Page 19 - RW205.01.0819 WW-Seminar-The Perfect Presentation

COMMUNICATING EFFECTIVELY

SIX TECHNIQUES to

COMMUNICATE EFFECTIVELY

1 “Why do you buy bottled water?”
EXAMPLES
ASK OPEN QUESTIONS
Use these questions to start the conversation, break
the ice and also to get more information from your
“How do you usually prepare your food?”
prospect. Asking “Why?” or “How?” is appropriate
for this type of question.

ASK CLOSED QUESTIONS “How many people are in your family”?
Use these questions when you need “yes” or “no” “Is good nutrition important for you and your family?”
answers or short, specific answers. These questions “How much do you spend on bottled water every week?”
give your prospect limited options and help you “Would you like to help eliminate plastic waste and earn extra
2g the closing. income?”
durin
3 “Please continue…”

ASK FOR MORE INFORMATION
Invite your prospect to talk a little more about
“Tell me more about...”
a specific topic. This will help you know better
what your prospect wants or is thinking.
“What else could you say about (...)?”
4 You:

PAUSE
Pause several times during the conversation and pay
“Rena Ware water filters provide significant savings compared to
attention to what your prospect says. For example,
purchasing bottled water.” (silent pause)
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 PROSPECT:
“Could you give me an example?”
a question.
5 PROSPECT:

CLARIFY
“I don’t like the taste of my tap water or I would drink more of it.”
Listen from the heart
Confirm in your own words what your prospect
You:
“So what I hear you say is that you would drink more water
just said. Clarifying shows understanding, keeps
the communication open, and gives you the
opportunity to keep moving towards closing. if it tasted better.”
PROSPECT:
6 PROSPECT:
“Yes.”

ACKNOWLEDGE
Listen from the heart
“My mother used Rena Ware cookware when I was growing up.”
Notice and understand the emotional experience
You:
of your prospect. If appropriate, reflect it back to
“So, it feels familiar and comforting to you.”
them.

EXERCISES 6-8 RW205 WW.1205.01.0819 19