The Poker Nightcap

Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer’s wet signature on it.

Whenever you are listening to a prospect tell you about something that they want or complain about a problem that they want you to help solve, do not be too quick to agree.

If you do, you risk losing your leverage.

Here’s an example. Let’s say that you are selling photocopy machines. Your prospect tells you that he believes his monthly costs for copying are too high.

So far so good – here’s a prospect that has a pain that you can sell to.

You ask him to tell you why he believes his costs are too high.

Your prospect starts to tell you all of the reasons why he thinks his costs are high, and what he believes the solutions to the problem are. He tells you what sort of new services or equipment and capabilities he needs.

He goes on for 5 minutes or more talking about this.

Being a sales professional, you are most likely what we call a “people person”. Most people in sales have a high need for approval from other people. We thrive on interaction and strokes from others.

During his 5+ minutes of speaking you are naturally inclined to give verbal and physical cues to encourage him to keep talking. You are unable to just sit there like a wooden statue. You feel a normal need to reciprocate the communication in small but noticeable ways.

With a high need for approval, you are likely to encourage your prospect to continue talking by giving positive verbal and physical cues. As he is speaking you nod your head occasionally, you say things like “Yes”, “OK”, or “Right”.

This is where many of us get into trouble.

By using such positive cues, you are subtly telling your prospect that you can solve their problem, or that you can give them what they want.

Why is this bad? In our example here, you don’t want your prospect to know just yet whether you can solve the problem. You want the focus to stay on him, his problem, and the consequences of it.

If you let on that you can solve it too soon, then you give up your leverage. He *wants* to know whether you can solve his problem.

And once he knows that you can solve his problem, he’ll want to know pricing, terms, customer references, etc. The focus will be on you (instead of on him), and you will have lost control of the sales call.

He’ll disassociate from his emotions around his problem. It is at this point that the prospect starts to get intellectual, and tries to figure out how to game you, how to get what he wants out of you at the best possible price.

You want to keep the focus of the sales call on the prospect and his pain so that you can find out more important information. You want to what know his budget is, what his decision approval process is, and you want to see if he’ll make me a reasonable commitment to you if you can solve his problem.

So instead of giving positive cues while he is speaking for 5 minutes about why his copying costs are so high, give neutral cues.

Encourage him to keep speaking by using words and phrases like “continue”, “tell me more”, “interesting”, “wow”, and “I hear what you are saying”.

What you want is to empathize without agreeing. If you agree to soon, then you give something away without getting what you need in return.

Practice this anytime you are negotiating with a prospect.

In other words, practice it all of the time.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown’s sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

Over the past 15 years I’ve discovered several concrete reasons why people fail. Here are the Top 8 reasons people do not reach their goals:

1. Incompetence. People lack the skills they need to succeed.

80% of businesses fail. It is usually due to poor sales skills.

50% of marriages end in divorce. It is usually due to poor communication skills.

The future belongs to the competent.

2. Lack of clear goals. Only 3% of the population has clear, written goals with an action plan to achieve them.

3. Poor interpersonal skills, including: Inability to receive criticism Resisting tasks; being argumentative and stubborn Poor listening skills Inability to express ideas in meetings Lack of self-assertiveness

4. Poor decision-making skills. This is usually an extension of reason #1, incompetence. Most people either delay decisions or make poor ones that impact the business negatively.

5. Pessimism and its counterpart, learned helplessness. People give up too easily when they meet resistance from a client, colleague, boss, or supplier.

6. Choking under pressure. People have not been taught how to overcome performance anxiety to perform their best in meetings, presentations, and negotiations.

7. Laziness. Most people are working at 30% capacity and think they are working too hard.

8. Poor time management. People are working on the wrong things; they choose tasks in their comfort zone instead of priorities that really matter.

Mental Toughness Exercise

Take out a blank sheet of paper and write down your #1 goal in life.

Now, walk yourself through every factor I’ve listed above, giving yourself a ranking from 1 to 10 on each of them with reference to your goal. 1 is the lowest score; 10 is the highest score.

For example, you might give yourself an 8 on time management because you work on high priority items most of the time.

This simple exercise will make it abundantly clear what you need to do to attain your goal now.

Your friend, Lisa Brown

Internet advertising is not easy.

It is a numbers game.

The more traffics and hits you get at your sites,
the more you’re most likely to generate sales.

But you’ll always have more people that don’t buy
than who buy.

There may be many reasons why they have not
bought which may be because of your price, payment
options, or any other possible reason.

You don’t have to watch as you keep losing all
these potential lifetime customers.

There are a couple of savvy internet web site marketing
secrets that you can use to minimize the loss of these
prospects.

(1) One way is to accept barter offers for your product.
Maybe the person can’t afford to buy your product.
They may have something you could use in your
business or personal life. If the barter deal isn’t fair
enough, either of you could add in some cash. You
may not make money but, they might buy other
products you offer.

(2) Another way is to include a negotiation offer at the
end of your ad copy. Tell your reader if there is
something they don’t like about your offer, they
could contact you and negotiate a different buying
offer. They may not like your price, guarantee,
shipping methods, payment options, etc. You can
gain a potential lifetime customer by being flexible
with your offer and negotiating instead of loosing
them.

(3) A simple way to attract lifetime customers would
be to give people a freebie. The freebie should be
related to the other products or services you sell.
You may not be getting paid for the freebie, but
you will get a lot more people using one of your
products because it is free. If they are impressed
by your free product there is a high chance they’ll
buy your other products in the future.

(4) The last way is to sell your product at the price it
costs you to produce or buy it. You will usually
sell more products at a lower price than your
competition which equals more potential lifetime
customers. You will break even in cost but you’ll
make your profit from the upsell and backend
products your sell your lifetime customers.

May these internet web site marketing secrets help you
to make a lot of money.

Warmly,

I-key Benney, CEO

I-key, a Millionaire CEO from New York City is the creator of “Mscsrrr: Millionaire Secret Cash System”,(investing online) program, which has helped thousands of ordinary people from all over the world to attain financial security and shining success during the past 2 yrs.

Mscsrrr Millionaire Cash System helps you to generate $1,500+/Week for life, from home or office, part time or full time. No large investment or hassles. Win $1000-$2000 free “cash”.

While packages of the artificial sweetener Splenda claim, “made from sugar, so it tastes like sugar,” one competitor argues that this statement is nothing short of false advertising.

In fact, this rival, Equal manufacturer Merisant Co., has filed a lawsuit against Splenda stating the advertisement should read something a little more like, “made from dextrose, maltodextrin and 4-chloro-4-deoxy-alpha, D-Galactopyranosyl-1, 6-dichloro-1, 6-dideoxy-beta, D-fructofuranoside.” Merisant further disputed that the Splenda marketing company, McNeil Nutritionals (a division of Johnson & Johnson), has misled consumers and deceived them into believing that the no-calorie artificial sweetener is “natural,” or made from raw sugar.

The lawsuit also stated:

* Splenda is not natural in any way

* Splenda is sweetened with a synthetic compound that is the result of a complex chemical process

However, a McNeil Nutritionals spokeswoman defended the Splenda marketing, saying that the lawsuit against them had no merit and that consumers were never misled. She also persisted that Splenda is made from sugar — sucralose (key ingredient of Splenda) begins inside a pure cane sugar, which is then chemically altered during manufacturing to create a compound that does not have any calories.

ABC News December 1, 2004

Dr. Mercola’s Comment:

Talk about the proverbial “pot calling the kettle black!” Though I must say, it’s no wonder why Merisant is going after McNeil: Splenda sales have soared way past Equal since it was introduced in the United States some four years ago. But I do find it quite odd that the manufacturer of an artificial sweetener whose primary toxic ingredient is aspartame (a.k.a. Equal) is suing another manufacturer of an equally artificial sweetener with the equally toxic sucralose (a.k.a. Splenda).

Therefore, isn’t this REALLY a battle between who is the lesser of the two evils? Well, as far as I’m concerned, they are equally dangerous, equally misleading and equally detrimental to your health.

Let’s take aspartame (the key to Equal and Nutrasweet) for starters. Research has found that the components of this deadly ingredient may lead to a wide variety of ailments including:

* Epilepsy/seizures

* Migraines and headaches

* Depression

* Brain tumors

* Autoimmune diseases

However, Splenda is not a day at the beach either, as research in animals has shown that consuming sucralose comes hand in hand with a plethora of health problems including:

* Shrunken thymus glands (up to 40 percent shrinkage)

* Enlarged liver and kidneys

* Atrophy of lymph follicles in the spleen and thymus

* Reduced growth rate

* Decreased red blood cell count

* Extension of the pregnancy period

* Aborted pregnancy

* Diarrhea

For these many, many reasons it is wise to avoid artificial sweeteners. In addition, eating too much REAL sugar will also adversely affect your health, as it will cause your blood sugar level to rise. If your blood sugar levels remain elevated (even mildly) over a period of time, your risk of diabetes will increase, which will increase your risk of cancer.

Therefore, to satisfy those sweet cravings of yours to devour cookies, candies and sweets this holiday season (and always), I have a perfect solution for you! Instead of giving in to temptation, satisfy your sweet tooth NATURALLY with stevia — a healthy alternative to sugar.

Unlike aspartame, suclarose and other artificial sweeteners that have been cited for dangerous toxicities, stevia is a natural alternative that’s ideal for diabetics, those watching their weight and anyone interested in maintaining their health. Stevia can be used in appetizers, beverages, soups, salads, vegetables, desserts — virtually anything! It is, hands down, the best alternative to sugar you will ever taste.

Also, I highly recommend reading my review of the best video on the market on the subject of aspartame. In a short 90 minutes, this video will open your eyes up to the dangers of this perilous neurotoxin that should NOT BE CONSUMED BY ANYONE.

——————-
Dr. Joseph Mercola
Author of href="http://www.mercola.com/forms/total_health_book.htm" rel="nofollow">Total Health
Program
Founder of the renowned href="http://www.mercola.com/forms/new_patient.htm" rel="nofollow">Optimal Wellness
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http://www.Mercola.com – The href="http://www.mercola.com/forms/rankings.htm" rel="nofollow">#1 Natural Health Site on
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Perception of rhythmic breathing

a. Practise Mahaprana Dhwani …. 2 min b. Practise Kayotsarga …. 5 min c. Practise perception of rhythmic breathing

(i) Perception on the navel …. 5 min (ii) Perception in the nostrils …. 5 min

d. Mahaprana Dhwani …. 3 min Conclusion :

2. Perception of psychic centres

a. Practise mahaprana dhvani ….2 min b. Practise Kayotsarga …. 5 min c. Practise perception of green colour at the psychic Centre of Vigilance.

All the three parts of the ears.

(i) right car …. 5 min (ii) left car …. 5 min

d. Mahaprana dhwani …. 3 min 3. Contemplation through suggestion

a. Practise Mahaprana Dhvani …. 2 min

b. Practise kayotsarga …..2 min

c. Contemplation of freedom from drug addiction.

Contemplate– I am becoming free from drug addiction. Alcohol / smoking are extremely harmful. It damages liver and the lungs. It increases the probability of heart disease and cancer. Smoking has an injurious effect on the respiratory tract. All these drugs and intoxicants are really very bad things. Now I shall never touch them. I resolve firmly that I will never do smoking / drinking. Now I have become free from the addiction to drug /smoking / drinking. …. 10 min d. Mahaprana Dhvani …. 3 min

Most gamers may have seen the caption “offshore sports betting” recently, though some aren’t entirely assured what that implies. A foreign gaming website basically works outside of the administration of any single state on the other hand it could also be a live gambling internet site that locates its host computer inside the boundaries of a land where on-line sports gambling is not at this time illicit. In brief therefore, it’s a gambling site active extraneous to the state of the consumer. Computer accessible gaming world wide websites are currently modulated with the assistance of 3 agencies. They are OSGA (the Offshore Gaming Association), IGC (Interactive Gaming Council) and the Fidelity Trust Gaming Association (the FTGA).

online sports betting site

The Offshore Gaming Association are a self regulating watchdog office which presently oversees the modern offshore gambling trade with a commission to present gaming lovers access to discover dependable web based organizations to play games of fortune with. The authority aims to look after the legal rights of betting fans, additionally they do not impose any annual expenses. The Offshore Gaming Association is an extremely professional and unbiased third party company which voices unbiased info, established on customer feedback, impartial investigation, phone chats, industry insider tips and additionally supplies industry information.

The Interactive Gaming Council are a non-profit-making organisation. The administration was set up to furnish a platform for concerned people to discuss problems furthermore to improve common worries in the world-wide online gaming industry, in an effort to establish civil and dutiful commercial precepts and practises that endeavor to heighten customer confidence in internet based wagering merchandise and utilities, and in addition to help as the industry’s universal practise guardian and in addition the Interactive Gaming Council acts as a data depot.

The IGC has developed a reputation for encouraging dependability, stability and solidity through its tough criteria, and also its appeal for legitimate web sites. The IGC regulates overseas gaming via recommending an original 10-point operational procedure and in addition charges gaming sites fees for the use of their logo. Discontented gamers can, if they want to, report any of their misunderstandings to the IGC.

The Fidelity Trust Gaming Association was founded in order to present a standard to improve the actions of internet based betting business enterprises. The council proposerealize that by doing business solely with reputable companies, they are able to develop an alliance of the most fair and most efficient offshore gaming companies world-wide. To recapitulate, these are bodies who watch the conduct of on-line betting and which should with time work to mitigate some of the apprehensions held by detractors. World wide web based sports gambling internet sites are today consistently safe, since private details are not a requirement and the returns and the betting odds are generally equivalent to an orthodox Vegas-style wager. They lessen the travel outlay, but nevertheless maintain the fundamental ethos, however now you are able to game in your home.

Testing diodes is different from testing a resistor because you need a skill to do it.
If you do not know or wrongly test a diode you will be unable to repair the equipment.
A bad diode you think it is good. This will definitely waste your precious time.

A rectifier diode can fail in one of the four ways. It can become:
-Open
-Shorted
-Leaky
-Breakdown when in full operating voltage
An analog multimeter or digital multimeter can be used to check
for all the first three conditions except the last one where the
diode breakdown in full operating voltage. From my of experienced
in the electronic repairing line, i found that checking diode using analog
multimeter is more accurate than using a digital multimeter. I could explain
to you why i preferred analog meter. I do not know about you because i really
came across quite a number of diodes where it checked ok using digital multimeter
but failed when test with analog meter.

The first step on how to test a diode is to remove one of the diode lead. You can’t
always be certain if a diode is good or bad if you perform in-circuit test, because
of back circuits through other components. To be absolutely sure, you will need to
lift, or disconnect, one diode lead from the circuit to avoid back circuits.
Unless you are very sure about the board you are checking. Sometimes i do found bad
diodes when checking it on board. Your experienced will tell you when to check a diode
on-board or off-board. If you are new to electronic repair, i highly recommend that
you check a diode with a lead removed from the board.

I will set my analog meter to x1 ohms to check for current diode leakage reverse and
forward testing. Connecting the black probe of your meter to the cathode and red probe
to the anode, the diode is reverse biased and should look like an open reading. Connecting
the red probe of your meter to the cathode and black probe to the anode, the diode is forward biased and the meter should read some value of resistance. If you have two readings then most probably the diode is shorted or leaky and you should replace it. If you don’t get any reading either forward or reverse bias, the diode is considered open.

The real problem when checking a diode using the diode test function of a digital meter is that an open or leaky diode, the meter sometimes reads ok(0.6). This is due to digital meter diode test output voltage (which you can measure the output test probe using another meter) is around 500mv to 2v. An analog meter set to x1 ohms have output about 3V(remember the two 1.5V battery you installed in the meter!). The 3V voltage is enough to show you the accurate reading of a diode when under test.

Even if you have a good reading at x1 ohms doesn’t mean that the diode is good . You
now have to set your meter to x10K to test the diode again. The output voltage of
x10k ohms is about 12V(remember the 9v battery in your meter-1.5v+1.5v+9v=12v). Again
the diode under test should show only one reading. This is exception to Schottky diode
where it have two readings but not shorted reading. If the meter showed one reading then
the diode under test is good. If it has two readings then most probably the diode is either
shorted or leaky. The digital meter can’t test it because the output from the meter is only
500mv to 2V.

If a diode breakdown when under full operating voltage, there is no way to testing diode (unless you have a very expensive diode checker which specially designed to locate this type of problem).Substituting with a known good diode is often the only way to prove that an intermittent diode is causing a particular problem. Sometimes an intermittent diode could be locate using a coolant spray.

Caution: Be certain that power is removed from any circuit before performing any of the following diode checks, otherwise meter or circuit damage could result.

Conclusion-In order to correctly test diode function you need to set the analog meter
to x1 ohms and x10K ohms range.

About the Author

Jestine Yong is a electronic repairer and a writer. For more electronic repair information please visit his website at
http://www.noahtec.com/electronic-repair-articles.htm

You’ve seen the stage acts where a hypnotist selects someone out of the audience and when he claps his hands, the unwilling participant struts around the stage clucking like a chicken. You’ve also seen movies where the hypnotist waves the pocket watch in front of the subject as he utters, “you’re getting sleepy … very sleepy.” Hypnosis is a little more than what Hollywood or Vegas make it out to be. Below is a brief overview.

Hypnosis is a naturally occurring altered state of consciousness in which the critical faculty is bypassed (mind in the conscious mode) and acceptable selective thinking established. Wow! That’s a lot of technical jargon! Simply put, this means that the reasoning, evaluating, judging part of your mind (conscious) is bypassed.

Hypnosis deals with the subconscious. Have you ever driven to work or home or anywhere, arrived at your destination but then had little to no recollection of the drive? Your reasoning, evaluating and judging parts of your mind were still intact and functioning (read: you safely arrived at your location) but your cognizant mind was bypassed. Hypnosis feels very much like that. It’s the same or similar feeling as when you day dream. People under hypnosis know exactly what they are doing.

What about control? Many people fear being hypnotized because they falsely believe they will have to give up control of their mind. Not true. Think about when you are so engrossed in a movie and you find yourself in tears. If you’ve ever watched Saving Private Ryan, the Titanic or the Passion of the Christ you know this scenario all too well. During these movies you were so involved that you actually felt emotion. You were literally in a hypnotic trance. Most importantly, though, you still had the power to emerge from that state if desired.

Your mind may be guided by a movie, self-hypnosis tape, or hypnotist, but you still have the power to resist. If you fully believe and acknowledge that you have the power to resist any control of emotions, then hypnosis is nothing to fear. Unfortunately, some people seem to give up partial control of their minds because they misunderstand who has the power. Unquestionably, someone can be fooled into believing that he has given up control in some forms of stage hypnosis or other experiments. That is likely what often happens in stage shows. But just because someone was tricked doesn’t mean it is right or that it will happen to you that way.

Think about it. All hypnosis is self-hypnosis. You are the one who allows your mind to be placed into deep states. You are the one who has the power to resist any unwanted suggestions. It’s really a misnomer when people say they were hypnotized. What they really mean is that they allowed their mind to be hypnotized or they allowed a hypnotist to give suggestions that they chose to follow.

Just remember that no one controls your mind unless you first grant permission!

Joseph owns and operates a Hypnosis website that helps to make life better for people thru hypnotism.

He can be found at: http://www.hypnoadvance.com, the place for Hypnosis Therapy Information Download

As no business will pay for an unfinished survey, the market research companies running the surveys will stipulate to you that if you fail to properly complete any surveys, you will not be paid. Besides getting paid, you will also be eligible for more survey invitations this way, proving yourself reliable. And the larger the number of surveys you complete, the more money you will earn. Getting How To Make Money With My Paypal Account is simple. All surveying sites have their own way they want to pay you for your services, read on more about How To Make Money With My Paypal Account. If you want to make top dollar taking survey offers you will need the following info. Also see Survey Time Or Money. Who knows you may be making well over a thousand a month before you know it.

Surveys open the door to forming good relationships, which are vital for your business. Show sincerity in your surveys and make customers feel comfortable with you. Add a little spice of humor and fun into your surveys; customers will feel happy when reading and answering them. Read on to find out more about How To Make Money With My Paypal Account. Read the following tips before you start joining the online survey panels Always read the basic facts about the Online survey panel that you’re about to join. Find out more about How To Make Money With My Paypal Account and Survey Time Or Money. So what can you do about this growing problem we have here? Well you will need a separate way to find paid surveys for teens.
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Selling is often dubbed “The Art of Persuasion”. When was the last time a salesperson talked you into buying something that you didn’t want? When was the last time a salesperson hard-closed you into purchasing, before you felt ready to buy?

We’ve asked dozens of CEO’s the same questions, and they all believe that they’re immune to sales persuasion. Yet, they’ve told us that they expect their sales forces to persuade, convince, manipulate, and do whatever necessary to increase their market share. What’s wrong with that picture?

Salespeople, from the VP of Sales on down, will try to live up to the CEO’s expectations. Most salespeople believe that their job is to do whatever it takes to increase sales within the (sometimes ethereal) ethical standards of their company.

Example:

The CEO of a Fortune 100 company told me that he is certain that his salespeople must be better persuaders than his competitors’ salespeople: “That’s their only function.” His Marketing and Sales VPs are charged with providing the most convincing sales presentations, documentation and marketing materials in the industry. “It’s all about them subtly imposing their will,” he said.

Is that strategy working? Two of his three biggest competitors have better growth rates than his company’s. When I asked him to explain that fact, his response was, “Our people aren’t executing well enough.”

What’s the problem?

The top 20 percent of most sales forces is out there every day bringing in up to 80% of a company’s business. The typical CEO’s belief is that the 80% that aren’t selling much just have to work harder. That’s simply not true. They need to work more effectively.

The Top 20% usually sell without using any persuasion or manipulation. The Top 20%, either instinctually or deliberately, have refined their selling styles in such a way that they deal honestly and cooperatively with their prospects and customers. They’ve largely eliminated persuasion, cajoling, and convincing from their selling repertoire, since they’ve discovered it doesn’t work.

The Solution:

We studied hundreds of the top 1% of salespeople across dozens of industries: We found that most of the top salespeople had developed remarkably similar sales processes. We observed and documented the styles, nuances, and selling techniques that successfully bring prospects through the sales process all the way to Closing. Our discoveries evolved into High Probability Selling system.

“The Art of Persuasion” is neither an art nor an effective way to sell. When was the last time a salesperson talked you into buying something that you didn’t want? It’s unlikely that persuasion convinced you to buy before you were ready, and it’s unlikely that it will work with your prospects, either. Don’t “persuade” your prospects that they’d prefer to do business with the competition!

If you want to learn selling techniques that really work, you want to learn more about High Probability Selling.

©Jacques Werth, High Probability® Selling – All rights reserved.

Jacques Werth, author of “High Probability Selling,” is an internationally respected Sales Trainer and Sales Consultant. HPS graduates are excelling as Top Producers in over 70 industries. Visit http://www.highprobsell.com to read more articles, preview the book, and learn more about High Probability Selling.