HERBALIFE
WEIGHT LOSS SCRIPT
With Wellness Evaluation – Over
The Phone – Online – January 2010
Before you begin you need: (Documents can be copied from Web Site www.dwstraining.info)
Wellness Evaluation Form from
Web Site: 23
Wellness Evaluation Form
Achieving Your Wellness
Goals from Web Site: 23
Achieving Your Wellness Goals Form
Cover Letter to send with
Wellness Booklet and “Achieving Your Wellness Goals”
23
Cover Letter For Wellness Evaluation
Wellness Booklet from
Herbalife Stock # 6510. This will be
mailed to them after the evaluation.
This booklet is online at www.feelgreattoday.net
and should have your computer on this site before you start.
Hello, may I speak to ______. Yes this is _______ and we have the appointment to conduct our Wellness Evaluation. Is this still a good time? Great.
May I have your permission to speak freely and to the point? Thank you.
In the evaluation, you'll find out your body composition numbers like your Body Mass Index or BMI and this is a way to determine whether your weight is healthy or not. Along with this is your Resting Metabolic Rate, that’s how many calories you burn when you are at rest and this will help us determine how many calories you need if you want to manage your weight. You’ll also find out the amount of protein and the amount of water that you need on a daily basis. We'll also offer you some recommendations on things that you can do to increase your wellness. Alright, let’s get started.
Follow the Wellness Evaluation Form: 23
Wellness Evaluation Form
What are your reasons for having a wellness evaluation today?
Do you have any other specific health and wellness goals?
First, I would like to get an idea of where
you are right now.
How tall are you? What’s your current weight? And
you age is?
Thank you; now let’s talk about what you eat
on a typical day.
What do you
normally have for Breakfast - AM Snack - Lunch - PM Snack - Supper - Evening Snack?
How much milk? ________ How
much water? ________ Are you satisfied after you eat? [_] Yes [_] No
What types of foods do
you crave?
[_]Fatigue [_]Stress [_]Depression [_]Aches & Pains [_]Indigestion [_]Diabetes [_]Allergies [_]Headaches
On a scale of 1 – 10, (10 being GREAT) how is your energy? _____
What time of day is the lowest energy for you? _____________
If it is between 2 – 4 then
you know it is because their blood sugar is low and they may be slightly
hypoglycemic or do not eat protein at lunch.
If it is all day long.......look out!
They will be a new person in 2 weeks!
Any medications?
This will give you an
opportunity later to upgrade them to products that will alleviate this
condition.
Any dietary restrictions?
Do you use any supplements?
This is an
option if you want to go through the questions at the back of the booklet.
1.
Now, go through the16 questions. Be
conversational. Ask for
clarification. Relate to them – some of
your challenges to achieve wellness. (DO NOT
TALK ABOUT HERBALIFE PRODUCTS UNTIL LATER.) Use the Wellness Booklet (Sku #
6510)if available or
view a copy of Herbalife's Wellness Guide, Click Here=> Wellness Guide
2.
Add up the “yeses’ and place them on the Wellness
Chart.
That’s the end of the questions.
The 1st
item is your Body Mass Index or BMI and this is a way to determine whether
your weight is healthy or not. It’s considered a more useful measurement than
weight. In the
Take out your slide rule or access Lean Protein
Estimator in www.MyHerbalife.com and figure out
BMI. Go to pages 18 & 19 in the booklet for the answers below.
Your BMI is ____. A BMI between ______ is considered ________ and your Disease Rick is ______.
We can help you with this.
Now for the amount of Protein you need daily to keep you healthy.
Take out your slide rule and
figure out
Your
Protein helps build and maintain strong muscles. Eating protein at every meal also helps control hunger and is essential for energy. Protein also helps prevent muscle and bone breakdown.
The best protein rich foods are those that are low in fat, such as High-Protein Breakfast Shakes, chicken or turkey breast, egg whites, fish, very lean cuts of red meats and low-fat or non-fat dairy products. Limit high-fat protein foods such as cheese, sausages and full-fat dairy products.
If they are meal skippers you
know the reason they can’t lose is because their body is in survival mode and
will store fat for fear of being starved. When they start a diet it may take 1
or 2 weeks to start seeing results, when the body finally let’s go of fat
because it knows it will not be starved anymore. The human body is a very
intelligent organism.
Next is your Resting Metabolic Rate, that’s how many calories you burn when you are at rest and this will help us determine how many calories you need if you want to manage your weight.
Take out your slide rule and
figure out Resting Metabolic Rate.
Your Resting Metabolic Rate is approximately _________. Now to effectively lose weight we would suggest dropping your calorie intake by _______ to around 1100 to 1200 calories a day.
For the amount of Water you need, as a general guide line, at a minimum, try to drink four 240 ml glasses (4 cups) of water a day and more if you are exercising or losing weight. A good goal is 2 litres a day or 8 glasses a day. Drinking plenty of water is an important part of maintaining a healthy weight and a nutritious diet. Water plays an essential role in helping your body process nutrients, maintain normal circulation and keep the proper balance of fluids.
If they are juice drinkers
advise that they cut juice out of their diet and eat the whole fruit for the
fiber and other nutrients. If they are pop drinkers, even diet pop warn them
about pop leaching calcium from the system and how it dehydrates, so for every
cup of pop or coffee they need to add another 2 glasses of water.
Whatever their water
consumption, comment on it and how they need to take their current body weight
and divide into 2 and that show many ounces they need.
Alcohol is empty calories and
pure carbs. 1 gr of protein = 4 calories
1 gr of carbs = 7 calories 1 gr of alcohol = 9 calories!
I always comment that after
they start using our fat burning tea that I would be willing to bet their
coffee consumption will be done to none or 1 a day!!!
Now for your ideal weight, would you say you are Small, Medium or Large Frame?
In the “LIVE THE GOOD LIFE” Presentation Book on page
18 here’s where you can figure out the person’s ideal weight. We would suggest
to photo copy this page and have it with this script.
Or
you can use the following equation to figure it out => Weight X (Men 23 –
Women 22) / BMI = Ideal Weight
According to our charts your
This takes us to the end of your Wellness Evaluation. I would appreciate
you taking a moment to rate your evaluation. I have 2 questions.
This evaluation has motivated you to make changes. On a scale of 1-5, 1
you don’t agree to 5 where you strongly agree. Where would you rate yourself?
Thank you.
And you have a better understanding of the areas where you can improve. Thank you.
(If they rate it a 4 or 5 you can say)
Thanks I can see by your rating of the service that you thought the information I gave you today was valuable.
Do you remember, _________, when we talked on the phone earlier, that I told you that the information you received today would normally cost you between $40 & $50 if you went somewhere else? You agreed at that time; that if you thought the information was valuable that you would be willing to refer 5 people to me who would also receive the free gift of a Wellness Evaluation. I am really looking forward to providing those people with the same information that you received today. Have you thought of anyone?
Write
down there names and phone numbers.
(If
they are there with you)
There is space right on the form where you can write down their contact information.
(Let them write down the info...)
Great, thank you.
If you would like to call them and let them know what you thought about our
service today and tell them that they'll have the opportunity to receive the
same information that you received today as a gift from you. I'll be calling
them to give them some more information and see if they are interested in
setting up an appointment.
Great, _____! Now that we’ve completed your evaluation
lets’ take a look at where you are in the ‘Steps for Achieving Optimum
Wellness’. (Back of the Wellness Booklet)
We’ve defined your
wellness goals. (Check
it off on the page)
You’ve had an
evaluation of your personal wellness. (Check it off)
We’ve identified key
areas that you need to impact to reach your wellness goals
(briefly summarize the main points, i.e. “We talked
about increasing your protein up to 100 g per day, eating 5 more servings of
fruits & vegetable, drinking 3 more glasses of water per day….)
The next step is to
“Get recommendations from your Personal Wellness Coach”. Are you ready to hear my recommendations?
Go
back to your Wellness Evaluation Form
Now you said you need to lose
______ (or Gain _______).
Are you serious about
losing (gaining) _______?
How long did it take you
to put that weight on?
They will normally comment on
how it happened, listen to this, it will give you clues to their pitfalls and
help you to put them on the products that will help them get results
How long will you give yourself to take the weight off?
If it took them 2 years to put
it on and they want it of in 2 months, suggest that maybe would they be happy
if they lost 8 – 10 lbs a month? Give
them a realistic vision that way they can commit to a long term plan
Ask how the diets worked for
them, this will give you the opportunity later to tell them why Herbalife’s
program will address the reason’s they failed in the past
Let’s look
at your history.
What did
you weigh 6 months ago? 1 year ago 3 years ago 5 years ago 10 years ago 20
years ago
Now if you
continue the trend, you will gain on average ____ per year. You don’t want to do that do you?
Can you be
on line and talk to me at the same time?
(If yes)
Great, go to www.feelgreattoday.net (If no continue)
Now when do the presentation of the products, if they need to lose more than 30 pounds then recommend adding the Total Control or if they are hypoglycemic add the TJ Yellow. If they have constipation problems or IBS definitely the Herbal Aloe and Florafiber. Maybe try to upgrade them to a box of bars and if they do not buy them then give them a choice for a sample. Gift with purchase today may be a tablet box or shaker cup or measuring tape or all of them.
Close with: We have 4 flavours of Formula 1 Nutritional Shake Mix to choose from:
*** French Vanilla, Dutch Chocolate, Wild
Which flavours would you like to start with? Great.
(WAIT FOR YOUR CLIENT TO MAKE A DECISION BEFORE YOU
SAY ANYTHING.)
If he/she can’t decide, say:
Can I make a suggestion? Why don’t you try the Vanilla to start with
because it’s the most versatile? You can
always add some frozen berries for a change.
Which flavour of Herbal Beverage would you like to start with? Original, it’s like a plain black tea flavour, Lemon, Peach or Raspberry? Great.
If he/she can’t decide, say:
Can I make another suggestion? Why don’t you go with the Original to start
with because it’s the most versatile? You
can add Ice Tea or Lemonade for variety.
Now do you want to start with the Ultimate Plan, the Basic Plan or Starter Plan?
If they can’t decide, say:
How about starting with the Basic Program as
it’s in the middle. How does that sound?
As part of our service any order over $100 includes FREE shipping to your door. So the total to your door is:
Starter Program $104.25 - Basic Program $163.40 – Ultimate Program – $286.70
Basic Plan with Herbal Aloe $204.10
We take MasterCard, Visa, Cheques and cash (direct bank deposits). Which one do you prefer? Great! (Take the information)
I look forward to working with you to achieve your goals. We’ll be talking throughout the month to answer any questions you might have & ensure you’re getting the results you want. By the way, once you start getting some results, remind me to tell you how to get your products at wholesale.
What is your full name, address & phone number?
Thank you very much. Give us a call when you receive your order.
OBJECTIONS – Use the Feel/Felt/Found Formula for handling objections.
It costs too much! I know how you feel. I have had customers who at the beginning felt like you do. They have found that once they are using the products they work out to be quite inexpensive because they are actually saving money on meals. You can start with our Starter Plan. It’s the Nutritional Shake Mix and the Herbal Tea Concentrate. They work out to only $1.60 per meal or $96.25 to get started. I don’t know about you, but it is pretty difficult for me to make a meal for less than that. Also, as you start losing weight, you can take advantage of our great referral program. Many of my clients actually get their products FREE. All of our products have a money back guarantee. If you don’t find our products valuable once you start using them, please feel free to return them for a full refund.
What
flavor of shake would you like, French Vanilla, Wild Berry, Dutch Chocolate or
Café Latte?
(If still too much) _______, you are serious about losing your weight, right? You could start with our Nutritional Shake Mix and I’ll throw in a couple days supply of our Herbal Tea. The Shake is $46.55 to get rolling. Would that suit you better __?
Is this going to cost me this much every month? You can decide every month what you can comfortably afford to keep losing weight, not feeling hungry and feeling fantastic. You can join the Wholesale buying club at any time and receive a 25 to 50% discount on your products.
I don’t like taking tablets or powder! I know how you feel. I have had customers who, at the beginning,
felt like that to. They have found that
once they are using the products they actually enjoy them and especially enjoy
how they feel. I enjoy how I feel so
much that I still take the products for health & maintenance. (Option) And, I haven’t gained the
weight back! When you try the products,
you’ll know what I mean! All of our
products have a money back guarantee. If
you don’t enjoy our products once you start using them, please feel free to
return them for a full refund. What flavour of shake would you like, French
Vanilla, Wild Berry, Dutch Chocolate Café Latte??
If no,
No problem. ______________, when you get serious about
losing your weight, keeping it off and feeling fantastic, please feel free to
get back to me at any time. Thank you
and it’s been a pleasure talking with you.
Bye–bye.
You can
have a promotion where there is FREE shipping or NO TAX or BOTH.