1. Welcome to the Team Call
We will begin shortly, 9:00 Eastern

2. Helping them to the other side
Resolving Objections
Helping them to the other side

3. General Rules: Listen Completely to every word: Confirm Understanding,
Don’t think of a response, LISTEN
Confirm Understanding,
ask questions, truly understand
Validate without agreeing, with same or slightly less intensity
Handle or facilitate handling
Return to Invitation step you left

4. Question Suggestions…
Tell me more about that, …. What do you mean when you say…,
How do you feel about that?
I can relate to that … honest story relating to them
Well, I’m sure I don’t know all about that for you, but what I do know is... <story>

5. Sales Is this sales? Do I have to sell? Do I have to go door to door?
CLARIFY, Understand the issue

6. Sales: Questions to Ask
When you picture sales, what do you see?
What’s been your experience around selling?
Alright, I understand that you don’t like sales. So I can better understand how you view this, in your view, what’s the difference between sales and communication?”

7. Sales: It is communication
Discuss all the different ways they communicate and draw the connection that they are already selling by communicating
Most examples will use the general practice of referring a friend to a good product or service

8. A Sales Perspective
There are thousands and thousands of folks involved with Usana and I think it is fair to say none of them feels they are or want to be a sales type. I am turned off by that too. I have been taught as I get into it more, to just share from my heart, like recommending something I think is great, a restaurant, or a great carpet cleaning service or something. I can’t be pushy or sales like if I am just myself and that is what I am encouraged to do, be myself.

9. Time
Legitimate
Frame of mind time issue
Unexpressed objection