Transcript STI BASIC TRAINING
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
First Things First
(This image is property of USANA Health Sciences and reproduced with their permission.)
Business Development System (BDS) Your Basics for Success
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
What is your dream?
Goals & Dreams
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Why = 80%
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How = 20%
The comfort zone Dreams
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
The Four Quadrants
Of Your Successful Business Teach Products Prospect
$
Retail
1
st
Quadrant - Products
Teach Prospect
$
Retail
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: 1. 10% Discount 2. Convenience 3. Duplication 4. Change 24/7 on OBM
99% of Associates earning commissions are on Autoship!
Personal Sales Position (PSP) PV Orders 200 Points PSP Order L YOU R L YOU BC 2 R L YOU BC 3 R PSP Order
2
nd
Quadrant - Retail
Teach Prospect
$
Products
Retail: What You Need to Know
Great way to make fast cash
Preferred Customers
Required to have 5 retail customers/PC ’s
Do not make product claims
Small % may have adverse results at first
Facts tell, but stories sell
Preferred Customer Placement PC L YOU BC 2 L YOU BC 1 R R L YOU BC 3 R PC
3
rd
Quadrant - Recruit
Teach Products
$
Retail
3 Types of Recruiting 2. Cold Market 3. Advertising
Creating a Names List
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Experts say you know 2000 people
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Begin with a minimum of 100 names
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Use Memory Joggers – Never pre qualify
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Edit one person …You edit their entire circle of influence!
Creating a Names List
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Have written list with you all the time
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Perpetual List - Add to it everyday
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Ask for referrals, referrals, referrals
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List is revolving!
Three Steps to Recruiting 1. Approach 2. Presentation 3. Follow-Up
Approach with Posture
• •
Portray Confidence Build Your Belief
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Industry
– – –
Products Company Self
• •
Create Urgency, NOT Desperation Always Dress for Success
Remember Raw enthusiasm attracts people like magnets.
The height of your enthusiasm will outsell the depth of your knowledge.
Approach Product & Business Present USANA as a package!
3-Way / Conference Calling Use the Expert! PROSPECT Be a good listener!
YOU Edify EXPERT
25
Most Important Tips When Contacting Prospects
• • •
Don ’t let fear stop you!
It ’s OK to make mistakes!
Have fun and smile! +
Types of Presentations 1. Home Video Presentation 2. 1-on-1 or 2-on-1 Presentation 3. Group Presentation
Home Video Presentation
• •
Simple and easy for new Associates Duplicatable
“Anyone can press play”
1-on-1 or 2-on-1 Presentation
• •
2-on-1 is preferred Follow 10-step outline or use Health and Freedom Presentation
Group Presentations
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Health and Freedom Thursdays
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Available in the U.S. and internationally every Thursday
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Log in at www.usana.com
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"Find local events" near your prospects
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
Presentations = Success
• Place URGENCY!
• Present, Present, Present
4 Most Common Objections 1. I have no time 2. I have no money 3. Is this one of those pyramids?
4. I ’m not a salesperson
Overcoming Objections
“Feel, Felt, Found”
I know how you
Feel
… I
Felt
the same way … And this is what I
Found
…
The Fortune is in the Follow-Up!
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Even if they ’re interested, they won ’t call you back!
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Waiting for walk-in business will put you out of business!
4
th
Quadrant - Teach
Products Prospect
$
Retail
Training & Support
• • • • • • •
1 Hour game plan meeting with new people
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Make sure 10-Step Checklist is completed
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Answer any questions Establish action plan based upon their goals
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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
Summary/Recap
Game Plan Meetings
Care About Others' Success
Develop Action Plans
Set Example Teach
Promote Consuming
Autoship Products
Names List
3 Steps to Prospecting Prospect
Effective Presentations
$
Retail
5 Customers
Expert (3-way calls)
Preferred Customers
Enthusiasm
No Product Claims
Objections
Stories Sell
Follow-Up
Personal Growth is the KEY
Action cures It “FEAR” ’s OK to make mistakes How to be POSITIVE: 1) Take in positive information (motivational tapes, books, conference calls, events, etc.) 2) Hang around positive people
When you are down > call up, and When you are up > call down
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, it ’s 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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