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PRESENTING EFFECTIVELY
STEP 7 | TABLE 7
IV. Request the down payment
ASK FOR REFERRALS
There are several ways to ask for the down If the prospect has made a purchase but is not
payment, depending on your relationship with interested in joining Rena Ware, you could
the prospect and the flow of the conversation. ask question 7 from the Grand Drawing
For example, you could say: Card (RW54):
How would you like to secure your purchase?
or
How would you like to make the down and then follow up with questions 8 and 9:
payment?
or
Would you like to make the down payment
cash, by check or by credit card?
If the prospect has not made a purchase and
is not interested in joining, you can still ask
You can show your Independent questions 8 and 9.
Representative Guarantee (RW553), if used
in your country. Rena Ware reimburses the
customer if the representative fails to remit
the customer’s money to the company. This When you ask someone for referrals, you
will help you manage objections to the down must inform the person in advance that you
payment and give more confidence to your may contact the referrals for the purpose of
customer. giving sales or recruiting presentations.
If your customer wants to pay using a credit To inform prospects/customers that you
or debit card, write down the card number and may contact referrals for recruiting or sales
expiration date. If paying with cash, check, or purposes, after asking the questions above, you
money order, collect the money to submit to could say:
the Administrative Office.
I would love to talk with them about the
Ask your customer to review the contract and benefits of joining my team and about letting
sign it. For example, you could say: me do a product demonstration. If you have
their numbers handy, I’ll give them a call
Could you please authorize the sale here? tomorrow.
Then give the customer the number of copies Then, if your prospect/customer offers some
as indicated in the contract and send a copy to names, record the contact information for each
the nearest sales office for processing. referral on the card or another device. As soon
as you have time, transfer the information to
your contact list, or add it to your Circle of
Influence (RW120) if that is easier.
EXERCISES 23D-E; 24 RW205 WW.1205.01.0819 43
