TEAM DSI SUPER SCRIPTS Keep it Simple. Never Memorize. Just Read Them To Your Prospects.

Transcription

1 Amateurs Sell Products. Professionals Sell the Vision TEAM DSI SUPER SCRIPTS Keep it Simple. Never Memorize. Just Read Them To Your Prospects. Updated May 2018 Name: USANA ID: Password:

2 Script to Introduce Expert at USANA Mixer (Most Important!) Your prospects trust you, but they do not respect you as a USANA professional. The best associates follow the STRUCTURE of the scripts, EDIFY their USANA expert and build respect. This is the key to having great results. STEP 1) YOU SAY: PROSPECT S NAME I want you to meet my mentor <FIRST & LAST NAME>. He (or she) is really respected in the company and I'm very lucky to be working with him (or her). STEP 2) EXPERT SAYS: Hi PROSPECT S NAME nice to meet you. So where do you live and how do you know ASSOCIATE S NAME? <LET THEM RESPOND> That s awesome. And what do you do for a living? <LET THEM RESPOND> And how long have you been doing that? <LET THEM RESPOND> Well I have to brag on ASSOCIATE S NAME because he/she has been following directions exactly and we believe he/she can be a top leader in our company. STEP 3) EXPERT CONTINUES: So I just want to share my 30 second story with you. Prior to USANA I was dealing with and feeling, and although USANA is not a cure, it has helped my immune system become stronger. Today I feel and I have noticed. I decided to work with USANA because and I m most excited about it because. Also ASSOCIATE S NAME can you practice your 30 second story with PROSPECT S NAME? STEP 4) YOU SAY: Sure. Prior to USANA I was dealing with and feeling, and although USANA is not a cure, it has helped my immune system become stronger. Today I feel and I have noticed. I decided to work with USANA because and I m most excited about it because. <HAVE YOUR STORY WRITTEN, CLEAR, TO THE POINT, & BE A GOOD EXAMPLE! > **SCRIPT TIP: The script above must be implemented during the Mixer Time (first 30 minutes) at your USANA Mixer while you are visiting and having shakes. It is 100% OK to read these scripts IN FRONT of your prospects! Check your EGO at the door. You do not have to be perfect. When your prospect sees you reading scripts & having fun they will feel like they can do it too! 2

3 5 Steps to Hosting Your USANA Mixers STEP 1 Pick Your Date Mark your calendar when you are going to host your mixer. Include the date & time. It is your sponsor s responsibility to be at your mixer (in-person or via Skype/ Facetime/ Zoom or even on Speaker phone). Their job is to guide the process and be your USANA Expert until you are established and closing associates on your own. STEP 2 Build Your List AVOID THESE LANDMINES DURING YOUR MIXER EVENT: Not Star(ng On Time, Not Ending On Time Not Introducing Your Expert Properly (use Page 2 script) Not S(cking To The Scripts Not Using the Closing Form at the End Not SeEng a Follow-Up Appt. (or call) with each guest Not Designa(ng a Place for Children & Pets Away from Main Area OVER INVITE: Rule of Thumb is only 10-20% of the people you invite will show up to your event. Example: If you want 5 to show up, invite 30, and get 10 confirmed. You may feel like you are over-inviting, but life happens. Many who confirm will have something come up last minute and they won t make it. This is normal. This is why over-inviting is a must! At the end of the day, 2 to 5 guests showing up is very good. The rest can always attend another event. STEP 3 Invite: Your job is to invite. Do not get into too much detail. TEXT/CALL INVITE OPTIONS SCRIPT TIP: It s ok to change some of the wording to make it sound like you, but STICK TO THE SCRIPTS! INDIRECT APPROACH: Ø Hey FIRSTNAME can I ask you a favor? I m launching a new business and I m still learning how it works. I m inviting over a few friends that I trust for a home presentation at on <DATE> & <TIME>. Can you come over and let me practice the slideshow on you at that time? <LET THEM ANSWER> Ok thanks! I will add you to the guest list & call you before the event to confirm. See you then! DIRECT APPROACH: Ø Hey FIRSTNAME how s it going? <WAIT> If I could show you a way to make extra money without interfering with what you are already doing, would you be willing to come to a home presentation at my place on <DATE> & <TIME> to check it out? <LET THEM ANSWER> Ok I will add you to the guest list & call you before the event to confirm. Talk to you then! *IF THEY ASK WHAT IS IT? SAY THIS: If I send you a 14 minute YouTube video that explains, will you watch it & I will call you back afterwards? <THEY WILL SAY YES> Ok would you prefer me to or text it? <WAIT> Ok I m sending it right now hold on just a second <SEND: > Ok good. Scroll down about ½ way and look for the video This is USANA. Do you see it? <WAIT> Can you tell me, does the video play ok for you? Good. When do you think you will be able to watch it? <LET THEM ANSWER> So if I call you at <TIME> will that work? <THEY WILL SAY YES> Also I just want to let you to know that the people speaking in the video are some of my mentors with over 10 years experience. They are very well respected in the company. Ok? <WAIT> Ok sounds good I will call you at <TIME> talk to you then. <CALL BACK WITH MENTOR ON THE LINE, SUPER SCRIPTS PAGE 8> STEP 4 *Verify Your Invite*: THE MOST CRUCIAL STEP >> CONFIRM TWICE WITH EVERYONE! THE DAY BEFORE YOUR EVENT, TEXT THIS: Ø Hey <FIRSTNAME> we are finalizing the guest list for tomorrow. Are you still good for our mixer? 2-3 HOURS BEFORE YOUR EVENT, TEXT THIS: Ø Hey <FIRSTNAME> we are setting up. See you at <TIME>. 3

4 STEP 5 Host Event PRE-EVENT CHECKLIST q Pets/Children are away from main area & have someone designated to make the shakes with a blender q Hosting Your USANA Mixer (continued) Have 10 pens & 10 clipboards ready with ONLY the Closing Form attached. Other forms are given later. q q Make sure your computer has the proper cables to display on your TV and is ready IN ADVANCE. Have your 2 BINDERS (listed below) Printed & Ready to Go. You will need these forms during and after MIXER CHECKLIST (The First 30 Minutes of Your Event) q As guests arrive, introduce them to your USANA mentor using the Script to Introduce Expert on page 2 q Ask them, Which type of shake would you like? Chocolate or Vanilla? (Nutrimeal works best) q Spend 5-10 minutes visiting with your guests. Use F.O.R.M. (Family, Occupation, Recreation, Message). EVENT OUTLINE CHECKLIST (Last 30 Minutes of Your Event) q Start with your 30 second story. Have your mentor also share their USANA Story. *Keep it short to the point!* q Push Play and let the 15 minute video explain USANA: q Hand out the Closing Form ONLY (with a clipboard & pen) to each guest give them 3 to 5 minutes to fill out. q Push Play on the 12 min. Options Video found here: & follow video instructions. q Ask the FINAL QUESTIONS on page 2 of the Closing Form to help your guests finish the process. FINAL MIXER TIPS: WATCH THE VIDEOS INTENTLY WITH YOUR GUESTS! Do not text, multi-task, clean up, or do anything but WATCH ALONG WITH THEM. It doesn t matter if you ve seen a video 1000 times. Be a leader, stay present! If your mixer has several existing associates who invited their own guests everyone splits up after the 2 nd video and reads After They Watch Video 2 script (on Page 11) with THEIR OWN guests privately. To host a Skincare Facial Mixer, replace the 1 st video with this video instead: & follow the instructions in the video on having mirrors, towels, & skincare products to sample. Your expert may bring their own guests to your USANA mixer with your blessing. *BINDER TIP: PRINT ALL DOCUMENTS DOUBLE SIDED, BLACK & WHITE! BINDER #1: YOUR FORMS BINDER q 10 - Closing Forms found here: hqp://closingform.teamdsi.info q 10- First Hour Checklist Sheets found here (for new associates): hqp://firsthour.teamdsi.info *YOU WILL RECEIVE TRAINING ON HOW TO USE BINDER #2 VERY SOON! q 10 - Pricelists found here: hqp://pricelist.teamdsi.info q 10 - GeEng Started Forms found here: hqp://gsf.teamdsi.info q 10- Second Hour Training Checklist Sheets found here: hqp://secondhour.teamdsi.info q 3 sets Team DSI Super Scripts (for new associates): hqp://scripts.teamdsi.info BINDER #2: YOUR DMO TRACKER & WEEKLY ACTION PLAN BINDER: q 26 sets for first half (26 weeks) of the year. Found here: hqp://tracknwap.teamdsi.info *BINDER TIP: PRINT ALL DOCUMENTS DOUBLE SIDED, BLACK & WHITE! 4

5 The 3P System Pique their interest. Pass them a video. Plug them into expert on a 3-way call. Your prospects trust you, but they do not respect you as a USANA professional. The best associates follow the STRUCTURE of the scripts, EDIFY their USANA expert and build respect. This is the key to having great results. PLEASE AVOID THESE LANDMINES: Talking too much let the videos do the work. Not following up in 24 hours or less. Your fortune is in the follow-up. Not making the scripts sound like you. You can change the wording if necessary, *but stick to the structure of the scripts. Hesitating. Remember that ACTION = RESULTS! Being attached to the outcome. Some of your prospects will say no. It s ok. Be committed to sharing USANA (not attached) & trust the process. 5

6 Warm Market: Indirect Approach (to have them watch because they want to help you) SCRIPT TIP: After sending the video, set a specific time & call them back. IMPORTANT! It needs to be within 15 minutes to a few hours. If they can t watch same day, schedule for the next day at the latest. There is no urgency in 2-3 days or a week. STEP 1: Hey FIRSTNAME how s it going! I wanted to ask you a little favor but also catch up with you first. How have you been? <CATCH UP FOR 2-5 MINS. MAX> STEP 2: Well the reason I was calling is because the company I m working with part-time has a 14-minute YouTube video & I need to practice it on someone I trust. Would you be willing to watch it and let me call you afterwards to ask a few questions? STEP 3: Awesome I really appreciate it. Would you prefer me to or text the link? <LET THEM ANSWER> STEP 4: Ok I m sending it right now. Hold on just a second. SEND: STEP 5: Can you tell me, does it open up for you? <MAKE SURE THEY OPEN IT NOW> STEP 6: Ok good. Scroll down about ½ way and look for the video This is USANA. Do you see it? <WAIT> Can you tell me does the video play ok for you? Good. When do you think you will be able to watch it? <WAIT> STEP 7: So if I call you at TIME will that work? <THEY WILL SAY YES> Ok sounds good. STEP 8: Also I just want to let you to know that the people speaking in the video are some of my mentors with over 10 years experience. They are very well respected in the company. Ok? <WAIT> STEP 9: Ok thanks again. I will call you at TIME. Talk to you then. *CONTINUE THE PROCESS ON PAGE 8 - After They Watch Video 1 Call Back Script Voic to Leave if they don t answer (Keep it short.) SAY THIS: Hey FIRSTNAME give me a call when you get this. Thanks. Text to Send if they don t answer (Keep it short.) TEXT THIS: Hey FIRSTNAME can you talk really quick? SCRIPT TIP: Smile while you re on the phone. You are practicing the process on your friends & family, not trying to sell. Just practice & have fun catching up with them! 6

7 Warm Market: Direct Approach (to have them to watch for THEIR OWN reasons) SCRIPT TIP: After sending the video, set a specific time & call them back. IMPORTANT! It needs to be within 15 minutes to a few hours. If they can t watch same day, schedule for the next day at the latest. There is no urgency in 2-3 days or a week. STEP 1: Hey FIRSTNAME you how have you been? <VISIT FOR A MINUTE OR SO> STEP 2: I was thinking about you earlier and wanted to ask if I could show you a way to make extra income without interfering with what you re already doing, would you be willing to watch a 14-minute video that explains it? STEP 3: Ok would you prefer me to or text the link? <LET THEM ANSWER> STEP 4: Ok I m sending it right now. Hold on just a second. <SEND: STEP 5: Can you tell me, does it open up for you? <MAKE SURE THEY OPEN IT NOW> STEP 6: Ok good. Scroll down about ½ way and look for the video This is USANA. Do you see it? <WAIT> Can you tell me does the video play ok for you? Good. When do you think you will be able to watch it? <WAIT> STEP 7: So if I call you at TIME will that work? <THEY WILL SAY YES> Ok sounds good. STEP 8: Also I just want to let you to know that the people speaking in the video are some of my mentors with over 10 years experience. They are very well respected in the company. Ok? <WAIT> STEP 9: Ok. I will call you at TIME. Talk to you then. *CONTINUE THE PROCESS ON PAGE 8 - After They Watch Video 1 Call Back Script Voic to Leave if they don t answer (Keep it short.) SAY THIS: Hey FIRSTNAME give me a call when you get this. Thanks. Text to Send if they don t answer (Keep it short.) TEXT THIS: Hey FIRSTNAME can you talk really quick? 7

8 After They Watch Video 1 Call-Back Script SCRIPT TIP: Your prospects trust you, but they do not respect you as a USANA professional. The best associates follow the STRUCTURE of the scripts, EDIFY their USANA expert and build respect. This is the key to having great results. <IF EXPERT IS AVAILABLE START HERE:> STEP 1: Hi FIRSTNAME before I ask what you thought about the video, is it ok if I get my mentor on the line as he (or she) is teaching me what to say and guiding me through the questions to ask? <THEY WILL SAY YES> Ok thanks, I m going to do a 3-way call please hold just a second. <CONNECT YOUR MENTOR ON A 3 WAY CALL> FIRSTNAME, I want you to meet MENTORS FIRST & LAST NAME, he/she is very well respected in the company and I am very lucky to be working with him/her. MENTOR S NAME are you on the line? MENTOR SAYS: Hi FIRSTNAME how s it going? <WAIT FOR THEIR RESPONSE> So where are you located and how do you know ASSOCIATE S NAME? <TAKE NOTES> That s awesome. And what do you do for a living? <TAKE NOTES> And how long have you been doing that? <TAKE NOTES> Well I have to brag on ASSOCIATE S NAME because he/she has been following directions exactly and we believe he/she can be a top leader in our company. So before ASSOCIATE S NAME asks you these questions, I just want to share with you my 30 second story. Prior to USANA I was dealing with and feeling, and although USANA is not a cure, it has helped my immune system become stronger. Today I feel and I have noticed. I decided to work with USANA because and I m most excited about it because. <WAIT> Ok so, ASSOCIATE S NAME can you please share your 30 second story and then ask PROSPECT S NAME the questions. <PROCEED TO STEP 2 ON NEXT PAGE> <IF THE EXPERT IS NOT AVAILABLE, START HERE:> STEP 1a: Hi FIRSTNAME so before I ask what you thought about the video, I just want to share with you my 30 second story. <KEEP YOUR STORY SHORT & TO THE POINT> 8

9 STEP 2: (YOU SAY): Prior to USANA I was dealing with and feeling, and although USANA is not a cure, it has helped my immune system become stronger. Today I feel and I have noticed. I decided to work with USANA because and I m most excited about it because. <NEW ASSOCIATE MUST HAVE STORY WRITTEN, TO THE POINT, READY TO GO. WORK WITH YOUR MENTOR ON THIS> Ok FIRSTNAME, so now I m going to ask you these questions. STEP 3: 1. So what did you like about what you saw in the video? <TAKE NOTES> 2. Tell me more about that <TAKE NOTES> 3. Anything else you liked? <TAKE NOTES> 4. What are 3 Areas of your Health that you would like to improve? <TAKE NOTES> 5. On a scale of 1-10, with 1 through 5 meaning you d like to try the products as a client only and 6 through 10 meaning you d like to make money as an associate, where are you? <TAKE NOTES> *If answer is 1 5, go to page 10 and immediately read The Next Step Script: *If answer is 6 10, ask the following questions: 1. Hypothetically, based on what you have just seen, if you were to get started with USANA on a part-time basis, approximately how much money would you need to earn per month to make this worth your time? <TAKE NOTES> 2. Approximately how many hours could you commit each week to develop that kind of monthly income? <TAKE NOTES> 3. How many months would you faithfully work those hours each week in order to develop that kind of monthly income? <TAKE NOTES> 4. If I could show you how to develop an income of $ per month, working hours per week, over the course of months, would you be ready to get started? <CONTINUE WITH THE NEXT STEP SCRIPT ON THE NEXT PAGE> 9

10 The Next Step Script STEP 1- START BY SAYING THIS: Ok, so now that you have answered the questions we know the best way to serve you. The next step is for you to watch a short video that explains your product options. Would you prefer me to text or it? <LET THEM CHOOSE> Ok I am sending right now. SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> STEP 2: Ok great. Do you see where it says Doctor s Website towards the bottom? <LET THEM ANSWER> Ok, this doctor named Ray Strand gave nutritional supplements to all of his patients. Although USANA is not a cure or treatment, he does give generic recommendations. IF you are dealing with a health challenge I will have you login right now to have a quick look. <IF NOT, GO DIRECTLY TO STEP 3 ON THE NEXT PAGE> SCRIPT TO EXPLAIN DR. STRAND S SITE: Can you click on raystrand.com and tell me does the website open up for you? <WAIT> Ok now look at the top right side of the webpage and enter the Username: enjoy and Password: usana all lower case. Then click Login. does it say your login was successful? <WAIT> Ok now do you see the continue button? <WAIT> Click there. Lastly, look for the Resources Section in gray and click on the words Specific Recommendations. Do you see it? <WAIT> Ok when you click on Specific Recommendations it will take you to the main list. Did it open for you? <WAIT> Ok. Here s the story about Dr. Strand. For 12 years his wife suffered from Fibromyalgia, which is total body pain and poor sleep. It was horrible. During that time he was unable to find any traditional prescriptions or medicine that would help her. After 12 years of frustration, they had a neighbor introduce them to USANA. Although USANA is not a cure or treatment, he noticed his wife s immune system improved tremendously. Seeing her progress, he decided to use nutritional supplements with all of his patients. He documented them at this website. This is the list of all the people he has worked with. Which issue would you like to click on? <LET THEM CHOOSE A CONDITION> Ok. So I will walk you through. Go ahead and click on it. There s a lot to read but you can go over it later. Please scroll down to the middle of the page and look for a table that says Optimal & Minimal Recommendations do you see it? <WAIT> Ok, so please keep in mind that this is a generic recommendation, not a cure or treatment. Would you like a price quote on the Optimal, Minimal, or both? <LET THEM RESPOND> Ok I will do it right now. <DO IT> So the price for the Optimal Recommendation would be and the Minimal would be. In your opinion, which one would be best for you? <LET THEM RESPOND> Ok sounds good. 10

11 The Next Step Script (continued): STEP 3: Now before we end this call, I m going to send you the link for the options video. Just a second. SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> Ok. this is a short 12 minute YouTube video that explains all of your product options. After you watch it, I will be able to finish your price quote. If you are able to watch it right now, I can call you back in 15 minutes. Or, when would be best for you? <AGREE ON A TIME> Ok talk to you soon. SCRIPT TIP: Set an appointment & follow up with them. It needs to be within 15 minutes to a few hours. If they can t watch same day, schedule for the next day at the latest. There is no urgency in 2-3 days or a week. *USE THE SCRIPT BELOW TO CONTINUE THE PROCESS. After They Watch Video 2 Script **For best results, have your USANA mentor live on phone, ZOOM call, or Facetime as you ask these questions. Your mentor will guide this process. STEP 1: Hi FIRSTNAME so now that you saw the options video, which products caught your eye? <TAKE NOTES> What made those products stand out for you? <TAKE NOTES> CLIENT ONLY, CONTINUE HERE: Are there any other products you would like to add to your price quote? <WAIT> Ok, let s figure out your price quote right now. <FIGURE IT OUT & GO DIRECTLY TO STEP 2 ON THE NEXT PAGE> ASSOCIATE ONLY, CONTINUE HERE: To activate an associate account, all of your options are on page 2 of the Getting Started Form. Would you prefer me to or text it? Ok I m sending it right now: Can you tell me if it opens up for you? <MAKE SURE THEY OPEN IT RIGHT NOW> Ok great, please look at page 2 of the form. Do you see at the top where it says Yes I want to be part of the member associate program for $29.95? <LET THEM ANSWER> That s the first step.. <CONTINUE ON THE NEXT PAGE> 11

12 After They Watch Video 2 Script (continued) ASSOCIATE ONLY CONTINUE HERE: The second step is to choose from the options below to activate your business. In order to start with 3 Business Centers, which gives you a $3000 dollar per week earning potential, you have to generate points to start. Option 1 for 500 points is the best if you have the funds because it gives you the most product, 1 free ticket to the International Convention which is a $300 value, 1 free ticket to the National Event which is a $79 value, and 1 year of free online services which is a $259 value. These events and tools are the most important things you will need to start your business successfully. You can customize your 500 point order or get The Healthy Lifestyle Pack listed below. This pack gives you 500 points for $689 dollars. It also gives a great variety of the products. Do you see that option listed below? <WAIT FOR THEIR RESPONSE> Ok. Next you have Option 2 which is a 400 point order. The only difference between the 400 & the 500 point order is the free ticket to the National Event, which is a $79 value. The Core Essential Pack listed below is an example of a 400 point order for $562. Do you see that option? <WAIT FOR THEIR RESPONSE> Ok. And your last option would be to start with 1 Business Center, which gives you a $1000 dollar per week earning potential. For this you have to generate points to start. You can customize your 250 point order, which is Option 3, or choose the Healthy Foundation Pack which gives you 252 points for $ This pack gives you a good variety of products to try, a ticket to the National Event which is a $79 value, and 7 months of online tools which is a $ value. Do you see that option listed below? <WAIT> Ok. Also keep in mind that if you choose this option, you will automatically upgrade to 3 Business Centers on your order next month. It s kind of like a payment plan. This means that you will still get the $3000 per week income potential next month. As for Option 4, I don t recommend the 200 point option because you don t get any event passes. USANA events are crucial to your success. In your opinion which pack would be best for you? <GO WITH WHATEVER THEY CHOOSE OR HELP THEM CUSTOMIZE IF NECESSARY> STEP 2: Ok so the price quote on your order is (plus tax/shipping) & where would you like your products shipped to? <BE QUIET & LET THEM ANSWER> STEP 3: What is your , phone number & birthday? STEP 4: What s the credit card number you d like to use? Also the CVV code & expiration date? STEP 4a: (Question for associates only): For tax purposes, what is your social security number? STEP 5: Welcome to the USANA Family I am excited for you to have great results! <WAIT> I will process your order right away and also set up a future order discount that I will explain the next time we talk. You will get an saying that it has been set up and I will walk you through your account next week to show you how it works. Now I will read you one of the scripts on page 16 to get you ready for your USANA Experience! <GO TO PAGE 16 FOR NEW ASSOCIATES or PAGE 17 FOR NEW CLIENTS> ***IF THEY DON T ENROLL IMMEDIATELY GO TO PAGE 14 SCRIPT: If Client Needs More Time or PAGE 15 SCRIPT: If Associate Needs More Time 12

13 Where Do I Take Them Next? Page 14: If Client Needs a LiQle More Time & Invite to a Local Event Page 15: If Associate Needs a LiQle More Time & Invite to a Local Event Page 16: Follow Up Script A\er They Watch Videos at Results.teamdsi.info Page 16: Quick Start Script for New Associate Who Just Enrolled Page 17: Follow Up Script A\er They Watch Videos at DoctorOz.teamdsi.info Page 17: Quick Start Script for New Client Who Just Enrolled Page 18: Money ObjecHon Script if they want a USANA Business, but don t have the funds Pages 19-20: To Explain the RESET PLUS (weight loss & healthy living) Page 21: Script to PREPARE Your New Client for the RESET PLUS Page 22: New Client Product Prep Script Page 23-25: New Client Account Overview Script Page 26: Script to Upgrade Your Client to a Referral Partner Associate for Tax Savings Page 26: Script to Get Your New Client or Associate on Auto Order Page 27: VaccinaHon Script to Educate Expecta(ons Page 28: Hot Market Scripts for very close family & friends who will try products because they love you Page 29: Script for Someone Who Has a Specific Health Concern 13

14 If Client Needs a Little More Time (If Client Doesn t Enroll on First Exposure.) SAY THIS: I totally understand if you need a little more time. What we normally do is set up a time for us to talk over the phone in a day or two. That way you have a chance to look at your budget and make the right decision for you. The best thing you can do until then is watch some short videos by Dr. Oz that explain the benefits of what each USANA product can do for you. Each video is anywhere from 3 to 7 minutes long. USANA has been a trusted sponsor and partner of the Dr. Oz show for several years. Each month Dr. Oz features a different USANA product nationwide and we have every segment saved on YouTube. Would you prefer me to text or the link? Ok I am sending right now. SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> Ok cool. And which videos would you like to watch before we talk again? <LET THEM CHOOSE> Ok you are all set. The Dr. Oz Videos will cover everything you need to know. The last thing is to schedule our follow up call for tomorrow or the next day. When do you think you ll be able to watch those videos for sure? <LET THEM RESPOND> Ok, so I can call you at <TIME> or at <TIME> which is better for you? <LET THEM CHOOSE> Ok sounds good. I will be calling you then to discuss the Dr. Oz videos and also if you are feeling comfortable at that time, we can do your enrollment over the phone and start working towards the goals you mentioned. Talk to you then. **FOR DR. OZ USANA VIDEOS WITH SPANISH SUBTITLES: Invite to a Local Event (If you have a local event scheduled, say this in addition to the script above) SAY THIS: The best thing you can do for your research is to attend a local event happening on at. There will be several people who have had excellent results, plus you will be able to try some of the products and have fun meeting new people. Would you like to be on the guest list? <LET THEM ANSWER> Ok, I will put you on the guest list and contact you the night before to confirm! **FOLLOW-UP TIP: Remember that many people need 4-6 exposures before they enroll. If you keep inviting them to events / review more videos with ZERO pressure, they ll eventually enroll. For best results, keep giving them new content to review & new events to attend. Talk to them every few days. 14

15 If Associate Needs a Little More Time (If Associate Doesn t Enroll on First Exposure.) SAY THIS: I totally understand if you need a little more time. What we normally do is set up a time for us to talk over the phone in a day or two. That way you have a chance to look at your budget and make the right decision for you. The best thing you can do right now is go to our Team DSI YouTube Channel and choose a success story to watch. We have many success stories from all different walks of life. I m going to send you the link now and I want you to choose which one you re going to watch. Would you prefer me to text or the link? Ok I am sending right now. SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> Ok cool. And which success story would you like to watch before we talk again? <LET THEM CHOOSE> Ok you are all set. Let s schedule our follow up call for tomorrow or the next day. When do you think you ll be able to watch it for sure? <LET THEM RESPOND> Ok, so I can call you back at <TIME> or at <TIME>, which is better for you? <LET THEM CHOOSE> Ok sounds good. I will be calling you then to discuss and also if you are feeling comfortable at that time, we can do your enrollment over the phone and start working towards the goals you mentioned. Talk to you then. Invite to a Local Event (If you have a local event scheduled, do this in addition to the script above) SAY THIS: Also the best thing you can do for your research is to attend our local event happening on at. There will be several associates and clients there who have had excellent results on the products and also working with the company. Plus you will be able to sample products, see how money is made and we will have lots of fun. Would you like to be on the guest list? <LET THEM ANSWER> Ok, I will put you on the guest list and contact you the night before to confirm! **FOLLOW-UP TIP: Remember that many people need 4-6 exposures before they enroll. If you keep inviting them to events / review more videos with ZERO pressure, they ll eventually enroll. For best results, keep giving them new content to review & new events to attend. Talk to them every few days. 15

16 Follow Up Script After They Watch Videos at Results.teamdsi.info START BY SAYING THIS (HAVE YOUR UPLINE ON THE PHONE WITH YOU IF POSSIBLE): 1. What did you like about what you saw in the Success Story video? <LISTEN & TAKE NOTES> 2. Tell me more about that? <LISTEN & TAKE NOTES> 3. Ok and in your opinion which start up option do you feel is best for you? (*If they are ready, help them choose their package. READ THEM the script on Page 12 - Step 2 and ask the closing questions to enroll them). IF THEY NEED MORE TIME SAY THIS: If you need more time I totally understand, we have 2 choices, I could invite you to a local event or online webinar where you could learn more and meet others who are doing very well in the company. Which is best for you? <ADD THEM TO THE GUEST LIST FOR A LOCAL EVENT OR TEAM DSI MONDAY WEBINAR MAKE SURE YOU INTRODUCE THEM TO SUCCESSFUL PEOPLE ON THE TEAM!) In the mean time the best thing would be to choose another success story video to watch and we can talk again after you watch it. Which story would you like to watch next? <LET THEM CHOOSE> Ok, sounds good. When do you think you ll be able to watch it for sure? <LET THEM DECIDE> Ok, so I can talk to you next on <TIME> or <TIME> which is best for you? <LET THEM DECIDE> Ok talk to you then! <KEEP INVITING THEM TO EVENTS, WEBINARS, & TO WATCH MORE SUCCESS VIDEOS WITH ZERO PRESSURE. THEY WILL EVENTUALLY ENROLL> Quick Start Script for New Associate Who Just Enrolled SET A MEETING LATER FOR THEIR FIRST HOUR TRAINING BY SAYING THIS: Before we meet for your first hour training, the best thing you can do is go to our Team DSI YouTube Channel and choose more success stories to watch. Actually it s best to watch as many as possible because you will learn so much and have a huge head start. We have many success stories from all different walks of life. I m going to send you the link right now and I want you to choose which one you re going to watch next. Would you prefer me to text or the link? Ok I am sending right now. SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> Ok cool. And which success story would you like to watch before we talk again? <LET THEM CHOOSE> Ok sounds good. Lastly, I suggest we meet up in the next hours to start your First Hour in Business Training. I can do <DATE> at <TIME> or <DATE> at <TIME> which is best for you? <LET THEM DECIDE> Ok sounds good. Talk to you then! 16

17 Follow Up Script After They Watch DoctorOz.teamdsi.info Videos START BY SAYING THIS (HAVE YOUR UPLINE ON THE PHONE WITH YOU IF POSSIBLE): 1. What did you like about what you saw on the Dr. Oz videos? <LISTEN & TAKE NOTES> 2. Tell me more about that? <LISTEN & TAKE NOTES> 3. Ok and in your opinion which products do you feel are best for you? (*If they are ready, help them choose their products. READ THEM the script on Page 12 - Step 2 and ask the closing questions to enroll them). IF THEY NEED MORE TIME SAY THIS: If you need more time I totally understand, we have 2 choices, I could invite you to a local event or online webinar where you could learn more and meet others who are doing very well on the products. Which is best for you? <ADD THEM TO THE GUEST LIST FOR A LOCAL EVENT OR TEAM DSI MONDAY WEBINAR MAKE SURE YOU INTRODUCE THEM TO SUCCESSFUL PEOPLE ON THE TEAM!) In the mean time the best thing would be to choose a few more Dr. Oz Videos to watch and we can talk again after you watch them. Which ones would you like to watch next? <LET THEM CHOOSE> Ok, sounds good. When do you think you ll be able to watch them for sure? <LET THEM DECIDE> Ok, so I can talk to you next on <TIME> or <TIME> which is best for you? <LET THEM DECIDE> Ok talk to you then! <KEEP INVITING THEM TO EVENTS, WEBINARS, & TO WATCH MORE SUCCESS VIDEOS WITH ZERO PRESSURE. THEY WILL EVENTUALLY ENROLL> **FOR DR. OZ USANA VIDEOS WITH SPANISH SUBTITLES: Quick Start Script for New Client Who Just Enrolled SCHEDULE A PHONE CALL FOR WHEN THEIR PRODUCTS ARRIVE & SAY THIS: The best thing you can do while you wait for your products to arrive is watch some more short videos by Dr. Oz that explain what each USANA product does. Each video is anywhere from 3 to 7 minutes long and covers all the benefits of what these products can do for you. USANA has been a trusted sponsor and partner of the Dr. Oz show for several years. Each month Dr. Oz features a different USANA product to his nationwide audience and we have every segment saved on YouTube. Would you prefer me to text or the link? Ok I am sending right now. SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> Ok cool. And which videos would you like to watch before we talk again? <LET THEM CHOOSE> Ok you are all set. This YouTube channel will get you totally ready for your products! The last thing is to schedule our product opening call where I will walk you through your dosages. Your products should arrive within about 5-7 days from now. I can call you on <DAY> at <TIME> or at <DAY> at <TIME> which works best for you? <LET THEM CHOOSE> Ok sounds good. I will be calling you then to discuss what you liked about the Dr. Oz Videos and go over your products when you have them. Thanks again for becoming my client. Talk to you then. **IMPORTANT RETENTION TIP: Send your client a HAND WRITTEN Thank You Card in the mail the next day. Very few people take the time to hand write a Thank You Card. You will stand out and they will be loyal & re-order. HAPPY CLIENTS are the best advertising money cannot buy! 17

18 Money Objection Script (If they want a USANA business, but don t have the funds.) SAY THIS: 1) Well <PROSPECT S NAME>, I typically don t do this unless I m convinced that the person is deadly serious. If I m certain that we re not going to waste each others time, then I m willing to take a risk on you. I can prelaunch your business if I know that you are serious, in fact as serious as Jordan Kemper. 2) When he was first introduced to USANA he was living paycheck to paycheck, with no savings. He was struggling financially. Not wanting to stay in that financial position, he found a way to get started and was able to replace his job income within 2 years. Within 7 years he had earned his first million with USANA. So <PROSPECTS NAME>, are you as serious as he was? <WAIT> Tell me why? 3) Ok great, welcome aboard! Do you have a pen and paper handy? I have some homework for you 4) We are going to get your training underway and let s see if we can earn you the money to get yourself started. But <PROSPECT S NAME>, if you don t do the homework, I m sorry, we will have to cut our losses early, okay? So if you do this, I ll know you re serious and I ll take you to the next step. 5) I m going to ask you to complete this in the next hours. Depending on what you do with this homework really kind of tells me what kind of working relationship we re going to have. I m sure you can imagine, like most professions, there are some people who say they want to go straight to the top, yet they don t follow the instructions to get there, do they? So I m really interested to see what kind of a person you are going to be. Are you going to be the type that shows up, and does exactly what it takes to reach the top, or not. 6) Here s Your Homework: I want you go to our Team DSI YouTube Channel and watch as many success stories as possible. We have many success stories from all different walks of life. I m going to send you the link now and I want you to choose the first 2 you are going to watch ASAP. Would you prefer me to text or the link? Ok I am sending right now. SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> Ok cool. And which success stories would you like to watch before we talk again? <LET THEM CHOOSE> 7) Lastly, I want to meet with you in the next hours in person or over the phone and we will do the first hour in your business checklist. The orders we generate can help you get started. I m available to meet with you on <DAY/ TIME> or <DAY/TIME> to review and launch. What time works best for you? <WAIT> Ok great, talk to you then! <PROCEED TO HELP THEM GENERATE BUSINESS ONLY IF THEY DO THEIR PART> 18

19 Script to Explain The RESET PLUS PLUS SAY THIS: 1) First of all, how much weight do you want to lose? <TAKE NOTES> What type of diets have you tried in the past? <TAKE NOTES> How do you feel these worked out for you? 2) We have been so busy with our promotion that we are having to figure out who is really serious about losing weight, because there is a lot of work on our part to help you and it s not just going on another fad diet. So we are looking for clients that are absolutely serious. How serious are you about losing weight? <TAKE NOTES> What is the main reason you have for wanting to lose your weight? <TAKE NOTES> 3) Okay, great. Let me explain exactly how the RESET PLUS Program works, because it s an extremely effective weight control program. Basically the program targets specific areas of the body. We focus on losing inches as well as pounds, and helping you keep a good energy level throughout the day. It also keeps you from craving sweets are you a sweets eater? <LET THEM ANSWER> 4) Ok. The RESET PLUS gives you all the nutrition you need, and helps to control and normalize your appetite so you don t feel hungry. So, even if you tend to eat out of stress, depression, or boredom, or you might be a binge eater instead of eating three cookies, you eat the whole bag or you might be a nibbler who picks at food all day long, or if you re just a plain out of control eater, it will help to control and normalize your appetite so you just don t feel hungry! The average weight loss is 5 pounds in 5 days. And, what happened to me was. 5) But, I ve got to tell you about a few of our clients testimonials. My colleague Jared lost 6 pounds in his first 5 days and he has kept the weight off for the last 3 months. My other colleague Charlene is in her fifties, she was having trouble losing weight and she also lost 5 lbs in 5 days. She went on to lose 30 lbs in 3 months and has kept it off for the past 4 years. We have thousands of stories like this. <TELL SOME MORE SUCCESS STORIES IF YOU HAVE THEM> 6) Right now we are running a special promotion. We will give you free counseling to make sure you are using it right and getting the results you want. That s done by phone for your convenience. The program is very inexpensive because it supplies all 3 of your meals for 5 days, plus a 28 day supply of nutritional supplements and a 28 day supply of probiotics. The supplements and probiotics are super important for healthy digestion, healthy metabolism and releasing the weight for good. In addition, you will receive a simple document that outlines the plan for your 5-day experience. It also includes a ideas for the best meals to eat afterwards as well. The cost for the RESET PLUS is $143 plus tax and shipping. 7) Ok, so where would you like your RESET PLUS Program mailed to? <BE SILENT & LET THEM ANSWER> 8) Ok got it. USANA will also be ing you tracking info for shipping, what is your address? And which Credit Card did you want to use? What s the credit card number? Expiration date? CVV2 code? Ok, so the number is <REPEAT IT BACK> Is the billing address the same? 9) Also, each bag of shakes gives you 9 servings. Your order includes 2 bags of shakes. Did you want 2 bags of chocolate, 2 bags of vanilla, or 1 of each? <LET THEM ANSWER> Ok, so with tax and shipping your total will be around $153, give or take a dollar. I will be working with you very closely to make sure you hit your goals and have a great experience. At the end of your 5 days, we will discuss if you would like to continue to the next step, which is the Transform Phase program. Normally people lose an additional 10 pounds each month they do the Transform Phase, so it s the best way to compound your results and keep your momentum going after the RESET PLUS. <CONTINUE ON PAGE 20> 19

20 Script to Explain The RESET PLUS- (continued ) CONTINUE BY SAYING THIS: 10) The best part is that you already have The CellSentials supplements & Probiotics for the month, so all you would need is 5 more bags of Nutrimeal Shakes, which is $30.95 per bag and 1 bag of Fibergy Plus, which is $ The cost would be $ and would provide 2 meal replacement shakes per day with extra fiber for days 6 through 28. You would prepare 1 healthy meal per day and stick to the healthy snacks listed in your RESET PLUS guide. This means you only have to prepare 1 meal per day on the Transform Phase and you will be able to continue on to lose 10 pounds per month. And if you compare this to eating out, you are definitely saving money while releasing your weight for good. (11) One of our team members named Donna Womack did the Transform Phase over 5 months and lost 50 lbs. That s 10 lbs a month and she s kept the weight off for 7 years. We have many stories like this! <SHARE MORE STORIES HERE> 12) But lets get you through your RESET PLUS first. Now, the last option I recommend for everyone is to buy an extra bag of shakes, so you have something to hold-you-over on Days 6 through 11. The reason is because you will have just lost several pounds in 5 days and if you decide to continue, you will be waiting for your Transform Phase products to arrive. You don t want to be left shake-less after day 5. One bag of Nutrimeal Shakes gives you 9 servings for $30.95, which is about $3 per shake, and when you make your Transform order, the price will go down, so it s not really an extra charge, it s just wise to think ahead. Would you like to add a bag of shakes to your order so you re not left shake-less after your RESET? <LET THEM SAY YES OR NO> 13) Ok, so I will process your order today and you should get everything around 5-7 days from now, give or take a day. I will also be setting up a future order discount for you that I will explain later after you ve received your products. Let s schedule a time to talk after you receive your products in the mail. I will be reading you the RESET Prep Script to explain how to get the best results from your experience. I can do <DATE> at <TIME> or <DATE> at <TIME> which works best for you? <SET AN EXACT TIME RIGHT NOW> OK, sounds good. 14) Lastly, The best thing you can do while you wait for your products to arrive is watch some more short videos by Dr. Oz that explain what each USANA product does. Each video is anywhere from 3 to 7 minutes long and covers all the benefits of what these products can do for you. USANA has been a trusted sponsor and partner of the Dr. Oz show for several years. Each month Dr. Oz features a different USANA product to his nationwide audience and we have every segment saved on YouTube. Would you prefer me to text or the link? Ok I am sending right now. SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> Ok cool. And which videos would you like to watch before we talk again? <LET THEM CHOOSE> Ok you are all set! I will be calling you when your products arrive to discuss the dosages and also learn what you liked best from the audio! Your products should be arriving around <ESTIMATE THE DAY> so if I call you on <DAY> at <TIME> does that work? <AGREE ON SPECIFIC DAY & TIME> Ok sounds good. Thanks again for becoming my client. I am excited for you to feel amazing. <LET THEM RESPOND> Talk to you soon! ***IF THEY DON T ENROLL IMMEDIATELY SAY THIS: I totally understand if you need a little more time. What we usually do in this case is send a PDF document that explains more about the RESET PLUS and schedule a time for us to talk in a day or two. That will give you some time to look at your budget and make the decision that s best for you. Would you prefer me to you the link so you can view it on your computer or text it so you can view it on your phone? <WAIT> Ok I m sending it now. Can you hold on just a second, I want to make sure you get it. SEND: Did you receive it? <WAIT> Ok and can you tell me, does the link open up ok for you? Ok great. I can call you back on <DAY> at <TIME> or <DAY> at <TIME> which is best for you? <LET THEM CHOOSE> Ok I will call you then and if you are ready at that time we can do your payment info and get you started on losing those first 5 pounds and having you feel great. Talk to you soon. 20

21 Script to PREPARE Your New Client for the RESET PLUS or RESET: SAY THIS: 1) Hi CLIENTS NAME did you receive your products? <CLIENT SAYS YES> Ok can you get them really quick? I m going to explain everything. <WAIT FOR THEM TO OPEN THEIR BOX> 2) Ok. The first thing is I m going to send you a link with the RESET PLUS Program Guide. Would you prefer me to it or text it to you? <LET THEM CHOOSE> SEND THIS LINK: Did it open up for you? <LET THEM ANSWER> Ok. Let s read through it together. <READ THROUGH THE DOCUMENT WITH THEM> 3) Lastly, I have a link with a print out of the best healthy meals and snack options for you to succeed now and also if you decide to continue with the Transform Phase. Would you like me to or text it to you? Ok I m sending it now. Can you check and tell me if you got it? SEND: > Ok let s text each day for the next 5 days and then meet up in person or over the phone to discuss if you d like to continue on the Transform Phase afterwards. And one more thing if the scale doesn t go down every day, don t get discouraged. Stick to the plan! We have had many clients who don t lose a pound every day, but they still lose a total of 4-5 pounds by the time it s complete. I m excited for you to have great results! RESET PLUS TIP: Make sure you read them THIS SCRIPT BEFORE they begin their RESET PLUS to make sure they have the best results possible. 21

22 New Client Product Prep Script (Read to them BEFORE they start their products ) 1) Hi CLIENTS NAME did you receive your products? <CLIENT SAYS YES> Ok can you get them really quick? I m going to explain everything. Can you tell me again the products you received? <LET THEM ANSWER> Ok great. Let s go over the dosages of each product. <ACCESS YOUR PRODUCT CATALOUGE TO EXPLAIN THE FULL DOSAGE OF EACH PRODUCT, FOR A VIDEO ON HOW TO MAKE THE SHAKES: FOR A VIDEO ON USING THE SKINCARE: > 2) First I want you to know that our clients have the most success when they take their supplements with water, just before eating a meal. Always take them with food. Also, it is very important that you take your supplements twice daily if you want to have optimal results. The reason is because your body will use the nutrients from your morning dosage, and by the evening your body will need to be replenished. In the same way that your body needs several meals per day, your body also needs to be replenished by supplements twice daily. Also your urine will be turning bright yellow and this is totally normal. The CellSentials give you so much nutrition that your cells will absorb to their FULL capacity and then you pee out the rest. This is totally normal and ensures that everyone who takes them gets OPTIMAL nutrition. 3) Do you have trouble swallowing pills? <LET THEM ANSWER> Several of our clients who had trouble swallowing pills have reported that keeping their chin down when swallowing allows their throat to open and they are able to take the products fine. Also, you can use a straw and orange juice to help as well. The main thing is to avoid throwing your chin back when swallowing as this closes your throat canal. Another option is an $8 pill crusher from Walgreens. A pill crusher will powderize your tablets and you can mix with orange juice. It works! Your body desperately needs this nutrition so I want to encourage you to stick with it. If it s a problem let me know and we will make sure you are taken care of. 4) If you did NOT get a MyHealthPak, you can get little pill pouch baggies from Walgreens for your PM dosage. Each morning take your AM supplements for breakfast, and at the same time, load up your Walgreens Pill Pouch Baggie with your PM dosage. It fits right in your pocket or purse and it s much easier to take your supplements in the PM this way. I actually have some pill pouches for you if you d like! <GIVE THEM SOME OR SEND IN THE MAIL> Here you go! Also, do you have a few minutes for me to show you how to log-in to your USANA Preferred Customer account so you can understand your future discounts? IF YES SAY THIS: Ok l m going to read you the script right now, so you can login. <GO TO PAGE 23 & READ THE NEW CLIENT ACCOUNT OVERVIEW SCRIPT> IF NO SAY THIS: Ok when can we schedule a time that you can be in front of your computer or device online for about minutes so I can walk you through? <SET THE APPOINTMENT> 22

23 New Client Account Overview Script (1) Your Preferred Customer ID is and your password should be Usana123 with a capital U. The rest is lower case. Please write this down and save it in your phone. Do you have it saved? <WAIT> Ok now go to and look for the login button on the top right side of the page. Do you see it? <WAIT> Ok go ahead and click on the login button and enter your ID & Password. Let me know when you have done it. <WAIT> (2) You may see a welcome message pop up. Just click the X on the top right corner to make it disappear. <WAIT> Ok so this is your special place to come for your Preferred Customer Prices which are 10% less than retail. Everyone who does not have their own Preferred Customer account has to pay the retail price, but you won t have to. That s why your ID & Password are so valuable. You will always get the same prices you received when you became my client on your first order. Next I m going to show your future order options. (3) First, click on Shop & Orders on the left. If you are using your phone, click on the 3 lines at the top left of your screen first, and then click on the Shop & Orders Button. Did you click on it? <WAIT> Ok, so now you should see a side bar pop out. Next, I want you to click on the words Shop All Products. Do you see it? <WAIT> It should take you to a new page with pictures of all the products. Did it take you there? <WAIT> Ok so this is the area where you can make 1-time orders. You can come here at anytime and just add the products you want to your shopping cart, then check out. The benefit is that you can order at anytime and it will ship on the next business day. However, there is another place in your website where you can save more money. Now I will show you where that is. <WAIT> Please click the back arrow on your browser and go back to the main page. (4) Ok so once again click on the Shop & Orders button to start. Remember if you are on your phone you must click on the 3 lines at the top left of your screen first, then click on the Shop & Orders button. After that, click on the words My Auto Order did you click on it? <WAIT> Ok, so now it should take you to a page that says Auto Order Management. Did it take you there? <WAIT> Ok so this is the place where you can save an additional 10% from what you paid the first time, so it s actually 20% off retail. That s why I recommend you do the majority of your orders here. I will walk you through how it all works right now. (5) First, look where it says Click Here to Manage Auto Order Payments in blue. Go ahead and click there. <WAIT> Ok now you should see a page that says Auto Order Payments at the top. Make sure your credit card is displayed in the Enabled Payments Section. Do you see it there? <WAIT> If not, you must click the Enable button to enable your card for Auto Order. If you don t have a card listed, click the Add Card button to add a new card. Go ahead and do that now if necessary. <WAIT> Ok, so do you have your card enabled? <WAIT> Ok great now click on Done at the bottom of the page. (6) Now you should be back at the Auto Order Management page. Can you tell me, do you see a message that says, Next Processing Date? <IF THEY SAY NO, GO TO PAGE 24. IF THEY SAY YES, GO TO PAGE 25> 23

24 New Client Account Overview Script (continued) IF THEY DON T HAVE A PROCESSING DATE, SAY THIS: (1) Ok so you don t have an auto order set up, but I m going to show you how to do it right now. This is where all your extra discounts are. First, click on the green button that says, Create New Auto Order <WAIT> Next you should see a pop up window, and again you need to click Create New Auto Order once more. Did you do it? <WAIT> Ok, now it should take you to a page that says Auto Order Settings on the left. Do you see that? <WAIT> (2) Ok so this is the page where you set everything up. The next thing to look for is where it says, Auto Order Cycle and Next Processing Date on the right side of the page. Do you see it? <WAIT> Can you tell me the date it says for your next processing date? <LET THEM ANSWER> Got it. So if your auto order processes on this date, which is a Sunday, you will receive your products about 10 days later. It s wise to schedule your processing date about 2-3 weeks from today so that your next batch arrives just as you are running out of your current batch. Which date would be the best for you? <LET THEM ANSWER> Ok so make sure you have that date selected. You can also change the cycle. If you do that, you will have some other dates to choose from. Do you have the date set how you want it? <WAIT> Ok great. (3) Next scroll to the bottom and click on the green button with a little shopping cart that says Add More Products do you see it? <WAIT> Ok click there and it should take you to a page that says Auto Order Product List. Are you on the page that says Auto Order Product List? <WAIT> Ok, next click the word Nutritionals on the left hand column. Do you see the word Nutritionals on the left? <WAIT> Ok, when you click there it will take you to a page with pictures of all the products. Scroll down a bit. Do you see pictures of everything? <WAIT> (4) Ok now select the products in your opinion, that you would like to add. This is just an example, you will not be buying anything right now. Just choose whatever you d like. What products are you looking at? <LET THEM ANSWER> Ok great. Also, if you want to explore the Food & Energy, or Personal Care Products, scroll to the top and you will see the words on the left hand column. Do you see them? <WAIT> Ok I will give you a little time to explore. <WAIT> Ok. Are you finished adding products? <WAIT> Ok, now scroll to the top of the page & click the orange button that says Finished Adding Products <WAIT> (5) Now you are back at the Auto Order Settings page. Scroll down and look at the shipping address. Is that correct? <WAIT> Ok next look where it says Select a Shipper For This Order and click the drop down menu to choose the cheapest shipping method. Is the cheapest shipping method selected? <WAIT> Ok now scroll down and review your order. Are the products you selected displayed? <WAIT> Ok. Now look where it says Subtotal. Do you see underneath the subtotal there is an Auto Order Discount that is 10% off the subtotal? <WAIT> Ok so this 10% discount will be subtracted at the time of the charge. And EVERY TIME you allow it to process, you will always get 10% off no matter the size of the order. Isn t that awesome! <WAIT> (6) Next do you see where it says on the left, You may have an additional Initial Order Reward? <WAIT> What is the amount? <WAIT> Ok. So I bet you are wondering where that came from. That is actually 5% of the first order you made. USANA is giving you that as a discount for this upcoming auto order as an incentive to use the system. So that is an ADDITIONAL discount that will be applied on this upcoming order. <WAIT> Ok. Now scroll to the bottom and click on Save Changes to complete the process. Once you click on this button, you will not be charged, but you will have it set for the processing date you chose. Did you click on Save Changes? <WAIT> (7) Ok so now you are back at the Auto Order Management Page. Do you see the next processing date? <WAIT> Ok and scroll down and look at the Total Price. Do you see how the Auto Order discount was subtracted out? <WAIT> Ok and do you see on the left where it shows your Initial Order Reward? <WAIT> Ok, so that amount will also be subtracted when the charge takes place so the total price will actually go down. <WAIT> Now you are all set. Keep in mind that you can always make any changes 2 days before the processing date. Let s schedule a time we can talk before this order processes. I d like to see how you are doing in a couple of weeks. <SCHEDULE A TIME TO TALK TO THEM BEFORE THE PROCESSING DATE> 24

25 New Client Account Overview Script (continued) IF THEY DO HAVE A PROCESSING DATE, SAY THIS: (1) Ok so the processing date is always set on the 4 th Sunday from your initial order. That way you will get your next shipment as your current batch is running out. Keep in mind that in order to see optimal results for your health, you need to be taking your products twice-a-day consistently for 3 to 6 months. Your health concerns did not happen over night and they will not be solved over night either. It actually takes 6 months for all of your red blood cells to be replaced. Consistency is key. This is a major reason USANA gives you these discounts. <WAIT> (2) First, look for the word Subtotal towards the bottom right side of the page. Do you see it? <LET THEM ANSWER> Ok and do you see the words Auto Order Discount below that? <WAIT> Ok. Now notice how 10% is subtracted from the price. <WAIT> That is a permanent 10% discount and you will ALWAYS get 10% off no matter the size of your order, as long as you set it up here. That s why I love the auto-order management page. <WAIT> (3) Next, look to the left of where the subtotal is listed. Do you see where it says, You may have an additional Initial Order Reward of a certain dollar amount? <WAIT> How much is the dollar amount? <WAIT> Ok so that will ALSO be subtracted from the total. So really, the Total Price you see there, will go down when they actually charge you. This extra discount is 5% of what you paid on your initial order. USANA wants to reward you with this 5% discount on your first 2 auto orders. Why? Because they want to give you an incentive to use the auto-order management page. This discount will occur ONLY on your 1 st two auto orders as long as you leave it on the processing date scheduled. That s another reason why it makes sense to let it process, otherwise you miss this extra discount. <WAIT> To sum it all up, you will get the 10% auto order discount FOREVER, but the Initial Order Reward will disappear after your first 2 auto orders. Is everything clear on that? <WAIT> (4) Next I will show you how to add products if you d like to try something new. Do you see the orange button that says Add More Products? <WAIT> Ok click there and it should take you to a page that says Auto Order Product List. Are you on the page that says Auto Order Product List? <WAIT> Ok, next click the word Nutritionals on the left hand column. Do you see the word Nutritionals on the left? <WAIT> When you click there it will take you to a page with pictures of all the products. Scroll down a bit. Do you see pictures of everything? <WAIT> (5) Ok now select the products in your opinion, that you would like to add. This is just an example, you will not be buying anything right now. Just choose whatever you d like. What products are you looking at? <WAIT> Ok great. Also, if you want to explore the Food & Energy, or Personal Care Products, scroll to the top and you will see the words on the left hand column. Click there to explore. Do you see the words Food & Energy, or Personal Care Products? <WAIT> Ok I will give you a little time to explore. <WAIT> Ok. Are you finished adding products? <WAIT> Now scroll to the top of the page & click the orange button that says Finished Adding Products <WAIT> (6) Now you are back at the Auto Order Settings page. Scroll down and look at the shipping address. Is that correct? <WAIT> Ok next look where it says Select a Shipper For This Order and click the drop down menu to choose the cheapest shipping method. Is the cheapest shipping method selected? <WAIT> Ok now scroll down and review your order. Are the products you selected displayed? <WAIT> If you want to remove anything, click the Remove button next to the product listed. If not, scroll to the bottom and hit the green button that says, Save Changes. Do you see it? <WAIT> Ok now click the Save Changes button and you should be back at the Auto Order Management Page that we started at. Scroll down and tell me, do you see all of your discounts listed? <WAIT> Ok good. You are all set. Keep in mind that you can always make any changes 2 days before the processing date. Let s schedule a time we can talk before this order processes. I d like to see how you are doing in a couple of weeks. <SCHEDULE A TIME TO TALK TO THEM BEFORE THE PROCESSING DATE> 25

26 Script to Upgrade Your Client into a Referral Partner Associate This script works best when your client is making larger orders of 200+ points or close to it. STEP 1: I know that you don t want to sell or have a business, but I want you to know that you are purchasing enough products to make USANA a tax deduction and possibly earn your products for free. Let me show you Page 2 of the Getting Started Form. Would you prefer me to or text you the link? <LET THEM DECIDE> Ok I m sending it now. <SEND: > Do you see the minimal point option of 200 points? <WAIT> You are already ordering that many points. All you would need is the $29.95 Member Associate BDS Kit and USANA would become tax-deductible for you. STEP 2: In addition, you would become my Referral Partner. On paper, you would be an Associate, but I know you don t want to build like me. So instead, you just send me referrals of people you know that would like the products. I will do the rest. I will present, follow-up, and enroll them in YOUR USANA client base. This could generate commissions for you that could cover the cost of your personal products. Infact, one of our Referral Partners named Lillian Galdeano sent so many referrals she was able to generate $150 per month and cover most of her product cost. Also, Lillian was able to take the USANA home business deductions and she received an extra $2000 dollars back on her tax return. If you consider the tax savings, she DEFINITELY covered the cost of her products. We provide training on how you can do both. Would you like to add the $29.95 Member Associate BDS Kit so this can be a tax deduction and possibly earn your products for free? <LET THEM RESPOND> Script to Put Your New Client or Associate ON AUTO ORDER SAY THIS AT THE MOMENT YOU COLLECT THEIR PAYMENT INFO FOR THE FIRST TIME: Welcome to the USANA Family I am excited for you to have great results! <WAIT> I will process your order right away and also set up a future order discount that I will explain the next time we talk. You will get an saying that it has been set up and I will walk you through your account next week to show you how it works. <PAUSE> Alright, so now I will read you one of the scripts on page 16 or 17 to get you ready for your USANA Experience! <GO TO PAGE 16 FOR NEW ASSOCIATES or PAGE 17 FOR NEW CLIENTS> 26

27 Vaccination Script THE STICK: What will happen if you don t succeed in this business? EDUCATE EXPECTATIONS: I want to make sure you know that the big money is in the long term staying with one company and building teams of people- promoting the opportunity not just selling product or services if you don t persist & stay incredibly consistent you will not see success. VACCINATE AGAINST QUITTING: At times you will want to give up, feel like this is not for you, people will laugh at you, family will want to protect you, and someone close may be against you building your business. EVERYTHING WORTHWHILE IS ALL UPHILL: You have to climb. There s nothing quick. There s nothing easy. You will have to fail forward. Become an expert at getting back up. It s going to take you longer than you think, be harder than you think, and cost you more than you think. Don t be naïve or surprised by this. Success in any business is uphill all the way. For every success, you will have several failures. Be ready for this! It will not be easy, but it will be worth it. THE CARROT: Why will you commit to at least 12 months of taking action and learning independent of results? q If you succeed in this business, it's going to be you who creates that success, not me. And, if you fail in this business, it's going to be you who creates that failure, not me. You are going to be the difference between success or failure. I'm here to guide you every step of the way, but I can't do if for you. I'm here to work with you, but not for you. Initial Here: q My job is to help you become independent from me as quickly as possible. I can show you the skills, but it s up to you to independently build from that point forward. Do you agree that's a good goal? Initial Here: q I want to challenge you to continue hosting mixers as often as you can. Finding family, friends, clients, or associates who will host mixers for you as well. This is a key skill. They don t have to be only in the evenings. Morning & afternoon mixers also work. Weekly or Bi-monthly. Mixers are the foundation of building a successful USANA Business and must duplicate in your organization for you to succeed. Initial Here: What date shall we host your next mixer? Date: q Aside from hosting mixers, the daily skill required for your long term success is exposing 2 new people per day to the presentation video, 6 days a week. To make it clear. Your job with USANA is to get 2 new people per day watch this video no matter what. Some days you will succeed, others you won t, that s ok. But as long as you are getting out 12 new video exposures per week, you will be doing your part. Initial Here:. COMMITTMENT: For me to be able to help you, I need 3 things from you: 1. Staying in touch daily (quick 2-5 minute check-in calls are ideal). Initial Here: minutes (or more) of personal development daily. Initial Here: 3. Attend all events. Initial Here: 27

28 Hot Market Approach (for very close family & friends who will try the products just because they love you) **Making phone calls & saying the scripts gets best results. However, if you cannot get them on the phone, texting also works. Stick to the scripts! OPTION 1: CellSentials & Biomega Hi Uncle Fred this is Lisa I just started working with a supplement company called USANA. I m not asking you to join it or to be a long term client but I am going to ask for your help I m asking you to buy a month supply of our multi-vitamin and fish oil. Use it and give me your feedback which will really help me it s $76 plus shipping. If you like it you can become my client. If you don t like it, you never have to buy it again, and there s also a 30 day money back guarantee. Can I count on you? If they agree, get their payment information. If they want more information: Multi-vitamin Video: Fish oil Video: *AFTER THEY ORDER, GO TO PAGE 17 & FOLLOW Quickstart Script for New Client who Just Enrolled OPTION 2: RESET Kit Hi Uncle Fred this is Lisa I just started working with a supplement company called USANA. I m not asking you to join it or to be a long term client but I am going to ask for your help I m asking you to buy a 5-Day Detox System called The RESET Plus. Use it and give me your feedback which will really help me it s $143 plus shipping. If you like it, you can become my client. If you don t like it, you never have to buy it again and there s also a 30 day money back guarantee. Can I count on you? If they agree, get their payment information. If they want more information: Read them the Script to Explain The RESET Plus on Page (best option) RESET Video: *AFTER THEY ORDER, GO TO PAGE 17 & FOLLOW Quickstart Script for New Client who Just Enrolled 28

29 Script for Someone Who Has a Specific Health Concern SAY THIS: Hi FIRSTNAME I know you have been dealing with. I was calling because I have several friends who have had really great results taking some specific nutritional supplements. If you want I can get you more information about it. <THEY WILL SAY YES> Ok would you prefer me to it so you can review it on your computer, or text so you can review it on your phone? SEND THIS LINK NOW: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE IT OPENS UP FOR THEM> STEP 2: Ok great. Do you see where it says Doctor s Website towards the bottom? <LET THEM ANSWER> Ok, this doctor named Ray Strand gave nutritional supplements to all of his patients. Although USANA is not a cure or treatment, he does give generic recommendations. I will have you login right now to have a quick look. Can you click on raystrand.com and tell me does the website open up for you? <WAIT> Ok now look at the top right side of the webpage and enter the Username: enjoy and Password: usana all lower case. Then click Login. does it say your login was successful? <WAIT> Ok now do you see the continue button? <WAIT> Click there. Lastly, look for the Resources Section in gray and click on the words Specific Recommendations. Do you see it? <WAIT> Ok when you click on Specific Recommendations it will take you to the main list. Did it open for you? Ok. Here s the story about Dr. Strand. For 12 years his wife suffered from Fibromyalgia, which is total body pain and poor sleep. It was horrible. During that time he was unable to find any traditional prescriptions or medicine that would help her. After 12 years of frustration, they had a neighbor introduce them to USANA. Although USANA is not a cure or treatment, he noticed his wife s immune system improved tremendously. Seeing her progress, he decided to use nutritional supplements with all of his patients. He documented them at this website. This is the list of all the people he has worked with. Which issue would you like to click on? <LET THEM CHOOSE A CONDITION> Ok. So I will walk you through. Go ahead and click on it. There s a lot to read but you can go over it later. Please scroll down to the middle of the page and look for a table that says Optimal & Minimal Recommendations do you see it? <WAIT> Ok, so please keep in mind that this is a generic recommendation, not a cure or treatment. Would you like a price quote on the Optimal, Minimal, or both? <LET THEM RESPOND> Ok I will do it right now. <DO IT> So the price for the Optimal Recommendation would be and the Minimal would be. In your opinion, which one would be best for you? <LET THEM RESPOND> Ok where would you like your products shipped? <IF THEY NEED MORE TIME, READ THEM PAGE 14 SCRIPT> 29