We will face Objections What are the most

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

It’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. USANA Singapore “Handling Common Objections” 2

Objections 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 already on bee pollen, or chlorophyll, etc. ” “I am on medication, I cannot take supplements. ” “So many pills a day? I will get overdosed!” USANA Singapore “Handling Common Objections” 3

Objections 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. ” “I’m never good at selling!” “Nobody ever makes money in MLM. ” “People who do network marketing are crazy!” USANA Singapore “Handling Common Objections” 4

Objections are usually … • Genuine questions in disguise. • A case of misinformation • A way to avoid making a decision. USANA Singapore “Handling Common Objections” 5

Do Not Argue Win an Argument, Lose a Downline Your Role: 1) Acknowledge 2) Identify 3) Empathise 4) Resolve Share your experience. Don’t Preach. USANA Singapore “Handling Common Objections” 6

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. USANA Singapore “Handling Common Objections” 7

Four 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? USANA Singapore “Handling Common Objections” 8

Four 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? USANA Singapore “Handling Common Objections” 9

1. Do Supplements Help Me? Learn to explain: Why cells need complete nutrition to stay healthy. It is difficult to get all we need from today's fast paced lifestyles and inadequate diet Supplements fill the gap. Everyone can benefit USANA Singapore “Handling Common Objections” 10

2. How are USANA products Different? Science-based nutritional supplements Not fad-based. Not herbal medicine. UTAH 2003, 2004, 2006, 2007 Trusted by third party experts USANA Singapore “Handling Common Objections” 11

3. Are USANA Supplements Safe? HSA does not certify supplements 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? USANA Singapore “Handling Common Objections” 12 Safe with Medication?

4. Can I afford USANA? It is expensive … when compared to poorer quality products. Consider: Expenses on “luxury”. Potential medical / surgical / hospital cost. Health is Priceless. Re-align Priorities. USANA Singapore “Handling Common Objections” 13

5. Is USANA a legitimate business? Learn to explain: Difference between network marketing and illegal pyramid schemes. Network Marketing Earns primarily from sales. Pyramid Scheme Earns primarily from recruitment. Easy to re-sell products. Very difficult to re-sell. No inventory loading. Heavy inventory loading. USANA Singapore “Handling Common Objections” 14

#1 for 9 Straight Years Distributor’s Choice (1997 -2007) Consistent Integrity USANA Singapore “Handling Common Objections” 15

6. Can I really build residual income? ABSOLUTELY! But only with FAIR Compensation Plan. USANA’s Binary Helps Plan the Average Person succeed • 2 to 4 legs • Re-Entry • Carry-over volume • Reasonable Request • Group-volume based • Weekly Commission The Average Person can Succeed USANA Singapore “Handling Common Objections” 16

7. Do I have the Skill to Make it? YOU (the sponsor) are there. Company Support. • • Starter Kit USANA Web sites Company training Quarterly publications Downline Management System Web Hosting International conventions Prospecting and Presentation Aids. Belief and Persistence USANA Singapore “Handling Common Objections” 17

Average Dollar Value of $1000 invested 8. Is USANA the right company? Stock Performance 16000 World class products. 14000 USANA 12000 Excellent 14 -year track record. 10000 8000 Solid financials. 6000 Great management integrity. 4000 May-03 Mar-03 Jan-03 Nov-02 Sep-02 Jul-02 May-02 Mar-02 Date - 0 Jan-02 2000 Fantastic growth potential. Russell 2000 NASDAQ A company you can trust USANA Singapore “Handling Common Objections” 18

Use Experts Myron Wentz’s “The Invisible Miracles”. Lyle Mac. William’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”. Robert Kiyosaki’s “Rich Dad, Poor Dad”. Anthony Robbins’ “Awaken the Giant Within”. Read. Research. Add your favourites USANA Singapore “Handling Common Objections” 19

You Can Overcome Objections 1) Acknowledge 2) Identify 3) Empathise 4) Resolve Believe in Yourself. Share the Vision. USANA Singapore “Handling Common Objections” 20