THE PERFECT PRESENTATION SEMINAR The complete guide to presenting - - PowerPoint PPT Presentation

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THE PERFECT PRESENTATION SEMINAR The complete guide to presenting - - PowerPoint PPT Presentation

May 14, 2023 308 likes •634 views

THE PERFECT PRESENTATION SEMINAR The complete guide to presenting the Cause, the Difference and the products Power Point version available on Rena Drive 1 FOR THIS SESSION YOU WILL NEED THE SEMINAR THE SEMINAR YOUR CIRCLE YOUR STARTER KIT

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THE PERFECT PRESENTATION

SEMINAR

The complete guide to presenting the Cause, the Difference and the products Power Point version available on Rena Drive

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FOR THIS SESSION YOU WILL NEED

(in print or digital) (in print or digital) (in print or digital)

THE SEMINAR THE SEMINAR YOUR CIRCLE OF INFLUENCE

(RW120) fjlled out

YOUR STARTER KIT

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SEMINAR FOCUS

GIVING A PRESENTATION:

  • Immediately after

approaching your prospect

  • During an appointment

TASK ACTION PRESENT

  • 1. Pave the way
  • 2. Share the Cause and invite people to join your team

Table 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 Table FOLLOW UP

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

8

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

Table 5 APPROACH

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

Tables 2 3

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SEMINAR CONTENT

1 2 3 4 5

Communicating effectively The 8 steps of an effective presentation Managing objections 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

COMMUNICATING

EFFECTIVELY

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COMMUNICATING EFFECTIVELY

  • p. 15

What do we mean by communicating effectively? What barriers can prevent you from listening? What can you do to overcome those barriers?

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LISTENING from THE HEART

What do we mean by “listening from the heart? Let’s try it... What did we learn?

  • p. 16

Exercise

COMMUNICATING EFFECTIVELY

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Example Prospect: I don’t have money. What are issues? What are feelings? What are needs? In this example: What are... ...the possible feelings? ...the possible needs?

  • p. 17

1 2 3

LISTENING from THE HEART

COMMUNICATING EFFECTIVELY

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Identifying and confjrming feelings and needs Offering options

1 2

Representative: Are you worried because you would like to be sure you can pay for the product? Representative: Would it help to know you can make low monthly payments? What’s the feeling? What’s the need?

  • p. 18
  • ex. 3-4

LISTENING from THE HEART

COMMUNICATING EFFECTIVELY

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6 TECHNIQUES for EFFECTIVE COMMUNICATION

Cover the left column, fjnd an example of the following techniques in the right column: Pausing Acknowledging (your prospect’s emotional experience) Closed questions Asking for more information Clarifying what your prospect just said Open questions

  • ex. 6-8

Optional

  • p. 19

COMMUNICATING EFFECTIVELY

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NON-VERBAL COMMUNICATION

What is non-verbal communication? If there is a mismatch between verbal and non-verbal communication, which one do people tend to believe?

  • pp. 20-21

COMMUNICATING EFFECTIVELY

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What non-verbal actions can you identify here?

1 2 6 3 4 5

NON-VERBAL COMMUNICATION

COMMUNICATING EFFECTIVELY

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How do your prospects feel when they do this? What can you do in each case to move forward? d e b A c

NON-VERBAL COMMUNICATION

COMMUNICATING EFFECTIVELY

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PRESENTING EFFECTIVELY

2

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PRESENTING EFFECTIVELY

PREPARATION

What other seminars can you take to learn about the content of the presentation? What can you do the day before a scheduled presentation? What is each side of the Grand Drawing Card (RW54) for?

  • p. 24
  • p. 25
  • pp. 26-27
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THE 8 STEPS of THE PRESENTATION

PAVE THE WAY

1 2 3 4

SHARE THE CAUSE SHARE THE DIFFERENCE ENROLL YOUR PROSPECT

7 8 5 6

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

If enrollment is successful, STOP HERE. If not, CONTINUE

For each step:

WHAT YOU DO WHAT YOU USE WHAT YOU SAY

Details

  • pp. 29-45

Summary Tables 1-8

PRESENTING EFFECTIVELY

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What can you say to break the ice? What can you say to share your motivation? Give some tips about using: brochures (in print or digital) videos

  • p. 19

Optional

  • ex. 7

STEP 1 |

PAVE THE WAY

THE 8 STEPS of THE PRESENTATION

PRESENTING EFFECTIVELY

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  • p. 32

What do you do? What do you use? What do you say? What are the two possible answers from your prospect? Practice this step

STEP 2 |

SHARE THE CAUSE

THE 8 STEPS of THE PRESENTATION

PRESENTING EFFECTIVELY

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(your prospect is interested) What do you do? What do you use? What do you say?

  • p. 33

STEP 3 |

SHARE THE RENA WARE DIFFERENCE

Table 4

Practice this step

THE 8 STEPS of THE PRESENTATION

PRESENTING EFFECTIVELY

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(your prospect wants to join your team)

  • p. 34

STEP 4 |

ENROLL YOUR PROSPECT

What do you do? What do you use? What do you say?

Table 5 THE 8 STEPS of THE PRESENTATION

PRESENTING EFFECTIVELY

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WHAT HAPPENS WITH THE PRESENTATION IF YOUR PROSPECT HAS JOINED YOUR TEAM?

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(your prospect is not interested in joining your team)

  • pp. 35-37

STEP 5 |

SHARE THE PRODUCTS

What do you do? What do you use? What do you say?

Table 6

Practice this step.

TRY IT OUT! p. 68.

THE 8 STEPS of THE PRESENTATION

PRESENTING EFFECTIVELY

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STEP 6 |

CLOSE THE SALE

  • I. CLOSE THE DEAL

II.

COMPLETE THE PAPERWORK

III.

EXPLAIN THE CONTRACT DETAILS IV. REQUEST THE DOWN PAYMENT

What do you do? What do you use? What do you say?

Practice this step.

  • pp. 70-71, exercise 23 B-E.
  • pp. 38-43

Table 6 THE 8 STEPS of THE PRESENTATION

PRESENTING EFFECTIVELY

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STEP 7 |

ASK FOR REFERRALS

What do you do? What do you use? What do you say?

  • p. 43

Table 7 THE 8 STEPS of THE PRESENTATION

PRESENTING EFFECTIVELY

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STEP 8 |

SHARE THE DIFFERENCE AGAIN AND SAY GOODBYE

What do you do? What do you use? What do you say?

  • p. 44

Table 5 THE 8 STEPS of THE PRESENTATION

PRESENTING EFFECTIVELY

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FOLLOWING UP

What do you do? What do you use? What do you say? On enrollments: be a good team leader Following up... On sales: the sale after the sale

Practice this point and step 8.

  • p. 72, ex. 25 A o B.
  • p. 44

Table 8

PRESENTING EFFECTIVELY

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MANAGING OBJECTIONS

3

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MANAGING OBJECTIONS

What does L.C.O. stand for? What is an objection? What do you do at each step of the process? What do you say?

  • pp. 49-50

The L.C.O. PROCESS

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

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What are the most common objections? Identify approaching, recruiting and sales objections.

  • pp. 52-53

THE most COMMON OBJECTIONS

  • ex. 29

MANAGING OBJECTIONS

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PRACTICE MANAGING OBJECTIONS

Board game Cards role-play 1 Cards role-play 2

Appendix

  • r
  • r
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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?

FEEDBACK ON THIS TRAINING SESSION