Basic Training

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Basic Training
Simplicity Duplication Duplication Success
Some of these images are property of USANA Health
Sciences and reproduced with their permission.
Images in this presentation should not be
considered as guarantees or projections of your
actual earnings or profits.  Success with USANA
results only from successful sales efforts, which
require hard work, diligence, and leadership. 
Your success will depend upon how effectively you
demonstrate these qualities.  The typical
Canadian Associate makes 586.80 per year.  The
average U.S. Associate makes 816.67 per year.
Created by Jeremy Stansfield - USANA Approval
2005046.44
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First Things First
(This image is property of USANA Health Sciences
and reproduced with their permission.)
Business Development System (BDS) Your Basics for
Success
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1. Begin Using the Products
2. Autoship
3. Study the BDS
4. Complete Goals Worksheet
5. Create a List of Names
6. Get Connected
7. Purchase Review Tools
8. Set Up 3-Way Calling
9. Set Up Your Business
10. Read Think and Grow Rich

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What is your dream?
What is your WHY?
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Goals Dreams

• Why 80
• How 20

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Dreams
The comfort zone
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DAILY Tasks for Success

• Be Specific -
• Prospecting of people/day
• Presentations with weekly Health Freedom,
  videos, conference calls, 1-on-1, 2-on-1, etc.
• Follow-up /day

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The Four Quadrants Of Your Successful Business
Products
Teach

Retail
Prospect
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1st Quadrant - Products
PRODUCTS
Products
Teach

Retail
Prospect
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Generate 100 or 200 Sale Volume Every 4 Weeks
100 Pts. 1 BC Active 200 Pts. Multiple BC
Active

• Be a Prosumer! Never miss out on qualifying
  for your commissions!

• Benefits of Optional Autoship
• 10 Discount
• Convenience
• Duplication
• Change 24/7 on OBM
• 99 of Associates earning commissions are on
  Autoship!

Building 4 legs vs. 2 legs
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Personal Sales Position (PSP)
PV Orders 200 Points
YOU BC 1
R
PSP Order
L
BC 1
YOU BC 2
YOU BC 3
R
R
L
L
PSP Order
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2nd Quadrant - Retail
Products
Teach

Retail
Prospect
RETAIL
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Retail What You Need to Know

• Great way to make fast cash
• Preferred Customers
• Required to have 5 retail customers/PCs
• Do not make product claims
• Small may have adverse results at first
• Facts tell, but stories sell

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Preferred Customer Placement
YOU BC 1
L
R
PC
PC
YOU BC 2
YOU BC 3
L
R
L
R
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3rd Quadrant - Recruit
Products
Teach

Retail
Recruit
PROSPECT
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3 Types of Recruiting

1. Warm Market
2. Cold Market
3. Advertising

1. Warm Market
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Creating a Names List

• Experts say you know 2000 people
• Begin with a minimum of 100 names
• Use Memory Joggers Never pre-qualify
• Edit one personYou edit their entire circle of
  influence!

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Creating a Names List

• Have written list with you all the time
• Perpetual List - Add to it everyday
• Ask for referrals, referrals, referrals
• List is revolving!

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Three Steps to Recruiting

• Approach
• Presentation
• Follow-Up

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Approach with Posture

• Create Urgency, NOT Desperation
• Always Dress for Success

• Portray Confidence
• Build Your Belief
• Industry
• Products
• Company
• Self

POSTURE
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Remember
Raw enthusiasm attracts people like magnets.
The height of your enthusiasm will outsell the
depth of your knowledge.
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Approach
Product Business
Present USANA as a package!
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Use the Expert!
PROSPECT
YOU
EXPERT
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Most Important Tips When Contacting Prospects

• Dont let fear stop you!
• Its OK to make mistakes!
• Have fun and smile!

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Types of Presentations

1. Home Video Presentation
2. 1-on-1 or 2-on-1 Presentation
3. Group Presentation

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Home Video Presentation

• Simple and easy for new Associates
• Duplicatable Anyone can press play

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1-on-1 or 2-on-1 Presentation

• 2-on-1 is preferred
• Follow 10-step outline or use Health and
  Freedom Presentation

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Group Presentations

• Health and Freedom Thursdays
• Available in the U.S. and internationally every
  Thursday
• Log in at www.usana.com
• "Find local events" near your prospects

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Group Presentations

• Over-invite
• Bring forms and materials
• Be early
• Have a great positive attitude
• Welcome and introduce your guests
• Pay attention
• 1-2-3 Close
• Presentations are for guests

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Presentations Success

• Place URGENCY!
• Present, Present, Present

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4 Most Common Objections

• 1. I have no time
• 2. I have no money
• 3. Is this one of those pyramids?
• 4. Im not a salesperson

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Overcoming Objections
Feel, Felt, Found I know how you Feel I Felt
the same way And this is what I Found
STAY POSITIVE!
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The Fortune is in the Follow-Up!

• Even if theyre interested, they wont call you
  back!
• Waiting for walk-in business will put you out of
  business!

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4th Quadrant - Teach
Products
Teach
TEACH

Retail
Prospect
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Training Support

• 1 Hour game plan meeting with new people
• Make sure 10-Step Checklist is completed
• Answer any questions
• Establish action plan based upon their goals
• Plugged into TEAM and USANA email lists
• Be at end of phone line and/or voicemail
• Care more about your people's success than your
  own
• Ongoing action plan meetings
• Promote group presentations
• Set the example (DUPLICATION)
• Don't drag people across the finish line

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Summary/Recap

• Game Plan Meetings
• Care About Others' Success
• Develop Action Plans
• Set Example

• Promote Consuming
• Autoship

Products
Teach

• Names List
• 3 Steps to Prospecting
• Effective Presentations
• Expert (3-way calls)
• Enthusiasm
• Objections
• Follow-Up

Retail
Prospect

• 5 Customers
• Preferred Customers
• No Product Claims
• Stories Sell

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Personal Growth is the KEY

• Action cures FEAR
• Its OK to make mistakes
• How to be POSITIVE
• Take in positive information (motivational tapes,
  books, conference calls, events, etc.)
• Hang around positive people
• When you are down gt call up, and When you
  are up gt call down

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Top Reasons for Failure in the First Four Months

1. No follow-up in 24-48 hours
2. Not enthusiastic enough
3. Not using an expert person
4. Approach is not the package, its only on the
   products
5. Don't talk to enough people
6. Paralysis by analysis
7. Try to go out and reinvent the wheel

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MAKE A ONE YEAR COMMITMENT!!!
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Condition Your Mind For Success Be Productive
With Your Time!
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Advanced Training

• www.unitogether.com 1-866-4UNINOW