THE PERFECT PRESENTATION - Renakit...presentation. How to use this seminar for learning and teaching This seminar is designed for both individual and classroom learning. It includes

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THE PERFECT PRESENTATIONSEMINAR

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

U.S.A.

DIGITALVERSION

http://online.anyflip.com/hocm/tyfe/mobile/index.html

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Welcome to thePERFECT 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 learningUse each section of the content together with its corresponding exercises. At the end, take the assessment to see what you have learned.

For classroom learningUse 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.

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.

Legal requirements that you must meet.

Quick tips.

Things to remember.

Things to say.

Link to additional resources.

Link to practice.

PAY ATTENTION TO THE FOLLOWING ICONS

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

The perfect presentation process

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

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

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

Glossary

Appendix1. Table 1 with resources2. Needs and feelings3. Demonstrations4. Legal requirements on sales5. Forms6. Games

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The Perfect Presentation

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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.

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

PERFECT PRESENTATION PROCESS

TABLE 1: The perfect presentation process

TASK ACTION

PRESENT 1. Pave the way2. Share the Cause and invite people to join your teamTable 4

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

Table 6

7. Ask for referrals

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

Table 7

TableFOLLOW UP • Be a good Team Leader

• The Sale after the Sale8

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

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

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TABLE 2: Approaching your prospect

Grand Drawing Card (RW54), mini script on side 1

Go to Table

Grand Drawing Card (RW54) Quesions 8-9

Briefly introduceyourself and Rena Ware.

Determine whether to give the presentation immediately or make an appointment for a later time.

Prospect: Now. Start presentation.

Prospect: Later this week.

Make an appointment.

Prospect: Really not interested.

Ask for referrals.

Question at the end of the mini script (RW54)

4

Go to Table first,then to Table

34

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.

DO USE

http://renakit.com/home.html

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TABLE 3: Making an appointment

Your appointment calendar

Grand Drawing Card (RW54): side 1

• Leaving piece (AQ645-RW92)• Your business card

Check your schedule and give a couple of options.

Get the prospect’s contact information.

Thank your prospect and leave your contact information and appointment time.

Appointments and Referrals Seminar (RW220)


DO USE

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

• Water Filters Brochure (AQ700) pp. 1-14

(Optional)• The Cause video• Rena Ware Filter Bottle (if you have it)• The Rena Ware Filter Bottle video

• Question on p. 15 (AQ700)• Suggested lines from this seminar p. 31

Pave the way.

Share the Rena Ware Cause and present the Water Bottle as example of prevention.

Invite the prospect to join your team.

Prospect: Yes. (interested in joining.)

Share the Rena Ware Difference.

Prospect: No. (not interested in joining.)

Share the products.

or

or

(optional)

(optional)

(optional)

Go to Table 5

Go to Table 6

p. 15

p. 1-14

STEP 1

STEP 2

Lines and suggestions from this seminarp. 28

DO USE

https://youtu.be/P36qa-d7izU

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TABLE 5: Prospect interested in joining. Presentation Steps 3-4 | Share the Rena Ware Difference. Enroll.

The Rena Ware Difference Brochure (RW516)

renakit.com

renakit.com

Upcoming training scheduled by yourself or your Team Leader

Present the Rena Ware Difference.

Show the Let’s Start!Program.

Send WhatsApp message with link to RenaResources.

Schedule the first training session.

STEP 3

Recruiting for Success Seminar (RW250)


• Independent Consultant Agreement (RW1)• Self Evaluation on Direct Selling Best Practices (RW32)• Guide to Direct Selling Best Practices (RW33)

Enroll your prospect.

Fill out the paperwork.

STEP 4

DO USE

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TABLE 6: Prospect not interested in joining. Presentation Steps 5-6 | Share the products. Close the sale.

• Water Filters Brochure (AQ700) p. 13 • Suggested lines from this seminar p. 34

Grand Drawing Card (RW54):Questions 1 - 2

• Water Filters Brochure (AQ700) pp. 16 - 25 • (Optional) Water filters sales video • Cookware presentation brochure (RW720)• (Optional) “Buen Comer” video


Show the savings from buying the Rena Ware Filter Bottle.

Show how the savings can be applied to other products that can improve the prospect’s lifestyle.

Depending on prospect’s answer to questions introduce:

At home water filtrationand/orCookware and the“Buen Comer.”

If your prospect is not sure help him or her decide.

p. 13

STEP 5

(optional)

or

DO USE

https://youtu.be/3PNb4NxZDKg

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Product Broadside (RW70)

Grand Drawing Card (RW54):Question 5

Current Price List (RW59) and Specials in renakit.com


• Water Filters Brochure (AQ700) pp. 26-29• Product Catalog (RW760)• If applicable, lab results (in California upon prospect’s request)

Sales contract (RW620)

Credit application (RW621) if applicable

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

Close the sale.

Help prospect choose a product.

Say regular price and specials and emphasize the savings.

Present payment options.

Show chosen products in detail:

At home water filtersand/orCookware.


STEP 6


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

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

• Call, text, message on social media• Link to renakit.com• Suggested lines from this seminar p. 45

Grand Drawing Card (RW54)Questions 7-9

Customer statement concerning sales presentation (RW51)

• Call, text, message on social media• Use & Care videos and links to manuals• RenaBlog• Suggested lines from this seminar p. 46

Share the Rena Ware Difference again (if prospect has not joined yet).

If you recruited a team member, reach out and offer support.

Ask for referrals.Schedule a new presentation (if applicable)

Fill out the final paperwork, regardless of the outcome of the presentation.

If you sold product, reach out to your customer and offer support.

Suggested lines from this seminar p. 44Go to Table 5

STEP 7

STEP 8

DO USE

DO USE

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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.

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:

Look out, as they may appear in different outfits!

RENA WARE INDEPENDENT REPRESENTATIVES PROSPECTS


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COMMUNICATINGEFFECTIVELY

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!

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EXCERCISE 1

WHAT do WE MEAN BY COMMUNICATING EFFECTIVELY?

Being effective at recruiting and selling requires communicating effectively.

By communicating effectively you can:

• Get and maintain your prospect’s attention.

• Get your message across.

• Identify your prospect’s needs and find a way to meet them.

• Build trust so that your prospect sees you as a reliable professional and feels comfortable joining your team or buying from you.

To communicate effectively, you need to listen, obtain as much information as possible, verify it, and express yourself clearly, confidently, and concisely.

For some people, listening is the most demanding action required for effective communication. People usually believe they are listening, but often they are just waiting for their chance to speak.

Listening is not only hearing what your prospect says, but also finding out what he or she is assuming, implying or not saying.

Barriers that can prevent you from listening:

Time Pressure.

Doing or thinking about something else while the prospect speaks.

Thinking you know what the prospect will say or is thinking.

Judging your prospect.

You can overcome these barriers by:

Preparing for your presentation. Focusing on what your prospect is actually

saying.

Identifying your prospect’s feelings and needs.

Finding common ground with your prospect.

COMMUNICATING EFFECTIVELY

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LISTENING from THE HEART

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

Listening carefully

This activity quickly shows two things:

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”.

1. What does a starved lion eat?

2. Which statement is right, “The egg yolk is white” or “Egg yolks are white”?

3. Could a man get married to his widow’s sister?

4. There are 30-day months and 31-day months. How many months have 28 days?

5. How many animals of each species were in Moses’ Ark?

6. What color are the sleeves of Mr. Jose’s green vest?

7. If an electric train is traveling southbound, in which direction is the smoke going?

8. Juan’s father has four children. Momo, Meme and Mumu are three of them. What is the fourth child’s name?

9. What goes up and down, but still remains in the same place?

10. The word Paris begins with “P” and Ends with “E”, true or false?

EXCERCISE 2

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Issues, feelings, needs and proposals

Really listening requires letting go of our thoughts and judgments, and focusing only on the other person. But what should we listen for?

In order to connect with people, we should listen for their needs.1 Everything we do and say is the expression of and an attempt to meet a need. When we listen for needs, we listen from the heart. However, often needs are not stated openly or clearly. Many people tend to state more issues and feelings. Issues and feelings are on the surface, while needs lie deeper underneath.

Applied to selling and buying, this means that people rarely buy “products” or “services”. They buy a way (through a product or service) to meet a deeper need. For example, a possible need related to the purchase of cookware or water filters could be a healthy lifestyle. If you know and understand that need, you will be able to recommend the solution that works best for your prospect.

Similarly, if you can understand the need that is underneath an issue, you will be able to work with your prospects towards a solution that works for them.

For example:

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

POSSIBLE NEED UNDERNEATH THE ISSUE:

POSSIBLE FEELINGS:

EXPRESSED ISSUE:

Uncomfortable, anxious, worried.

Security, stability (knowing they can pay for the product).

I don’t have money.

IssuesFEELINGS

NEEDS


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How can we identify feelings and needs when they are not stated openly?

We kindly ask the other person. When we do, it is important to connect a feeling to a need, as the need is what counts. We can use a question like: Are you... (feeling) because you want... (need)?

For example:

Are you worried (feeling) because you would like to be sure that you can pay for the product (need)?

If our guess is wrong, the other person will correct it, and we will learn more about their feelings and needs. A few more examples of communication that demonstrate listening from the heart are offered in table on the next page.

Needs are universal.2 Everybody can relate to needs, although they may have different priorities. They are also always positive: they are about what we and others want, not about what we or others do not want.

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

For example:

I want stability. (A NEED)

I don’t want instability. (NOT A NEED)

It takes some practice to be able to identify someone else´s feelings and needs, and sometimes even our own! Yet, it is very rewarding practice because it helps to create more meaningful and lasting connections with others. And direct selling, more than other ways of selling, is about creating and maintaining connections!

What happens after you have identified feelings and needs?

You can follow up with a proposal. Making a proposal after identifying feelings and needs increases the chance that the proposal will be heard and maybe accepted, because the other person felt heard first. For example, a possible proposal to follow up on the exchange above could be:

Would it help to know that you can make low monthly payments?

EXCERCISES 3-5

Identifying feelings and needs out loud might not be appropriate in all situations, but it is helpful to do it silently in order to create a connection, make a better, more suitable proposal and keep moving things forward.

I DON’T HAVE MONEY.

WOULD IT HELP TO KNOW THAT YOU CAN MAKE LOW MONTHLY PAYMENTS?

123456

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ASK OPEN QUESTIONS Use these questions to start the conversation, break the ice and also to get more information from your prospect. Asking “Why?” or “How?” is appropriate for this type of question.

CLARIFYListen from the heartConfirm in your own words what your prospect just said. Clarifying shows understanding, keeps the communication open, and gives you the opportunity to keep moving towards closing.

ASK CLOSED QUESTIONS Use these questions when you need “yes” or “no” answers or short, specific answers. These questions give your prospect limited options and help you during the closing.

SIX TECHNIQUES to COMMUNICATE EFFECTIVELY

ACKNOWLEDGEListen from the heartNotice and understand the emotional experience of your prospect. If appropriate, reflect it back to them.

“Why do you buy bottled water?”“How do you usually prepare your food?”

“How many people are in your family”?“Is good nutrition important for you and your family?”“How much do you spend on bottled water every week?”“Would you like to help eliminate plastic waste and earn extra income?”

EXAMPLES

PAUSE Pause several times during the conversation and pay attention to what your prospect says. For example, 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 a question.

ASK FOR MORE INFORMATION Invite your prospect to talk a little more about a specific topic. This will help you know better what your prospect wants or is thinking.

“Please continue…”“Tell me more about...”“What else could you say about (...)?”

“Rena Ware water filters provide significant savings compared to purchasing bottled water.” (silent pause)

“Could you give me an example?”

You:

PROSPECT:

EXCERCISES 6-8

“I don’t like the taste of my tap water or I would drink more of it.”You:

PROSPECT:

PROSPECT:

“So what I hear you say is that you would drink more water if it tasted better.”

“Yes.”

“My mother used Rena Ware cookware when I was growing up.”You:

PROSPECT:

“So, it feels familiar and comforting to you.”


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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:

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

Follow these suggestions.

THE POWER OF NON-VERBAL COMMUNICATION

2. 1.

SMILE. Smile genuinely, with your mouth andyour eyes. If your eyes don’t follow yourmouth, your smilewill be perceived asless genuine.

RELAX YOUR FACE. Be aware of your expressions. Avoid grimaces and frowns.

RELAX AND “OPEN” YOUR BODY.

Whether you sit or stand, relax your shoulders, keep arms and legs uncrossed.

NOD. When your prospect talks, nod occasionally and

appropriately to show that you are listening.

MAKE EYE CONTACT. Look your prospect in the eye when you talk

and when they talk.

GESTURE

INTENTIONALLY. Use your hands to

support what you are saying.

Don’t fidget with your clothes, hair,

presentation materials, etc.

BE MINDFUL OF PERSONAL SPACE. Be at the “right” distance from your prospect:

not too close nor too far.

Face and body

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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.

Try to keep a comfortable pace for your prospect. Typically, this would be fast enough to maintain interest, but slow enough for clarity.

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.

“Read” your prospect 3

Voice

Change the intonation to match what you are saying. Don’t speak in a monotone.

Speak at a suitable volume for the situation. Typically, not too low because you will be perceived as lacking confidence, not too loud because it will be annoying.

VOLUME PITCH SPEED

Feeling Non-verbal communication

BORED

INTERESTED

CLOSED

CONSIDERING

INSECURE

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

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

Crossed arms/legs, looking away from you.

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

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

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

EXCERCISES 9-10

THE POWER OF non-VERBAL COMMUNICATION

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1 456

23

LISTEN TO YOUR PROSPECT to obtain as much information as possible and identify his or her needs.

ASK QUESTIONS: ask different types of questions to understand your prospect’s needs and concerns.

TALK FOR AND WITH YOUR PROSPECT:present in an easy to understand manner; notice how your prospect speaks and use some of their words. That improves mutual understanding and creates connection.

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

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

Mention the connection when talking with a prospect referred to you by a friend or acquaintance. This will generate trust.

USE TESTIMONIALS from satisfied members of your team, other Independent Representatives and customers. Real examples help build confidence and trust.

WATCH YOUR NON-VERBAL: smile, make eye contact, gesture with intention and purpose, speak in a vibrant voice, at a pace that maintains interest and clarity.

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

AT a GLANCE: COMMUNICATING EFFECTIVELY

1

234

5

6DELMY

I SAVE SO MUCH MONEY NOW THAT I HAVE MYFILTER & THE WATER ACTUALLY TASTE GOOD!NO MORE WATER BOTTLES!

Reviews.com

EXCERCISES 11-15

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PRESENTINGEFFECTIVELY

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

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Don’t improvise delivering your presentation, prepare for it (with patience). Follow these suggestions.

Review the content of the presentation materials.

Become an expert. The following seminars can help you:

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 say and what you show, having a structure and following some steps.

By presenting effectively you can:

• Ensure that you share all the relevant information, without leaving out important parts.

• Stay focused.

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

• Ensure that your prospect sees you as an expert and feels comfortable joining your team or buying from you.

Ask your Team Leader if you have any questions about the presentation content, the process, the materials or the products.

Practice giving the presentation: pay attention to what you say and how you say it.

Observe your presentation: watch yourself in a mirror; film your practice and review the video; practice with someone you trust and ask him or her for honest feedback.

Recruiting for success seminar (RW250)

Cookware seminar (RW240)

Water filters seminar (AQ242)

Contract guide (RW530)

PREPARING

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PRESENTING EFFECTIVELY

THE DAY before A SCHEDULED PRESENTATION

THE DAY of A SCHEDULED PRESENTATION

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.

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

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

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Submit to the Administrative Office.

TOP

MID

Keep for your personal records.

BOTTOM

Give to prospect as receipt, only after the presentation.

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

THE GRAND DRAWING CARD (RW54)

Benefits of the Grand Drawing Card (RW54)

Is a pocket guide to completing the steps of the presentation.

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 information.

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

•

•

•

•

•

The Grand Drawing

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

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The card also includes a mini script to approach the cold market.

The self-introduction script

To approach the warm market, you can slightly adjust the script by adapting your self-introduction to the situation. For example, to a friend you could say:

I just started my own business with Rena Ware. Have you heard of them? They make really high-quality cookware and water filters. I’m really excited about it and I’d like to talk with you. When can we meet?

If your prospect is interested and has time, you give the presentation immediately.

If he or she in interested but does not have time, you make an appointment.

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

With this script you can:

Introduce yourself.

Establish if you are going to give the presentation immediately, make an appointment or ask for referrals.

•

•

If you are making a cold call at a residence (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.

•

•

•

EXCERCISE 17


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THE EIGHT STEPS of THE PRESENTATION

PAVE THE WAY

If enrollment is successful, STOP HERE.

If not, CONTINUE:

1 2 3

7 8

4

5 6

SHARE THE CAUSE SHARE THE DIFFERENCE

ENROLL YOURPROSPECT

SHARE THE PRODUCTS

CLOSE THE SALE ASK FOR REFERRALS SHARE THE DIFFERENCE AGAIN

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PAVE THE WAY

Paving the way is the preparation before you launch into the content of the presentation. It follows the approach (see Table 1), so it depends on the type and the outcome of the approach.

If you offered a gift, YOU MUST give it. Offering 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

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.

WITH AN APPOINTMENT

At an appointment, pick up where you left off when you set the appointment. Get reacquainted with your prospect, give a friendly greeting and present the “thank-you” gift, if one was promised. Thank your prospect for allowing you to talk about Rena Ware and find a comfortable quiet place to start the presentation.

TABLE 4STEP 1 |

Have your Rena Ware Filter Bottle on hand and make it visible to attract the attention of the prospect and other people who may be present.

HELLO!

THIS IS FOR YOU!

EXCERCISE 18

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What to say?

Ask about your prospect’s day, the weather, the neighborhood, your prospect’s children, etc.

How’s your day been so far?Are these your children? How old are they?

Give genuine compliments on something or someone that draws your attention.

I really like your bag/glasses/how you decorated this room.

Ask where your prospect is from and make a kind comment about that place.

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.

BREAK THE ICE

BEFORE THE PRESENTATION

Whether you are giving a presentation immediately after approaching a prospect or later at an appointment, you can follow these tips:

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 business opportunity and show you our incredible products. Does that sound good?

You must immediately finish a presentation or demonstration upon a prospect’s request.

•

•

•

•

Try to sit next to your prospect. In body language, a person sitting next to you during a conversation is considered an advisor. Try to prevent the prospect from being distracted: for example, sit away from the TV if it is on.

Have some conversation so that you and your prospect can get a bit comfortable.

Show sincere interest in your prospect.

•

•

•

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


Share your motivation. Find a moment and a way during the presentation to tell your prospect why you joined Rena Ware and are now promoting its Cause, its business opportunity and its products. You could talk about what you like about Rena Ware, what you are passionate about or what you experienced. For example, you could say:

(When talking about the Cause) You know, this exactly why I decided to join Rena Ware. I wanted to do something concrete to improve the environment, and for me sharing the Cause does that. I am doing it.

(When talking about cookware) You know, I joined Rena Ware because I wanted to become a good cook. So first I bought the utensils, I fell in love with them and the 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 with as many people as possible.

Whether you decide to say why you joined or why others joined, keep it short and on point. This is meant to create connection and give you credibility. The focus should stay on your prospect.

When using videos:

Don’t talk over the videos. Let your prospect enjoy them.

Watch the videos with your prospect. Don’t do other things that might distract him or her.

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

•

•

•

When using brochures (in print or digital):

Hold the brochure in front of you facing forward so both you and your prospect can see it.

Stop occasionally and ask your prospect if he or she has any questions.

If there is a question you cannot answer, inform your prospect that you will let him or her know as soon as possible (then do so! If necessary, contact your Team Leader), and continue the presentation.

Keep control and guide the presentation, using either a pencil, pen, pointer (or your finger as a last resort).

Make sure the prospect does not take the brochure while you are explaining. This could distract you.

•

•

•

DURING THE PRESENTATION

•

•

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and:

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:

Where do you get your water?

(If you have seen the prospect’s type of water supply) I noticed you use bottled water…

Emphasize that prevention is the solution, for example by using the bottle. For example, you could say:

One way to prevent single-use plastic waste and help the Cause is the Rena Ware Filter Bottle...

Describe the features of the bottle or use the Rena Ware Filter Bottle video.

SHARE THE CAUSE

Start by talking about the Cause. Use:

To start the presentation you have the option to play the Cause video that is on p. 4 of the 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.

•

•

•

After talking about the Cause, ask the question on p. 15 and follow up with a transition. For example, you could say:

(Are you ready to be a part of the solution?) Since you like the Cause and the bottle, there’s good news! You could actually earn the bottle without paying for it now. If you join my team, you will be sharing the Cause and earning money! I could show you how that works and what program we have to earn the bottle and other products.

or(Are you ready to be a part of the solution?) I am looking for people like you 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.

•

pp. 7-14

+

+

or

the Water Filters Brochure (AQ700) pp. 1-14

TABLE 4STEP 2 |

EXCERCISE 19A

https://youtu.be/P36qa-d7izU

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SHARE THE RENA WARE DIFFERENCE

Share the Rena Ware Difference if, when you ask the question on p. 15 of the Water Filters Brochure (AQ700), your prospect is interested in learning more. Use:

Explain why join:

Emphasize the things that set Rena Ware apart from other direct selling companies:

No inventory purchase ever required.

Minimal enrollment cost.

Recruiting and sales materials available 24/7 online and possibility to earn them in print.

Training materials available online 24/7.

In person training offered through local Team Leaders.

Sales administrative support.

Commissions paid immediately.

Recognition and incentives.

•

•

•

•

•

•

•

•

1.

Emphasize the benefits of starting a business with Rena Ware, for example:

Becoming an entrepreneur.

Creating your own organization.

Making your own hours/working on your own schedule.

Make the message relevant for your prospect. For example, you could say:

(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 the environment.

(to a prospect who is more interested in cookware) Rena Ware has a strong commitment to sustainability with all its products. The Rena Ware cookware, for example, is extremely durable, it promotes cooking at home and reducing waste that comes from packaged foods/take out foods.

(to any prospect) By sharing any of our products with others, you will be promoting our Cause!

2.

•

•

•

3.

the Recruiting Brochure (RW516)

TABLE 5STEP 3 |

EXCERCISE 19B

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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.

EXCERCISE 20

ENROLL YOUR PROSPECT

If the prospect is interested in joining, use:

Independent Consultant Agreement (RW1)

Self Evaluation on Direct Selling Best Practices (RW32)

Guide to Direct Selling Best Practices (RW33)

•

•

•

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 induction or basic training session:

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.

•

•

•

TABLE 5STEP 4 | Standards of Doing Business (RW31)to supplement the Guide to Direct Selling Best Practices (RW33)

•

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If the prospect is interested in the art of Buen Comer/the Cookware, use:

When using the brochure:

Explain “Buen Comer.”

Describe the features of the cookware.

Explain the water-less cooking method and its benefits.

Explain that Rena Ware is not just single utensils but a cooking system ideal to cook in a healthy way.

Emphasize the versatility and sustainability of the cookware.

SHARE THE PRODUCTS4

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

I understand. And are you still interested in helping the environment by buying the Rena Ware Filter Bottle? You would be saving $__.__!

Well you seemed to really like the Rena Ware Filter Bottle , how about starting there to help the Cause? You would be saving $__.__!

Then you could add, for example:

(If the prospect wants to buy the bottle) Let me show you how the savings can help you improve your lifestyle.

(If the customer does not want to buy the bottle) Well, how about some other products for a healthy lifestyle?

Then ask Questions 1 and 2 from the Grand Drawing Card (RW54).

You have the option to play the “Buen Comer” video that is on the cover of the Cookware presentation brochure (RW720). At the end of the video, continue the presentation with the Product catalog (RW760).

Ask Questions 3 and 4 from the card to help him or her decide.

•

•

•

•

•

the Cookware presentation brochure (RW720)

TABLE 6

(optional)the “Buen Comer” video

or

or

STEP 5 |

EXCERCISE 19B

4 See Appendix 4 for some legal requirements on sales.

https://youtu.be/3PNb4NxZDKg

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Loss of nutrients demonstration: Carrot test.

“Water-less” cooking demonstration: Mixed vegetables (if you have the utensil).

Stovetop baking demonstration: Pineapple upside-down cake (If you have the utensil).

After introducing the chosen products, ask a transition question to direct your presentation further. For example, you could ask:

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

You can show the benefits of the cooking method and the features of the utensils with the demonstrations included in the Appendix:

Then show the chosen products in detail.

To show the cookware in detail use:

and:

the Product catalog (RW760)

Focus on what the prospect is interested in.

Show the cookware sets in more detail.

Show the combinations and emphasize that each set is a cooking system, where pieces can be combined for example to make ducth ovens or double boilers.

Take opportunities to talk about other available products such as silverware and accessories.

•

•

•

•

•

(optional)the Water filters sales videos

or

When using the brochure:

Explain the technology: extreme filtration, high capacity, high flow, and the 3-stage filter.

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

Emphasize the savings compared to bottled water.

•

•

•

If the prospect is interested in at home filtration, use:

the Water Filters Brochure (AQ700) pp. 16-24 •

•

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Rena Ware cookware can be sold by comparison to other types of cookware due to its durability, utility, warranty and other benefits described in the company literature, 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:

the Water Filters Brochure (AQ700) pp. 25-29

and:

Introduce each model.

Ask the prospect questions to help them 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 Leader.Rena Ware water filters are effective at

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.

(Optional) At the end, to transition to the closing, use:

the Product broadside (RW70)

and give an overview/recap of the chosen product line. For example, you could say:

Here you can see all the products at a glance, we have the __, the __ and the __.

EXCERCISES 21-22

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.

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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

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):

I. II. III. IV.SEAL THE DEALCOMPLETE THE PAPERWORK

EXPLAIN THE CONTRACT DETAILS

REQUEST THE DOWN PAYMENT

TABLE 6STEP 6 |

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Use only the special offers that Rena Ware provides. Never exaggerate, quote pricing or special offers that do not exist, offer a product for free or claim a price is “for today only” when it is not.

and after a positive or neutral reaction you may say:

“And, there’s more good news...”

In both cases, add:

“The (product name) is included in one of this month’s specials. Let me show you...”

And proceed to show the special offers with the chosen products.

When showing the special offers, emphasize the additional items included in the packages, compare the current special price with the regular price and emphasize the savings. The goal is to help the customer feel good about their decision to purchase.

Tell your prospect the regular price of the chosen products and show the value by listing all that is included. For example, you could say:

Rena Ware wants everyone to enjoy the benefits of these utensils. The regular price of this set is $__.__ and that includes the ___ plus the ___.

Then pause, listen and observe your prospect’s reaction. If they look concerned or sound hesitant, ask questions to identify their concern (see effective communication techniques in this seminar). For example, you could ask:

What is your concern?

Are you concerned about the price?

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

Are you concerned about paying everything upfront?

Then present the special offers using the official sales materials.

PRESENT THE SPECIAL OFFERS

Special offers are limited time promotions created to ease closing. They involve offering products at a price lower than the regular price.

How you introduce the specials offers will depend on how your prospect reacts to the regular price. For example, after a negative reaction, you may say:

“But/Well, there’s good news...”

Use:

the current Price List (RW59) and Specials

EXCERCISE 23A-B


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USE A CLOSING TECHNIQUE

Here are three techniques you can use to close a sale. The choice and timing of a technique will depend on several factors such as the flow of the conversation and your relationship with your prospect. Generally speaking, you could use closing techniques immediately after 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. For example, you may ask:

(If the prospect has not chosen a product yet) Would you like to start your collection with a Chef I or Chef II Set?

(If the prospect has chosen a product) Would you like to pay with cash or apply for our credit plan?

Be confident about closing the sale. Do not be afraid to close because you think that you are pushing your prospect. Prospects who welcome you into their homes and pay attention to your demonstration are probably interested in buying something.

ASSUMED CLOSE

ALTERNATE CLOSE

DIRECT CLOSE (SOMETIMES CALLED the Test Close)

A.

C.

B.

Assume that your prospect has already decided to make a purchase and will provide the information required to fill out the purchase order as seen above. Question 5 from the Grand Drawing Card (RW54) is an example of assumed close. In addition, especially if your prospect has chosen a product, you can ask Questions 6:

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?

Follow up with Question 6 from the Grand Drawing Card (RW54). Alternatively, start by asking Question 6 first to test how close you are to closing the sale, and if your prospect is hesitant, you can ask other yes/no questions like the ones above.

and/or ask:

Whose name do I put on the contract?

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

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?

You:

I like the Chef I.PROSPECT:

Tell me, would you like to start your collection with a Chef I or a Chef II set?OR

OR

OR

Tell me, which ones would you like to have in your home?

You:

You:

Well, yes.PROSPECT:

Aren’t these products fantastic? You:

So, whose name do I put in the contract?

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

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 $__.__!

So, how would you prefer to pay for your order?

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

PROSPECT: It’s more about the price.

EXCERCISE 23C


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II. Complete the paperwork

Finish closing by filling out the following documents:

To avoid processing and shipping delays, as well as delays in the payment of your commissions and bonuses, ensure the following:

• The contract is in the language in which the presentation was made.

• Every blank is completed in the presence of the customer.

• The information is accurate.

If the prospect applies for credit, request as many supporting documents as possible to speed up the process.

Required documents vary by country, and include, for example:

• Photo ID.

• Pay stubs or other proof of income.

• Receipts for credit purchases made by the prospect.

• Leasing agreement.

• Utility bills (water, electricity, or others).

• Business and personal references.

III. Explain the contract details

After filling out the paperwork, and before signing the contract review all the information with your customer. When explaining the details, make sure your customer understands the terms of the contract, including:

• Purchase price of items.

• Shipping and handling fees.

• Applicable taxes.

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

• Total amount to be paid for the order.

• Cancellation terms and other applicable laws.

• Sales terms and conditions.

the Forms and Contract Guide (RW530)

• Sales Contract (RW620)• Credit Application (RW621) if applicable

This information is important for the departments in charge of processing orders, shipping, and paying commissions.

To learn how to fill out the paperwork correctly use:

Contact your Team Leader if you have questions or if you want to practice filling out forms and contracts in different sales situations.

IV. Request the down payment

There are several ways to ask for the down payment, depending on your relationship with the prospect and the flow of the conversation. For example, you could say:

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How would you like to secure your purchase? orHow would you like to make the down payment? orWould you like to make the down payment cash, by check or by credit card?


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 money order, collect the money to submit to the Administrative Office.

Ask your customer to review the contract and sign it. For example, you could say:

Could you please authorize the sale here?

Then give the customer the number of copies as indicated in the contract and send a copy to the nearest sales office for processing.

If the prospect has made a purchase but is not interested in joining Rena Ware, you could ask question 7 from the Grand Drawing Card (RW54):

and then follow up with questions 8 and 9:

If the prospect has not made a purchase and is not interested in joining, you can still ask questions 8 and 9.

ASK FOR REFERRALS

To inform prospects/customers that you may contact referrals for recruiting or sales purposes, after asking the questions above, you could say:

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 their numbers handy, I’ll give them a call tomorrow.

When you ask someone for referrals, you must inform the person in advance that you may contact the referrals for the purpose of giving sales or recruiting presentations.

Then, if your prospect/customer offers some names, record the contact information for each 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.

TABLE 7STEP 7 |

EXCERCISES 23D-E; 24

You can show your Independent 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 payment and give more confidence to your customer.

Regardless of the outcome of the presentation, fill out

the Customer Statement Concerning Sales Presentation (RW51)

and give a copy to the prospect/customer.

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In general, you could say:

These products are fantastic and they are going to transform your life! Would like to transform the lives of people around you by sharing these products with them?

If the customer has bought cookware you could say:

I see that you really like these utensils and you seem very passionate about healthy cooking, I think you would be really good at sharing all of this with other people. How about joining my team and transforming more people’s lives?

If the customer has bought water filters you could say:

I see that you really like this water filter and you seem very passionate about the environment and how we use our natural resources. How about joining my team and help our Cause even more by sharing these products with others?

If the prospect has not bought products, you can still share the Difference, as an opportunity for them to improve their life and the lives of those around them. For example, you could say:

SHARE THE RENA WARE DIFFERENCE AGAIN

Build on Question 9 from the Grand Drawing Card (RW54). If the customer has made a purchase and is convinced of the many benefits of the Rena Ware products, you can leverage their enthusiasm to share the Rena Ware Difference again. Here are a few examples of what to say.

I don’t know if you are in need of something that you can’t afford right now or if you could 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. Let me show you how...

If the prospect is interested, share the Rena Ware Difference. See Step 3 of the presentation.

If the prospect/customer is still not interested, say goodbye.

SAYING GOODBYE

Thank your prospect/customer for his or her time, for listening to your presentation, and for buying (if applicable).

Give him or her the bottom part of the Grand Drawing Card (RW54).

Give him or her a leaving piece and your business card (if you have not done so before) and encourage them to reach out to you if they have any questions, or change their mind about joining.

For example, you could say:

(to a new customer) Thank you for your time, for listening to the presentation and buying the __ . I’m sure you will love it! I will send you links to useful materials so that you can enjoy your product(s) even more. Here’s my contact information. Please reach out if you have any questions. And also, think about joining my team and let me know.

(to a prospect who has not joined) Thank 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.


•

•

•

TABLE 5STEP 8 |

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If you have not enrolled a prospect during a presentation, do not delete their contact information from your list. Perhaps move them to the C group in your Circle of Influence (RW120) and make a note to give them a call some time later. When you do, find out where they are at with their life, as things may have changed. For example, you could say:

Hi ___, this is __ , Rena Ware Independent Representative. We talked about __ ago. I wanted to know how things are going with you… (pause, listen to the response and continue based on what that)

A satisfied new team member or customer is the best advertisement you can have. Make it a habit of following up on an new enrollment or a sale: call, text, or email to see how things are going and offer support.

Be a good Team Leader

If you have enrolled a new team member, call, text or email him or her and ask how things are going. For example, you could ask about: the resources/links you sent to them and/or the first training session. For example:

Have you had a chance to use the resources 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?

Offer to share links to useful Rena Ware resources.

FOLLOWING UP after RECRUITING AND SELLING | Table 8

HOW WAS YOUR FIRST TRAINING SESSION?


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The sale after the sale

Once the products have been delivered, call, text, or email your customer to praise the purchase. Talk about some benefits, maybe repeat another customer’s positive comments. Always offer to answer any questions or concerns your customer may have.

For example, you could say:

I was thinking that you bought an excellent set/utensil/filtration system. You are really going to enjoy it! Do you have any questions about how to use the products? Do you know anyone else who might be interested in having these products?

Also, share the Rena Ware Difference again. For example, you could say:

Since you’ve had a chance to try the products, I’m wondering what your thoughts are about joining my team… Many Rena Ware Independent Representatives are former customers who love the products so much that they want to share them with everybody!

Share with your customers the Rena Ware content posted on social media, including use and care videos and other official videos or posts on how to use the products.

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

EXCERCISE 25

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IS ORGANIZED.Has everything needed to make a presentation.

SHOWS ENTHUSIASM.Has and inspires passion for the company, the Cause, the Difference and the products through verbal and non verbal communication.

Acts in the prospect’s best interest. Focuses on improving the prospect’s life by sharing the products and the Rena Ware Difference in ways that best meet the prospect’s needs.

AT A GLANCE: A successful RENA WARE PRESENTER

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.

SETS CLEAR GOALS.Aims to achieve the “Perfect Presentation.”

Listens.Uses effective communication techniques to better understand the needs of the prospect.

IS ALWAYS PRESENTABLE.Dresses appropriately, is well groomed, and comes across as friendly and approachable.


EXCERCISE 26

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WHAT IS an OBJECTION?

The L.C.O. PROCESS

THE most COMMON OBJECTIONS

AT A GLANCE: BEST PRACTICES for MANAGING OBJECTIONS

MANAGING

OBJECTIONS

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Communicating and presenting effectively increase your chances of recruiting or closing a sale. However, prospects often have objections and it is important to know how to manage them as part of the recruiting and selling process.

By managing objections you can:

Complete the recruiting or sale process.

Show your prospects that you are really there for them and you take their concerns seriously.

Continue to build trust and reinforce the rapport with your prospects so that they feel 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.

In general, it is not necessary to manage all of your prospect’s objections, that would be a waste of resources and it may even take you far from closing the deal. You should listen to all of the objections, identify the main, real objection and manage that. Often, minor objections will then disappear. You can use the following process.

YOUR PROSPECTNEEDS MOREINFORMATION

YOUR PROSPECTDOESN’TUNDERSTANDAND NEEDSCLARIFICATION.

Objections arise for 2 main reasons:

MANAGING OBJECTIONS

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1. Listen to the objection

Pay attention to what your prospect communicates both verbally (with words) and non-verbally (through facial expressions, body language and voice). Your prospect may not express the real concern, or may try to hide it with a false objection. Listen for the true objection so you can manage it. To do this, acknowledge the objection and follow up with a question. For example you could say:

I see. (acknowledgment) And what is your 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?

The L.C.O. PROCESS(LISTEN • CONFIRM • OFFER)

You can manage both recruitment and sales objections by using the L.C.O. Process: Listen, Confirm, and Offer. With this process, you don’t solve the objections yourself, you offer options; your prospect solves the objections.

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 as seen in Communicating effectively: Are you (feeling), because you want (need)?

3. Offer options

Most people want choices. Present the available options to overcome an objection. By choosing an option, your prospect solves the objection, and you can move on. However, in order to present suitable options, it is vital that you have good knowledge of the Rena Ware difference, product benefits, pricing and credit policies.

Let your prospect answer. Pay close attention to identify needs. If the prospect deviates from the initial objection, follow up with closed questions to obtain more information. And pause: it allows your prospect to deepen the answer and you to direct the conversation.

Ask your prospect questions: it demonstrates your interest and can foster an open trusting environment between you and your prospect.

EXCERCISE 27

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The example below illustrates that by listening, pausing, and asking questions, it is possible to determine the real objection, identify the need, and close the sale.

You: What products did you like the most?

PROSPECT: The Chef I Set, but I don’t know... I’m not convinced.

You: What does not convince you?

PROSPECT: These utensils are very nice but...

You: ...

PROSPECT: I’m afraid they may get damaged...

You: If I show you how easy it is to give them proper care so that they last for a lifetime, would that help you decide?

PROSPECT: Yes, but I would like to discuss it with my spouse first.

You: I understand. Do you want me to make a presentation for your spouse so he/she can learn about the product benefits?

PROSPECT: Actually, the set is very expensive and we cannot afford it now.

You: Is that your greatest concern? Are you worried because you like the product, and you want to be sure you can afford it?

PROSPECT: Yes.

You: I understand. And you don’t have to pay for everything in cash. With our credit plan, you can make a minimum down payment, and pay the balance over time in comfortable installments. You can even pay using a credit card.

PROSPECT: I am interested in the credit plan.

You: Great. Let’s fill out some papers, and I will tell you how much your monthly payments will be…

EXCERCISE 28

MANAGING OBJECTIONS

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THE most COMMON OBJECTIONS

Every presentation is different and there can be as many objections as prospects. However, most objections can be categorized into three big groups. Below are some of the most common objections for each group and suggestions on how to manage them. You can find more examples in Practice.

Imagine objections are like steps of a ladder and managing objections is like climbing those steps in order to get closer to your prospect and your goal.

Objections RESPONSES

I don’t have time.

I’m not interested.

OK. I can call you/come back tomorrow morning.

You could win amazing products...

1

Appo

intm

en

ts/

Gettin

g in

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Objections

3RESPONSES

I don’t have money.

I can’t buy now.

I want to think about it.

I want to talk about it with my husband/wife.

I have something similar. (usually referred to other cookware and often not true).

I understand. Would it help to know that you don’t have to pay cash and you can make monthly payments you can afford?

What would make you close the deal today?

Obviously you have reasons for saying that. What is your greatest concern? Is it the product, the price, or is it something else? (Than manage that aspect).

Would it help if I gave a presentation for your spouse to see the benefits of the Rena Ware products?

(If giving a second presentation is not possible)I understand and it makes sense to make the decision together. But you know what? My customers who have bought these products without talking with their spouses, tell me that their spouses love the products.

OK. Similar is not the same. Rena Ware cookware has... (list the key features and benefits again).

SALES

Objections RESPONSES

I don’t know how to sell.

I don’t know anyone to sell to.

What if you could get training on how to sell?

Would it help if I showed you that there are a lot of people you could sell to?

2

RECRU

ITM

EN

T

MANAGING OBJECTIONS

EXCERCISE 29

12345

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AT A GLANCE: BEST PRACTICES for MANAGING OBJECTIONS

Don’t reject, ACCEPT. Welcome objections with an open mind. They are an opportunity to get more information from your prospect so that your presentation can be effective and you can enroll a new member or close a sale.

Don’t ignore, EXPLORE. To a reasonable extent, listen to all your prospect’s objections, explore to identify the main or real one and manage that. Other, minor objections are likely to disappear.

FIND COMMON GROUND with your prospect. Emphasize the things that you and your prospect agree on. This helps your prospect to accept your suggestions and helps you to move on.

OFFER TO FOLLOW UP. If you don’t have information to respond to an important objection, say so, assure your prospect that you will get the information as soon as possible, and continue with the conversation. (Then make a note and do get back with the information.)

Don’t contradict, ACKNOWLEDGE. No matter how fixed the position of your prospect, acknowledge it out loud first. It will help you to mitigate it. Then explore it if needed.

EXCERCISE 30

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START NOW!

Organize the following activities with your group or ask your group leader about them.

UPDATES. Schedule refresher sessions where you go over some aspects of the seminar again. You could do this in a very entertaining way, for example by using the games in the Appendix.

FEEDBACK. After each step (1-3) have debrief sessions to go over your observations, and ask and answer questions

OBSERVATIONS (2). Go with the representatives to an appointment. Observe them give the presentation and fill out the Feedback form.

MOCK PRESENTATIONS. Arrange to have sessions where a group of Independent Representatives take turns to be the prospects and the representatives. Observe them give the presentation and fill out the Feedback form.

OBSERVATIONS (1) Arrange to take the representatives with you to an appointment where they can see you give a presentation. Have them fill out the Observation form.

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GLOSSARY

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GLOSSARY

This glossary offers a quick reference list of key industry terms and other key words and phrases that appear in this seminar. These items are listed alphabetically and the definitions include the meaning with which the items are used in Rena Ware.

“Buen Comer”:

Cause:

Cold call:

Cold approach:

Cold market:

Consultant:

Difference:

Enroll:

Feeling:

Independent Representative:

Issue:

(the Art of “Buen Comer”) the Rena Ware concept of not only eating healthy, but also enjoying food with great taste, texture and color, and sharing it with the people we love. “Buen Comer” or the Art of “Buen Comer” is part of the Rena Ware philosophy of “celebrating life.” This philosophy also includes sharing the Cause, the Difference and the products.

(the Cause or our Cause) Rena Ware’s environmental mission: eliminating single-use plastic waste. Summarized in the Cause slogan: “Less plastic. Cleaner World.”

an unsolicited call or visit to a prospect.

approaching people you do not know and who are not expecting you, because you have not made an appointment.

complete strangers; people you do not know, and with whom you have no connection.

entry level for a new Independent Representative. A Consultant can promote up to 7 times and reach the level of Platinum Executive Leader.

(the Rena Ware Difference, or the Difference) formerly the Opportunity. Rena Ware’s business opportunity. The word refers to the many ways in which Rena Ware differs from most direct selling companies, and to the fact that Rena Ware offers people the opportunity to transform their lives.

sign up a new Independent Representative.

emotion; in the context of compassionate or non violent communication, a feeling is connected to and is the signal for a need. When our needs are met we have different feelings than when our needs are not met.

person with his or her own Rena Ware business. The term applies to all levels, from Consultant to Platinum Executive Leader.

problem, difficulty or simply element; in compassionate or nonviolent communication, an issue is connected to and is the external or superficial expression of a need.

Leader: in this seminar leader is a representative who is leading a team, regardless of achieved level and title.

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Market:

Need:

Non-verbal communication:

Prospect:

Objection:

Referral:

Team:

Team Member:

Warm market:

Warm approach:

Verbal communication:

people you can approach for both recruiting and selling purposes.

thing that is wanted or necessary; in compassionate or non-violent communication, needs are at the core of what we think, say and do, and are often expressed through feelings and signaled by issues. Needs are universal: everybody has needs; what may change is the priority of those needs. In compassionate communication needs are also always positive, meaning they are what we want, not what we do not want.

communication without words. It includes apparent behaviors such as facial expressions, gestures, and voice (volume, pitch, tone, speed), as well as less obvious messages such as dress, posture and spatial distance between two or more people.

future recruit, future customer or both.

concern that your prospect has and that is preventing him or her from joining Rena Ware or buying products.

mainly, the person who has been referred to you by someone else; occasionally, the act of referring a person to someone else.

a number of Independent Representatives under the same Independent Representative.

new Independent Representative in your team.

people you know directly or indirectly (through other people), including family, friends, existing customers, acquaintances and referrals.Note: In Rena Ware, warm market (for sales) does not include yourself or other active Independent Representatives. Rena Ware does not require its Independent Representatives to purchase products or inventory, ever.

approaching people you know directly or indirectly, or approaching people who are expecting you, because you have made an appointment.

the words used to communicate; what one says (not how he or she says it).

GLOSSARY

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DEMOSTRATIONS

APPENDIX

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TABLE 1: The perfect presentation process

APPENDIX 1 | TABLE 1 WITH RESOURCES

APPROACH

PRESENT

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

7. Ask for referrals

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

Appointments and referrals (RW220)

Recruiting for success (RW250)

Contract Guide (RW530)Cookware seminar (RW240)Water filters seminar (AQ242)

Appointments and referrals (RW220)

Table

Table

Table

Table

Table

Tables

FOLLOW UP

4

2 3

6

8

5

1. Pave the way2. Share the Cause and invite people to join your team

7

• Be a good Team Leader• The Sale after the Sale

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

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

TABLE WITH RESOURCES

BACK

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NEEDS INVENTORY

APPENDIX 2 | NEEDS AND FEELINGS

The following list of needs is neither exhaustive nor definitive. It is meant as a starting place to support anyone who wishes to engage in a process of deepening self-discovery and to facilitate greater understanding and connection between people.

© 2005 by Center for Nonviolent CommunicationWebsite: www.cnvc.org

Email: [email protected]: +1.505-244-4041

AUTONOMYchoicefreedomindependencespacespontaneity

CONNECTIONacceptanceaffectionappreciationbelongingcooperationcommunicationclosenesscommunitycompanionshipcompassionconsiderationconsistencyempathyinclusionintimacylovemutualitynurturingrespect/self-respectsafetysecuritystability

supportto know and be knownto see and be seento understand andbe understoodtrust

HONESTYauthenticityintegritypresence

PHYSICAL WELL-BEINGairfoodmovement/exerciserest/sleepsexual expressionsafetysheltertouchwater

MEANINGawarenesscelebration of lifechallengeclaritycompetenceconsciousness

contributioncreativitydiscoveryefficacyeffectivenessgrowthhopelearningmourningparticipationpurposeself-expressionstimulationto matterunderstanding

PEACEbeautycommunioneaseequalityharmonyinspirationorder

PLAYjoyhumor

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FEELINGS INVENTORYThe following are words we use when we want to express a combination of emotional states and physical sensations. This list is neither exhaustive nor definitive. It is meant as a starting place to support anyone who wishes to engage in a process of deepening self-discovery and to facilitate greater understanding and connection between people.

There are two parts to this list: feelings we may have when our needs are being met and feelings we may have when our needs are not being met.

© 2005 by Center for Nonviolent CommunicationWebsite: www.cnvc.org Email: [email protected]: +1.505-244-4041

AFFECTIONATEcompassionatefriendlylovingopen heartedsympathetictenderwarm

ENGAGEDabsorbedalertcuriousengrossedenchantedentrancedfascinatedinterestedintriguedinvolvedspellboundstimulated

FEELINGS WHEN YOUR NEEDS ARE SATISFIED

HOPEFULexpectantencouragedoptimistic

CONFIDENTempoweredopenproudsafesecure

EXCITEDamazedanimatedardentarousedastonisheddazzledeagerenergeticenthusiasticgiddy

invigoratedlivelypassionatesurprisedvibrant

GRATEFULappreciativemovedthankfultouchedINSPIREDamazedawedwonder

JOYFULamuseddelightedgladhappyjubilantpleased

tickled

EXHILARATEDblissfulecstaticelatedenthralledexuberantradiantrapturousthrilled

PEACEFULcalmclear headedcomfortablecenteredcontentequanimousfulfilledmellowquietrelaxed

relievedsatisfiedserenestilltranquiltrusting

REFRESHEDenlivenedrejuvenatedrenewedrestedrestoredrevived

NEEDS AND FEELINGS

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AFRAIDapprehensivedreadforebodingfrightenedmistrustfulpanickedpetrifiedscaredsuspiciousterrifiedwaryworried

ANNOYEDaggravateddismayeddisgruntleddispleasedexasperatedfrustratedimpatientirritatedirked

ANGRYenragedfuriousincensedindignantiratelividoutragedresentful

FEELINGS WHEN YOUR NEEDS ARE NOT SATISFIED

AVERSIONanimosityappalledcontemptdisgusteddislikehatehorrifiedhostilerepulsed

CONFUSEDambivalentbaffledbewildereddazedhesitantlostmystifiedperplexedpuzzledtorn

DISCONNECTEDalienatedaloofapatheticboredcolddetacheddistantdistractedindifferentnumbremoved

uninterestedwithdrawn

DISQUIETagitatedalarmeddiscombobulateddisconcerteddisturbedperturbedrattledrestlessshockedstartledsurprisedtroubledturbulentturmoiluncomfortableuneasyunnervedunsettledupset

EMBARRASSEDashamedchagrinedflusteredguiltymortifiedself-conscious

FATIGUEbeatburnt out

depletedexhaustedlethargiclistlesssleepytiredwearyworn out

PAINagonyanguishedbereaveddevastatedgriefheartbrokenhurtlonelymiserableregretfulremorseful

SADdepresseddejecteddespairdespondentdisappointeddiscourageddisheartenedforlorngloomyheavy heartedhopelessmelancholy

unhappywretched

TENSEanxiouscrankydistresseddistraughtedgyfidgetyfrazzledirritablejitterynervousoverwhelmedrestlessstressed out

VULNERABLEfragileguardedhelplessinsecureleeryreservedsensitiveshaky

YEARNINGenviousjealouslongingnostalgicpiningwistful BACK

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Grate a carrot into a glass of water and stir.

Point out how the water turns orange. These are nutrients and Beta-carotene 3 (a major antioxidant) that have leached into the water.

Mention that this can occur when vegetables are boiled, while with the Rena Ware “water-less” cooking method more nutrients remain in the food.

3 Beta-carotene (β-carotene) is also known as provitamin A, because it is one of the most important precursors of vitamin A in the human diet. Source:School of Chemistry, University of Bristol, UK http://www.chm.bris.ac.uk/motm/carotene/beta-carotene_vita.html. Accessed online in May 2019.

LOSS OF NUTRIENTS DEMONSTRATION |

CARROT TEST

APPENDIX 3 | DEMONSTRATIONS

DEMONSTRATIONS

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“WATER-LESS” COOKING DEMONSTRATION |

MIXED VEGETABLES

Utensil:1.5 Litre w/cover

Ingredients:• 1 medium carrot, sliced• 1/2 cup of broccoli floret• 1/2 medium zucchini, cubed• 1/2 medium red onion, sliced• 1/2 medium red pepper, sliced• Salt and pepper

Preparation:Place the chopped vegetables in the 1.5 Litre and add 1 or 2 tablespoons of water.

Cook over medium heat with the valve open until the whistle sounds.

Reduce heat to low, close the valve, and cook for about 4 minutes or until the carrots are soft.

(optional) Season with salt and freshly ground pepper to taste.

Serve and enjoy with the attendees at the demonstration.

Emphasize the advantages of cooking with Rena Ware and how it lets you master the art of “Buen Comer”.

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DEMONSTRATIONS

STOVETOP BAKING DEMONSTRATION |

PINEAPPLE UPSIDE-DOWN CAKE

Utensil:Large Frypan (28 cm)

Ingredients:• 1 20-oz can (570 g) of pineapple slices (save the syrup)• 1 box vanilla cake mix• 1/3 cup butter• 3/4 cup brown sugar• Maraschino cherries• Whipped cream (optional)

Preparation:Drain the pineapple juice into a measuring cup.

Prepare the cake according to package directions using the reserved pineapple juice for the liquid.

Melt the butter in the Large Frypan over medium-low heat; add the brown sugar and spread evenly in the bottom of the utensil.

Place the pineapple slices in the frypan with a cherry inside each slice and pour the cake batter over the pineapples until the utensil is two-thirds full.

Cover with the valve open and cook over medium heat for 13 minutes.

Turn off the heat and let sit covered for 5 minutes with the valve closed.

Remove the lid quickly so that condensed moisture does not drip onto the cake and check for doneness.

Remove the cake from the utensil by turning it quickly over a large plate.

Carefully lift the utensil to separate it from the cake.

Serve hot or cold with or without whipped cream to attendees.

Find more recipes in the Cookware Seminar (RW240) and our blog on renaware.com.

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Have the bottle with you everywhere you go.

Connect with the situation and your prospect.

When you are meeting a prospect during an appointment for selling and recruiting, ask where you can fill your bottle. Observe the water they use (tap water? bottled water?) and work that information into your talk.

I noticed you use bottled water. How would you like to have your own personal water filter on the go? That way you would have fresh tasting water anytime, anywhere, you would save on bottledd water AND you would contribute to a great Cause! Have you heard about the Rena Ware Cause?

I noticed you use bottled water. It must be quite expensive. How would you like to have fresh tasting water that is much cheaper?

How would you like to have portable fresh tasting water without buying water bottles?

OR

OR

Present the features and benefits of the Rena Ware Filter Bottle. Here is an example:

The features and benefits can be presented in any order, depending on the flow of the conversation. Observe and listen to your prospect and introduce the features and benefits in the way that is most relevant to them.

OPEN/LOCK BUTTONYou can throw your bottle in your bag and not worry about spills.

TRITAN CONTAINERIt’s safe, free of harmful chemicals, extremely durable.

FILL FROM TOP OR BOTTOMIt’s easy to fill and clean.

You can identify your own bottle when there are many around you.

COLOR BAND

RENA WARE TECHNOLOGY FILTERHigh-capacity and high-flow filtration, it won’t slow you down.

PROTECTIVE CAPThe water stays clean and free of dust and other particles.

CARRY LOOPIt’s convenient and easy to grab and hold.

CAUSE AND PRODUCT DEMONSTRATION USING

THE RENA WARE FILTER BOTTLE

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To avoid frustration and/or time spent in vain, make sure that you and your team are aware of the following facts.

Rena Ware is unable to accept financed orders in several states. Some states have specific rules for financed business, such as:

• Special Contract requirement• IC Door to Door License requirement• Company Legal presence in the State requirement• Business Tax law

As a result, in the following states Rena Ware can accept cash sales only:

• New Hampshire• Pennsylvania• Minnesota• Louisiana• Iowa• Wisconsin

Also, in Massachusetts no direct sales of any kind are permitted.

APPENDIX 4 | LEGAL REQUIREMENTS ON SALES

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FEEDBACK FORM

This form can be used when observing a new Independent Representative during a mock presentation or a real presentation. This form can also be used for self-evaluation.

What was really effective? What did the presenter do well? List concrete accomplishments here. You could use the main sections of the detailed feedback (below) to help you. Examples:

What could be improved?If there are many things, choose the two or three most important ones. Make sure that:

Suggestions for improvement are not more than accomplishments (what went well)

Improvements are “actionable items.” For example, “be friendly” is not actionable because it doesn’t clarify “what to do to be friendly”; actionable items to be friendly could be: smile (more), make (more) eye contact, sit next to your prospect, etc.

paved the way (“You paved the way really well”)asked for referrals (“I liked how you asked for referrals”)communication techniques (“You used a variety of communication techniques”)

Accomplishments

Suggestions for improvement

OVERALL

Presenter’s name: ________________________________________________________________Observer’s name: _________________________________________________________________

•

•

BACK

APPENDIX 5 | FORMS

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IN DETAIL

THE PRESENTER

Be on time.

Wear appropriate clothing and be well-groomed.

Other [specify]:

DO COMMENTSMP RPHOW?

Keep materials organized and in good conditions.

Have all the necessary materials.

= How did he do it?= mock presentation= real presentation

MPHOW?

RP

= did it well= needs more work= not applicable: it was not suitable to the situation and/or the person didn’t do it

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FEEDBACK FORM

THE PRESENTATION




Pave the way.



DO USE HOW? COMMENTS

STEP 1

STEP 2

STEP 3


Rena Ware Difference Brochure (RW516)


renakit.comShow the Let’s Start! Program.

MP FP



STEP 4• Independent Consultant Agreement (RW1)• Self Evaluation on Direct Selling Best Practices (RW32)• Guide to Direct Selling Best Practices (RW33)

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DO USE COMMENTSHOW?MP FP






STEP 5

Share the products


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• Product Catalog (RW760)


Close the sale.







DO USE COMMENTSHOW?MP FP

STEP 6




FEEDBACK FORM

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If you recruited a member, reach out to him or her and offer support.

Ask for referrals.Schedule a new presentation (if applicable).

If you sold product. Reach out to your customer and offer support.

FOLLOW UP

Suggested lines from this seminar p. 44

Share the Difference again (if prospect has not joined Rena Ware yet).

DO

DO

USE

USE

COMMENTS

COMMENTS

HOW?

HOW?

MP

MP

FP

FP

STEP 7

STEP 8



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DO COMMENTS

Listen: identify prospect’s needs.

Ask open questions.What do you like to cook?

Ask for more information.

Acknowledge.So these utensils feel familiar to you.

Use easy words / some of the prospect’s words.The Rena Ware Bottle would be perfect for your travels.

Ask yes/no questions.How many people are in your family?

Clarify.So what I hear you say is that you would drink more water if it tasted better.

Pause.

Example sentences are taken from this seminar. Please check for larger context.VERBAL COMMUNICATION

Mention the connection with a referral.Your cousin said you like traveling.

Use testimonials.Many of our Independent Representatives joined because they loved the products so much...

Other [specify]:

HOW?MP RP

COMMUNICATION

FEEDBACK FORM

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Accept (don’t ignore or avoid).

Listen.

Confirm.

Offer options.

Other[specify]:

Relax (open) body and face.

Make eye contact.

Smile.

Nod.

Gesture intentionally.

Is mindful of personal space.

Use appropriate voice.Volume • Pitch • Speed

NON-VERBAL COMMUNICATION

DO COMMENTSHOW?MP RP

DO COMMENTSHOW?MP RP

OBJECTIONS MANAGEMENT

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Date: ___________

What was really effective? What did the presenter do well? List concrete accomplishments here. You could use the main sections of the detailed feedback (below) to help you. Examples:

paved the way (“You paved the way really well”)asked for referrals (“I liked how you asked for referrals”)communication techniques (“You used a variety of communication techniques”)

Accomplishments

OVERALL

OBSERVATION FORM

This form can be used to observe an experienced presenter.

Presenter’s name: ________________________________________________________________ Observer’s name: _________________________________________________________________

BACK

OBSERVATION FORM

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Yes = the presenter did this N/A = not applicable: it was not suitable to the situation and/or the presenter didn’t do it

IN DETAIL

DONE?

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

THE PRESENTER

Be on time.

Wear appropriate clothing and be well-groomed.

Other [specify]:

DO COMMENTS

Keep materials organized and in good conditions.

Have all the necessary materials.

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OBSERVATION FORM

DONE?

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

THE PRESENTATION




Pave the way.



DO USE COMMENTS


Rena Ware Difference Brochure (RW516)


renakit.comShow the Let’s Start!Program.

STEP 1

STEP 2

STEP 3

Yes | N/A



STEP 4• Independent Consultant Agreement (RW1)• Self Evaluation on Direct Selling Best Practices (RW32)• Guide to Direct Selling Best Practices (RW33)

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DONE?

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A







DO USE COMMENTS



STEP 5

Share the products


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• Product Catalog (RW760)





Close the sale.







DO USE COMMENTSDONE?

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

STEP 6

OBSERVATION FORM

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If you recruited a member, reach out to him or her and offer support.

Ask for referrals.Schedule a new presentation (if applicable).

If you sold product. Reach out to your customer and offer support.

FOLLOW UP

Suggested lines from this seminar p. 44

Share the Difference again (if prospect has not joined Rena Ware yet).

DO

DO

USE

USE

COMMENTS

COMMENTS

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

DONE?

DONE?

STEP 7

STEP 8



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DO COMMENTS

Listen: identifyprospect’s needs.

Ask open questions.What do you like to cook?

Ask for more information.

Acknowledge.So these utensils feel familiar to you.

Use easy words / some of the prospect’s words.The Rena Ware Bottle would be perfect for your travels.

Ask yes/no questions.How many people are in your family?

Clarify.So what I hear you say is that you would drink more water if it tasted better.

Pause.

Example sentences are taken from this seminar. Please check for larger context.VERBAL COMMUNICATION

Mention the connection with a referral.Your cousin said you like traveling.

Use testimonials.Many of our Independent Representatives joined because they loved the products so much...

Other [specify]:

DONE?

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

COMMUNICATION

OBSERVATION FORM

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Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Yes | N/A

Accept (don’t ignore or avoid).

Listen.

Confirm.

Offer options.

Other[specify]:

Relax (open) body and face.

Make eye contact.

Smile.

Nod.

Gesture intentionally.

Is mindful of personal space.

Use appropriate voice.Volume • Pitch • Speed

NON-VERBAL COMMUNICATION

DO COMMENTSDONE?

DONE?DO COMMENTS

OBJECTIONS MANAGEMENT

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When you land on a square have your partner read the objection to you. Use a communication technique to manage the objection, depending on the type of objection.

Read each objection out loud and respond to it.

THE OBJECTIONS BOARD GAMEGAME 1 |

• Place the objects at the start. Flip the coin to move your object along the board:

•

• If you cannot come up with a sentence to manage the objection and you have to look at the solutions, you move back two squares (one square if you are one square from the start).

One different tiny object per player (e.g. a paper clip, an eraser, a small paper ball, etc.)

A printed version of the board on the next page per pair or small group.

One coin per pair or small group.

What you need

Rules

Heads = move forward 1 square Tails = move forward 2 squares

Red squares = false objections

Green squares = real objections

APPENDIX 6 | GAMES

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GO!

FINISH

This cookware is very

expensive.

I can’t afford it.

Leave the flyer in the mailbox.

My husband doesn’t let me work.

I want to talk about it with my

husband/wife.

I don’t have child care.

Go back a square

I don’t know you. I’m not going to give

you my checks and my credit card number.

I have something

similar.

The people I know can’t afford these

products.

I have a full time job and I don’t want to leave it.

I can’t join now.

Throw again

Miss a turn

Throw again

I don’t know if I

really need them.


Miss a turn

I’m not good at talking to people I don’t know. Go back a

square

I have to think about it.

Call me later.

My stove is very small.


I cannot join now.

I don’t know anyone to

sell to.

I’m afraid the utensils

will get damaged

I can’t sell

I can’t buy it now.

I don’t have much room in my house.

1

8

9

7

10

17 16 15 14

20 21 22

23

27 28 29 30

242526

1918

6

11

5

12 13

2 3 4

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Purpose of the game:To practice listening and responding to objections.

Option 1 | Large groups (10-20 participants): Mix and mingle

Tell participants the objective of the game.Tell participants you are going to give them a card with an objection and a suggested response, and you would like them to read it silently and come to you if they don’t understand the sentences on the card.Give one card to each participant.Tell participants that in a moment they are going to move around the room and pair up with someone. Before they do, explain that when they are with a partner the two of them take turns reading the objection on their card and responding to it. They should let their partner give a few responses before reading the suggested responses from the card.

Example:

A: (Reading OBJECTION from card): I’m not interested. B: (Trying to respond): These products are very interesting. A: Try again. B: You’re not interested in the opportunity to win amazing products? A: You got it./That’s right. (That is the suggested response)

If necessary, use this example to demonstrate the game with one participant. (Then remove that card from the deck).Keep track of time. You could have 2-minute rounds: 1 minute per card, i.e. 2 minutes per pair.When time is up, the participants move on, find another partner and repeat the game.

Number of participants: From 1 (If the trainer can role play with him/her) to 20 max (because of the number of cards).

Duration: About 45 minutes, but varies depending on number of participants and rounds.

What you need:One full set of objection cards or one subset (getting in, sales, recruitment), depending on the number of participants and the option you choose.

Tell participants the purpose and process of the game BEFORE distributing cards to them.

Process

THE OBJECTIONS ROLE-PLAYGAME 2 |

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Option 2 | Small groups (1-10 participants): In pairs

Divide the cards into decks and give a small deck to each participant. Make sure you give a mixture of cards with different kinds of objections (getting in, sales, recruitment).Put participants in pairs.Tell participants to take turns reading the objections and responding to them, as in the example in Option 1. They keep doing this until the go through their cards.If there is time, pairs can trade decks and continue playing.

For option 1 and 2:

Ask a friend or family member to play the role of the prospect and read the objections to you.

Cover the response cards. Read the objections and respond. Challenge yourself and see how many objections you can manage in 1 minute.

Cut.

Fold.

Encourage participants to write down any good response they hear that is not among the suggested responses.At the end, debrief: ask participants to share any good response the heard. If everybody agrees that a response works, consider adding it to the list of suggested responses.

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OBJECTION

OBJECTION

OBJECTION

OBJECTION

Possible responses

Possible responses

Possible responses

Possible responses




Call me later.

You don’t have time for something that will benefit you?

You’re not interested in the opportunity to win amazing products?

You don’t want to see what else I have for you?

What works better for you tomorrow morning or afternoon?

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OBJECTION

OBJECTION

OBJECTION

Possible responses

Possible responses

I want to discuss it with my husband/wife.


This cookware is very expensive.

And if I show you that you can pay monthly, what is a monthly payment you can afford?

I see. And in addition to that, is there some other reason? Is there something else on your mind?

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

What exactly worries you? Is the price, the down payment, or is it something else?

I see. What if I show you our financing options/payment plans?

OBJECTION


Possible responses

What would make you close the deal now?

•

•

•

•

Possible responses

I understand. Would it help if I gave a presentation for your spouse to see the benefits of the Rena Ware products?I understand and it makes sense to make the decision together. But you know what? My customers who have bought these products without telling their spouses, tell me that their spouses love the products.

•

•

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OBJECTION

OBJECTION

OBJECTION

Possible responses

I don’t know you. I’m not going to give you my checks or credit card number.

I’m afraid the utensils will get damaged.

I have something similar.

Possible responses

Would you feel more comfortable if I told you a bit more about Rena Ware and my role?

I understand. Let me show you my Independent Representative Guarantee. If a representative does not remit money to the company, Rena Ware refunds the customer.

Would it help if I showed you how easy it is to give them proper care so they will last a lifetime?

Possible responses

Similar is not the same. If you were traveling to Mexico, would it be the same to travel by bus or by plane? Both means take you there, but with which would you feel better? With Rena Ware water-less cooking method, your food keeps more nutrients, tastes better and looks better.

Similar is not the same. With Rena Ware cookware... you can use the water-less cooking method… (list other key benefits)

OBJECTION

I want to think about it.

•

•

•

•

Possible responses

What exactly requires more thought before you can make a decision?

Is it the product, the price or the terms that you want to think about?

•

•

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OBJECTION

OBJECTION

OBJECTION

Possible responses

Possible responses

Possible responses

I can’t join now.

I have a full-time job and I don’t want to leave it.

I’m not good at talking with people I don’t know.


What would make you join now?

•

•

Would it help to know that you can start part-time?

What if you could get training on how to approach people effectively?

OBJECTIONPossible responses

I don’t know anyone to sell to.Would it help if I showed you that there are a lot of people you could sell to?

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OBJECTION

OBJECTION

OBJECTION

Possible responses

Possible responses

Possible responses

The people I know can’t afford these products.


I can’t sell.

And if you could sell to people who could afford the products?

What if you could do this during the day, when your children are at school?

What about selling worries you?

OBJECTIONPossible responses

My husband doesn’t let me work.Would it help if I gave a presentation to your husband to show how Rena Ware can transform your lives?

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Purpose of the game:To practice listening and responding to objections.

Number of participants: Min 10, max 40 (because of the number of cards); however it works better with about 20 participants.

Duration: May vary greatly depending on the number of participants.

What you need:One full set of objection cards, printed in colors and cut up so that objections are separate from responses.

Make sure you shuffle the cards very well!Give one card to each participant. If there are less than 40 participants, make sure you give cards that match! For example, Objections 1-10 and Responses A-J.Tell the participants to spread out the in the room and go around and “find their match” (Objection+Response).To do that, they will have to read their card to one another until they form a suitable Objection-Response match.When they do find their match, they are out of the game.When you spot two participants who are matched up, check their match with the suggested solution:

Ask “matched participants” to write more possible responses to the objections on their cards.

Process

1 A 5 E 9 I 13 M2 B 6 F 10 J 14 N3 C 7 G 11 K 15 O4 D 8 H 12 L 16 P

Encourage participants to write down any good response they hear that is not among the suggested responses.At the end, debrief: ask participants to share any good response the heard. If everybody agrees that a response works, consider adding it to the list of suggested responses.

OBJECTION-RESPONSE MATCHINGGAME 3 |

Tell participants the purpose and process of the game BEFORE distributing cards to them.

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OBJECTION1 |

2 |

3 |

4 |

OBJECTION

OBJECTION

OBJECTION




Call me later.

A | Possible responses


B | Possible responses

You’re not interested in the opportunity to win amazing products?

C | Possible responses

You don’t want to see what else I have for you?

D | Possible responses

What works better for you tomorrow morning or afternoon?

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5 |

6 |

7 |

8 |OBJECTION

OBJECTION

OBJECTION

I want to discuss it with my husband/wife.


This cookware is very expensive.

e | Possible responses

And if I show you that you can pay monthly, what is a monthly payment you can afford?

OBJECTION


G | Possible responses

What would make you close the deal now?

f | Possible responses

I see. And in addition to that, is there some other reason? Is there something else on your mind?Obviously you have a reason for saying that. Would you be willing to share it?What exactly worries you? Is the price, the down payment, or is it something else?I see. What if I show you our payment plans?

•

•

•

•

H | Possible responses

I understand. Would it help if I gave a presentation for your spouse to see the benefits of the Rena Ware products?I understand and it makes sense to make the decision together. But you know what? My customers who have bought these products without telling their spouses, tell me that their spouses love the products.

•

•

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OBJECTION

OBJECTION

OBJECTION

I don’t know you. I’m not going to give you my checks or credit card number.

I’m afraid the utensils will get damaged.

I have something similar.

J | Possible responses

Would it help if I showed you how easy it is to give them proper care so they will last a lifetime?

OBJECTIONI want to think about it.

L | Possible responses


K | Possible responses

Similar is not the same. If you were traveling to Mexico, would it be the same to travel by bus or by plane? Both means take you there, but with which would you feel better? With Rena Ware water-less cooking method, your food keeps more nutrients, tastes better and looks better.

Similar is not the same. With Rena Ware cookware... you can use the water-less cooking method… (list other key benefits)

•

•

I | Possible responses

Would you feel more comfortable if I told you a bit more about Rena Ware and my role?

I understand. Let me show you my Independent Representative Guarantee. If a representative does not remit money to the company, Rena Ware refunds the customer.

•

• 9 |

10 |

11 |

12 |

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OBJECTION

OBJECTION

OBJECTION

I can’t join now.

I have a full-time job and I don’t want to leave it.

I’m not good at talking with people I don’t know.

M | Possible responses


What would make you join now?

•

•

N | Possible responses

Would it help to know that you can start part-time?

O | Possible responses

What if you could get training on how to approach people effectively?

OBJECTION

I don’t know anyone to sell to.

P | Possible responses

Would it help if I showed you that there are a lot of people you could sell to?

13 |

14 |

15 |

16 |

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OBJECTION

OBJECTION

OBJECTION

The people I know can’t afford these products.


I can’t sell.

Q | Possible responses

And if you could sell to people who could afford the products?

R | Possible responses

What if you could do this during the day, when your children are at school?

S | Possible responses

What about selling worries you?

OBJECTION

My husband doesn’t let me work.

T | Possible responses

Would it help if I gave a presentation to your husband to show how Rena Ware can transform your lives?

17 |

18 |

19 |

20 |

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FEEDBACK

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What would you do differently? How can we improve it?Please send your comments to [email protected].

Put the name of the seminar in the subject line.

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