BDS FAST START training

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BDS FAST START training
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Lets Get Started

• Welcome
• Recognition
• The 10 steps in the Cycle of Duplication

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BDS FAST START Training

• 1. Be a product of the product
• 2. Goals Dreams
• 3. Begin with the end in mind
• 4. Creating a prospect list

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• 5. Contacting Inviting
• 6. Presenting
• 7. Understanding Overcoming Objections
• 8. The Decision Point

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• 9. The Fortune is in the Follow-up
• 10. Coaching Leadership

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1. Be a Product of the Product

• Fundamental principle of success
• The ripple effect
• Buy from your own store your own company!

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Become a Prosumer

• Pro-active consumer
• Walk the talk
• How to lose credibility in 5 seconds?
• Action - Redirect your spending to fuel your
  health and YOUR compensation plan (Refer to BDS
  page 9)

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Duplicate!
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The Prosumer sheet

• Do you eat everyday?
• Do you shower everyday?
• Do you take vitamins?
• Volume Income
• Become a walking billboard!

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2. Goals Dreams

• Why 80
• How 20

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Dreams
The comfort zone
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Imagine
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Time travel

• 5 years ..?
• Where are you living?
• Who are you with?
• What are you doing?
• Describe your day in vivid detail (Refer to BDS
  page 14)

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The past does not equal the Future!
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• First the Dream
• Now what?

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DAILY TASK LIST
SHORT TERM GOAL
LONG TERM GOAL
DREAM
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DAILY Tasks to GOLD

• Prospecting (specific about of people/day)
• Follow-up (specific /day)
• Presentations (/day or to weekly HF)
• Coaching (how much time each day to coach your
  team get them to trainings, events, regionals,
  CONVENTION) (Refer to BDS
  page 11)

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Take action today!

• Refer to the Goals Worksheet in your Business
  Development System
• Goal Sheet in duplicate
• One for you one for your sponsor

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3. Begin with the end in mind

• What is the end you have in mind?
• Understand the ripple effect of how you begin
• Duplication is inevitable
• Decide now how you want to be duplicated
• Counsel with your upline

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Do you know what you have in your hands?
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Autoship Residual Income

• Make residual income a reality!
• 1 BC order 100 SVP every 4 weeks
• 3 BC order 100 to 200 SVP every 4 weeks
• Never miss out on qualifying for your
  commissions again

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Autoship Residual Income

• How?
• Be a Prosumer
• Develop customers
• Treat your business like a business NOT a hobby

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Personal Sales Position (PSP)

• Anytime you order any products exceeding your
  required SVP, place this volume on your left or
  right PSP thus enabling you to earn commissions
  on your own purchases

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4. Creating a prospect list

• You know 2000 people
• Your task identify 100 of them
• Memory jogger (refer to BDS pg. 21)
• Edit one personyou edit their entire circle of
  influence!

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Creating a prospect list

• Have list written with you all the time
• Add to it everyday
• Ask for referrals, referrals, referrals
• Without the list of 100 you do NOT have a
  business (Refer to BDS pages 23-30)

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Identify your top 20 prospects

• How to speed up the learning curve?
• 3 way calling with your upline expert
• Learn while you are in action

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Take Action Now!

• Identify write down the names of 5 people you
  want to have in business with you.
• Lives change
• Needs change
• Timing is everything!

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5. Contacting Inviting

• Where everything begins!
• Many ways to expose USANA to your prospects
• Our focusMaking the appointment
• Whats your objective?
• No haircuts over the phone please!

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Is it a NO or is it rejection?

• How to overcome the fear of rejection?
• You have a giftthey have every right to refuse
  the gift
• Its not you they are rejectingits your gift
• Timing is everything!
• Want some coffee?

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Contacting Inviting

• Take an impersonal approach
• No one person will make or break you
• Caring conversation is the key
• Ask great questions
• Listen without judgment
• Interact based on what you heard

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Want to be the most fascinating person on the
planet?
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Contacting Inviting

• You your sponsor contact your top 20 via 3 way
  callslisten, learn, duplicate (Refer to BDS page
  17)

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Key Principle 1

• Know your purpose to solve peoples problems
• Problem solvers are uplifting, contribute and
  empower others

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Key Principle 2

• Help prospects discover whats missing in their
  lives
• Helping them gain this clarity will open them up
  to you and what you have to offer
• Focus on THEM not on you!
• Link their wants needs to what you have to
  offer

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The degree that a person will change is
dependent upon the degree of discomfort they feel
in the present moment Michael Oliver
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The Power of Pure Intention

• See yourself as a problem solver
• How to reduce anxiety?
• Take the focus off yourself!
• Put the focus on others
• Your primary goal?.be of service to
  others

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Key Principle 3

• The right words do make a difference!
• Scripts give you confidence to start prospecting
  right away
• Perfect practice makes perfect
• Focus on warm market first
• Have fun with your cold
  market walk and talk

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Key Principle 4

• Powerful Alliances
• Mirror model those who are successful
• Work closely with your upline
• Harness the power of Industry experts available
  to you 24/7 via audio/video/web and in writing

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Key Principles

• 5 Posture
• Urgency NOT desperation!
• Cats Dogs
• 6 Beware of the Dreamstealers
• A disruption in the status quo makes those
  closest to us suddenly very protective
  but who are they protecting?

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Think BEFORE You Call

• Why be in business with this person?
• Why might they want to change their life? (Refer
  to BDS page 20)

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The Flow

• Clear the time
• Connect... build rapport F. O. R. - its about
  them NOT about you
• Family, Occupation, Recreation
• Demonstrate your intent
• Link to the last conversation
• Discover..slow down.
  the Gold Brick ..do they
  even have a problem to be solved?

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The Flow continued

• Invite (2 parts)
• first to explore what you are offering
• second To meet with you to view a USANA
  presentation
• Confirm

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Contacting Inviting Flow

• Clear the time
• Connect... build rapport F. O. R.
• Discover the need
• Extend the invitation (2 parts)
• Confirm

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Dont know whats missing in their lives?

• Ive been asking myself an interesting question
  latelyand Im just curious what your answer
  might be to the same question If time money
  were just not an issue. what you be doing
  differently in your life?

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Contacting Inviting Flow

• Clear the time
• Connect... build rapport F. O. R.
• Discover the need
• Extend the invitation (2 parts)
• Confirm

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Never get tongue tied again!

• Practice, role-play, personalize
• Be willing to get uncomfortable
• Everything new feels awkward at first
• Prospect anywhere, anytime, anyplace.

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6. Presenting

• Sharing your solution
• No one joins USANA without a presentation
• Hone your skills
• Learn by watching, listening reading

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Presenting

• 1 on 1
• 2 on 1
• In home group presentation
• Video presentation
• Health Freedom Thursday

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10 Steps of a Powerful Business Presentation

• Refer to page 19 in your Business Development
  system

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Take Control of your business
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• 7. Understanding Overcoming Objections

Questions and concerns do not equal rejection!
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Minimize Objections

• 1. Ask great questions - F. O. R.
• 2. Listen without prejudging
• 3. Discover whats missing
• 4. Match your solution to their need not your
  need

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• TIMING IS EVERYTHING

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• The Looking Zone
• Refer to final section of the training video in
  the BDS

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Every intelligent prospect has questions
concerns

• Dont get defensive
• Remember your own experience
• Remember the experience of 98 of Leaders
• Internalize this and fear will evaporate

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What are objections?

• Usually a request for more information
• A way to avoid making a decisionthis avoidance
  is often a result of fear
• QUESTIONS IN DISGUISE!

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4 Most Common Objections

• 1. I have no time
• 2. I have no money
• 3. Is this one of those Pyramids?
• 4. Im not a salesperson

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What is the real fear or concern?

• 1. I dont think I could do this (fear of
  failure)
• 2. What would my friends and family say?
  (fear of rejection)

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Your role

• 1. Acknowledge
• 2. Identify
• 3. Isolate
• 4. Solve

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8. The Decision Point

• Are you a
• 1,
• 2,
• or a
• 3?

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The Decision PointWhere do you see yourself?

• Ready to get started!
• Interested and need more information
• Thanks but no thanks (perhaps try the products)

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• Remember to
• ASK for permission to follow up
• And ALWAYS, ALWAYS, ALWAYS
  Ask for a Referral

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9.The Fortune is in the Follow-up

• Cornerstone upon which your success hangs!
• Everything you do will create a follow up scenario

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The Fortune is in the Follow-up

• Dont miss out on 99 of all the success that
  could be yours-
• FOLLOW UP WITH EVERYONE!

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Even if theyre interested they wont call you
back!
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Different kinds of follow-up

• Those who join you
• In the business (1s)
• As a customer
• Those who need more information (2s)

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Different kinds of follow-up

• Those who are currently not interested (3s)
• No shows
• Everyone, all the time!

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3 primary activities in Follow-up

• Committing Associates to being trained
• Committing prospects to continue Due Diligence
  track and accepting a follow up call from you
  (ask for permission)
• Committing prospects to give you a
  referral

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4 laws of credibility

• 1. Say please thank you
• 2. Be on time
• 3. Finish what you start
• 4. Do what you say you are going to do

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Lets talk about no shows

• Its just not a priority yet!
• Curb your disappointment

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Simplify your life.get organized!

• Physical card system
• Contact software
• The pain of not following up
• Dont drop the ball
• People rarely agree to move forward on first
  contact
• Most people are 2s

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10. Coaching Leadership

• The Glass house
• Why step up to Leadership?
• Lead by example
• People will do what you do
• not what you say

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Lead By Example

• I can only teach, advise and recommend what I
  know, use, do and experience.
• This is called
• INTEGRITY.

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Repetition is the Mother of Learning
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The psychology of Sponsoring

• Give a man a fish and you will feed him for a
  day.
• Teach him how to fish and you will feed him for
  life.

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Coaching Leadership

• The word Sponsor indicates
  Responsibility

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Leaders are readers!
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Create a sense of community
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Cycle of Duplication

• Learn it
• Internalize it
• Duplicate it!

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The Ten Steps

• 1. Product of the Product
• 2. Goals Dreams
• 3. Begin with the end in mind
• 4. Creating a prospect list
• 5. Contacting Inviting
• 6. Presenting

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• 7. Understanding Overcoming Objections
• 8. The Decision Point
• 9. The Fortune is in the Follow-up
• 10. Coaching Leadership ( Tools Resources)

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There are no shortcuts to any place worth
going.Beverly Sills
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Tools Resources

• Time.the great resource
• Leverage yourself through harnessing tools
  technology to magnify your efforts
• If you as the leader arent aware so is your
  downline..be the source
• BDS Page 31 to 38

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Tools Resources

• Spend time now so you can save time later
• Duplicate dont innovate!
• Compile a list of powerful tools to
  recommend/counsel with upline
• Prospect.are you visual or auditory?
• Embrace new technology
• Is this your business or your hobby?

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• Match your business tools to your business goals
• Your own personal website Ecommerce
• Corporate Email
• Harnessing the power of DLM..snapshot of your
  business 24/7 at the click of a mouse
• The real power of the Internet
• leveraging yourself
• your own Web site

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• Video, audio, brochures, H F Newspaper
• FastFacts on line
• Conference calls
• Health Freedom Thursdays
• BDS FAST START trainings
• International Convention

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• USANA Support Services
• US No. 001 801 954 7200

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In business for yourself but not by
yourself!
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Getting Started Right

• 1. Begin using the products
• 2. Enroll in AutoShip
• 3. Study the Business Development System
• 4. Complete the Goal Worksheet
• 5. Create a list of names
• 6. Get connected
• 7. Purchase and review tools
• 8. Set up three-way calling
• 9. Set up your business
• 10. Begin reading Think and Grow Rich
  by Napoleon Hill

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Share the Vision
I dream of a world freefrom pain and
suffering.I dream of a world freefrom
disease.The USANA familywill be the
healthiestfamily on earth.Share my vision.Love
life, and live it to itsfullest in happiness and
health. Dr. Myron Wentz,Founder and
Chairman,USANA Health Sciences
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Rev. 04/02