USANA Essentials & HealthPak Frequently Asked Questions and Additional Training

You're now at the end of the USANA Essentials & HealthPak MM. Hopefully you've learned a lot and also have applied the knowledge to your USANA business. Here are some frequent asked questions:

"Can I Share the USANA Essentials & HealthPak MM?"

Yes you can share this document.  We’re believers in Karma.  You do good, good comes back to you.  You do bad....

The goal of this document is to help you and other USANA Associates build a strong, long term business.  We’re all in it together.

We ask that you don’t copy, make changes or misuse this document.  Please do not share and abuse access codes with other Associates.  Please use this with your potential customers.  There are production costs for creating the videos and website and video delivery costs every time someone watches a video.   You may notice our videos are some of the fastest loading on the Internet. We pay a premium for that.  The Integritas Group subscriptions help cover those costs.

"I Have More Questions!"

Please read the document thoroughly and watch the training videos because many of the common questions are already answered.

If you have additional questions, ask your upline, attend one of our training calls or ask us on Facebook at www.Facebook.com/IntegritasGroup

"What is the Integritas Group?"

The Integritas Group is a team, community, marketing system, and training hub for USANA.  It was founded by Chris Lopez and Jason Wells to provide a “one stop shop” for their team.  It grew from there.  Since then, it’s constantly improving.

Check out www.integritas-group.com for more details.

USANA Essentials & HealthPak MM: Resources and Navigation

• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

Creating Duplication With Your USANA Downline: Create Leveraged, Residual Income

Learning how to effectively sample the HealthPak and Essentials to get customers sets you up for creating duplication with your current and future USANA downline.

USANA Duplication: The Foundation

Many people want to be at the “top” and earn big money, but very few people are willing to roll up their sleeves and do the necessary work.  Learning how to sell the product and get customers is a skill that you must have to lay a strong foundation for your business.  

If you can’t invest in sampling 1 HealthPak each month and get customers, what will you teach your future team to do? You must lead by example.

Chris Lopez & Jason Wells have been in USANA for 10 years with a very big and successful business.  They still consistently get customers on a regular basis.

USANA Duplication: Duplication Checklist

• Remember the KISS Principle: “Keep It Simple, Silly.”  Don’t overcomplicate this business.
• If you currently have a downline, share this training document with them and make a commitment to where you both sample out the HealthPak regularly. 
• Check with your team if they have a HealthPak on autoship and are sampling it out regularly.  
• Your conversion ratio will improve over time.  Commit to sampling for 1 year.  Your skills and business don’t develop over night!  
• Have all of your new team members read the USANA Essentials & HealthPak MM and help them get customers through sampling.  You might want to keep notes as you do it.  Believe it or not, before long you’ll be an expert on sampling and getting customers.

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Essentials & HealthPak Frequently Asked Questions and Additional Training
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Referral Program: Creating a Continuous Stream of Referrals

It's possible to enroll USANA PC's as Associates with USANA.  Rather than explaining the business, you present it as a referral program to help them get their products paid for.  Many people like the idea of a no hassle way to get their products paid for.

USANA Referral Program Script:

"USANA doesn’t spend a bunch of money on TV ads or pay athletes millions of dollars to endorse their products.  Rather, they know if people get results with the products, word will naturally spread.  

They have a referral program in place so that you can get your products paid for by referring a few people to the products.  Do you want me to get you setup for that?"

"Yes, I'm Interested..."

“Great.  USANA just needs one more piece of information and that’s your Social Security Number.  Sometimes it works out where people can make a decent chunk of change from referrals, and in case you do, they need that on hand for tax purposes.
What’s your social?” (pause)

"Will I Have to do Much?"

“No, you won’t.  If someone is interested in the product, you’ll just refer them to me.  I’ll take care of them,  provide them great customer service, and you’ll get 0credit for the referral.  It’s a win-win-win for everyone.”

How the USANA Referral Program Works

We’re signing people up as Associates in USANA.  But rather then saying “Associate” and “Business Centers” we keep things simple by calling it the “referral program.” There is the $29.95 eBDS fee.  Your call to pay for it yourself or have your customer pay.

USANA Pacesetter Program

The Referral program is a great way to help you get Premier Platinum/or Pacesetter done.  It’s a very easy way to get new Associates, especially if you pay their $29.95 enrollment fee.  Attend the training calls for more details.

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Mindset: Ready... Fire... Aim! Action Always Beats Perfection
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Customers For Life: How to Create Loyal, Lifetime Customers

Creating a USANA customer for life is essential for you to build a long term residual income with USANA.  People will not magically turn into a long term, loyal customer.  It’ll take a bit of work on your part, but it’s well worth it.  Use the guidelines below to help you out.

USANA Customers For Life #1: Personal Touch

• No matter how advanced technology gets, nothing beats a thoughtful personal touch by YOU.
• Minimum of one personal touch a month with each person.
• Keep detailed notes of their interests and goals; share updates, new products and info that is relevant.

USANA Customers For Life #2: Follow-Up

• Make sure people are using the products regularly and correctly (many people misread the labels!)
• People get extra product on hand, when that happens, push back their autoship, rather then them canceling it.
• Are the products helping the person achieve their health goals?

USANA Customers For Life #3: Education

• Educating people on the science behind the products is critical.  Educated people won’t get distracted when the next magic juice,potion or lotion comes out!
• USANA adds informative product flyers into people’s shipment.
• Use the Integritas Group to create your own health email newsletter.

USANA Customers For Life #4: Organization

• Organization is the key in helping you stay on top of things.  After a handful of customers, people will start following through the cracks if you’re not organized.
• Use the Integritas Group system and the “Customer” section.  It was designed for USANA Associates by USANA Associates to assist you. 

Would $10,000 Make You Focus on Creating a Customer For Life?

Did you know that one HealthPak Customer has the potential to earn you over $10,000 in commission profit over his or her lifetime?  That’s profit, from one customer. (Please see disclaimer at the bottom.)

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Referral Program: Creating a Continuous Stream of Referrals
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Customer Acquisition: Getting Your Preferred Customer Going

USANA makes it very simple to get a person enrolled as a Preferred Customer (PC). Don't make the mistake of not knowing what to say or what information you get when someone is ready to become a PC. Learn and practice so you're ready!

USANA PC Enrollment: What You Need

There are two pieces of information you need to get someone on the products.  The shipping address (And billing if it’s different from the shipping) and a form of payment (Credit card or debit card).


Be direct and ask them, “Where do you want the USANA products shipped to?  How do you want to pay for that? Is the billing address on your card the same as the shipping?”

Many people have a hard time asking for the sale and people’s information.  Practice asking these questions if you’re one of those people.  Look in the mirror and ask until you get more comfortable.  Consider roleplaying with your upline or a fellow team member.  

Once you have the information thank the person and let them know it’ll be a few days until they get the product.  You’ll follow up with them in a few days to make sure they get it and are taking it!

Help Your USANA PC with the Health Tracker

The Health Tracker is one of the most powerful tools that you can use in developing a USANA customer for life.  Telling a person someone’s story or facts about the company is dwarfed by someone’s personal product experience.  The Health Tracker helps the person track the benefits they are receiving and makes them start paying attention more to their own body.

If you’re new to the products, make sure you do the Health Tracker.  

Watch the video for all the details!  

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Customers For Life: How to Create Loyal, Lifetime Customers
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Questions & Answers: Be Prepared (Additional USANA Questions)

"What makes the USANA HealthPak different?" is a question that is going to come up... over and over again. Which is great because it means the person is interested in comparing to another product. That is a buying sign of a potential new USANA PC.

"What Makes the USANA HealthPak Different?"

You could spend an hour explaining what make USANA and the HealthPak different. But don’t!  Pick a short story, 1 fact to share or your USANA Customer Endorsement. You can use the example below or share relevant information from the website that will connect with them.

“There’s a lot of things that makes the HealthPak (or USANA) different.  I could bore you with all the details, but rather think about this: Why do over 600 elite and Olympic athletes take the product? 

They don’t have big endorsement contracts from USANA. Rather they take USANA because they know they can trust their health to USANA and not have a worry about passing drug tests.  USANA even offers a $1 Million Dollar guarantee to athletes using the product. (That's the story.)


One of the of the reasons USANA can do that is because they make their products in an FDA registered facility.  I don’t know any other products like that. (That’s the fact.) 

Do You?" (Remember, always end with a question.)

USANA Pricing and Autoship

It can get a bit confusing trying to explain the different prices (Retail, Wholesale, and Autoship) and how autoship works (many people have also been burned in the past by auto deliveries.)

So KISS - just quote people the autoship price (which is the best price) and use your judgement about explaining autoship.  Generally, just do a Shop@USANA and order the product through your shopping cart.  


You’ll be actively following up with the person over the next few weeks anyhow.  Start explaining autoship then. It’s much easier once they like the product and trust the company and product.

There are no prices quoted in the two websites.  Every USANA market and currency is a bit different.  The prices in here are in US Dollars. 

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Customer Acquisition: Getting Your Preferred Customer Going
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Questions & Answers: Be Prepared

Often times USANA Associates tell me that they are afraid of getting asked questions by people. You shouldn't be sacred... you should be excited! Questions regarding the USANA Essentials or HealthPak are good. This video and blog article will help you be prepared to answer them. USANA Questions Are Great!  Get Prepared!

"How Much is the USANA HealthPak (or Essentials?)"

“It costs what a lot of people spend on a drink at Starbucks or happy hour on a daily basis.  It’s only about $4 a day ($110/28 = $3.90).  I realized how important my health is and that this is one of the easiest things I can do for it.  

“You want to try a month’s worth and see how it works for you?” 

(Pause, wait for their response)

"The USANA Essentials/HealthPak Seem Expensive..."

“Compared to what?” 

Pause. That comment is usually a knee jerk response with no “logic behind it.”  Once people try to explain, they realize it makes no sense.

“I realized that I spend $5 on a lot of things that don’t do anything for my health.  Things like coffee out, cocktails out, fast food and vending machines.  What does more for our health - Starbucks or high quality supplements?” 

You’re trying to figure out if they really don’t have the budget for it or if it’s a silly price objection.

"The Essentials/HealthPak is Not within My Budget..."

Some people don’t have the budget or simply to big of sticker shock If a person has never purchased any supplement in the past, this can seem “very expensive.”

Your mission is to get them on something, even a 1/2 a HealthPak,

“Ok.  What’s in your budget?”  Many people will say $50 a month.  

“Well something is better then nothing.  Even half a HealthPak a day is far better then a dose of most other products out there.  Get a month’s supply, but only take one packet a day, rather then both.  How does that sound?”

Most people will go for that.  Remember. you’re developing a long term loyal customer - One step at a time!

Remember That Something is Better Than Nothing

Do your best to get them on anything!  Getting them on any product or combination that meets their budget is a step in the right direction for their health and your business!

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Questions & Answers: Be Prepared (Additional USANA Questions)
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Customer Acquisition: Asking for the Sale

Many USANA Associates have a very hard time asking people if they want to start the USANA products (and also joining the business!) It's crucial for your success that learn how to get people started and get comfortable with it!

Asking for the Sale to Get a New USANA PC

This script is a continuation from the USANA Customer Acquisition: Focus on the Benefits blog entry.  

"It’s interesting how the human body works.  The body is constantly rebuilding itself. Our cells are constantly replicating and new ones are replacing old ones.  About every 3 to 4 months our entire blood supply is renewed.  What’s even crazier is that our skeletons are renewed about every 2 years.  Basically making us brand new!

It really takes 3 to 6 months for the HealthPak to really get into our systems to have the full affect. (Feel free to share a different point or part of your USANA Customer Endorsement.  This is a good transition.)

Do you want to try the HealthPak for longer then a week to start seeing what other benefits you may feel?”

Then pause and wait for the person to respond!  Zip your lips!

Most likely they’ll have a question or two.  Answer those questions to get them on the products.  Questions are good!  Don't shoot yourself in the foot when comes to getting a new USANA customer by rambling or "puking information."

Remember the USANA Big Picture

Many people get tunnel vision or a short term “This makes it or breaks it” attitude. Don’t do that.  Focus on the big picture or “Long Term USANA Pipeline”.  The person has tried the HealthPak and learned some information from you. Even if they don’t become a customer today, there’s a high probability they will down the road.  You’ve established a relationship.  That will pay off down the road.  When people need something or are ready to make a change.  Most likely they’ll turn to you.

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Questions & Answers: Be Prepared
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Customer Acquisition: Focus on the Benefits

People buy products for the benefits that they receive from them.  The USANA products are no different!  Customers and Associates buy them to help them achieve their health goals.  Focus on the benefit with the people who are sampling the HealthPak or Essentials.

Focus on the Benefits with the USANA HealthPak

On or near the final day of the 7 day HealthPak Sample, you want to move the conversation towards the person becoming a customer.  Some people will ask you about getting the products before you bring it up.  Use this same information.  

Remember to focus on the benefits that people are feeling or wanting to get!

Start by asking questions:

• "What do you like about the HealthPak or Essentials"
• "How do you feel on the products?"
• "Have you noticed any differences in your energy/sleeping/recovery?"
• By now, you should know something about the person... ask a related question!

Remember to engage by asking questions and sharing relevant information.  Focus on feelings and benefits, rather than facts.  People buy on emotion and back up their decision with facts.

ABC with USANA!

There’s a saying in sales and marketing, “ABC - Always Be Closing.”  Remember that.  

You’re always moving the person towards the desired action for both parties; getting them on the USANA products for better health and you growing your business.

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Customer Acquisition: Asking for the Sale
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Follow-Up: The Fortune (and Residuals) are in the Follow-up

You know the saying, "The fortune is in the follow-up."  That's so true when it comes to sampling out the HealthPak, Essentials and building your USANA business.  If you don't follow-up with people, you're leaving a lot of money on the table!

USANA Follow-up: Day 2 of HealthPak Sampling

Call on Day 2 after they start taking the sample to:

• Check in to make sure they are taking the product.  
• Confirm that they are taking it with food.  
• Share one piece of information.  It could be another piece they would find interesting or it could be you getting back to them on a question or looking up information about the current vitamin supplement that they are taking (FDA Registered facility, High levels of lead, etc)
• Did they go through any information that provided with the HealthPak Sample?

USANA Follow-up: Your Judgement Call

There’s no perfect followup schedule.  Depending on the person you’re working with and they way you communicate (phone, social media, text, etc) will dictate the frequency of follow up.  Use your judgement, your gut is usually right.  Just make sure you followup!  
Remember to engage and share relevant information (but don’t overwhelm) either by telling them, pointing out resources on the website or forwarding emails.  

USANA Follow-up: The "Rule of 3"

Many people wonder how often to followup.  Remember The Rule of 3.  Followup at least every 3 days.  

If the person doesn’t respond, remember, “3 Strikes and you’re out!”  If people don’t respond to your first 2 communications, give them a “Take Away” message on the 3rd contact attempt.  The video tutorial will go into more detail.

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Customer Acquisition: Focus on the Benefits
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

USANA Sampling: Getting the USANA HealthPak Into Their Hands

As you sample USANA's HealthPak or Essentials you must have a conversation about it with the potential customer or USANA Associate. This video and post will share with you some proven methods that have worked well for many USANA Associates.

Transitioning to Sampling the USANA HealthPak

The potential USANA customer isn't going to say, "Do you have any products that you can sample me?"   You'll need to come up with a question to transition into sampling.  Here's what I do:

USANA Associate: "Have you ever heard of the HealthPak?" (or a similar direct question)

Potential customer: 99% of people say "no... what is it?"

USANA Associate: "It's a high quality vitamin that I've been taking for awhile... (Share a short benefit you’ve felt, relate it back to a piece of information they would find interesting, or use your Customer Endorsement Script.  For example, 600+ elite and Olympics use USANA products or that they are made in a FDA Registered Facility, etc.)"  

Then engage the person with a question!

USANA Associate: "A lot of people notice a difference right away when taking the HealthPak.  You should try it.  I have a 7 day supply I can give you.  You want to try it?" (Pause)

Potential customer: "Sure"

USANA Associate: "Good.  Make sure you take this with food because it’s a very pure and potent product that it can cause an upset stomach if taken on an empty stomach. Do me a favor and keep track of how you’re feeling before, during and after the 7 day supply.  When will you start it? (Pause)

USANA Associate: "I’ll give you a call a day or two after you start to see how it’s going. Also, go to this site (Give WhyDoINeedVitamins.com or WhatVitaminsDoITake.com, which you get with as Integritas Group member) It has information on there that I think you’ll like.” (You can share whatever information is most appropriate.)

Tips For Sampling the USANA HealthPak

• Make sure you have the person's contact details!  You need a way to follow-up with the person.
• Use your judgement. If you don’t think they’ll actually take it, don’t give them a sample!  Or say, “If I give you this, it won’t end up in the food pantry black hole, will it?  The products only do you good if they are inside your body.”
• Get a verbal agreement that they want the HealthPak and plan on taking it.  Never assume!  I've wasted many products that way.

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Follow-Up: The Fortune (and Residuals) are in the Follow-up
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

How to Engage and Introduce USANA: Asking Questions and Presenting USANA

Learning how to engage and introduce information is a critical step in the sales process for getting new USANA PC's and Associates.  It's also very important when it comes to sampling out the HealthPak or Essentials.  If you just shove the HealthPak sample into someone's hands without engaging and introducing, you're not going to get very good results!

How to Engage and Introduce USANA

Unfortunately, you just can’t shove the HealthPak in someone’s hand and expect great results.  You need to engage people by asking questions and finding out what their opinion is.  You started doing that with the identify section earlier.  Once you start understanding, you’ll want to engage them more by introducing concepts.  You’ll need to take information from the USANA product website videos and share parts of it that would interest them.   Don’t worry about being perfect or saying it verbatim.  Share what you know.  You can always give them the website or go back and study it yourself to get them the rest of the info.  

3 Steps for Introducing the USANA HealthPak and Essentials

1. Ask a question and listen (Stop talking!)
2. Introduce one piece of information (don't overwhelm them.)
3. Engage by asking a follow-up question

USANA Sales Tips:

• You don’t need to overwhelm them with information.  Remember, KISS - Keep It Simple, Silly.  Focus on one topic or item at a time.  Don’t try to “download” all the information that you know to them at once!  That’ll most likely cause them to get overwhelmed and lose interest.  
• You can also pull up the websites on your phone or tablet to show them.  You can put together a binder with print outs and use that.  Visual references often help.  Get some that work for you.  
• Make sure you ask a question or sample the HealthPak.  Don’t leave an empty void during the conversation.
• There’s no “right number” of items to introduce.  Use your judgement and then move to sampling.
• Go through the Integritas Group's Communication Course for much more detailed training on asking questions and having effective conversations. 

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: USANA Sampling: Getting the USANA HealthPak Into Their Hands
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

Identifying the "Vitamin Supplement" Personalities: Observing & Listening Example

There are endless opportunities to introduce USANA and sample out the HealthPak or Essentials around you all the time.  You just need to keep your ears open and learn how to introduce USANA.

Keep Your Eyes and Ears Open to Grow USANA

At some point, almost every person makes a comment, compliant or some remark about their health.  Often times a combination of eating right, exercising and taking a high quality supplement (like the USANA HealthPak).  Many people are looking for ideas and better products to help them achieve their health goals.  Do NOT pounce on those people and puke "USANA info" all over them!  

Make sure you observe and listen!

Observing and Listening: USANA Examples

Here are some examples of what I've heard many people say that is a potential lead in for talking USANA or sampling out the HealthPak:

• "I get sick all the time."
• "I have no energy."
• "I watch Dr. Oz all the time."
• "My allergies are killing me."
• "I hope I don't get the flu."
• "I'm so slow to recover from my workouts."
• "It takes 3 cups of coffee before I wake up!"
• "I love watching the Olympics"
• And many more!

There are numerous questions you ask to follow-up and eventually introduce the USANA HealthPak.  I won't go into all of them because it's near impossible too.

If someone says something and you're not sure what to say then ask a question on our Facebook page and we'll help you come up with a game plan.  Make sure you follow USANA's blog for updates.  

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: How to Engage and Introduce USANA: Asking Questions and Presenting USANA
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

Identifying the "Vitamin Supplement" Personalities: Direct Example

The direct approach for finding out a person's "vitamin supplement" personality is easy to do.  So don't overcomplicate it!  Just because it's easy, doesn't mean it's not important.  Do not hand out the USANA HealthPak or Essentials until you get these questions answered!

Keep it Simple.  Keep it Direct.

We don't need to do anything fancy here!  Just ask a direct question, "Do you take supplements?" or something similar.  After you ask, pause and wait for the person to answer.

Outcome #1: "Yes, I Do Take Supplements?"

Here are some great questions to follow-up with:

• "What brand do you take?"
• "What's the #1 reason you take supplements?"
• "Why do you take [brand]?"
• "Do you feel a difference when you take supplements?"  This is a powerful question!  It usually gets a comment from them, "You're supposed to feel something...?"  That makes it a perfect time to talk about high quality vitamins (like USANA!)
• "Do you have a particular goal with taking supplements?"

Outcome #2: "No, I don't"

Here are some great questions to follow-up with:

• "Any particular reason why you don't?"
• "Have you ever taken supplements in the past?" 
• "Have you ever tried a pharmaceutical grade supplement?"  You'll usually get a response, "What's that?  Aren't all vitamins the same?"
• "When you took supplements, did you notice a difference?"

Good to Know Tips

• There's no perfect series of questions to ask... just ask questions!
• Don't interrogate people with a series of questions.  Stay normal and keep it conversational.
• Memorize these questions so you're prepared when someone says something to you.

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: Identifying the "Vitamin Supplement" Personalities: Observing & Listening Example
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

How to Identify the "Vitamin Supplement" Personalities: Two Main Methods

Many USANA Associates overcomplicate determining a person's "vitamin supplement personality." It's very easy thing to do, but many people don't do it or skip over the step before handing out a USANA HealthPak or USANA Essentials sample. There are two main ways for determining a person's "vitamin supplement personality."

Method #1: Direct Approach

The first method is the direct approach where you ask a direct question, "Do you take supplements?" or similar.  It's easy, simple and very effective.  The person will give you a direct answer back of "yes" or no."

Usually with one question you'll know the person's "vitamin supplement personality." 

Method #2: Observing and Listening

Just keep your ears open and listen to what people are actually saying to you and around you.  All the time people are sharing details about their health and what they're doing for the health.  That often includes people talking about supplements and vitamins.

Use Both Methods

Many USANA Associates will lean towards one approach over the other because of their personality.  And that's fine.  However, don't get fixated on one and never do the other.  That's just poor sales.  If you learn and use both you'll get more USANA customers and also be able to help your downline.

USANA Essentials & HealthPak MM: Resources and Navigation

• Next post: Identifying the "Vitamin Supplement" Personalities: Direct Example
• Table of Contents: USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements
• Got Questions?  Ask 'em at Facebook.com/IntegritasGroup
• Download the scripts and manual in PDF format at Integritas-Group.com/HealthPak

Product and Income Disclaimer 

The information provided in the USANA Essentials & HealthPak MM is designed for education and training purposes.  These disclaimers apply to all related pages, posts and videos:

• USANA Income Disclaimer: These numbers are for examples only.  They are not a guarantee of income.  Individual results will vary.  Please read USANA's average earnings chart for more details.
• USANA Product Disclaimer: These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose, treat, cure, or prevent any disease.
• USANA Independent Associates: All the information is provided by Independent USANA Associates, Chris Lopez and Jason Wells.  

Learn the Different "Vitamin Supplement" Personalities: Two Main Types

There are two types of "vitamin supplement personalities" in the world. Many USANA Associates never learn them nor identify what the person is that they're talking with. Identifying a person's "vitamin supplement personality" can be a deal maker or deal breaker when it comes to USANA.

Vitamin Supplement Personality Type #1: Does NOT Believe in Vitamins

The first "vitamin supplement personality" type does NOT believe in taking supplements.  They may believe they get all they need from food or that vitamins create expensive urine.  Regardless of why they think they don't need vitamins you need to know that they just don't!

Why?

Because if you start talking about USANA's high quality manufacturing or awards that the USANA products have won, they won't care.  They don't care how good or great USANA is.  They think all vitamins are not worth the money.

The "Why Do I Need Vitamins?" videos can help with bringing the person around to believing in vitamins and then to taking USANA. You have to show them evidence on why they need vitamins.  Remember, you can use www.WhyDoINeedVitamins.com for unbranded videos that you can use for your customers.  

USANA Residual Profits: Sampling Pays You Residually

Sampling out the USANA HealthPak can add a lot to your USANA Residual income. Building a strong customer base will build a strong foundation for USANA commission checks.  Watch the video for a full breakdown.

Treat Your USANA Business Like a "Real" Business

Almost every time I tell people this, people tell me, "I know... I do!  Tell me something else!"  News flash: 99% of the people who tell me that are not treating their business like a "real" business!  

"Real" businesses invest money into marketing and growing their business. Usually a lot of money!

The average USANA Associate balks at spending even $100 a month on advertising to grow their business.  A "real" business persons' mentality doesn't work that way.  Now, they won't throw money down the drain.  But they will invest their money into marketing to get a good return on investment (ROI.)

You will need to buy HealthPaks so you can sample them.  Sampling out HealthPaks can give you a very good ROI, especially when you factor in the residual aspect of customers buying.

Having 26 PC's or Associates on a HealthPak Autoship is like earning 5% interest off of $135,000 in the bank! (See income disclaimer at bottom of the page.)

Sampling the USANA Essentials and HealthPak: Why it Works

Sampling out the HealthPak or Essentials from USANA is one of the most effective ways I've ever used to get preferred customers (and even Associates).  In fact, it may be the most effective way.

7 Reasons USANA HealthPak and Essentials Sampling Works

1. KISS - Keep It Simple, Silly!  It’s simple and therefore gets results.  It doesn’t overcomplicate things. 
2. Emotion - Trying a product evokes emotion and feelings for people, rather then “Paralysis by Analysis” thought.
3. Tangible - Sampling allows the person to see, hold, and take the product.  Makes it “Real” to many people.  
4. Psychology - People are more likely to buy when they can try it, especially when they receive something free from you.  
5. Objections - Handles many “hidden” objections and concerns; “Swallowing Pills”, etc.  
6. Benefits - While there’s no guarantee, many people feel the “USANA Difference” with a 7 day HealthPak sample.
7. Convenience - Many fall in love with the convenience of the Essentials in the HealthPak.  Many people hate bottles.

Your USANA Success Starts Now: Set Yourself up for Success

Before you start selling and sampling the Healthpak to build your USANA business, you must be a "product of the product" by taking the HealthPak!  Follow all the steps outlined in this post and video to help you get set up for success.

Download and Print the "Printer Friendly Scripts"

Before moving on with this USANA training course, download the USANA Essentials & HealthPak MM script and join our email list for training updates.  The PDF you download is the full color copy of the training guide.  To get the black and white version go to page 2 and click "Printer Friendly Scripts" in a big red box at the bottom of the page.  

3 Steps to Success with the USANA Essentials & HealthPak Scripts

The scripts and videos have over 20+ years of combined knowledge when it comes to building USANA by selling products and getting customers.  Here's the best strategy for getting the most out of it:

1. Memorize the script and word tracks.  Whatever it takes... commit it to memory.
2. Practice, practice and practice some more!  Practice in front of the mirror, with a USANA buddy or even your dog.... just practice!
3. "Make it your own" so the word tracks fit your style and how you speak.  

USANA Essentials and HealthPak: How to Sell and Market the USANA Nutritional Supplements

The USANA Essentials & HealthPak Marketing Method (MM) is one of the most effective marketing methods we've ever used. Any USANA Associate who invests a few hours into learning the material will get results and will have the skills to build a USANA residual income.

The USANA Essentials & HealthPak MM has helped many people become a Top 25 Preferred Customer Enroller with USANA and, most importantly, build a strong business.

USANA Essentials & HealthPak MM: Training Objectives

You'll learn:

• How to identify the two main “Vitamin Supplement” personalities. 
• How to effectively sample the HealthPak to get customers.  
• How to get more people on the HealthPak or MyHealthPak, rather than just the Essentials.  
• How to effectively share the “USANA Difference” and get results.
• Make people “Customers for Life."
• Create duplication in your team.
• Help people get results with the USANA products.  
• Plus much more!