Real-World Questions from a Person Interested in USANA

Jason Wells here.  My downline Beau Lundy has a person who is interested in USANA. To preserve her identity, I won't mention any names.

I wanted to share my answers to her in this blog and in a video, because I wanted to answer her questions and then demonstrate how we train our team in USANA.  Being efficient and "killing two birds with one stone" is the key to building USANA as a leader in my position.

So I am going to send her this blog article and video to answer her questions as well as train you, then I will follow-up with her and Beau to answer any other questions she may have.

So, this person had some great questions I wanted to address.

USANA Prospecting Question: Is this one of those pyramids?

I got an interesting scenario from someone in one of our Road To Gold groups a couple of days ago. She has access to Chris and I in between coaching calls by being a part of the Road To Gold group. As you probably know, USANA is opening a new market in Colombia, so many people are trying to establish contacts in that market before it opens next week.

She had a couple of contacts and she asked us how to contact them.  I told her to simply get referrals from them.  Don't prospect them in the business.  So, she emailed them on Facebook and told them that she has a business opportunity that can could be very lucrative that would benefit people who speak spanish especially if they are from Colombia.   Do they know anyone that would be interested in something like this?

How to Sponsor USANA Associates

We often get asked by current and potential USANA Associates, "How will I sponsor USANA Associates?" The video below is actually a video we recorded to use on one of USANA lead generation websites to answer this question. It also makes a worthwhile training video.

USANA Sponsoring Step #1: Always Clarify

When a person asks you a question, you must always clarify exactly what he or she is meaning first. It's very easy to give a great answer, but not have it answer your prospect's question! As our USANA Communication and Sales Training says, always clarify the question first!

USANA Sponsoring Step #2: KISS Principle

As you answer the question, remember the KISS (Keep it simple, silly) principle. You usually don't need to go into a grand presentation or a long answer. Remember, don't puke USANA information all over them!

In the video above, Jason talks about how we don't do the "cheesy" stuff that so many people in MLM do. Many USANA prospects have a fear that they will have to do the "cheesy" stuff to build their business. Letting people know that we use a "business common sense" approach and actually have training in place usually answers their USANA question.

In the video, I actually log into the Integritas Group USANA system and show the training courses to people. That impresses people to see all the training and how organized it is. It really shows that we have a real business system in place.

USANA Sponsoring Step #3: Speak from Experience

Make sure you go through the USANA training yourself. If you can speak from personal experience and tell people what you learned and how it improved your own skills, it will impress people.

USANA Prospecting: How To Handle a Difficult Prospect

First, before I begin this article, I want to thank my downline, Destrie Monis, for being brave enough to support what he learned from a three-way call I did with him.

After you read this blog post, click on him, add him as a friend, thank him for making this situation available to you as a learning experience.




I recently did a three-way call with a prospect that Destrie has been working on. Destrie used the techniques in the USANA Communication training available in Integritas Group to Connect, Develop, and Introduce USANA to his prospect.

His prospect is an owner of a martial arts studio and he approached the gentleman after taking his classes. He connected with him, developed a relationship and at the right time introduced USANA once a bridge was built. He got the guy as a customer and he is using the product now.  Well done, Destrie.

USANA Sponsoring Question: When Do I Use Generic Prospecting Tools vs. USANA-Specific Prospecting Tools?

We got a question today from an Integritas Group member that we wanted to discuss. The question was  "When Do I Use Generic Prospecting Tools vs. USANA-Specific Prospecting Tools?"



This is a really great question, because this USANA associate is thinking about her prospects and what works best in different situations.

First, let's look briefly at USANA sponsoring & customer training basics covered in the Integritas Group Communication course.

The Three Steps

1) Connect
2) Develop
3) Introduce

I am not going into detail here on each, because the question asked by this person is in relation to what she knows on the Communication training. To understand that training more, you can take the course.

Generic Tool v. USANA Tool

A generic tool would something like Robert Kiyosaki's, The Perfect Business. A specific tool would be any USANA video that explains USANA as a business.  For product, a generic tool would be leading with a health recommendation from Sanoviv's website for something like Allergies and a USANA tool would be flyer discussing USANA's products.

How The Tools Work with the Communication Process & Steps

You connect with a prospect, you form a relationship, you get their name and contact details.  As you build a relationship with them, they say something business focused like "I am sick of my commute..I wish I could do something else..." or "My allergies are killing me right now..."

Most USANA associates launch right into discussing USANA and provide a USANA tool.  What makes me sense is to "bridge the gap" between what they said and USANA. A generic prospecting tool can do that.

You could give them the Robert Kiyosaki video and let them know that the video could show them some concepts that could get them out of that commute and get them doing something else.

You could give the person with allergies a report from Sanoviv discussing allergies and the affect that good nutrition including supplementation can have on supporting the body's immune system in dealing with the stuff in the air.

Generic Prospecting Tool + Develop Step = Hot Prospect

If you develop the person, they express something that fits USANA, either product or business, you use the right generic tool in connection with the techniques in the Develop step of the Communication training in Integritas Group, you will have a prospect that is HOT and ready to Introduce USANA.

What Next?

It's time to Introduce USANA, so that is where a USANA-specific tool can be very helpful.

Integritas Group Custom Websites

Many Integritas Group members build custom websites, so they have a "generic tool" to bridge the gap between what the prospect says and introducing USANA.

In Conclusion

Hopefully, this article eliminates some of  the confusion on when to use a USANA tool and a generic tool.  I hope this removes one more obstacle towards your Road To Gold.