Good book: "The Magic of Thinking Big" by Michale J. Schwartz
One secret of Tom's success: just outwork everyone else!
When talking with someone about JUS, the first priority is to establish a level of trust and identify commonalities between you. Listen to the prospect to see what they like to talk about. Ask them a variety of questions (like putting out "bait") to see which topics trigger their interest and get them talking. Listen with genuine interest and ask intelligent questions. You do not need to be an expert in whatever they are talking about. You just need to be able to ask reasonable questions. When a prospect begins to talk about what they love, they lower their defenses.
[EDITOR'S NOTE: I use the term "prospect" for convenience. However, keep in mind that these are actually people, not just "prospects" and you had darn well better have their best interests at heart in all of your dealings with them. You want to get them to "lower their defenses" not to take advantage of them, but so that you can open their eyes so they can actually see and understand the opportunity you are presenting to them -- with total honesty and from your heart.]
You must put the prospect at ease. Initially they will regard you like they would a car salesman approaching them across a car lot -- very negative, very defensive. You must get through this defensive shield or you will have no success whatsoever trying to present JUS to them. Get them laughing if you can. That can help to lower the artificial barrier between you and them.
You can't accomplish anything unless the prospect likes you. Make friends with the prospect, as much as the time and opportunity allow. [We are talking about sincere friendship and esteem for the prospect, not a disingenuous artifice.] A little bit of small talk is a good thing. Don't be in a rush. Just sit back and take a genuine interest in what's going on in their life. You really can choose to be interested in what they are talking about.
If they like you, you can be really bad at doing the presentation and still make the sale. But if they don't like you, even the best presentation will be ineffective.
People say "I can't sell", but actually people are "selling themselves" all the time.
Some people just aren't interested in talking to you. Period. They have no interest in buying JUS and there is nothing you can say or do to change their minds. Try to identify these types of people quickly, in five minutes or so. Don't waste your time (or their's) with these individuals.
Your goal is to get them relaxed enough with you to talk with you about something they are interested in.
PRACTICE BEING A GOOD LISTENER!
JUS is a "golden ticket" for those people who will take advantage of it.
FLIP CHART NOTES
It is really important that you learn the flip chart like the back of your hand. This will free your mind up so you can be thinking of ways to connect with the audience instead of just trying to read what's on the flip chart.
Here are some possible ideas for comments you can make at various stages of the flip-chart presentation. Do NOT attempt to include all of these comments in your presentation. Pick and choose. Go with what works for you.
The notes given here correlate to bullet points on each of the pages of the flip chart. So you should have a copy of the new flip chart in front of you as you read these notes, if possible.
1. TITLE PAGE
2. REALITY CHECK
Stunning statistic: 90% will die of one of these five causes.
Iatrogenesis: You can say something like "I didn't even know what this meant three months ago. Do you know what it means?"
Ask questions in a way that doesn't make people feel stupid.
Note: the $7400 figure includes insurance premium payments.
47% take drugs: "I take Ibuprofen once in a while, do you take anything?"
1/3 of children born since 2000 will get diabetes. "We have four daughters, how about you?"
3. CRAZY THINGS
"I'm not suggesting you eat this way, but..."
Only 30 different foods per week: "What did you have for breakfast this morning? How about breakfast yesterday morning?"
Meat: very acidic
Sugar: can you believe it?! Do you think the kids are a little hyperactive?
60 pounds of french fries: "When was the last time you had french fries?
30 teaspoons of toxins: "Scary!" And we don't even realize we are consuming these toxins (food additives, preservatives, growth hormones, pesticide sprays,...)
4. RESULT - INFLAMMATION AND CHRONIC DISEASE
Regarding the list of diseases: "I'm sure you know someone who has one of these"
The common denominator is inflammation -- silent, internal, hidden, low level. Often due to the food we eat or stress.
The more inflammation you have, the more likely you will get one of these diseases.
5. THINGS YOU NEED TO KNOW
These are top gun individuals.
Some prospects will say "Well, my doctor says such and such, so I don't accept what you are saying". But the doctors quoted on this page are the recognized international leaders in nutrition and related fields. They are most certainly more qualified to speak on the subject of nutrition than your doctor (don't present it in such a confrontational way!) Instead, say something like "I'm not a nutritional expert, but the people quoted on this page are. They are nationally and internationally recognized experts in their field.
You can read their bios on www.radiojus.com Especially look at Joseph Maroon, Roizen, Furman, Amy. Their books are recommended reading.
You can say "When you eat the same as everyone else, you will get the same diseases as everyone else."
6. SOLUTIONS
The recommended number of daily servings of fruits and vegetables has been increased from 3-5 to 5-7 to 7-9 to 9-13. And now the CDC has created a program that just says "More Matters".
Ask the prospect "I have only had two or three servings today myself. How about you?"
7. ANOTHER OPTION
We're not saying you get all of the fiber that you would from eating the actual fruit. But in terms of antioxidants you are getting the full benefit of 13 servings of fruit.
It cost JUS quite a lot, but JUS wanted to get their product tested by Brunswick Labs (along with the major competitors). You don't see any of the other juice beverage companies publishing their numbers, do you?
Brunswick Labs says there typically is a 15% range of variation in the testing results. This is normal. The potency of food varies from crop to crop, season to season.
8. JUS IS THE SAFEST CHOICE
People can say whatever they want -- hype a product as much as they want. But when you get the numbers from Brunswick Labs, ...
JUS costs two to three times more to produce than the major competing products on the market. Obviously there is a huge mark-up in some of the competing products. Rick Durham is committed to quality and to the long term view of what is best.
9. RESVERATROL COMPARISON
You would have to drink 1/2 gallon of the finest French Pinot Noir (pronounced "Nwah") to get the same amount of resveratrol that is in one ounce of JUS. Pinot Noir has the highest concentration of resveratrol of all the red wines.
So you could drink a half gallon of wine for lunch, or just one ounce of JUS.
FYI: muscadine grapes have the highest resveratrol level of all grapes.
The Japanese Knotweed root is the source of the resveratrol in JUS. It is 98% pure resveratrol.
Some time ago, a well funded carefully planned experiment was performed in which a number of research scientists chose to live in a dome, in complete isolation from the rest of the world. Their goal was to be completely self-sufficient for one year. After a while they realized that their food source was not going to sustain them for the full one year planned duration of the experiment. So, rather than abandoning the experiment, they cut back on their food consumption drastically. As the experiment continued, they realized, through their blood tests, that the severe caloric restriction was having a huge impact in helping to improve their health.
Later on, David Sinclair of Cornell found that restricting the diet of rats by 30-40% caused the rats to live much longer. Then he tested 20,000 different compounds to see if any of them would activate the same gene that had been activated in the rats due to calorie restriction. He found that resveratrol had the strongest effect in activating this same gene.
Buccal delivery (absorption inside the mouth) has been found to be 250 times more effective than swallowing a capsule and digesting it in the stomach. Also, it is important to take resveratrol along with other phytonutrients -- they seem to work synergistically to greatly enhance the effectiveness of the resveratrol.,
Other benefits of resveratrol (as reported in "The Longevity Factor" by Joseph Maroon, M.D.:
- increases your insulin sensitivity (will help diabetics)
- helps your body develop "slow muscle" tissue. This is the kind of muscle tissue found in well trained athletes
- helps with memory recall.
- reduces your fat cells
- boost energy and endurance in muscle cells
- enhances muscle strength and decreases fatigue
- improves coordination and mobility
After you share this page, give them two options:
1. $500 starter kit
2. $108 starter level
Then ask them which alternative they would like to go with. Then be quiet. Do NOT make it easy for them to say "no". Wait for them to answer, yea or nay. Don't give them an easy way out. Don't say things like "Do you need some time to think about it?"
Don't even mention the "one bottle" option (at least, not for the "23 club").
Somehow get your mindset focused on the $500 starter kit option.
Don't recommend the $299 option -- they will still need to get the $500 option eventually if they want to qualify for all the first-order-bonus levels.
If they reply "I want to think about it", you can reply "I appreciate that, so what is it you want to think about"?
A few more notes -- not directly related to the flip chart.
SUGGESTION: read Tom's "ORAC 101" article five times.
SUGGESTION: read "The Longevity Factor" by Joseph Maroon
During the presentation, ask follow-up questions to let them talk more. But do not "one-upmanship" them!
Ask questions even if you normally would not be interested. Choose to be interested in them.
Organic foods are said to have 30-40% more nutrition content.
From a study in the U.K., an apple in 1960 has the nutrition value of 16 apples in 2006.
JUS is totally devoid of pesticides.
JUS is 90% lower than the U.S. government allowed level for sodium benzoate.
JUS is 50% lower than the Japanese government allowed level for sodium benzoate (and Japan has the most stringent standards for sodium benzoate)
JUS has 23 ingredients that come from 18 different countries.
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