[PPT] - SHARE THE CAUSE, SHARE THE DIFFERENCE SEMINAR The complete guide PowerPoint Presentation

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SHARE THE CAUSE, SHARE THE DIFFERENCE

SEMINAR

Power Point version available on Rena Drive The complete guide to recruiting for success

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FOR THIS SESSION YOU WILL NEED

(digital or printed) (digital or printed) (digital or printed)

THE SEMINAR THE WORKBOOK YOUR CIRCLE OF INFLUENCE

(RW120) fjlled out

YOUR STARTER KIT

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SEMINAR FOCUS

RECRUITING

At the beginning
f a presentation

(steps 2-4)

At the end of a

presentation (step 8)

APPROACH PRESENT

1. Pave the way
2. Share the Cause and invite your prospect to join your team
5. Share the products (sell)
6. Close the sale
7. Ask for referrals
8. Share the Rena Ware Difference again

(if not successful before) FOLLOW UP Be a good Team Leader The Sale after the Sale

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

IDENTIFY

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

Establish your warm and cold markets This step takes place before the Perfect Presentation. It is included here to complete the larger context.

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SEMINAR CONTENT

1 2 3 4 5

Recruiting basics The recruiting process in 6 steps Recruiting skills Practice Assessment in this session in your own time

PAY ATTENTION TO THE FOLLOWING ICONS

questions for you to answer role plays/simulations page(s) in this seminar exercises

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1

RECRUITING BASICS

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RECRUITING BASICS

p. 9

What is recruiting? Why do it?

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r

per WEEK per BONUS PERIOD (2 WEEKS) YOU YOUR TEAM from from

2 + 4

=6

RECRUITS RECRUITs RECRUITs per GROUP IN YOUR ORGANIZATION

How much recruiting? What helps you?

STRENGTH in NUMBERS

RECRUITING BASICS

YOU YOUR TEAM from from RECRUIT RECRUITs

1 + 2 3

=

RECRUITS per GROUP IN YOUR ORGANIZATION

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What are they? How are they met in Rena Ware?

pp. 12-13

Optional

ex. 4

1 2 3 4 5 6 7

THE 7 NEEDS

RECRUITING BASICS

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1 | 2 | 3 | 4 | 5 |

p. 14

¿True or False? When approaching prospects for the fjrst time, you mustn’t tell them why you are approaching them or give them your contact information. You mustn’t make any representation of earnings from a Rena Ware business that is not included in offjcial company materials. You mustn’t tell or promise your prospects that they will earn a specifjc amount of money if they join Rena Ware. You shouldn’t explain to your prospects how the earnings plan works. You mustn’t promote employment opportunities in marketing or

ther areas.

RECRUITING ETHICS

RECRUITING BASICS

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THE RECRUITING

PROCESS

2

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THE RECRUITING PROCESS

For each step:

WHAT TO DO WHAT TO USE WHAT TO SAY

1 2 3 4 5 6

SHARE THE CAUSE IDENTIFY APPROACH SHARE THE DIFFERENCE ENROLL YOUR PROSPECT FOLLOW UP

Details

pp. 17-25

Summary table 2 p. 6 6 STEPS to RECRUIT EFFECTIVELY

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What do you use to identify your fjrst prospects?

p. 18

STEP 1 |

IDENTIFY

THE RECRUITING PROCESS

6 STEPS to RECRUIT EFFECTIVELY

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What do you use to approach your cold market? What do you use to approach you warm market? What do you say in each case? What do you say to make an appointment?

p. 19

Optional

ex. 7

Practice Steps 1-2

STEP 2 |

APPROACH

THE RECRUITING PROCESS

6 STEPS to RECRUIT EFFECTIVELY

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pp. 19-21

What do you use to share the Cause? What do you say to connect the question on page 15

f the Water fjlters brochure (AQ700):

Before talking about the Cause, what transition can you use:

Practice Step 3

...with your cold market? ...with your warm market? ...with your cold market? ...with your warm market?

STEP 3 |

SHARE THE CAUSE

THE RECRUITING PROCESS

6 STEPS to RECRUIT EFFECTIVELY

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What do you use to share the Difference? What 3 things make Rena Ware different than other direct selling companies? What are 3 benefjts of starting your Rena Ware business? What 2 questions can you ask your prospect to make the message more relevant to them? What are 2 ways to connect the Difference with your prospect’s interest? What can you say to assume the enrollment?

Practice Step 4

pp. 21-24

STEP 4 |

SHARE THE RENA WARE DIFFERENCE

THE RECRUITING PROCESS

6 STEPS to RECRUIT EFFECTIVELY

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What do you use to enroll your prospect? What can you do to help your prospect get ready for the fjrst training session?

pp. 24-25

STEP 5 |

ENROLL YOUR PROSPECT

THE RECRUITING PROCESS

6 STEPS to RECRUIT EFFECTIVELY

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What can you do to follow up on an enrollment? What can you ask your prospect to show interest in their development?

p. 25

Practice Step 6

STEP 6 |

FOLLOW UP

THE RECRUITING PROCESS

6 STEPS to RECRUIT EFFECTIVELY

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RECRUITING SKILLS

3

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RECRUITING SKILLS

What does it mean to be vulnerable? What are 6 ways to engage with your vulnerability?

pp. 28-30

THE COURAGE to BE VULNERABLE

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What barriers can prevent you from listening? What can you do to overcome these barriers?

p. 31

LISTEN for NEEDS

RECRUITING SKILLS

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p. 32

1 2 3

Example Prospect: I don’t know how long I can pay my mortgage. In this example: What are... ...the possible feelings? ...the possible needs? What are issues? What are feelings? What are needs?

RECRUITING SKILLS

LISTEN for NEEDS

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Identify and acknowledge feelings and needs Offer options

1 2

Representative: Are you worried because you would like to be sure you can sell effectively? Representative: You could join, do it part time and then evaluate... What is the feeling? What is the need?

p. 33
ex. 3-4

RECRUITING SKILLS

LISTEN for NEEDS

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L.C.O. L... C... O...

What is an objection? What does L.C.O. stand for?

pp. 34-35

MANAGE OBJECTIONS

RECRUITING SKILLS

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What do you do to listen to an objection? Turn the following objection into a question in your mind: I don’t know how to sell / recruit.

p. 35

L.C.O.

LISTEN CONFIRM OFFER

RECRUITING SKILLS

MANAGE OBJECTIONS

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What do you do to confjrm an objection? Confjrm the following objection: I don’t know how to recruit / sell.

L.C.O.

LISTEN CONFIRM OFFER

p. 35

RECRUITING SKILLS

MANAGE OBJECTIONS

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Present options to overcome the following objection: I don’t know how to sell / recruit.

L.C.O.

LISTEN CONFIRM OFFER

p. 35

RECRUITING SKILLS

MANAGE OBJECTIONS

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What are the most common recruiting objections?

pp. 36-37

RECRUITING SKILLS

MANAGE OBJECTIONS

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PRACTICE THE RECRUITING PROCESS

Role play 1

r

Role play 2

Appendix

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Stop: What did we do that is not effective or even counterproductive? Keep: What did we do that is effective and we should do more of? Start: What didn’t we do that could be effective and we should start doing?

SHARE THE CAUSE, SHARE THE DIFFERENCE

SEMINAR

FOR THIS SESSION YOU WILL NEED

SEMINAR FOCUS

RECRUITING

SEMINAR CONTENT

1 2 3 4 5

Recruiting basics The recruiting process in 6 steps Recruiting skills Practice Assessment in this session in your own time

1

RECRUITING BASICS

What is recruiting? Why do it?

2 + 4

=6

How much recruiting? What helps you?

1 + 2 3

=

What are they? How are they met in Rena Ware?

1 2 3 4 5 6 7

1 | 2 | 3 | 4 | 5 |

THE RECRUITING

PROCESS

2

For each step:

1 2 3 4 5 6

What do you use to identify your fjrst prospects?

IDENTIFY

What do you use to approach your cold market? What do you use to approach you warm market? What do you say in each case? What do you say to make an appointment?

Practice Steps 1-2

APPROACH

What do you use to share the Cause? What do you say to connect the question on page 15

Before talking about the Cause, what transition can you use:

Practice Step 3

...with your cold market? ...with your warm market? ...with your cold market? ...with your warm market?

SHARE THE CAUSE

Practice Step 4

SHARE THE RENA WARE DIFFERENCE

What do you use to enroll your prospect? What can you do to help your prospect get ready for the fjrst training session?

ENROLL YOUR PROSPECT

What can you do to follow up on an enrollment? What can you ask your prospect to show interest in their development?

Practice Step 6

FOLLOW UP

RECRUITING SKILLS

3

What does it mean to be vulnerable? What are 6 ways to engage with your vulnerability?

What barriers can prevent you from listening? What can you do to overcome these barriers?

1 2 3

Example Prospect: I don’t know how long I can pay my mortgage. In this example: What are... ...the possible feelings? ...the possible needs? What are issues? What are feelings? What are needs?

Identify and acknowledge feelings and needs Offer options

1 2

Representative: Are you worried because you would like to be sure you can sell effectively? Representative: You could join, do it part time and then evaluate... What is the feeling? What is the need?

L.C.O. L... C... O...

What is an objection? What does L.C.O. stand for?

What do you do to listen to an objection? Turn the following objection into a question in your mind: I don’t know how to sell / recruit.

What do you do to confjrm an objection? Confjrm the following objection: I don’t know how to recruit / sell.

Present options to overcome the following objection: I don’t know how to sell / recruit.

What are the most common recruiting objections?

PRACTICE THE RECRUITING PROCESS

Role play 1

Role play 2

Stop: What did we do that is not effective or even counterproductive? Keep: What did we do that is effective and we should do more of? Start: What didn’t we do that could be effective and we should start doing?

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