal today?


Obviously you have a reason for saying that.
Would you be willing to share it?










50 RW205 U.S.A.1205.U1.0819 EXCERCISE 27


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