Appointments and Referrals_1017

Appointments







and Referrals







Seminar








Rena Ware University





































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 to



obtaining appointments



and referrals:






Where to find people









How to talk to them



so they want to book




an appointment.

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 in


order to book appointments,


manage objections, and capture


their attention.

SO WHERE ARE





THE PEOPLE?







All the people you have contact with

on a daily basis, could be potential

customers.





In order to reach your dreams,

you have to start sharing the


products and the Opportunity.




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. Each person


represents a sale, a new recruit, or a

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




















LEARN

MORE

How to expand your



circle of influence






References are a powerful source of

potential customers because it has


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.

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

other referrals. This means you must now

communicate with other people via the


direct approach.




This 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.

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

SALES VIDEO

Join Our Cause CLEANER WORLD. 2016. and Statistics.” Published online by www.bottledwater.org. Accessed June * “Bottled Water 2014: Reinvigoration, U.S. and International Developments
The Zylstra family — 4th generation owners
Help to eliminate single-use plastic
A family company for over 75 years:
waste and earn additional income.
LESS PLASTIC.
Plastic Never SIMPLE TO JOIN our environment and marine life. thousands of plastic bottles from damaging
Goes Away · 1T\ JSYW^ KJJ Aqua Nano water filters can help prevent
· 3T NS[JSYTW^ UZWHMFXJ WJVZNWJI
More than 282 billion liters of bottled water are · *]HJQQJSY HTRRNXXNTSX KFXY UF^RJSY Rena Ware’s
consumed annually worldwide.* SIMPLE TO SELL worldwide.*
· +NSFSHNSL KTW HZXYTRJW TWIJWX consumed annually
&QQ UQFXYNH NX STY WJH^HQJI · 2NSNRFQ IT\S UF^RJSY bottled water are
· 7JSF <FWJ XMNUX UWTIZHYX INWJHYQ^ YT 282 billion liters of last for generations.
HZXYTRJWX • Durability that allows our cookware to
)NXHFWIJI GTYYQJX JSYJW YMJ (TSYFHY More than • Cookware with lifetime warranties.
environment. performance.
5QFXYNH GWJFPX IT\S NSYT make your life a little more awesome. versatile features. • Water filters with extreme filtration
RNHWTUQFXYNHX Learn how Rena Ware can help you through our outstanding Opportunity. • Products with exclusive designs and

2FWNSJ QNKJ RNXYFPJ NY KTW KTTI We are dedicated to improving lives excellent warranties. OFFERS CUSTOMERS: OUR PASSION FOR QUALITY
TAKE YOUR FILTER BOTTLE WITH offering top quality products with world as a high integrity company PLASTIC WASTE WATER FILTERS help to keep oceans clean. filters that provide fresh tasting water and lifestyle, including state-of-the-art water innovative products to promote a healthy

2F^ JSI ZU NS TZW KTTI HMFNS Rena Ware is recognized around the
renaware.com
YOU EVERYWHERE 'TYYQJI <FYJW 7JNS[NLTWFYNTS : 8 FSI .SYJWSFYNTSFQ · COMPANY QUALITY AQ 645 WW (NO-CAL) a -TRJ 4KąHJ : 8 & a l 7 < .. WITH A GLOBAL MISSION Rena Ware offers a variety of exceptional, JOIN OUR CAUSE PRODUCTS
FAMILY
INTEGRITY
)J[JQTURJSYX FSI 8YFYNXYNHX ë 5ZGQNXMJI TSQNSJ G^ \\\ GTYYQJI\FYJW TWL
ELIMINATE SINGLE-USE
Not KTW (FQNKTWSNF (TQTWFIT .T\F 2FXXFHMZXJYYX <NXHTSXNS
&HHJXXJI /ZSJ
·
CAUSE!
EXCLUSIVE
It helps you to break the ice with other A GREAT JOIN OUR DISCOVER
A GREAT
OPPORTUNITY
people so you can tell them about the AWESOME
Rena Ware Cause, Products, and
Opportunity.



BE AWESOME
• Transform your life.
• Bring people together.
• Improve the environment.
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
SIMPLE TO JOIN based on your efforts.
• Low entry fee.
• No inventory purchase required. Join the Rena Ware Family
• 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






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?”







W A T C H T H E V I D E O

Tools to approach



the unknown market






SCENARIO 2







When a prospect approaches you

directly, the requirements are much

more relaxed.



You can start by talking about the

reasons to use the Aqua Nano

Filter Bottle:








“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.”




















W A T C H T H E V I D E O

Tools to approach


the unknown market












In both scenarios, invite the prospect

to join our Cause, show and share the


AQ645 while explaining the benefits


the Rena Ware Opportunity and

Products have to offer.





































In the event the prospect shows

interest in other Rena Ware products,


show and share the RW92.

Tools to approach


the unknown market















2016.
and Statistics.” Published online by www.bottledwater.org. Accessed June
THE AQUA NANO HD/
* “Bottled Water 2014: Reinvigoration, U.S. and International Developments
Join Our Cause CLEANER WORLD.
The Zylstra family — 4th generation owners
Help to eliminate single-use plastic
A family company for over 75 years:
waste and earn additional income. OPPORTUNITY LEAVING PIECE
LESS PLASTIC.
Plastic Never SIMPLE TO JOIN our environment and marine life. thousands of plastic bottles from damaging (AQ645)
Goes Away · 1T\ JSYW^ KJJ Aqua Nano water filters can help prevent
· 3T NS[JSYTW^ UZWHMFXJ WJVZNWJI
More than 282 billion liters of bottled water are · *]HJQQJSY HTRRNXXNTSX KFXY UF^RJSY Rena Ware’s
consumed annually worldwide.* SIMPLE TO SELL worldwide.*
· +NSFSHNSL KTW HZXYTRJW TWIJWX consumed annually The AQ645 helps to
&QQ UQFXYNH NX STY WJH^HQJI · 2NSNRFQ IT\S UF^RJSY bottled water are
· 7JSF <FWJ XMNUX UWTIZHYX INWJHYQ^ YT 282 billion liters of last for generations.
HZXYTRJWX • Durability that allows our cookware to promote the benefits of the
)NXHFWIJI GTYYQJX JSYJW YMJ (TSYFHY More than • Cookware with lifetime warranties.
Aqua Nano water filters while
environment.
performance.
• Water filters with extreme filtration
5QFXYNH GWJFPX IT\S NSYT make your life a little more awesome. versatile features.
RNHWTUQFXYNHX Learn how Rena Ware can help you through our outstanding Opportunity. • Products with exclusive designs and showing your prospects how
simple is to join our Cause.
2FWNSJ QNKJ RNXYFPJ NY KTW KTTI We are dedicated to improving lives OFFERS CUSTOMERS:
OUR PASSION FOR QUALITY
excellent warranties.
help to keep oceans clean.
offering top quality products with
WATER FILTERS filters that provide fresh tasting water and lifestyle, including state-of-the-art water
world as a high integrity company
2F^ JSI ZU NS TZW KTTI HMFNS Rena Ware is recognized around the
PLASTIC WASTE
renaware.com WITH A GLOBAL MISSION Rena Ware offers a variety of exceptional, innovative products to promote a healthy
'TYYQJI <FYJW 7JNS[NLTWFYNTS : 8 FSI .SYJWSFYNTSFQ · QUALITY AQ 645 WW (NO-CAL) a -TRJ 4KąHJ : 8 & a l 7 < .. JOIN OUR CAUSE
FAMILY
INTEGRITY
ELIMINATE SINGLE-USE
)J[JQTURJSYX FSI 8YFYNXYNHX ë 5ZGQNXMJI TSQNSJ G^ \\\ GTYYQJI\FYJW TWL
&HHJXXJI /ZSJ COMPANY Not KTW (FQNKTWSNF (TQTWFIT .T\F 2FXXFHMZXJYYX <NXHTSXNS PRODUCTS
·
CAUSE!
A GREAT A GREAT JOIN OUR EXCLUSIVE
OPPORTUNITY DISCOVER
AWESOME
THE PRODUCT/ OPPORTUNITY
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 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.

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
performance.
bottled water are
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!
QUALITY ·
FAMILY
INTEGRITY ·
JOIN OUR
COMPANY
Plastic Never
Goes Away
A GREAT
consumed annually worldwide.*
environment.
&QQ UQFXYNH NX STY WJH^HQJI
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
Join Our Cause
· 1T\ JSYW^ KJJ
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
)J[JQTURJSYX FSI 8YFYNXYNHX ë 5ZGQNXMJI TSQNSJ G^ \\\ GTYYQJI\FYJW TWL
· *]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
WATER FILTERS
Goes Away
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
HZXYTRJWX
environment.
)NXHFWIJI GTYYQJX JSYJW YMJ
· 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]
Julia Willson
5QFXYNH GWJFPX IT\S NSYT
RNHWTUQFXYNHX
With Rena Ware, it is:
2FWNSJ QNKJ RNXYFPJ NY KTW KTTI 2:30 p.m.
SIMPLE TO JOIN
603 555-4636
• No inventory purchase required.
Time:
• 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.
'TYYQJI <FYJW 7JNS[NLTWFYNTS : 8 FSI .SYJWSFYNTSFQ
• Minimal down payment.
• Rena Ware ships products directly to
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 Carol Smith
• 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.
(603) 2626-2421
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







THE TWO STEP APPROACH




1 After stating who you are, who you


represent and the purpose of your


contact, ask:





“Who do you know who would like to

have great tasting water at a fraction


of the cost of bottled water?”


2 If the prospect says they don’t




know of anyone, ask:




“What about you, have you seen our


amazing products?”





Or,





“Who do you know who would like to


earn some extra income?”

Tools to approach


the unknown market









GRAND DRAWING
C ARD
Your Name: ID # :
Complete the information and submit this section to the
Administrative Oce for the Grand Drawing.
Date: THE GRAND
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,
you’ll be entered into a Grand Drawing for valuable Rena Ware Includes a series of
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 catching the
CONTACT INFORMATION Keep this section for your records.
Appointment
Date/Time: Today’s date: attention of future
Name:
Address: customers and
booking
Phone:
Email: appointments.
Comments:


Thank you, I will see you then. Before I leave, let me ask you …
(ask questions 8 and 9 on side 2)


www.renaware.com
RW54 WW 1054.01.0117 Home Oce U.S.A. (425) 881.6171 | Copyright © 2017 R.W.I.

CUSTOMER RECEIPT For more information
please contact:




Independent Representative

www.renaware.com 1

The RW54 may vary by country

Tools to approach



the unknown market







GRAND DRAWING
C ARD
GRAND DRAWING
Your Name: ID # :
C ARD
Complete the information and submit this section to the
Administrative Oce for the Grand Drawing.
THE GRAND Date: ID # :
Your Name: GRAND DRAWING
C ARD
Complete the information and submit this section to the
Contact Name:
DRAWING CARD Administrative Oce for the Grand Drawing.
Phone:
Your Name:
Date: ID # :
Email:
Complete the information and submit this section to the
Contact Name:
RW54 Address: ative Oce for the Grand Drawing.
Administr
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:
is enjoyable and very informative about cooking in a healthy and
and I represent Rena Ware International. I’m here talking with people
delicious way. There is no obligation to buy and after the presentation,
about the beautiful line of cookware Rena Ware oers and setting up
The card is divided into 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
and I represent Rena Ware International. I’m here talking with people
the most convenient time for me to come by?
about the beautiful line of cookware Rena Ware oers and setting up
three parts, the upper delicious way. There is no obligation to buy and after the presentation,
you’ll be entered into a Grand Drawing for valuable Rena Ware
appointments to do a quick presentation. The 45 minute presentation
products just for answering a few simple questions. When would be
is enjoyable and very informative about cooking in a healthy and
part must be sent to the the most convenient time for me to come by?
delicious way. There is no obligation to buy and after the presentation,
you’ll be entered into a Grand Drawing for valuable Rena Ware
products just for answering a few simple questions. When would be
administrative office for the most convenient time for me to come by?
CONTACT INFORMATION
Keep this section for your records.
Appointment
the customer to be Date/Time: Today’s date:
CONTACT INFORMATION
Keep this section for your records.
Name:
Address:
entered in the drawing. Appointment Keep this section for your records.
Date/Time:
Today’s date:
CONTACT INFORMATION
Name:
You keep the middle part Phone:
Appointment
Address:
Date/Time: Today’s date:
Email:
for your records and Name:
Comments:
Phone:
Address:
Email:
give the customer the Thank you, I will see you then. Before I leave, let me ask you …
Comments:
Phone:
(ask questions 8 and 9 on side 2)
bottom part of the card. Email:
Thank you, I will see you then. Before I leave, let me ask you …
Comments:
(ask questions 8 and 9 on side 2)
www.renaware.com
RW54 WW 1054.01.0117 Home Oce U.S.A. (425) 881.6171 | Copyright © 2017 R.W.I.
Thank you, I will see you then. Before I leave, let me ask you …
www.renaware.com
(ask questions 8 and 9 on side 2)
For more information
CUSTOMER RECEIPT
RW54 WW 1054.01.0117 Home Oce U.S.A. (425) 881.6171 | Copyright © 2017 R.W.I.
please contact:
www.renaware.com
CUSTOMER RECEIPT For more information
RW54 WW 1054.01.0117 Home Oce U.S.A. (425) 881.6171 |
please contact: Copyright © 2017 R.W.I.
Independent Representative
CUSTOMER RECEIPT For more information
please contact:
www.renaware.com 1
Independent Representative
www.renaware.com 1
Independent Representative
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 OBTAINING APPOINTMENTS









Healthy cooking methods,

fresh tasting water and

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 close even


more sales and sign up more recruits.


















































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 is



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












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.

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?”

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.

1 Always give your best












2 Commit step by step in




doing small changes that



improve your life and the



image you project.













3 The fruits you will collect



will be wonderful!






























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