USANA Prospecting: Dealing with Negative Stuff on the Internet

On one of the USANA forums, I have seen a question come up over and over again.  There has been a lot of great advice, but I feel as though my direct story can help people handle this objection with their USANA prospects.

On Wikipedia or other websites, there is negative discussion on the Barry Minkow situation that hit USANA years ago.  Most of us know the story already, so I won't go into it.  Bottom line, in the end the guy is in jail for a second time for his games he played with USANA and many other companies.  

The Wikipedia Problem May Be More About You Than Your Prospect

We all can talk about the facts with prospects, but the reality some of them have doubts about USANA regardless of what we say or do they?  The question here is how you handle your prospects.  I understand. If you are new to USANA and the first you have heard of this mess is from a prospect, it might throw you for a loop a bit.  BUT, when a prospects brings this up to me (if every anymore), it's a 5 minute conversation, it's no big deal and we all move on and they sign up in USANA.

My point here is that is this information hurting your belief more than it's affecting your prospect's opinion in USANA.  What I notice with people I'm working with is certain people have this objection affect their prospects over and over again.  That leads to me to believe that it's the person.  It's not to say the rest of don't deal with this objection from time to time; what I am saying is that rest of us (that aren't really affected by it) are probably handling this objection differently, because we don't have ANY reservations or concern over USANA.  In our hearts, we know that this Barry Minkow situation is garbage.

Get your belief right in USANA.  If you have concerns, get your questions answered.  I think some of these questions on the USANA forums about this situation are more about the person asking the question than it is about their prospects.  I might be wrong, but that's been my experience as a leader in USANA.  The point here is that it's good; if you are getting your doubts or concerns answered, then your dealing with your USANA belief level. Good for you; but I just want you to consider (if you're one of those people who asked the question) that it might be you dealing with getting your questions answered and not about your prospects.

How To You Handle the Question from Your Prospects

1) Don't assume it's a problem. If they bring it up, they may just want to hear what you have to say about it.  Don't make a big deal about it.

2) Say: "This isn't a big deal. A scam artist and formal felon was attempting to make a bunch of money off USANA by manipulating the stock.  He did it to other companies and now is in jail (a second time) over it.  Remember, USANA is publicly-traded on the New York Stock Exchange. I don't think you or I have anything to worry about it.  The problem with Wikipedia and the Internet is that people can write anything.  I would trust the NYSE over random people writing things on the Internet.  How about you?"

3) Ask: "We good on this issue?  Anything else you need clarified on this?"

4) Move on and close your prospects. Say: "What other questions do you have?  What do you need answered to make a decision on moving forward?"

Handling this prospect objection is more about you, your attitude, how you really feel in your heart about USANA than it is the execution of what I just covered.  However, it is good to know what to say.  My point is that is almost more on how you say it.  

I bring this up, because so many times on USANA forums, I see USANA associates saying: "I just want to know what to say to them." This is a fair and reasonable statement on the surface. Then I see other people say: "Don't worry about it. It's no big deal"  Then, I see the person saying: "I know. I love USANA and trust but I just want to know what to say." 

This situation is a disconnect between the two sides: belief in USANA and what to say.  One side is implying: "Don't worry, just believe in USANA" This is for good reason.  Those of us who have been building USANA for 5, 10, 15, or over 20 years (10 years for me) just have this belief.  That said, the what to say is important too.

So, just understand that if you have been around for a while, then a newer person won't have that belief. It's reasonable.  If you are new and want to know "what to say," no perfect response or process will fix the situation unless you have the belief.  So figure it out.  If you haven't been to convention yet, then getting there would be a great start on working on that USANA belief.