USANA Fast Start Training New Distributor Orientation Let’s Get Started ! But what do I do?

Go through your Starter Kit Ten Steps to a Fast Start! Start Using the Products Enroll in Autoship for convenience Begin with the End in Mind Create your Customer and Prospect List Contact and Invite Presenting USANA Understanding Objections Ask for Decision Follow up Coach and Lead A complete Business Development System (BDS)

1. Start Using the Products You can’t succeed in the business if you don’t love the products. ESSENTIALS is for everyone. ADD OPTIMIZERS for specific needs.

Who else do you know can benefit? When it comes to their health, don’t your loved ones deserve the BEST? Parents Spouse Children Relatives Classmates Friends Colleagues Neighbours Elderly Overworked Stressed Active Weak Suffering Pregnant Young That can add up to lots of products

2. Enroll in Autoship Product orders are automatically billed to you every four weeks. [Charged to your Credit Card or Bank Account on Sunday] You can pick them up at Ngee Ann City, or have them home delivered. 10% discount for all orders when on Autoship. Over 80% of active distributors are on Autoship

Placing Extra Sales Volume 1 Business Centre = 100 SV every 4 weeks Multiple Business Centres = 200 SV every 4 weeks To Stay Qualified: For orders exceeding your required SV, place on your left or right PSP (personal sales position) to earn commission. 100 SV Preferred Customer Preferred Customer YOU BC 001 Lim Soh Ang Tan Ali Jon 001 Left Side Right Side PSP PSP Or, enroll your loved ones as Preferred Customers. Get them on Autoship too!

The past does not equal the FUTURE! 3. Begin with the End in Mind What are your dreams and goals? Imagine. Time Travel. 5 years from now… Why = 80% How = 20% The comfort zone Dreams Where are you living? Who are you with? What are you doing? See a day in vivid details The past does not equal the FUTURE!

Set up Goals and Daily Tasks DAILY TASK LIST SHORT TERM GOAL LONG TERM GOAL DREAM

4. Create your Prospect List You know 1,000 people. Identify 100 of them. Use Memory Joggers (Page 16 of Starter Kit.) Have written list with you all the time. (Page 17 of Starter Kit.) Add to it everyday. Ask for referrals, referrals, referrals! Start with Warm Market. Identify 5 people to start. Lives Change. Needs Change. Timing is Everything

Tips on Page 12 of the Starter Kit 5. Contact and Invite Know your specific intent. No haircut over the phone. Build rapport first. Discover needs. Ask, listen, not just talk. Extend an invitation. Confirm. Re-confirm. Tips on Page 12 of the Starter Kit “Ask. Listen. Be passionate.”

1 on 1? 2 on 1? Group Presentation? 6. Present USANA 1 on 1? 2 on 1? Group Presentation? Present both the products and the business. Practise with ready scripts. Tips on Page 13of the Starter Kit Use experts & available resources: Upline, Company; Speakers; Books; H&F Newspaper; DVDs; Websites. Take the focus off yourself. Put the focus on the listeners. See Yourself as a Problem Solver.

7. Understand and Overcome Objections Questions and Concerns do not equal Rejections. Do not get defensive. Remember your own experience. Remember the experience of 90% of successful leaders. Objections are usually: Genuine questions in disguise. A case of misinformation. A way to avoid making a decision. Do Not Argue

Get On Their Side Acknowledge Identify Empathise Resolve Separate talk on “Handling Common Objections”

8. Ask for Decision Always get permission to follow-up. Why? Ask prospect “Where do you see yourself?” At the end of presentation: I’m ready to get started. I’m interested but I need more time / information. 3) Thanks, but no thanks. Always get permission to follow-up. Why?

10% 40% 50% 9. Your fortune lies in the Follow-Up NO ONE will call you back – even if they are interested. Distributor 10% I’m ready to get started. Follow up on training Preferred Customer I’m interested but I need more time / information. 40% Follow up for conversion Preferred Customer? 50% 3) Thanks, but no thanks. Follow up for referrals Why leave 90% of your sales volume to someone else?

10. Coach and Lead Network Marketing is a business of teaching, not recruiting. You succeed by creating assets, not collecting autographs. Why coach? “Give a man a fish, and you feed him for a day. Teach him how to fish, and you feed him for life.” How do I lead? “People will do what you do, not what you say you do.” Walk the Talk. And do it all the time. REPITITION is the Mother of Learning

Celebrate every achievement TOGETHER. Create a Sense of Community Treasure your T.E.A.M. “Together Everyone Achieves More.” Edify your Upline Leaders Model those that are successful. Help create trust and respect. Respect those Downline Always do what you say you are going to do. Celebrate every achievement TOGETHER.

New Distributor Orientation Ten Steps to a Fast Start! Start Using the Products Enroll in Autoship for convenience Begin with the End in Mind Create your Customer and Prospect List Contact and Invite Presenting USANA Understanding Objections Ask for Decision Follow up Coach and Lead

Enjoy Exclusive Platinum Pacesetter Privileges! Your First Target To qualify as a Premier Platinum Pacesetter, Personally help four Distributors who active one or three Business Centres Generate 1600 Sales Volume Points, collectively, within the first 8 weeks Enjoy Exclusive Platinum Pacesetter Privileges!