THE PERFECT PRESENTATION SEMINAR The complete guide to presenting the Cause, the Difference and the products Power Point version available on Rena Drive 1
FOR THIS SESSION YOU WILL NEED THE SEMINAR THE SEMINAR YOUR CIRCLE YOUR STARTER KIT (in print or digital) (in print or digital) (in print or digital) OF INFLUENCE (RW120) fjlled out 2
TASK ACTION • Introduce yourself and Rena Ware APPROACH • Decide: start presentation/make appointment/ask for referrals Tables 2 3 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 GIVING A SEMINAR PRESENTATION: 5. Share the products (sell) •Immediately after FOCUS Table 6 6. Close the sale approaching your prospect 7. Ask for referrals •During an appointment Table 7 8. Share the Rena Ware Difference again (if not successful before) FOLLOW UP • Be a good Team Leader • The Sale after the Sale Table 8 3
SEMINAR CONTENT 1 Communicating effectively 2 In this session The 8 steps of an effective presentation 3 Managing objections 4 Practice In your own time 5 Assessment PAY ATTENTION TO THE FOLLOWING ICONS questions for you to answer role plays/simulations page(s) in this seminar exercises 4
COMMUNICATING EFFECTIVELY 1 5
COMMUNICATING EFFECTIVELY What do we mean by communicating effectively? What barriers can prevent you from listening? What can you do to overcome those barriers? p. 15 6
COMMUNICATING EFFECTIVELY LISTENING from THE HEART What do we mean by “listening from the heart? Let’s try it... Exercise p. 16 What did we learn? 7
COMMUNICATING EFFECTIVELY LISTENING from THE HEART What are issues? What are feelings? 1 2 What are needs? Example Prospect: I don’t have money. 3 In this example: What are... ...the possible feelings? ...the possible needs? p. 17 8
COMMUNICATING EFFECTIVELY LISTENING from THE HEART 1 Identifying and confjrming feelings and needs Representative: Are you worried because you would like to be sure you can pay for the product? What’s the feeling? p. 18 What’s the need? 2 Offering options ex. 3-4 Representative: Would it help to know you can make low monthly payments? 9
COMMUNICATING EFFECTIVELY 6 TECHNIQUES for EFFECTIVE COMMUNICATION Cover the left column, fjnd an example of the following techniques in the right column: p. 19 Pausing Acknowledging (your prospect’s emotional experience) Closed questions Asking for more information Clarifying what your prospect just said Open questions Optional ex. 6-8 10
COMMUNICATING EFFECTIVELY NON-VERBAL COMMUNICATION What is non-verbal communication? If there is a mismatch between verbal and non-verbal communication, which one do people tend to believe? pp. 20-21 11
COMMUNICATING EFFECTIVELY NON-VERBAL COMMUNICATION What non-verbal actions can you identify here? 2 1 6 3 4 5 12
COMMUNICATING EFFECTIVELY NON-VERBAL COMMUNICATION How do your prospects feel when they do this? A b c d e What can you do in each case to move forward? 13
PRESENTING EFFECTIVELY 2 14
PRESENTING EFFECTIVELY PREPARATION What other seminars can you take to learn about the content of the presentation? p. 24 What can you do the day before a scheduled presentation? p. 25 What is each side of the Grand Drawing Card (RW54) for? pp. 26-27 15
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION 7 8 1 2 3 4 5 6 If enrollment is successful, STOP HERE. If not, CONTINUE PAVE THE WAY SHARE THE CAUSE SHARE THE SHARE THE CLOSE THE SALE ASK FOR REFERRALS SHARE THE ENROLL YOUR DIFFERENCE PRODUCTS DIFFERENCE AGAIN PROSPECT For each step: Details Summary pp. 29-45 Tables 1-8 WHAT YOU WHAT YOU WHAT YOU DO USE SAY 16
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION STEP 1 | PAVE THE WAY What can you say to break the ice? What can you say to share your motivation? p. 19 Give some tips about using: Optional brochures (in print or digital) ex. 7 videos 17
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION STEP 2 | SHARE THE CAUSE What do you do? What do you use? What do you say? p. 32 What are the two possible answers from your prospect? Practice this step 18
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION STEP 3 | SHARE THE RENA WARE DIFFERENCE (your prospect is interested) What do you do? p. 33 What do you use? What do you say? Table 4 Practice this step 19
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION STEP 4 | ENROLL YOUR PROSPECT (your prospect wants to join your team) What do you do? What do you use? What do you say? Table 5 p. 34 20
WHAT HAPPENS WITH THE PRESENTATION IF YOUR PROSPECT HAS JOINED YOUR TEAM? 21
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION STEP 5 | SHARE THE PRODUCTS (your prospect is not interested in joining your team) What do you do? pp. 35-37 What do you use? What do you say? Table 6 Practice this step. TRY IT OUT! p. 68. 22
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION STEP 6 | CLOSE THE SALE I. CLOSE THE DEAL II. III. CONTRACT DETAILS IV. COMPLETE THE EXPLAIN THE REQUEST THE PAPERWORK DOWN PAYMENT pp. 38-43 Table 6 What do you do? Practice this step. What do you use? pp. 70-71, exercise 23 B-E. What do you say? 23
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION STEP 7 | ASK FOR REFERRALS What do you do? p. 43 What do you use? What do you say? Table 7 24
PRESENTING EFFECTIVELY THE 8 STEPS of THE PRESENTATION STEP 8 | SHARE THE DIFFERENCE AGAIN AND SAY GOODBYE What do you do? What do you use? What do you say? Table 5 p. 44 25
PRESENTING EFFECTIVELY FOLLOWING UP Following up... On enrollments: be a good team leader On sales: the sale after the sale What do you do? What do you use? What do you say? Practice this point and step 8. p. 72, ex. 25 A o B. Table 8 p. 44 26
MANAGING OBJECTIONS 3 27
MANAGING OBJECTIONS The L.C.O. PROCESS L... What is an objection? What does L.C.O. stand for? C... L.C.O. What do you do at each step of the process? What do you say? O... pp. 49-50 28
MANAGING OBJECTIONS THE most COMMON OBJECTIONS What are the most common objections? Identify approaching, recruiting and sales objections. pp. 52-53 ex. 29 29
PRACTICE MANAGING OBJECTIONS Board game or Cards role-play 1 or Cards role-play 2 Appendix 30
Stop: What did we do that is not effective or even counterproductive? Keep: FEEDBACK ON THIS What did we do that is effective and we TRAINING SESSION should do more of? Start: What didn’t we do that could be effective and we should start doing? 31
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