USANA Singapore Handling Common Objections 1 We will face Objections What are the most common objections? How should we handle them? What are the most

USANA Singapore “Handling Common Objections” 1

We will face ObjectionsWe will face ObjectionsWhat are the most common objections?

How should we handle them?

What are the most common objections?

How should we handle them?


It’s a Skeptical World Out ThereIt’s a Skeptical World Out There

• Questions and Concerns do not equal Rejections.

• Do not get defensive.

• Remember your own experience. Remember the experience of 90% of successful leaders.


Objections to Health SupplementationObjections to Health Supplementation

“I don’t believe in popping pills.”

“My doctor says as long as I eat a healthy diet …”

“My parents have never taken supplements in their life. Look how healthy they are.”

“Supplements are a waste of money.”

“I am on medication, I cannot take supplements.”

“I am already on bee pollen, or chlorophyll, etc.”

“So many pills a day? I will get overdosed!”


Objections to the Business OpportunityObjections to the Business Opportunity

“That sounds like illegal pyramid selling.”

“I won’t have the time to do this business.

“I have gone through it all before.”

“Nobody ever makes money in MLM.”

“I’m never good at selling!”

“People who do network marketing are crazy!”


Objections are usually …Objections are usually …

• Genuine questions in disguise.

• A case of misinformation

• A way to avoid making a decision.


Do Not ArgueDo Not Argue

Win an Argument, Lose a Downline

Your Role:1) Acknowledge2) Identify3) Empathise4) Resolve

Your Role:1) Acknowledge2) Identify3) Empathise4) Resolve

Share your experience. Don’t Preach.


For Example:For Example:

1) Acknowledge: “I see you don’t believe in taking nutritional supplements.”

2) Identify: “Do you think they are not necessary?” “Have you had a bad experience before?”… etc

3) Emphasise: “So, you are concerned that they may not be safe. I feel the same way too.”

4) Resolve: “That’s one reason I choose USANA. Would it help if I show you …”

Practise, practise, practise.


Four REAL Questions on SupplementsFour REAL Questions on Supplements

1) Do supplements really help me?

2) How are USANA products better than what I am taking?

3) Are they safe?

4) Are they good value for money?


Four Real Questions on the OpportunityFour Real Questions on the Opportunity

5) Is this a legitimate business?

6) Can I really make money?

7) Do I have the skill and support to succeed?

8) Is USANA the right company for me?

How Do We Answer?


1. Do Supplements Help Me?1. Do Supplements Help Me?

Learn to explain:Why cells need complete nutrition to stay healthy.

Supplements fill the gap. Everyone can benefit

It is difficult to get all we need from today's fast paced lifestyles and inadequate diet


2. How are USANA products Different?2. How are USANA products Different?

Science-based nutritional supplements

Not fad-based.Not herbal medicine.

Trusted by third party experts

UTAH 2003, 2004, 2006, 2007

QuickTime™ and aTIFF (Uncompressed) decompressor

are needed to see this picture.


3. Are USANA Supplements Safe?3. Are USANA Supplements Safe?

Explained the company behind the supplements:- Dr. Myron Wentz: his expertise, his commitment.- In-house manufactured: Pharmaceutical GMP.- Athlete’s Purity Guarantee

Safe in Combination? Safe with Medication?

HSA does not certify supplements


4. Can I afford USANA?4. Can I afford USANA?

Potential medical / surgical / hospital cost.

Consider:

Expenses on “luxury”.

Health is Priceless. Re-align Priorities.

It is expensive … when compared to poorer quality products.


5. Is USANA a legitimate business?5. Is USANA a legitimate business?

Learn to explain:Difference between network marketing and illegal pyramid schemes.

Earns primarily from sales. Earns primarily from recruitment.

Pyramid SchemeNetwork Marketing

Easy to re-sell products. Very difficult to re-sell.

No inventory loading. Heavy inventory loading.


#1 for 9 Straight Years#1 for 9 Straight YearsDistributor’s Choice (1997-2007)

Consistent Integrity


6. Can I really build residual income?6. Can I really build residual income?ABSOLUTELY! But only with FAIR Compensation Plan.

USANA’s Binary PlanHelps the Average Person succeed

The Average Person can Succeed

• 2 to 4 legs

• Carry-over volume

• Group-volume based

• Re-Entry

• Reasonable Request

• Weekly Commission


7. Do I have the Skill to Make it?7. Do I have the Skill to Make it?

• Starter Kit• USANA Web sites • Company training • Quarterly publications• Downline Management System• Web Hosting• International conventions

Company Support.

Belief and Persistence

YOU (the sponsor) are there.

Prospecting and Presentation Aids.


8. Is USANA the right company?8. Is USANA the right company?

0

2000

4000

6000

8000

10000

12000

14000

16000

Jan-

02

Mar

-02

May

-02

Jul-0

2

Sep-

02

Nov

-02

Jan-

03

Mar

-03

-

May

-03

Date

Ave

rage

Dol

lar V

alue

of $

1000

inve

sted

0

2000

4000

6000

8000

10000

12000

14000

16000Stock Performance

NASDAQ

USANA

Russell 2000

World class products.

Excellent 14-year track record.

Solid financials.

Great management integrity.

Fantastic growth potential.

A company you can trust


Use ExpertsUse Experts

Read. Research. Add your favourites

Lyle MacWilliam’s “Comparative Guide to Nutritional Supplements”.

Ray Strand’s “What Your Doctor Doesn’t Know…”.

Robert Allen & Mark Victor Hansen’s “The One Minute Millionaire”.

Anthony Robbins’ “Awaken the Giant Within”.

Myron Wentz’s “The Invisible Miracles”.

Robert Kiyosaki’s “Rich Dad, Poor Dad”.


You Can Overcome ObjectionsYou Can Overcome Objections

1) Acknowledge2) Identify3) Empathise4) Resolve

Believe in Yourself.Share the Vision.

Documents

USANA Singapore Handling Common Objections 1 We will face Objections What are the most common objections? How should we handle them? What are the most