Star Diamond Director, Susan Waitley

Your 200 “No”s will lead to your Successful “Yes’s”


At the Diamond University in Minneapolis, Star Diamond Director, Susan Waitley, challenged us to enthusiastically share Usana and gather at least 200 “No’s”.


Why did she say that? We want “Yes’s”!!!


1. Most people need to hear about something at least 7 times before they make a positive decision and take action. Yet, most Associates give up on them after only 1-2 “No’s” Find creative ways to “Drip on them lightly 8 times,” as Lyndon Redmond, another Star Diamond would say.


2. “No” can mean “Not now, the timing isn’t right.” Or “No, I need to KNOW more first.” Or “No, I am misunderstanding what you said.” Or “No, I’m feeling like you are good at this, but I wouldn’t be. Will I get help?” Or “No, I’ve only met you. I need to get to know you better first.” Or “No, I always say no, no matter what. Come again another time.” Or “No, I feel you are being a little too pushy. Give me space and time.” Etc. etc. etc.


3. The odds are that you will need to speak with 10 people about Usana before you find someone who catches the vision for short or longterm health and finances. Most people aren’t in that space yet. Rejoice when you get a “No, not now” write them down….that means you are closer to a “Yes” and you can just keep in touch creatively and gently with the first group!


4. You’ll be getting great practice, as well as results, as you take massive action.

5. Go out in two’s, so that you can evaluate what you did right with each interview, and where you could improve the next time.

6. Susan asked the crowd to raise their hands if they had received 100 No’s since they started sharing Usana with others…. 200 …. 400…. 500… 1000’s (John Cunningham, 2 Star Diamond, then raised his hand with vigor) In our 12 years, we’ve had thousands pass up this wonderful company too, and it hurts, because we know what they are missing!


It’s a true challenge to help people discover their needs and then see where Usana is a wonderful opportunity. Remember that Diamond Directors constantly hear “No’s” but they persist and keep searching for other potential Gold’s, Rubies, Emeralds and Diamonds. They are rare. They often don’t look like precious gemstores. They are “in the rough” so you might pass them by or give up on them. (Remember that we said no to Usana six times before we actually sat down to go through a presentation. We are SO thankful that our sponsor didn’t give up on us!)


People may not know they are gemstones, because they’ve never had the opportunity or encouragement to jump out of their comfort zones and pursue a marvelous dream. That’s your job. And what an exciting mission! You are simply helping people catch the vision that there is hope for a healthier life, with more time freedom, with a great new world of friends….. with extra income to give away, to save or to enjoy with some extra pleasures.

So…. Start writing down a list of “No’s” to follow up on. Put a great big “H” for “Hooray” when they catch the vision and join your team. And meanwhile, go out and get more “No’s until you find those who are ready to embrace an exciting new life with Usana!

Diamond Director, Deanna (and Dave) Waters, Dr. Wentz Vision Award 2006, Members of the North American Independent Distributor Council 2006, Million Dollar Club, Fortune 100



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