Page 58 - RW205.01.0819 WW-Seminar-The Perfect Presentation

The Perfect Presentation GLOSSARY

Market: people you can approach for both recruiting and selling purposes.

Need: thing that is wanted or necessary; in compassionate or non-violent
communication, needs are at the core of what we think, say and do, and
are often expressed through feelings and signaled by issues. Needs are
universal: everybody has needs; what may change is the priority of those
needs. In compassionate communication needs are also always positive,
meaning they are what we want, not what we do not want.

Non-verbal communication without words. It includes apparent behaviors such as
communication: facial expressions, gestures, and voice (volume, pitch, tone, speed), as
well as less obvious messages such as dress, posture and spatial distance
between two or more people.

Objection: concern that your prospect has and that is preventing him or her from
joining Rena Ware or buying products.

Prospect: future recruit, future customer or both.

Referral: mainly, the person who has been referred to you by someone else;
occasionally, the act of referring a person to someone else.

Team: a number of Independent Representatives under the same Independent
Representative.

Team Member: new Independent Representative in your team.

Verbal communication: the words used to communicate; what one says (not how he or she says it).

Warm approach: approaching people you know directly or indirectly, or approaching people
who are expecting you, because you have made an appointment.

Warm market: people you know directly or indirectly (through other people), including
family, friends, existing customers, acquaintances and referrals.
Note: In Rena Ware, warm market (for sales) does not include yourself or
other active Independent Representatives. Rena Ware does not require its
Independent Representatives to purchase products or inventory, ever.

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