Insight Selling Quotes

It's a funny thing about life, once you begin to take note of the things you are grateful for, you begin to lose sight of the things that you lack.

[A Letter to the Culture that Raised Me] I'm not here to be on display. And my body is not for public consumption. I will not be reduced to an object, or a pair of legs to sell shoes. I'm a soul, a mind, a servant of God. My worth is defined by the beauty of my soul, my heart, my moral character. So I won't worship your beauty standards, and I don't submit to your fashion sense. My submission is to something higher.

Now look. I didn’t mean the senator killed the old man himself, but he makes things happen. The old man wouldn’t sell his property to Senator Olmsted. Two weeks later, the old man’s body was found down by the town creek. According to the autopsy, he died from a Copperhead snake bite.

Millions of business people are each constantly forced to choose between their desire to not be a bad person and their desire to be a good business person, that is to say, to make as much money as they possibly can by maximizing their revenue while minimizing the cost of producing whatever it is that they sell.

No book or magazine article is for "everyone" so know your audience, then target them with your writing.

In a world where the people are numbed and distracted, the only thing that sells is the unbelievable.

For their never-ending endeavours to obtain or retain wealth, countries desperately need companies, because they—unlike most human beings—have the means of production, and human beings, because they—unlike all companies—have the means of reproduction.

It’s rare that I hear the author blame the real culprit: themselves. It’s hard to admit but it’s the first step toward selling more books and understanding who bears the true responsibility for selling books—the author.

All businesses -- no matter if they make dog food or software -- don't sell products, they sell solutions.

Hook your editor with a strong opening sentence to bring attention to your writing.

As a book author, it's your responsibility to cast a vision for your book about the length and appearance before you pitch the idea to a publisher.

From my 25+ years in publishing, I’ve observed that selling books does not occur without the author taking action.

Sell through multiple channels. Readers like plenty of choice when they go to purchase their books. Your book should be available in a variety of formats such as every type of Ebook paperback, hardcover and audiobook.

Sales winners educate with new ideas and perspectives almost three times more often than second-place finishers. Of 42 factors studied, the greatest difference between winners and second-place finishers was their propensity to educate.

I should have known that Moti-Lal would figure it out. More than once, he’s told me selling gold requires an insight into human nature. He says you must be able to discern the intensity of a customer’s desire by looking into their eyes. That will tell you what to show, what to hold back, and how much the customer is willing to part with.

Mastering a skill turns a thought into a gift, success is found in presenting that gift to the world.

Daily Review
 1.  Look at your calendar first. 2.  Look at your action lists. (The calendar will dictate if you have time to proceed to action lists.)

Lydia is constantly reminded that her education has no purchase here, that she has no access to the kind of information that has real currency on this journey. Among migrants, everyone knows more than she does. How do you find a coyote, make sure he’s reputable, pay for your crossing, all without getting ripped off? Thankfully, Rebeca is flush with insight. “Loads of people from our village used him before. He was recommended. Because you can’t just pick any coyote. A lot of them will steal your money and then sell you to the cartel, you know?

Don’t be so concerned about doing things the corporate way—just get the product out there and sell. Cut back on the bells and whistles, and ensure that the core of the product is solid;

Or, as Morgan McCall [author of “High Flyers”] argues, many organizations believe in natural talent and don’t look for people with the potential to develop…missing out on a big pool of possible leaders…

When you are uncomfortable with the tasks you are ignoring in favor of the urgency of the moment, guilt, mental angst, and frustration build up.   To solve this, you need to make a conscious choice between the preplanned and the seemingly urgent at the moment.   Then, renegotiate any timeline agreements with yourself.     This simple and conscious mental alignment combined with the elevated perspective of the weekly review is enough to regain control and relax your mind in the face of daily surprises.

Children should be taught to learn from failure and to correct it in the future. Do not judge or punish. That will not help your child mature or to learn how to think. Like Marva Collins, tell your children the truth. Give them the tools to solve problems.

Like our other needs, meaning is an inherent expectation. Its denial has dire consequences. Far from a purely psychological need, our hormonees and nervous systems clock its presence or absence. As a medical study in 2020 found, the "presence [of] and search for meaning in life are important for health and well-being." Simply put, the more meaningful you find your life, the better your measures of mental and physical health are likely to be. It is itself a sign of the times that we even need such studies to confirm what our experience of life teaches. When do you feel happier, more fulfilled, more viscerally at ease: when you extend yourself to help and connect with others, or when you are focused on burnishing the importance of your little egoic self? We all know the answer, and yet somehow what we know doesn't always carry the day. Corporations are ingenious at exploiting people's needs without actually meeting them. Naomi Klein, in her book No Logo, made vividly clear how big business began in the 1980s to home in on people's natural desire to belong to something larger than themselves. Brand-aware companies such as Nike, Lululemon, and the Body Shop are marketing much more than products: they sell meaning, identification, and an almost religious sense of belonging through association with their brand. "That pressuposes a kind of emptiness and yearning in people," I suggested when I interviewed the prolific author and activist. "Yes," Klein replied. "They tap into a longing and a need for belonging, and they do it by exploiting the insight that just selling running shoes isn't enough. We humans want to be part of a transcendent project.

Visionaries are that rare breed of people who have the insight to match up an emerging technology to a strategic opportunity, the temperament to translate that insight into a high-visibility, high-risk project, and the charisma to get the rest of their organization to buy into that project. They are the early adopters of high-tech products.

When best-selling author and spiritual teacher Iyanla Vanzant joined me on the show, I told her that I keep the lesson in forgiveness she shared with me in a little book of quotes I’ve collected over the years: “You can accept or reject the way you are treated by other people, but until you heal the wounds of your past, you will continue to bleed. You can bandage the bleeding with food, with alcohol, with drugs, with work, with cigarettes, with sex, but eventually it will ooze through and stain your life. You must find the strength to open the wounds, stick your hands inside, pull out the core of the pain that is holding you in your past, the memories, and make peace with them.” This speaks so clearly to me. Pushing against the need to forgive is like spreading poison in your veins. Surrender to the hurt, loss, resentment, and disappointment. Accept the truth. It did happen and now it’s done. Make a decision to meet the pain as it rises within you and allow it to pass right through. Give yourself permission to let go of the past and step out of your history, into the now. Forgive, and set yourself free. —Oprah

Psychologist and New York Times best-selling author Phil McGraw states, “I always say that the most important relationship you will ever have is with yourself. You’ve got to be your own best friend first.” How can you be “best friends” with someone you don’t know or don’t like? You can’t. That’s why it’s so important to find out who you are and work to become someone you like and respect.

post real information. Perhaps you’ll mention the literati you met at Book Expo America, the latest insight you gleaned from Bob Mayer’s blog Write It Forward, the book festival where you’ll be a presenter, or a courageous new book a colleague is publishing. The news can’t always be about you, right? But your posts can and should be informative and interesting, like the first paragraph of a Wall Street Journal article.

Most decisions, and nearly all human interaction, can be incorporated into a contingencies model. For example, a President may start a war, a man may sell his business, or divorce his wife. Such an action will produce a reaction; the number of reactions is infinite but the number of probable reactions is manageably small. Before making a decision, an individual can predict various reactions, and he can assess his original, or primary-mode, decision more effectively. But there is also a category which cannot be analyzed by contingencies. This category involves events and situations which are absolutely unpredictable, not merely disasters of all sorts, but those also including rare moments of discovery and insight, such as those which produced the laser, or penicillin. Because these moments are unpredictable, they cannot be planned for in any logical manner. The mathematics are wholly unsatisfactory. We may only take comfort in the fact that such situations, for ill or for good, are exceedingly rare.

This was a huge red flag, because real technologists wear T-shirts and jeans. So we instituted a blanket rule: pass on any company whose founders dressed up for pitch meetings. Maybe we still would have avoided these bad investments if we had taken the time to evaluate each company’s technology in detail. But the team insight—never invest in a tech CEO that wears a suit—got us to the truth a lot faster. The best sales is hidden. There’s nothing wrong with a CEO who can sell, but if he actually looks like a salesman, he’s probably bad at sales and worse at tech.

Under capitalism workers are forced to sell their labour – which Marx regards as the essence of human existence – to the capitalists, who use this labour to accumulate more capital, which further increases the power of the capitalists over the workers. Capitalists become rich, while wages are driven down to the bare minimum needed to keep the workers alive. Yet in reducing so large a class of people to this degraded condition, capitalism creates the material force that will overthrow it. For Marx, the importance of economics lay in the insight it provided into the workings of this alienation and the manner in which it could be overcome.

Recall Marx’s fundamental insight about the “bourgeois” limitation of the logic of equality: capitalist inequalities (“exploitation”) are not the “unprincipled violations of the principle of equality,” but are absolutely inherent to the logic of equality, they are the paradoxical result of its consistent realization. What we have in mind here is not only the wearisome old motif of how market exchange presupposes formally/legally equal subjects who meet and interact in the market; the crucial moment of Marx’s critique of “bourgeois” socialists is that capitalist exploitation does not involve any kind of “unequal” exchange between the worker and the capitalist—this exchange is fully equal and “just,” ideally (in principle), the worker gets paid the full value of the commodity he is selling (his labor-power). Of course, radical bourgeois revolutionaries are aware of this limitation; however, the way they try to counteract it is through a direct “terroristic imposition of more and more de facto equality (equal salaries, equal access to health services…), which can only be imposed through new forms of formal inequality (different sorts of preferential treatments for the underprivileged). In short, the axiom of equality” means either not enough (it remains the abstract form of actual inequality) or too much (enforce “terroristic” equality)— it is a formalistic notion in a strict dialectical sense, that is, its limitation is precisely that its form is not concrete enough, but a mere neutral container of some content that eludes this form.

I am interested in helping people to understand how to sell what it is they need to sell in a way that makes sense for both them and the investor.  Over the years what I have been astounded that many artists and business people who produce theatre works consistently do not know how to go about funding their projects and moving them from one point to the other.  There are many money sources around, but in many cases people who make theatre are not business minded to the point of developing the skills to mine money sources consistently.  Ask yourself what is the motivation of this potential investor. Is it for financial return, is it for tax credit, is it just to help? or do they want to become a part of the entertainment business?  OK once you have discovered this then you need to think in terms of how do you present your case. This is what has come to be known in the world of investment as your “pitch deck.

Well, it was a kind of back-to-front program. It’s funny how many of the best ideas are just an old idea back-to-front. You see there have already been several programs written that help you to arrive at decisions by properly ordering and analysing all the relevant facts so that they then point naturally towards the right decision. The drawback with these is that the decision which all the properly ordered and analysed facts point to is not necessarily the one you want.’ ‘Yeeeess...’ said Reg’s voice from the kitchen. ‘Well, Gordon’s great insight was to design a program which allowed you to specify in advance what decision you wished it to reach, and only then to give it all the facts. The program’s task, which it was able to accomplish with consummate ease, was simply to construct a plausible series of logical-sounding steps to connect the premises with the conclusion. ‘And I have to say that it worked brilliantly. Gordon was able to buy himself a Porsche almost immediately despite being completely broke and a hopeless driver. Even his bank manager was unable to find fault with his reasoning. Even when Gordon wrote it off three weeks later.’ ‘Heavens. And did the program sell very well?’ ‘No. We never sold a single copy.’ ‘You astonish me. It sounds like a real winner to me.’ ‘It was,’ said Richard hesitantly. ‘The entire project was bought up, lock, stock and barrel, by the Pentagon. The deal put WayForward on a very sound financial foundation. Its moral foundation, on the other hand, is not something I would want to trust my weight to. I’ve recently been analysing a lot of the arguments put forward in favour of the Star Wars project, and if you know what you’re looking for, the pattern of the algorithms is very clear. ‘So much so, in fact, that looking at Pentagon policies over the last couple of years I think I can be fairly sure that the US Navy is using version 2.00 of the program, while the Air Force for some reason only has the beta-test version of 1.5. Odd, that.

In addition to his insight about making a positive difference, Peter Drucker had five other rules that are applicable for earning credibility. At first they may strike you as self-evident, even trite, but smarter people than I have had the same initial reaction and now are quoting them back to me on a regular basis. If you want to elevate your credibility, start by committing these Druckerisms to memory: Every decision in the world is made by the person who has the power to make the decision. Make peace with that. If we need to influence someone in order to make a positive difference, that person is our customer and we are a salesperson. Our customer does not need to buy; we need to sell. When we are trying to sell, our personal definition of value is far less important than our customer’s definition of value. We should focus on the areas where we can actually make a positive difference. Sell what we can sell and change what we can change. Let go of what we cannot sell or change. Each of these rules assumes that acquiring recognition and approval is a transactional exercise. Note the frequent reference to selling and customers. The implication is that we must sell our achievements and competence in order to have them recognized and appreciated by others. These Druckerisms not only endorse our need for approval, they emphasize that we can’t afford to be passive about it—not when our credibility is at stake.

In the beginning, there was the internet: the physical infrastructure of wires and servers that lets computers, and the people in front of them, talk to each other. The U.S. government’s Arpanet sent its first message in 1969, but the web as we know it today didn’t emerge until 1991, when HTML and URLs made it possible for users to navigate between static pages. Consider this the read-only web, or Web1. In the early 2000s, things started to change. For one, the internet was becoming more interactive; it was an era of user-generated content, or the read/write web. Social media was a key feature of Web2 (or Web 2.0, as you may know it), and Facebook, Twitter, and Tumblr came to define the experience of being online. YouTube, Wikipedia, and Google, along with the ability to comment on content, expanded our ability to watch, learn, search, and communicate. The Web2 era has also been one of centralization. Network effects and economies of scale have led to clear winners, and those companies (many of which I mentioned above) have produced mind-boggling wealth for themselves and their shareholders by scraping users’ data and selling targeted ads against it. This has allowed services to be offered for “free,” though users initially didn’t understand the implications of that bargain. Web2 also created new ways for regular people to make money, such as through the sharing economy and the sometimes-lucrative job of being an influencer.

To summarize my trading strategy for the ABCD Pattern: When I find a Stock in Play, either from my Gappers watchlist or from one of my scanners, or when I’m advised by someone in our chatroom that a stock is surging up from point A and reaching a significant new high for the day (point B), I wait to see if the price makes a support higher than point A. I call this point C. I do not jump into the trade right away. I watch the stock during its consolidation period. I choose my share size and stop loss and profit target exit strategy. When I see that the price is holding support at point C, I enter the trade close to the price of point C in anticipation of moving forward to point D or higher. Point C can also be identified from a 1-minute chart. It is important to look at both time frames in order to gain a better insight. My stop is the loss of point C. If the price goes lower than point C, I sell and accept the loss. Therefore, it is important to buy the stock close to point C to minimize the loss. Some traders wait and buy only at point D to ensure that the ABCD Pattern is really working. In my opinion, that approach basically reduces your reward while at the same time increases your risk. If the price moves higher, I sell half of my position at point D, and bring my stop higher to my entry point (break-even). I sell the remaining position as soon as my target hits or I sense that the price is losing steam or that the sellers are acquiring control of the price action. When the price makes a new low on my 5-minute chart, it is a good indicator that the buyers are almost exhausted.

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For fifteen years, John and Barbara Varian were furniture builders, living on a ranch in Parkfield, California, a tiny town where the welcome sign reads “Population 18.” The idea for a side business came about by accident after a group of horseback riding enthusiasts asked if they could pay a fee to ride on the ranch. They would need to eat, too—could John and Barbara do something about that? Yes, they could. In the fall of 2006, a devastating fire burned down most of their inventory, causing them to reevaluate the whole operation. Instead of rebuilding the furniture business (no pun intended), they decided to change course. “We had always loved horses,” Barbara said, “so we decided to see about having more groups pay to come to the ranch.” They built a bunkhouse and upgraded other buildings, putting together specific packages for riding groups that included all meals and activities. John and Barbara reopened as the V6 Ranch, situated on 20,000 acres exactly halfway between Los Angeles and San Francisco. Barbara’s story stood out to me because of something she said. I always ask business owners what they sell and why their customers buy from them, and the answers are often insightful in more ways than one. Many people answer the question directly—“We sell widgets, and people buy them because they need a widget”—but once in a while, I hear a more astute response. “We’re not selling horse rides,” Barbara said emphatically. “We’re offering freedom. Our work helps our guests escape, even if just for a moment in time, and be someone they may have never even considered before.” The difference is crucial. Most people who visit the V6 Ranch have day jobs and a limited number of vacation days. Why do they choose to visit a working ranch in a tiny town instead of jetting off to lie on a beach in Hawaii? The answer lies in the story and messaging behind John and Barbara’s offer. Helping their clients “escape and be someone else” is far more valuable than offering horse rides. Above all else, the V6 Ranch is selling happiness.

Sharon passed around a handout: "Triangle of Self-Actualization" by Abraham Maslow. The levels of human motivation. It resembled the nutrition triangle put out by the FDA, with five horizontal levels of multiple colors. I vaguely remembered it from my one college psychology course in the 1970's. "Very applicable with refugees," Sharon said. "Maslow theorized that one could not move to a higher level until the prior level was satisfied. The first level, the triangle base, is physiological needs. Like food and water. Until a person has enough to eat and drink, that's all one would be concerned with." I'd never experienced not being able to satisfy my thirst or hunger, but it sounded logical that that would be my only concern in such a situation. For the Lost Boys, just getting enough food and water had been a daily struggle. I wondered what kind of impact being stuck at the bottom level for the last fourteen years would have on a person, especially a child and teen. "The second level is safety and security. Home. A sanctuary. A safe place." Like not being shot at or having lions attack you. They hadn't had much of level two, either. Even Kakuma hadn't been safe. A refugee camp couldn't feel like home. "The third level is social. A sense of belonging." Since they'd been together, they must have felt like they belonged, but perhaps not on a larger scale, having been displaced from home and living in someone else's country. "Once a person has food, shelter, family and friends, they can advance to the fourth level, which is ego. Self-esteem." I'd never thought of those things occurring sequentially, but rather simultaneously, as they did in my life. If I understood correctly, working on their self-esteem had not been a large concern to them, if one at all. That was bound to affect them eventually. In what way remained to be seen. They'd been so preoccupied with survival that issues of self-worth might overwhelm them at first. A sure risk for insecurity and depression. The information was fascinating and insightful, although worrisome in terms of Benson, Lino, and Alepho. It also made me wonder about us middle-and upper-class Americans. We seldom worried about food, except for eating too much, and that was not what Maslow had been referring to. Most of us had homes and safety and friends and family. That could mean we were entirely focused on that fourth level: ego. Our efforts to make ourselves seem strong, smart, rich, and beautiful, or young were our own kind of survival skill. Perhaps advancing directly to the fourth level, when the mind was originally engineered for the challenges of basic survival, was why Prozac and Zoloft, both antidepressants, were two of the biggest-selling drugs in America. "The pinnacle of the triangle," Sharon said, "is the fifth level. Self-actualization. A strong and deeply felt belief that as a person one has value in the world. Contentment with who one is rather than what one has. Secure in ones beliefs. Not needing ego boosts from external factors. Having that sense of well-being that does not depend on the approval of others is commonly called happiness." Happiness, hard to define, yet obvious when present. Most of us struggled our entire lives to achieve it, perhaps what had brought some of us to a mentoring class that night.

Where & How to Buying Instagram Accounts Online – Complete 2026 Guide Instagram is no longer just a photo-sharing app—it’s a full-blown business marketplace. In 2026, more people are skipping the long grind of growing from scratch and jumping straight into buying established Instagram accounts. But is this shortcut really worth it? Let’s break it down. ⇔Contact For More Information⇔ ✅➤Email: usaoldsmm@gmail.com ✅➤WhatsApp:+1 (928) 4065180 ✅➤Telegram: @usaoldsmm1 ✅Understanding the Instagram Marketplace Instagram has evolved into a multi-billion-dollar platform where followers translate into money, influence, and authority. Influencers, small businesses, and even startups are buying accounts to get a head start. ✅Benefits of Buying Instagram Accounts Instant Access to Followers – Instead of waiting months (or years), you immediately tap into a ready-made audience. Save Time on Growth – Growing organically is tough; buying helps you skip the slow grind. Business Opportunities – You can start making money through ads, sponsorships, or selling products right away. ✅Risks of Buying Instagram Accounts It’s not all sunshine. You need to be cautious. Some accounts have fake followers or bots. Instagram doesn’t officially allow account sales, so there’s always a risk of suspension. Scammers can take your money without delivering. ✅What Is “One Line Place”? “One Line Place” is one of the hottest new marketplaces in 2026 where users buy and sell social media accounts, including Instagram. Its rise is due to: Verified sellers Escrow payment protection Detailed account analytics ✅How to Choose the Right Instagram Account Not every account is worth your money. Here’s what to check: Niche Relevance – Does the account align with your brand? Engagement Rate – 100k followers mean nothing if only 500 people interact. Audience Demographics – Age, gender, and location matter for targeting. ✅Factors to Look Before Buying Account Age – Older accounts tend to perform better. Follower Quality – Genuine followers are more valuable than bots. Posting History – Consistent, quality content is key. ✅Step-by-Step Guide to Buying Safely Research the seller thoroughly. Request Instagram insights like reach and impressions. Use safe payment methods, preferably with escrow. Change passwords and linked emails immediately after transfer. Avoiding Scams When Buying Accounts Watch out for: Sellers refusing to share analytics. ✅Legal and Ethical Considerations Instagram’s terms technically forbid account sales, but the market still thrives. To stay safe: Be discreet with transfers. ✅Optimizing Your Purchased Account Buying the account is step one. Next: Rebrand it to fit your goals. Post consistently to maintain engagement. Interact with followers to build trust. Monetization Strategies After Buying Affiliate Marketing – Promote products and earn commissions. Sponsored Posts – Brands pay for shoutouts. E-commerce Integration – Sell your own products directly. ✅Future of Instagram Account Marketplaces With Instagram’s constant algorithm updates, buying accounts might get trickier. However, marketplaces like One Line Place will likely adapt with more secure systems, making account transfers smoother. ✅Conclusion Buying Instagram accounts in 2026, especially through trusted platforms like One Line Place, can be a smart shortcut if done carefully. It saves time, gives you instant credibility, and opens doors to monetization. But don’t forget—due diligence is e

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A Step-by-Step Guide to Buying Instagram Accounts With over 2 billion monthly active users, Instagram remains a powerhouse for marketing, making account purchasing an increasingly popular strategy. If You want to more information just contact now 24 Hours Reply/ Contact : – ⇅ Telegram: @accsells1 ⇅ WhatsApp: ‪‪+1 (814) 403–6336‬‬ ⇅ E-mail: infoaccsells0@gmail.com However, the process isn't as simple as handing over money and logging in. There are risks, challenges, and best practices to consider. In this article, we'll explore why people buy Instagram account, potential pitfalls, safe purchasing methods, and how NodeMaven can help you manage your acquired account effectively. Why People Buy Instagram Account Let's be honest - growing an Instagram account from scratch isn't easy. It takes serious time, patience, and strategy. That's why more people than ever, from marketers to solo creators, are choosing to buy aged Instagram accounts instead. Here's why this strategy is gaining popularity: Instant audience access: Building a following from scratch can take months, if not years. Buying an account with an established audience provides immediate reach. Boosted credibility: Accounts with higher follower counts appear more reputable, making it easier to attract partnerships and followers organically. Monetization opportunities: Established accounts can generate revenue through sponsored posts, affiliate marketing, and product promotions. Time efficiency: Skip the slow process of organic growth and focus on content and engagement. Niche penetration: Buying niche-specific accounts allows brands to directly tap into targeted audiences. Risks and Challenges of Buying Instagram Accounts Of course, it's not all upside. Buying an Instagram account comes with serious risks, and you need to know what you're walking into before making a deal. 1. Account Recovery by Original Owner One major risk is the original owner reclaiming the account after the sale. Instagram accounts are tied to emails and phone numbers - if the seller keeps these, they can reset the password later. Mitigation Tips: Change the associated email and phone number immediately. Use a trusted escrow service to verify full ownership transfer. 2. Engagement Rate Discrepancies Not all followers are valuable. Many sellers inflate their accounts using bots or inactive followers, creating a fake engagement rate. What to Check: Analyze engagement rate: likes and comments per follower. Use third-party tools to verify audience authenticity. Check demographics for alignment with your goals, especially when you buy aged Instagram accounts. 3. Violation of Instagram's Terms of Service Instagram's guidelines prohibit buying and selling accounts, which puts buyers at risk of account suspension or banning. If Instagram detects suspicious activity, it could shut down the purchased account. To avoid detection: How to Safely Buy an Instagram Account While risks exist, there are ways to make the buying process safer and more reliable. Steps for a Secure Purchase: Research the seller: Check reviews, past sales, and community feedback. Verify account metrics: Use tools like SocialBlade or HypeAuditor to validate follower authenticity and engagement. Request screenshots: Make sure the seller provides account insights showing organic growth and demographic data. Use an escrow service: Platforms like EpicNPC and FameSwap offer secure transactions that protect both buyer and seller. Secure ownership transfer: Change all credentials, including linked emails, phone numbers, and two-factor authentication settings. Best Platforms to Buy Instagram Account Where you buy your account matters just as much as what you buy. Here are your safest options: 1. AccSells Platforms like Accsells, sellsusa, and Social Tradia specialize in buying and selling social media accounts. These marketplaces often offer: Verified sellers with customer

In this sense, customer loyalty is much less about what you sell and much more about how you sell. The best companies don’t win through the quality of the products they sell, but through the quality of the insight they deliver as part of the sale itself. The battle for customer loyalty is won or lost long before a thing ever gets sold. And the best reps win that battle not by “discovering” what customers already know they need, but by teaching them a new way of thinking altogether.

The three acts of the sales conversation are: I: Earning the Right to Ask II: Exploration III: Demonstrating Usefulness. In Act I, you work to earn the credibility to ask probing questions. In Act II, you explore your client’s needs by asking a series of carefully designed questions that help both you and your client better understand the issues and challenges that need to be resolved. In Act III, you demonstrate usefulness to your client by offering resources and insights, matching your client’s needs to your products or services, and establishing the basis for a continuing relationship.

Warren Buffett’s appendix to the fourth revised edition of The Intelligent Investor describes a contest in which each of the 225 million Americans starts with $1 and flips a coin once a day. The people who get it right on day one collect a dollar from those who were wrong and go on to flip again on day two, and so forth. Ten days later, 220,000 people have called it right ten times in a row and won $1,000. “They may try to be modest, but at cocktail parties they will occasionally admit to attractive members of the opposite sex what their technique is, and what marvelous insights they bring to the field of flipping.” After another ten days, we’re down to 215 survivors who’ve been right 20 times in a row and have each won $1 million. They write books titled like How I Turned a Dollar into a Million in Twenty Days Working Thirty Seconds a Morning and sell tickets to seminars. Sound familiar?

The dividend discount model suggests that in an efficient market, the current price of a stock should equal the present value of all expected future dividends, assuming for the sake of simplicity that the investor has no intention of selling the stock. (The present value is sometimes called the discounted value, since the present value of an item is discounted from its value in the future.)

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The supreme goal of the CIA during the cold war was to steal Soviet secrets by recruiting spies, but the CIA never possessed a single one who had deep insight into the workings of the Kremlin. The number of Soviet spies with important information to reveal—all of them volunteers, not recruits—could be counted on the fingers of two hands. And all of them died, captured and executed by Moscow. Almost all had been betrayed by officers of the CIA’s Soviet division who were spying for the other side, under Presidents Reagan and George H. W. Bush. Under Reagan, the CIA set off on misconceived third-world missions, selling arms to Iran’s Revolutionary Guards to finance a war in Central America, breaking the law and squandering what trust remained reposed in it. More grievously, it missed the fatal weakness of its main enemy.

Put to Call Ratio—The ratio of open interest of a stock’s put options volume to the call options volume. The information can provide some valuable insight as to how

Clear and persuasive copywriting. Classic, heartfelt storytelling that speaks to people’s everyday problems. A strong and well-communicated differentiator, so I stand out from the competition. An email list I control and regularly provide value to. Informative, insightful content that delivers value upfront while also moving people toward a sale. Long-term relationships that will continue to bear fruit for years. Authentic testimonials that help people see themselves in what I’m offering.

Remember, the real value of the interaction isn’t what you sell; it’s the insight you provide as part of the sales interaction itself.

Investor: “Great! Now, I know we talked about the fact that you want $110,000 for the house. I already mentioned that I’d be purchasing your house as an investment, and unfortunately, I just can’t afford to pay that much and still be able to make a profit on the deal. But, here’s what I can do. I can either pay you $90,000 in cash for the property or I can pay you $100,000 if you’re willing to owner finance the sale. That means we would complete the sale in ten days, but you would wait six months to collect your $100,000. Which of those options would you prefer?” At this point, if you’ve done a good job of selecting your offer prices (e.g., you weren’t too generous), there is a good chance the seller isn’t going to accept either of those offers without some additional negotiation. The good news is that we’ve gotten the seller to implicitly agree to all the other terms and contingencies in the contract. Not only that, but we’ve now given the seller two options for the sale price, and his response to your final question (“Which of those options would you prefer?”) will give insight into which direction the negotiation goes.

The petition site bundles your name, email, and the insight about your interests (you just signed a petition about something you care about, remember?) and sells this information to data brokers, advertising agencies, subscription houses, and political campaigns.19 When you sign an online petition, the chances that you’ve just handed over your data for someone else to make money from them are higher than the chance that the intended legislative recipient of your petition will ever see it.

You’ll find them by listing benefits, attributes, insights, and truths for whatever it is you’re selling.

First-time founders mistakenly ascribe too much power to their prospects. This manifests in sharing too much information, demos, and access to yourself without getting enough in return. Don’t make this mistake. Remember, the customer has big problems that you, with your insight, team, and technology, are uniquely suited to solve. The companies you’re selling to are worried about being disrupted from below or having their direct competitors steal a march on them. They need innovation, which you represent, to surpass the competition and prevent disruption.

Well, where does that leave us with regard to social action and practice? The answer is very far away. There still remains an enormous gap between what we have to grasp in order to ground moral action, to choose a course of action on moral grounds. An enormous gap between that and what we, in fact, understand about human nature and the human needs that derive from it, and the human rights that derive from it. Big gap. So, we are left where we were, with the need to make an intuitive leap and to posit some judgment about what real, intrinsic human nature is. In a sense, you're staking your faith in what you think or hope human beings may be. Now, if you take as your faith that of, say, the classical liberal doctrine, you will conclude that there is no justification, there's no moral justification for the commissar, the central committee, or the cultural or corporate manager, or any of the others who control and coerce us on species grounds. The actual classical liberal view, which is very different from what is known with its deep innatist roots, is very subversive and radical because it challenges the existence of any form of authority and requires that it be justified, which can rarely be done. It's not too surprising, I think, that the actual ideas of the Enlightenment have been subjected to such a broad-ranging attack. They are radical and subversive because of the faith that they express in human capacity, and human rights, and human needs, and their richness. And that's a deeply upsetting view from the point of view of any institutional structure which is concerned with control and manipulation, or any of the people who operate within those institutional structures. Well, if one takes this position, the next thing to do is to make the intuitive leap and turn to the concrete substantive questions of acting as a moral agent, choosing a course of action. And here what you do is seek out structures of authority and domination. Often we don't see them, so you have to try to find them even though they're there. Once you notice them, you see them and seek them out. Ask the question as to whether they, in fact, are legitimate for some contingent reason, say, self-defense or whatever argument is put forth. And if they fail that test, as they almost invariably do, to move forward to dismantle them, which means solidarity, organization, and so on. That's a hard task. But there are achievements. There are real achievements. For most of human history, for example, literal human slavery was considered legitimate. In fact, considered quite praiseworthy. It was for the benefit of these depraved creatures who shouldn't be left on their own. It's only a little tiny period of human history where this is considered a total obscenity. And the fact that it is considered a total obscenity is an achievement. In the 18th century, it was pointed out that wage slavery is fundamentally not very different from slavery. If people are compelled to rent themselves in order to survive, it's not very different than selling yourself in order to survive. That's an insight that has yet to be recovered, but it's a valid one. And, in fact, notice that it grows from these same conceptions of human nature. But, at least, literal human slavery would no longer be justified by, I suppose, almost anyone. That's an achievement. It's a moral achievement. It's a moral advance. Just in our own lifetimes, the questions of the legitimacy of sexist oppression have come to the fore. It's not like anybody noticed before, but there's been a sustained and committed effort to bring them to consciousness. And it's not long ago, anybody my age will know, that it's not long ago they just didn't see it, notice it. It was just part of the background. Now, at least you see it. The problems are there, but it's a moral advance that the problems are recognized to be there. There's some effort to come to terms with them.

Violence is a big animal and many people who have seen only a part of it are more than willing to sell you their expertise. Does someone who has been in a few bar brawls really know any more about violence than the guy who grabbed the elephant’s ear knows about elephants? Bar brawling experience is real and it is exactly what it is, but it won’t help you or even provide much insight into military operations or rape survival.

The Random Book Club is an offshoot of the shop which I set up a few years ago when business was sore and the future looked bleak. For £59 a year subscribers receive a book a month, but they have no say over what genre of book they receive, and quality control is entirely down to me. I am extremely judicious in what I choose to put in the box from which the RBC books are parcelled and sent. Since subscribers are clearly inveterate readers, I always take care to pick books that I think anyone who loves reading for its own sake would enjoy. There is nothing that would require too much technical expertise to understand: a mix of fiction and non-fiction, with the weight slightly towards non-fiction, and some poetry. Among the books going out later this month are a copy of Clive James’s Other Passports, Lawrence Durrell’s Prospero’s Cell, Iris Murdoch’s biography of Sartre, Neville Shute’s A Town Like Alice, and a book called 100+ Principles of Genetics. All the books are in good condition, none is ex-library, and some – several of them each year – are hundreds of years old. I estimate that if the members decided to sell the books on eBay, they would more than make their money back. There is a forum on the web site, but nobody uses it, which gives me an insight into the type of person who is attracted to the idea – they don’t like clubs where they have to interact with other people. Perhaps that is why I came up with the idea in the first place – it is a sort of Groucho Marx approach to clubs. There are about 150 members and, apart from a minimal amount of advertising in the Literary Review, the only marketing I do is to have a web site and Facebook page, neither of which I have updated for some time. Word of mouth seems to have been the best way of marketing it. It has saved me from financial embarrassment during a very difficult time in the book trade.

What the data tells us is that for non–decision makers, loyalty is much less about discovering needs they already know, and much more about teaching them something they don’t know, for example, something new about how to compete more effectively in their world. Customers will repay you with loyalty when you teach them something they value, not just sell them something they need. Remember, it’s not just the products and services you sell, it’s the insight you deliver as part of the sales interaction itself.

Falko Rheinberg, a German researcher, studied teachers demonstrating the fixed and growth mindsets. The achievements level of fixed mindset teachers remained unchanged. But under the direction of a growth mindset teacher, both low- and high-achieving students excelled by the end of the year.

With the right mindset and the right teaching, people are capable of much more than expected. A teacher with a growth mindset asks: How can I teach the students? and What is the best method for them to learn?  The potential for success with this approach was proven with Jaime Escalante, a teacher who taught calculus to inner-city Hispanic students.

leadership. The CEOs made inquiries and questioned the status quo. Accepting failure and charting a path to correct it is the telltale sign of a true leader at the helm of a prosperous enterprise.

there are countless reasons to adopt and practice a growth mindset instead of a fixed mindset, and such development is not only hugely desirable, it is within our grasp in all areas of our lives.

Praise should be given for the process of learning, not for the grade. Children should be taught to learn from failure and to correct it in the future. Do not judge or punish.

Choose your words carefully and use constructive criticism with your children.

5.  Stop labeling your children. Refrain from saying, “Julie is the smart one and Frank is the artist.” Remember the negative consequences. Use a growth-mindset approach.

A fixed mindset is defined as a limiting belief that hinders performance and asserts that personality, ability and talent levels are permanent. In contrast, a growth mindset offers unlimited potential.

Many of the most accomplished people of our era were considered by experts to have no future…How can we know where effort and time will take someone?

In 1930 I made a sale that not only gave Lily Tulip Cup Company a big boost in volume but also gave me an insight into a new direction for paper cup distribution. I was selling our little pleated “souffle” cups to the Walgreen Drug Company, a Chicago firm that was just starting a period of tremendous expansion. They used these cups for serving sauces at their soda fountains. Observing the traffic at these soda fountains at noon, I perceived what I considered to be a golden opportunity. If they had our new Lily Tulip cups, they could sell malts and soft drinks “to go” to the overflow crowds.

If you’re spending too much time behind the laptop, it means you’re short one salesman! Spreadsheets also fail to take into account all the sweat and effort it takes to sell a case, as well as the unpleasant surprises that inevitably happen, such as the customer who doesn’t pay (see lesson two), the railroad car full of tea that gets frozen in North Dakota, the broken boiler at the bottling plant, the upside down labels ... you get the idea.

I unexpectedly also learned about interviewing people, managing older people with more experience, building a team, selling/pitching, explaining technology to laymen—the list of knowledge and skills I had unintentionally picked up is huge and extends beyond this. For

The worldview of a people, though normally left unspoken in the daily business of buying and selling and counting shekels, is to be found in a culture’s stories, myths, and rituals, which, if studied aright, inevitably yield insight into the deepest concerns of a people by unveiling the invisible fears and desires inscribed on human hearts.

We have heard the stories: Duke Ellington would say, “I merely took the energy it takes to pout and wrote some blues.” 5 Tennessee Williams felt that “apparent failure” motivated him. He said it “sends me back to my typewriter that very night, before the reviews are out. I am more compelled to get back to work than if I had a success.” Many have heard that Thomas Edison told his assistant, incredulous at the inventor’s perseverance through jillions of aborted attempts to create an incandescent light bulb, “I have not failed, I’ve just found 10,000 ways that won’t work.” 6 “Only one look is enough. Hardly one copy would sell here. Hardly one. Hardly one. Many thanks . . .” read part of the rejection letter that Gertrude Stein received from a publisher in 1912.7 Sorting through dross, artists, entrepreneurs, and innovators have learned to transform askew strivings. The telegraph, the device that underlies the communications revolution, was invented by a painter, Samuel F. B. Morse, who turned the stretcher bars from what he felt was a failed picture into the first telegraph device. The 1930s RKO screen-test response “Can’t sing. Can’t act. Balding. Can dance a little” was in reference to Fred Astaire. We hear more stories from commencement speakers—from J. K. Rowling to Steve Jobs to Oprah Winfrey—who move past bromides to tell the audience of the uncommon means through which they came to live to the heights of their capacity. Yet the anecdotes of advantages gleaned from moments of potential failure are often considered cliché or insights applicable to some, not lived out by all.

Becoming aware of what you are doing and how others perceive you will provide you with instant insight for making changes where necessary.

The Art of Communication shares insights to help you communicate with a higher awareness and focused intention and meet people on their level to increase clarity and understanding.

Stay humble and customer-focused. No matter what business you are in, you are serving your customers. You differentiate yourself by how well you satisfy, and keep satisfying, your customers’ needs. Don’t become so enamored with your idea or product that you believe it will “sell itself.” There is always a better widget waiting in the wings. What will make your ideas successful is your personal ability to convince customers that you stand behind what you are selling.

Kepribadian yang rendah hati dan menyenangkan merupakan hal unik yang ditemukan pada diri seorang sales sukses. Kepribadian lainnya yang penting dimiliki seorang sales adalah jiwa melayani, bekerja dengan tulus, dapat dipercaya, dan dapat diandalkan sehingga pelanggan nyaman untuk terus berhubungan.

Questions to ask when analyzing a business Business - How does the company make money? - Does it seem like it should be a good business? Is it competitive? Do suppliers have too much power? Do customers value the product? Are there substitutes? - Without looking at financials, how does the company seem like it has done against competitors in its industry in terms of executing on its vision? - What reputation does the management team have? Do they seem honest? Straightforward? Valuation - What is the company's P/E multiple? Is it high or low for its industry? For the overall market right now? Why might the stock be trading at this valuation? - What is the company's free-cash flow yield? Is this a relevant metric given the stage the company is in? How does it compare to similar companies? - Is the company growing faster or more slowly than other companies with similar multiples? - Based on the number alone, does the company seem to have a rich valuation or a cheap valuation? Why might this be the case? Financials - What has been the trajectory of revenue growth over the past ten years? Why? What is it expected to do in the future? - How has the company's industry been growing? Is the company gaining or losing share in its industry? - What is the company’s level of profit margins? How does it compare to other companies in its industry? - How have margins varied over the past ten years? Why? - What percentage  of the company's costs are fixed costs versus variable costs? - What is the company's historical return on capital? Why is it high/low? What does this say about the quality of the business? - What is the trend in returns on capital? Why? What does this say about the returns the company will have to make on its future investments? - What is the company's dividend policy? Why? If they are paying no dividend or a small dividend, is there a danger that the company's management will waste shareholder's money? Technical - How have the company's shares performed against the overall market and its industry over the past twelve months? - What seems to be driving this under/over performance? - What key news events are likely to impact the stock in the future? - Do mutual funds and other large institutional investors seem to be buying or selling the shares? Sentiment and Expectations - What are the consensus earnings estimates for the next quarter and year? Do they seem aggressive or conservative? - Does consensus opinion seem overly bullish or bearish about the company's future prospects? - What insight do you have that the market might be missing that will cause the shares to appreciate?

In the past year, a book and a study were published that gave me insight into finding a better way. The study was “Anatomy of the Referral” by Julie Littlechild.5 In her survey of clients of financial advisors, she discovered that practically everyone who answered the question indicated that they were responding to the need of a friend. And, essentially, no one reported that it was because their advisor asked for it. This proved to me that asking is not the natural way referrals happen. The book was The Referral Engine, by John Jantsch.6 In it, Jantsch lays out how referrals happen, why we refer, and a host of ideas on how to stimulate referrals. With these ideas in hand, I did a lot more research on strategies that proved effective in attracting referrals. I incorporated these ideas into my work with financial advisors. The book you are holding is the product of what I have learned and what I have helped advisors to put into action. In her studies “The Economics of Loyalty” and “Anatomy of the Referral,” Julie Littlechild demonstrates that receiving referrals from clients has little statistical relationship to how or how often clients are asked. There is simply no clear straight line between asking clients for referrals the way we have been traditionally trained to do it and the best referrals you actually receive. In her survey of more than 1,000 clients who use financial advisors, one of the questions Littlechild asked was, “What were the circumstances of the last referral you gave to your advisor?

In the past year, a book and a study were published that gave me insight into finding a better way. The study was “Anatomy of the Referral” by Julie Littlechild.5 In her survey of clients of financial advisors, she discovered that practically everyone who answered the question indicated that they were responding to the need of a friend. And, essentially, no one reported that it was because their advisor asked for it. This proved to me that asking is not the natural way referrals happen. The book was The Referral Engine, by John Jantsch.6 In it, Jantsch lays out how referrals happen, why we refer, and a host of ideas on how to stimulate referrals. With these ideas in hand, I did a lot more research on strategies that proved effective in attracting referrals. I incorporated these ideas into my work with financial advisors. The book you are holding is the product of what I have learned and what I have helped advisors to put into action. In her studies “The Economics of Loyalty” and “Anatomy of the Referral,” Julie Littlechild demonstrates that receiving referrals from clients has little statistical relationship to how or how often clients are asked. There is simply no clear straight line between asking clients for referrals the way we have been traditionally trained to do it and the best referrals you actually receive.

Introduction Are you eager to discover the world of crypto currency buying and selling on Paxful however uncertain the way to steady a demonstrated account safely? Fear not, as we delve into the intricacies of purchasing a verified Paxful account with self assurance and peace of mind. Learn the way to navigate thru the system correctly, making sure a unbroken revel in that aligns together with your goals and safeguards your investments. Welcome to a comprehensive guide that promises to equip you with the knowledge and strategies important to buy a confirmed Paxful account securely. Discover precious insights on studying reliable sellers, verifying account authenticity, and implementing robust security measures. Embark on this enlightening adventure closer to economic empowerment inside the virtual age. If you want to more information just contact now. 24 Hours Reply/Contact ✅Telegram: @usbestsoft ✅E-mail: usbestsoft24h@gmail.com Understanding the Importance of a Verified Paxful Account. Having a proven Paxful account is paramount in ensuring a steady and dependable buying and selling experience. A demonstrated account now not handiest enhances your credibility as a purchaser or seller but additionally protects you from capability scams and fraudulent sports. By verifying your account, you show a dedication to transparency and trustworthiness inside the Paxful network. A established Paxful account opens up a myriad of opportunities for seamless transactions and establishes a robust basis for constructing lengthy-term relationships with other users. It offers you access to superior capabilities, inclusive of better transaction limits and precedence customer service, making your trading enjoy at the platform more green and fun. Embracing the importance of verification signifies your dedication to upholding ethical practices and contributing definitely to the Paxful surroundings. Researching Reputable Sellers Researching Reputable Sellers: Embarking on the journey of purchasing a confirmed Paxful account starts offevolved with diligent studies into official dealers. Look for individuals with a track document of a hit transactions and wonderful remarks from other shoppers. It is vital to peruse dealer profiles very well, analysing their verification reputation, change volume, and response time to inquiries. Furthermore, delve into community boards and evaluations to accumulate insights on the seller's recognition and reliability. Engaging in due diligence with the aid of scrutinizing past transactions can provide treasured information about their trustworthiness. Remember, making an investment time in discovering reputable dealers no longer handiest ensures a safe transaction however also establishes a foundation of agree with and self assurance in your Paxful account buy adventure. Verifying the Authenticity of a Paxful Account To verify the authenticity of a Paxful account, it is vital to behaviour thorough studies and analysis. Start by means of inspecting the account's records, which include its registration date and hobby stage. Look for any inconsistencies or pink flags that may imply a fraudulent account. Additionally, test if the account has completed any a success trades and has positive feedback from other users. Furthermore, it's miles essential to verify the identity of the account holder. Request evidence of identification files, such as a government-issued ID or passport, to ensure they in shape the statistics provided at the account. Be wary of money owed that refuse to provide such documentation or showcase evasive conduct whilst asked for verification info. Lastly, utilize Paxful's security functions to enhance the verification procedure. Enable -element authentication and set up protection inquiries to upload an additional layer of protection for your transactions. By thoroughly verifying the authenticity of a Paxful account, you can mitigate a

Introduction Embarking on the adventure to purchase a validated Bybit account may be a daunting undertaking inside the global of cryptocurrency buying and selling. As investors searching for secure and dependable avenues to get right of entry to Bybit’s platform, the hunt for authenticity and protection becomes paramount. In this specified guide, we are able to get to the bottom of the complexities of buying demonstrated Bybit bills safely and easily, equipping you with the understanding and techniques necessary to navigate this method with confidence. Readers can anticipate a comprehensive exploration of key issues when buying a verified Bybit account, from identifying professional dealers to safeguarding personal records. By delving into the intricacies of account verification and security measures, we goal to empower you in making knowledgeable decisions that defend your funding and make certain a unbroken buying and selling experience. Join us on this enlightening adventure toward obtaining a demonstrated Bybit account effortlessly even as prioritizing protection and peace of mind. If you want to more information just contact now. 24 Hours Reply/Contact ✅Telegram: @usbestsoft ✅E-mail: usbestsoft24h@gmail.com Understanding the importance of a proven Bybit account Understanding the significance of a validated Bybit account is paramount within the global of cryptocurrency buying and selling. A proven account no longer simplest instills self belief in your transactions but also guarantees compliance with regulatory requirements. It signifies a dedication to transparency and security, putting the muse for a trustworthy partnership among you and Bybit.By having a validated Bybit account, you advantage access to advanced capabilities and blessings that enhance your buying and selling revel in. Verification enables higher withdrawal limits, priority customer support, and eligibility for exceptional promotions or rewards. It units you aside as a serious dealer who values integrity and responsibility in their economic endeavors. Furthermore, a established Bybit account serves as a protect towards capacity dangers such as unauthorized get admission to or fraudulent sports. By completing the verification technique diligently, you are actively safeguarding your assets and private information from malicious threats. Embracing the importance of verification underscores your determination to fostering a secure and dependable environment within the cryptocurrency network. Researching legit sellers and structures Researching reputable sellers and structures: In the tremendous realm of cryptocurrency transactions, pinpointing honest dealers and platforms is comparable to coming across a gem amidst a sea of pebbles. Scrutinize online forums, critiques, and social media channels to glean insights from the community approximately their stories. Seek out set up sellers with positive feedback and a obvious track document in facilitating stable Bybit account transactions. Delve into the virtual footprints of capability dealers, analyzing their on-line presence for authenticity and professionalism. Look for accreditation or partnerships that lend credibility to their operations. Opt for systems that prioritize customer pride and offer strong assist mechanisms. Remember, diligence in research may be the beacon that guides you accurately thru the labyrinth of account acquisition in the cryptocurrency domain Verifying the legitimacy of a Bybit account When verifying the legitimacy of a Bybit account, it's far vital to scrutinize the account info meticulously. Check for any inconsistencies or irregularities within the account information furnished by using the seller. Look for verification badges or seals that indicate the authenticity of the account. Additionally, look at the buying and selling records and interest to make certain it aligns with standard patterns. To further validat

Insightful questions build credibility and deepen relationships.

In other words, the difference in expertise between theologians and “average” believers is small — not nearly as great as the difference in expertise between professional evolutionists and science-friendly laypeople. The difference between theologians and believers is not their differential acquaintance with the truth about God, but the greater acquaintance of theologians with the history of theology.People like Hart, despite their intelligence, have no more handle on the nature of God than do Joe and Sally in the street. Theologians are, as we all know, simply confecting things about God, and then selling them using fancy words and their academic credentials. Let Hart give us one bit of evidence that he has greater insight into God than, say, Rick Warren, and then I’ll pay attention to what he has to say. Otherwise, I see Hart as retreating to the Last Redoubt of the Theologian: the definition of God as something that is immune to all disproof—and thus subject to Hitchens’ Razor: “what can be asserted without evidence can be dismissed without evidence." The 'Best Arguments for God's Existence' Are Actually Terrible (New Republic, Jan. 16, 2014)

A management team brought in by George to restructure Lucasfilm seemed concerned mostly with cash flow, and as time went on, they became openly skeptical that our division would ever attract a buyer. This team was headed by two men with the same first name, whom Alvy and I nicknamed “the Dweebs” because they didn’t understand a thing about the business we were in. Those two guys threw around management consulting terms (they loved to tout their “corporate intuition” and constantly urged us to make “strategic alliances”), but they didn’t seem at all insightful about how to make us attractive to buyers or about which buyers to pursue. At one point, they called us into an office, sat us down, and said that to cut costs, we should lay off all our employees until after our division was sold—at which point we could discuss rehiring them. In addition to the emotional toll we knew this would take, what bugged us about this suggestion was that our real selling point—the thing that had attracted potential suitors thus far—was the talent we’d gathered. Without that, we had nothing. So, when our two like-minded overlords demanded a list of names of people to lay off, Alvy and I gave them two: his and mine.

There's a value in that space - rent, overhead, staffing costs, etc. - that has to be paid back by a certain number of inventory turns per month. In other words, the onesies and twosies waste space. However, when that space doesn't cost anything, suddenly you can look at those infrequent sellers again, and they begin to have value. This was the insight that led to Amazon, Netflix, and all the other companies I was talking to.

Management and the Liberal Arts Management is a liberal art. Management is what tradition used to call a liberal art—“liberal” because it deals with the fundamentals of knowledge, self-knowledge, wisdom, and leadership; “art” because it deals with practice and application. Managers draw upon all of the knowledges and insights of the humanities and social sciences—on psychology and philosophy, on economics and history, on the physical sciences and ethics. But they have to focus this knowledge on effectiveness and results—on healing a sick patient, teaching a student, building a bridge, designing and selling a “user-friendly” software program.   ACTION POINT: What is your plan to develop yourself in the humanities and social sciences? Develop such a plan today. The New Realities

Selling is an emotional experience shrouded by an intellectual process. On

I suggest that you approach each call with the goal of being interested rather than trying to be interesting. You aren’t calling to sell something or be the bearer of profound news or insight. You are just touching base and asking good questions. This

A few years ago, a team that sells products to large media companies invited me to help them as a consultant because they were concerned that their engineers were not working hard enough. However, the fault was not in the engineers; it was in the process the whole company was using to make decisions. They had customers but did not know them very well. They were deluged with feature requests from customers, the internal sales team, and the business leadership. Every new insight became an emergency that had to be addressed immediately. As a result, long-term projects were hampered by constant interruptions. Even worse, the team had no clear sense of whether any of the changes they were making mattered to customers. Despite the constant tuning and tweaking, the business results were consistently mediocre.

Seduction takes both sensitivity and insight. Seduction is about listening to customers and understanding their feelings, wants, needs, and motives. It’s understanding what people desperately want to hear about themselves and telling them just that.

Dr. Aaron Beck in the 1960s. He realized that such children’s beliefs were the issue, rather than the actual events being discussed.

Sometimes you will come up against an obstacle that is just too big. If you fight fire with more fire, you’ll lose. Sometimes we just have to admit

List your ten favorite comedians and humorists, and search for jokes, tweets, or quotes by each of these individuals. After you amass twenty jokes, identify the subject or target of the joke, and explain why you think the joke is funny. This exercise will help you become aware of the format of successful jokes and provide you with insight into your own comedic preferences. Collect ten to fifteen cartoons or comics. As you did with the jokes, identify the target of the humor and describe why the cartoon is funny to you. You may find it helpful to continue building a file of jokes and cartoons that appeal to you. In addition to building a joke and cartoon file, you’ll need to find new material to use as the building blocks for your humor writing. Most professional humor writers begin each day by reading a newspaper, watching news on TV, and/or surfing the Internet for incidents and situations that might provide joke material. As you read this book and complete the exercises at the end of each chapter, form a daily habit of recording odd and funny news events. Everyday life is the main source for humor, so you need to keep some type of personal humor journal. To facilitate psychoanalysis, Sigmund Freud had patients complete a dream diary, and he encouraged them to associate freely during therapy. To be a successful writer and to tap into the full potential of your comic persona, you should follow an analogous approach. Record everyday events, ideas, or observations that you find funny, and do your journaling without any form of censorship. The items you list are not intended to be funny, but to serve as starting points for writing humor.

Too often, Buyer Profiles are nothing more than an attractive way to display obvious or demographic data. Defining markets based on demographics—data such as a person's age, income, marital status, and education—is the legacy of 60 years of selling to the mass market.

Derivatives spread the damage throughout the world. In March 2009, when the S&P 500 had fallen 57 percent from its peak, I could not tell whether to buy stocks or to sell what I had. Either decision might have been a disaster. If we continued into a major worldwide depression, buying more would be costly. In the other scenario, the one that occurred, this was the bottom, and stocks rebounded over 70 percent in less than a year. Warren Buffett, who had better information and insight than almost anyone, later told The Wall Street Journal’s Scott Patterson that at one point he was looking into the abyss and considering the possibility that everything could go down, even Berkshire Hathaway. It was only when the US government indicated it would do whatever was necessary to bail out the financial system that he realized we were saved.

Data sources All these components give you feedback and insight into how best to configure your campaigns, although the data sources are often spread around in different places and sometimes difficult to find and interpret. Campaign types Search & Partner Dynamic Search Display Network Remarketing & Dynamic Remarketing Google Shopping for eCommerce Google Merchant Center Data feeds Google Shopping Campaigns Device selection PC / Tablets Mobiles & Smartphones Location Targets & Exclusions Country Metro State City Custom and Radius Daily Budgets Manual CPC Enhanced CPC Flexible Bidding strategies Conversion Optimizer (CPA) Return on Ad Spend (ROAS) Conversion Tracking Setup and configuration Transaction-Specific Conversion Tracking Offline Conversion import Phone call tracking - website call conversions Conversion Rates Conversion Costs Conversion Values Ad Groups Default Bids Keyword Themes Ads Ad Messaging & Demographics Creative Text & Formatting Images* Display Ad Builder* Ad Preview and Diagnosis Account, Campaign and Ad Group Ad Extensions Sitelinks Locations Calls Reviews Apps Callouts Ad Rotation & Frequency Capping Rotate Optimise for Clicks Optimise for Conversions Keywords Bids Broad Modified Broad Phrase Exact Destination urls Keyword Diagnosis User Search Queries Keyword Opportunities Negative Keywords & Match Types Shared Library Shared Budgets* Automated Rules Flexible Bid Strategies Audiences & Exclusions* Campaign Negative Keywords Display Campaign Placement Exclusions* NEW! Business Data and Ad Customizers Advanced Delivery Methods Standard Accelerated Impression Share Lost IS (Budget) Lost IS (Rank) Search Funnels Assisted Impressions & Clicks Assisted Conversions Segmentation Analysis Device performance Network performance Top vs Other position performance Dimension Analysis Days & Times Shopping Geographic User Locations & Distance Search Terms Automatic Placements* Call Details (Call Extensions) Tools Change history Keyword Planner* Display Planner* Opportunities* Scheduling & Day Parting Automated Rules Competitor Ad Auction Insights Reporting* AdWords Campaign Experiments* Browser Languages* *indicates an item not covered in this version of the book

Prescriptive sellers like these sell with conviction. They provide clear, insightful recommendations to their customers and in many ways are able to create intoxicating certainty around the buying process. They bring the future to their customers and make it easy for them to buy.

Six Simple Listening Tips Here are six simple tips for not only practicing good listening in your customer conversations but also for creating a high-impact customer experience by showing them that you’re engaged. 1. Don’t speak: This is easy to say but sometimes hard to do. You simply cannot listen if you’re speaking or poised on the edge of interrupting the other person. So what should you do? Just shut up and pay attention to what your customer is saying. 2. Make eye contact: Since a majority of our communication is non-verbal, looking at a person is one of the best ways to clearly demonstrate focus and attention. Even when you’re on a video call, customers can often tell (by the way your eyes dart around) if you’re looking at them on the screen or if you are distracted. Keep that gaze locked! (But a nice, friendly gaze… not a creepy one.) 3. Use visual/auditory cues: Smiling, nodding, and appearing pensive are all great ways to communicate understanding and acknowledgment. Even small auditory cues like the occasional “yes” or “uh-huh” can show your customer that you’re following along. 4. Write things down: Writing things down not only helps you remember key pieces of information later on, but it also demonstrates to the customer that you’re interested enough in their insights to memorialize them in writing. But what if they can’t see you taking notes, for example, on a phone or video call? No problem. Just tell them you are! After your customer finishes telling you something, simply pause for a moment and say “I’m just writing this down” to produce the same effect. 5. Recap: Nothing illustrates great attention to detail like repeating back or summarizing the insights the customer shared with you. This is especially powerful when the insights were shared earlier in the conversation. For extra impact, quote them directly using their exact words, prefaced by the phrase “What I heard you say was… ” Echoing someone’s exact words is a powerful and scientifically proven persuasive technique (we’ll be exploring this tactic in more detail as it relates to handling customer objections in chapter 7). 6. Ask good follow-up questions: When a customer answers your question, resist the temptation to say, “That’s great” or “Awesome!” and then move on to the next question. Asking killer follow-up questions like “Tell me more about that,” “Can you give me an example?” or “How long has that been going on?” is a great way to demonstrate your interest in the customer’s perspective and leave the call with high-impact insights. In fact, when it comes to addressing customer objections, a study by Gong.io found that top performers ask follow-up questions 54 percent of the time, versus 31 percent for average performers.6

This suspicion [selling out] often rubs up against another tendency in Black America: the habit of celebrating any promotion by a fellow Black as a sign of collective advancement.