Page 41 - RW205.01.0819 WW-Seminar-The Perfect Presentation
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PRESENTING EFFECTIVELY
See an example of how the closing may play out in a conversation with a prospect.
You: Aren’t these products fantastic?
PROSPECT: Well, yes.
You: Tell me, which ones would you OR Tell me, would you like to start your
like to have in your home? collection with a Chef I or a Chef II set?
PROSPECT: I like the Chef I.
You: 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?
PROSPECT: Yes. OR Mmh, I don’t know. I find it quite expensive.
You: And there’s more good news. You: What’s your concern? Are you concerned about
the price or about paying everything upfront?
PROSPECT: It’s more about the price.
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 $__.__!
You: So, how would you prefer to pay for OR So, whose name do I put in the contract?
your order?
EXERCISE 23C RW205 WW.1205.01.0819 41
