This document provides training materials for Diet-to-Go sales team members. It covers sales techniques, goals, preparing for success, inviting customers, identifying ideal customers through qualifying questions, making recommendations, overcoming objections, different sales scenarios, getting commissions, and important things to remember. The sales goals section outlines commissions structure and encourages customers to stay on plans for at least 3 weeks. It emphasizes that Diet-to-Go helps people make sustainable lifestyle changes to improve health and quality of life through convenient healthy meal options.

1. Sales Team Training
Training 4
Sales Techniques

2. You Are an Agent for Change
Diet-to-Go exists to help people change their
relationship with food, and ultimately their
health and quality of life.
In this crazy, busy world - bad food choices are
everywhere and so easily made.
Diet-to-Go makes healthy choices JUST AS
EASY by making it convenient and affordable
to eat healthy on a regular basis.
We help to instill behavioral changes that are
sustainable for life.

3. Sales Goals
• Speak with your Account Executive about your goals
(i.e. how much money you would like to make)
• You will receive commissions when you make
qualified sales :
• Meal Plans of $50 or more
• Customers must stay on for more than
two weeks (they don’t have to be
consecutive weeks)
• Encourage customers to “stay on for at
least three weeks or more to optimize
results” (i.e. building healthy habits and
weight loss)
• The sales team will have periodic contests to
encourage and incentivize you to be successful!

4. Prepare Yourself for Success
If you are a natural salesperson, CONGRATULATIONS! For most of us selling doesn’t
always come easily.
Take a deep breath and visualize success. Think about how many sales you hope to get
and fill your mind with positive thoughts as you set up for an event:
• I am a sales magnet
• People are attracted to my table because they know I have a great service to
offer!
• I help change people’s lives for the better.
• People like me and love to buy from me.
• I am a problem-solver.
• I am offering a simple solution that makes it easy for people to eat healthy.

5. Do’s and Don’ts
Do: Don’t:
Smile
Let a negative
comment ruin your
event
LOOK and BE available!
(talking on your phone
or texting sends a
signal that you
are busy)
Become a counselor
for a prospect that has
already disqualified
themselves (some
people REALLY like to
talk)
Ask lots of questions
to qualify a prospect
Over-explain or
oversell the product

6. Inviting
Customers
to the
Table
“Hi. Would you like to try a sample?” That’s our standard opening line.
Try these variations for inviting potential customers to your table.
Winning opening lines:
“Would you like a sample to fuel your workout?”
“Can I offer you a little protein after a hard workout?”
“Did you know you can pick up fresh, delicious meals here at the club?”
“Have you tried Diet-to-Go lately? We’ve made some exciting changes.”
“Are you eating the way you should be?”

7. Revealing Your Ideal Customer
These customers are disqualified.
Politely excuse yourself to speak with someone else.
• Celiac disease
• Nut allergies
• Vegan
• No dairy
• No peppers
• No onions
• Organic only
• They say “I can’t afford
Nutrisystem so I thought I’d
check out Diet-to-Go”
Diet-to-Go customers tend to be
single women and men who want
to lose weight, are too busy, or
don’t know how to cook. The trick
is to get them talking about
themselves.
Ask your prospect qualifying questions like:
“What are your health goals right now?”
“Do you typically skip meals?”
“Are you eating the way you would like to be eating?”
“What have been your barriers to weight loss success?”
“How much do you typically eat out?”
“How much do you typically spend when you eat out?”

8. Make a Recommendation
• “Well, since you are vegetarian, the Balance Vegetarian plan is best. You can
add fish every so often if you like.”
• “How do you normally eat? Then the [fill in the blank] meal plan is perfect
for you.”
• “It sounds like you have tried everything without much success. Our Balance
D meal plan is perfect for special cases. It offers optimal carb, sugar and
calorie control.”
• “Have you ever done a low carb diet? If not, Carb 30 may be too extreme for
you. Balance will keep you in your comfort zone while still giving you great
results. Customers lose 2 pounds per week on average.”
• “You lost 50 pounds with Atkins? That’s great! So then you would really do
well with our Carb 30 plan.”
• “Since you typically skip breakfast and eat out at dinner, you should probably
get all three meals. This will help to restore your metabolism.”
Instead of explaining each meal plan, ask questions to reveal the perfect
meal plan. Don’t be afraid to decide which meal plan will work best for
your customer. Use your nutrition pie charts for reference.

9. ASK FOR THE SALE!
Our CEO, Hilton Davis, says “the best way to learn sales is to close too hard and too often.”
If you don’t ask for the sale you won’t get the sale.
Closing the deal:
“So let’s get you started on Tuesday.”
“Imagine how you will feel in 4 weeks when you are 10 pounds lighter, let’s get you started.”
“This will make everything easier for you. Let’s get you signed up.”
“Wouldn’t it be nice to have someone do the cooking and calorie counting for you? Let’s get you started.”
“Let’s get you started with our best first week discount.”
“What’s holding you back from getting started?”

10. Making the Pitch
https://drive.google.com/file/d/0B-boJIdPVMRwalNDYWNOSFN0SWc/view?usp=sharing

11. Overcoming Objections
Starting a diet is a
lifestyle change.
Everyone who needs
it isn’t always ready.
But we have a
delicious, effective
product that makes it
so easy to be
successful.
You have to be ready
for any objection that
comes your way.
Objection Response
I’m already doing [Jenny Craig] You will enjoy this so much more because it’s all
inclusive and fresh
I’m a picky eater Our meal plans are really easy to customize.
What don’t you eat?
I limit my sodium intake Our Balance plan only has 1500 mg of sodium
on average per day. That’s low sodium.
I can’t afford it How much are you spending on food now? This
is the equivalent of going to McDonalds
I go out of town pretty often You can stop and start your meal plan as you
need on your menu management page
I don’t eat processed food Our meals contain no preservatives, and are
prepared fresh twice per week
I just started working out and I want to give
that a chance to work
Diet is 80% of the weight loss equation. Exercise
stimulates hunger, wouldn’t it be nice to have
your meal waiting for you after a workout
I have to talk to my husband about it We don’t charge your card until Monday. You
can sign up and take advantage of the discount
and then decide
I have to talk to my doctor about it This plan is dietician formulated. It is exactly the
way your doctor wants you to eat
Here are some common objections:

12. Event ScenariosSelling to a group
Pitch for a Family
Vegan – Wrap it up quickly
Lunch Only Upsell
https://goo.gl/2oj56Z https://goo.gl/CbGt9k
https://goo.gl/K26eZb https://goo.gl/07K6PN

13. Re-starting a Customer
Many prospects will approach your table who have been customers in the past.
In this scenario you will receive a commission if the customer is restarting after been off the plan for
more than a year.
For customers who are restarting after only taking a short break there is no commission, follow this
procedure:
1. Call Customer Support from the event and hand them the phone
or
2. Give them the number to reach Customer Support on their own
or
3. Ask them if they have used myDiettogo and suggest that they log into their account to restart in
Menu Management

14. Get Your Commission
Diet-to-Go is a weight-loss solution. You are not only selling a meal plan, you are selling results.
Results don’t happen overnight. Explain this to your customers so that they are successful you can
get your commission. They need to stay on the plan for at least 3 weeks so see the best results.
Sell the future: “Won’t it feel good to be 10 pounds lighter in four weeks”
Sell a full meal plan. If your prospect is trying to lose weight, always try to get them to start with a 7 day plan.
This will give them the best value and chance for success.
Make a qualified sale. This is, above all else, a weight-loss product. A 5-day lunch only meal plan is not the best
value and the customer won’t stick with it. (See Event Scenarios page 12)
“It takes three weeks to form a new habit.” Encourage customers to stick with it for three weeks.
Say, “Be patient with yourself. You didn’t gain this weight in one week so try this for at least three weeks. By then
you will be 6 pounds lighter and feeling like you can really do this!”
Create a connection. “I am so excited for you! Take my card, I want to hear from you when you lose your first
10.” (They never call)

15. Important Things to Remember
Most events are two hours. Try not to waste time with people who you know won’t buy (i.e.
families, too young, etc.). Politely excuse yourself to chat with another prospect.
Don’t over explain the meal plan, give a one line teaser and let the customer ask questions. This
will give you more insight as to what they need and if they are a qualified customer.
Don’t be afraid to make a recommendation. Some customers want your expert advice on what
to order.
Help your customer visualize realistic success. “Won’t it feel good to lose 10 pounds by
summer?”
Explain that the meal plan is recurring . Customer must contact Customer Support to stop . The
deadline for stopping a recurring order is Monday by 9am PT/12pm ET for the same week.
Ask for the sale!

16. Take the Sales Quiz
http://diettogo.com/sales-presentation-quiz