Page 39 - RW205.01.0819 WW-Seminar-The Perfect Presentation
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PRESENTING EFFECTIVELY
Tell your prospect the regular price of the and after a positive or neutral reaction you
chosen products and show the value by listing may say:
all that is included. For example, you could say:
“And, there’s more good news...”
Rena Ware wants everyone to enjoy the benefits
of these utensils. The regular price of this set In both cases, add:
is $__.__ and that includes the ___ plus the
___. “The (product name) is included in one
of this month’s specials. Let me show you...”
Then pause, listen and observe your
prospect’s reaction. If they look concerned And proceed to show the special offers with
or sound hesitant, ask questions to identify the chosen products.
their concern (see effective communication
techniques in this seminar). For example, you When showing the special offers, emphasize
could ask: the additional items included in the packages,
compare the current special price with the
What is your concern? regular price and emphasize the savings. The
goal is to help the customer feel good about
Are you concerned about the price? their decision to purchase.
Listen to the answer and ask more questions.
For example, an additional question could be: Use:
Are you concerned about paying everything
upfront? the current
Price list
Then present the special offers using the official and Specials
sales materials.
PRESENT THE SPECIAL OFFERS
Special offers are limited time promotions
created to ease closing. They involve offering Use only the special offers that Rena Ware
products at a price lower than the regular price. provides. Never exaggerate, quote pricing
or special offers that do not exist, offer a
How you introduce the specials offers will product for free or claim a price is “for today
depend on how your prospect reacts to the only” when it is not.
regular price. For example, after a negative
reaction, you may say:
“But/Well, there’s good news...”
EXERCISE 23A-B RW205 WW.1205.01.0819 39
