Sales Conversion Quotes

And that’s what is so insidious about talk. Anyone can talk about himself or herself. Even a child knows how to gossip and chatter. Most people are decent at hype and sales. So what is scarce and rare? Silence. The ability to deliberately keep yourself out of the conversation and subsist without its validation. Silence is the respite of the confident and the strong.

If I were alone with my clone, and we were enjoying each others' solitude, I'd have finally have met a man with whom I could hold a conversation consisting entirely of the repetitive response, "Yes, I agree!

Chivalry, stimulating conversations, everything is said to be a lost art nowadays. But nothing is a lost art, unless it’s a sunken statue—in a river of lava.

If you catch me talking in my sleep, your conversation bored me.

Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. —Dale Carnegie

There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.

Always enter the conversation already occurring in the customer's mind.

what sets the best suppliers apart is not the quality of their products, but the value of their insight—new ideas to help customers either make money or save money in ways they didn’t even know were possible.

The intelligent investor realizes that stocks become more risky, not less, as their prices rise—and less risky, not more, as their prices fall. The intelligent investor dreads a bull market, since it makes stocks more costly to buy. And conversely (so long as you keep enough cash on hand to meet your spending needs), you should welcome a bear market, since it puts stocks back on sale. 8

mediocrity is like a broke uncle. Once he moves into your house, it is nearly impossible to get him to leave.

Customer conversion is dependent on the right customer conversation

If body language is 90% of a conversation, then obviously what’s being said is only half as important as what’s not being said. And what are you saying? I can’t hear you when my back is turned.

Here is the brutal reality. If you don't have a plan, you will become a part of someone else's plan. You can either take control of your life or someone else will use you to enhance theirs. It's your choice.

There is a lot in life that is difficult, and there is no getting around that. Good conversation will not take away the shock of death or heal the sting of heartbreak. But isolation and stigma will inevitably make that pain so much worse.

But what if customers truly don’t know what they need? What if customers’ single greatest need—ironically—is to figure out exactly what they need?

Just as you can’t be an effective teacher if you’re not going to push your students, you can’t be an effective Challenger if you’re not going to push your customers.

Increased Response Rates (think clicks) Increased Conversion (think sales) Premium Prices (think charging a lot of money).

The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day. The implication of the 30-Day Rule is simple. Miss a day of prospecting and it will tend to bite you sometime in the next 90 days. Miss a week and you will feel it in your commission check. Miss the entire month and you will tank your pipeline, fall into a slump, and wake up 90 days later desperate, feeling like a loser, with no clue how you ended up there.

Marketing is not about looking good or getting likes or gaining more followers. Marketing is about getting your product to market or getting your service to market. If your marketing efforts aren't converting to sales, then your marketing efforts are failing.

Put it all together and you get: “What’s currently costing our customers more money than they realize, that only we can help them fix?” The answer to that question is the heart and soul of your Commercial Teaching pitch.

I was in the shower the other day and I noticed on the back of the shampoo bottle it said, "Avoid contact with eyes. In case of eye contact, flush with water." and I thought, "Avoid eye contact? What do you think I do, talk to shampoo bottles? And even if I did converse with soap, am I not worthy to look at the bottle while I talk to it, that I have to purge myself with water after gazing upon it?

Law of the Universe: Nothing happens until something moves. Law of Business: Nothing happens until someone sells something. —Jeb Blount

The enduring mantra of the fanatical prospector is: One more call.

If you want to make more money by closing online leads, you have to pick up the damn phone. If you have more usernames and passwords than customers you are doing it wrong.

A real salesman knows how to engage Anyone Anywhere Anytime in a sensible conversation.

customer loyalty survey—specifically, that 53 percent of B2B customer loyalty is a product of how you sell, not what you sell.

You gotta be smart with AdSpend. Ultimately it's about conversion to sales. And your AdSpend needs to have a healthy ROI based on that conversion to sales.

If everyone’s saying they offer the “leading solution,” what’s the customer to think? We can tell you what their response will be: “Great—give me 10 percent off.

The fact is, if you are having a hard time getting appointments, getting to decision makers, getting information, or closing the deal, 9 out of 10 times it is because you are not asking.

customers aren’t looking for reps to anticipate, or “discover,” needs they already know they have, but rather to teach them about opportunities to make or save money that they didn’t even know were possible.

It is no different in sales. Elite salespeople, like elite athletes, track everything. You will never reach peak performance until you know your numbers and use those numbers to make directional corrections.

Overcoming doesn't work. There is a universal law of human behavior: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their heels in and resist you.

We’ve worked with a number of companies similar to yours, and we’ve found that these three challenges come up again and again as by far the most troubling. Is that what you’re seeing too, or would you add something else to the list?

Nothing requires a higher level of emotional control than asking for something and subsequently dealing with objections. This leads us again to the single most important lesson in this book: In every sales conversation, the person who exerts the greatest amount of emotional control has the highest probability of getting the outcome they desire. You must first gain control of your emotions before you can influence the emotions of other people. Getting past no in all its various forms, begins and ends with emotional control.

If you think that the gospel is all about what we can do, that the practice of it is optional, and that conversion is simply something that anyone can choose at any time, then I'm concerned that you'll think of evangelism as nothing more than a sales job where the prospect is to be won over to sign on the dotted line by praying a prayer, followed by an assurance that he is the proud owner of salvation.

Do not arrive as an interruption or disruption, attempting to divert your reader's attention from the object it is focused on, fighting to interest him in something different from what he is already, at this moment, interested in. Instead, align yourself with the subjects already possessing his attention, the matters already garnering his interest, the self-talk conversation already occurring in his mind, and the conversations he is already having around the water-cooler at work or at the kitchen table at home with peers, friends, and family.

The idea that you’ll instantly move needles because you’ve never tried to move them until now is, well, delusional. Sometimes you get lucky and things are as easy as you had imagined, but that’s rarely the case. Most conversion work, most business-development work, most sales work is a grind —a lot of effort for a little movement. You pile those little movements into a big one eventually, but that fruit is way up at the top of the tree.

In 2019, I advised a large global B2B company to ban the job title ‘salesperson’, to stop using the term ‘sales’ and replace it with a ‘partnerships’ team. More people responded to their emails, and their sales rose by 31 per cent. As I suspected, a job title with the word ‘sales’ in it, primes the people you contact to believe you’re going to pester them to buy something they don’t want – conversely, the framing of the word ‘partner’ suggests the person is on your team.

Here's the truth, simply stated...bookstores are suffering from a serious crisis of falling sales. Don't believe a single zero of all those editions claimed to be 100,000! 40,000!...even 400 copies! just for the suckers! Alack!...Alas!...only love and romance...and even then!...manage to keep selling...and a few murder mysteries...

There’s something else about this list that really jumps out. Take another look at the top five attributes listed there—the key characteristics defining a world-class sales experience: Rep offers unique and valuable perspectives on the market. Rep helps me navigate alternatives. Rep provides ongoing advice or consultation. Rep helps me avoid potential land mines. Rep educates me on new issues and outcomes. Each of these attributes speaks directly to an urgent need of the customer not to buy something, but to learn something. They’re looking to suppliers to help them identify new opportunities to cut costs, increase revenue, penetrate new markets, and mitigate risk in ways they themselves have not yet recognized. Essentially this is the customer—or 5,000 of them at least, all over the world—saying rather emphatically, “Stop wasting my time. Challenge me. Teach me something new.

I make conversation like I make love to myself—I let my hands do all the talking.

Without further adieu, this is the best question ever to use to open calls: “Did I catch you at a bad time?” Conversationally, it might

A word-of-mouth conversation by a new customer leads to an almost $200 increase in restaurant sales.

The pinnacle of every conversation is coming to the point.

During conversation, I have no problem making eye contact—with myself in the mirror. Or with my clone, if he’s not rolling his eyes because he knows what I’m going to say.

If I’m having a conversation with my clone, am I having an interior dialogue externally?

Challengers aren’t so much world-class investigators as they are world-class teachers.

it’s also about helping member companies generate the sort of “social demand” they need in order to avoid the perception that the training is just another top-down mandate.

Effective delegation begins with effective communication.

The students tend to stick close to campus. There is nothing for them to do in Blacksmith proper, no natural haunt or attraction. They have their own food, movies, music, theater, sports, conversation and sex. This is a town of dry cleaning shops and opticians. Photos of looming Victorian homes decorate the windows of real estate firms. These pictures have not changed in years. The homes are sold or gone or stand in other towns in other states. This is a town of tag sales and yard sales, the failed possessions arrayed in driveways and tended by kids.

I remember you – thirty percent off boardshorts,” he said, smirking slightly. I couldn’t believe he remembered that. It had been weeks ago. “They’re down to fifty percent off now,” I said. “If you want a deal, there are still some left.” I wanted to smack myself in the head. I could not believe I was flirting by talking about a sale at work. I was a conversational moron.

Not ​everything is a priority, and in some cases, this means that there are tasks that may not get done. That's okay. Keep the pipe full and get the deals closed and no one will ever remember.

Time blocking is transformational for salespeople. It changes everything. When you get disciplined at blocking your time and concentrating your power, you see a massive and profound impact on your productivity. You become incredibly efficient when you block your day into short chunks of time for specific activities. You get more accomplished in a shorter time with far better results.

People like Ruby Sales, who remains committed to engaging what she names “the culture of whiteness,” always have my undying respect. In 1965, when a white man, Jonathan Daniels, knocked her down thus taking a shotgun blast meant for her, fired by another white man, Tom Coleman, she says she stood between the best and the worst our democracy has to offer. The murkiness as we exist alongside each other calls us forward. I don’t want to forget that I am here; at any given moment we are, each of us, next to any other capable of both the best and the worst our democracy has to offer.

Identify your unique benefits. Develop commercial insight that challenges customers’ thinking. Package commercial insight in compelling messages that “lead to.” Equip reps to challenge customers.

I thought I should call a matchmaker. For me, this seemed like a radical step. It never occurred to me to hire a matchmaker when I was younger because I always believed I'd meet a man on my own. He'd be sitting next to me on an airplane, waiting in line behind me at the dry cleaner, working in the same office attending the same party, hanging out at the same coffeehouse. It seemed ridiculous now, when I thought about the odds of this happening. After all, we don't subject other important aspects of out lives to pure chance. When you want to get a job you don't just hang out in the lobbies of office buildings, hoping an employer will strike up a conversation with you. When you want to buy a house, you don't walk aimlessly from neighborhood to neighborhood on your own, hoping to spot a house that happens to be for sale, matches your personal taste and contains the appropriate number of bedrooms and bathrooms. That's too random. If that's your only method of house hunting, you might end up homeless. So you hire a real estate broker to show you the potential homes that meet your needs. By the same token, why not hire a matchmaker to show you potential partners?

you teach without tailoring, you come off as irrelevant. If you tailor but don’t teach, you risk sounding like every other supplier. If you take control but offer no value, you risk being simply annoying.

And it feels very similar to rushing a sorority; the planned conversation with the more important sorority sisters, always pretty, usually white, who've already gone through a list of photos and have their favorites pegged and the answers to their questions preloaded. "Oh, no way! You were a cheerleader, too?! So was I! You'll fit in so well in our house!" Meanwhile, we, of source, knew she was a cheerleader because we spent days studying the rushee's photos and applications, and we already knew which ones we'd be attacking. And here I am, in my mid-thirties, re-creating the same behavior to sell a similar promise of a different sisterhood.

Hey I'm Lloyd and I help entrepreneurs tap into the abundance and lifestyle freedom and internet marketers increase leads and conversions through efficient sales funnels, pay per click and strategic internet marketing ideas.

Dwayne Hoover, incidentally, had an unusually large penis, and didn’t even know it. The few women he had had anything to do with weren’t sufficiently experienced to know whether he was average or not. The world average was five and seven-eighths inches long, and one and one-half inches in diameter when engorged with blood. Dwayne’s was seven inches long and two and one-eighth inches in diameter when engorged with blood. Dwayne’s son Bunny had a penis that was exactly average. Kilgore Trout had a penis seven inches long, but only one and one-quarter inches in diameter... Harry LeSabre, Dwayne’s sales manager, had a penis five inches long and two and one-eighth inches in diameter. Cyprian Ukwende, the black physician from Nigeria, had a penis six and seven-eighths inches long and one and three-quarters inches in diameter. Don Breedlove, the gas-conversion unit installer who raped Patty Keene, had a penis five and seven-eighths inches long and one and seven-eighths inches in diameter. Patty Keene had thirty-four-inch hips, a twenty-six-inch waist, and a thirty-four-inch bosom. Dwayne’s late wife had thirty-six-inch hips, a twenty-eight-inch waist, and a thirty-eight-inch bosom when he married her. She had thirty- nine-inch hips, a thirty-one-inch waist, and a thirty-eight-inch bosom when she ate Dr‚no. His mistress and secretary, Francine Pefko, had thirty-seven-inch hips, a thirty-inch waist, and a thirty-nine-inch bosom. His stepmother at the time of her death had thirty-four-inch hips, a twenty-four-inch waist, and a thirty-three-inch bosom.

Content without continuity and connection will leave you with fewer conversions, sales, and engagement. Stop trying to create something to go viral. Start building an authentic connection rooted in endurance and engagement.

Most people are decent at hype and sales. So what is scarce and rare? Silence. The ability to deliberately keep yourself out of the conversation and subsist without its validation. Silence is the respite of the confident and the strong.

The intelligent investor dreads a bull market, since it makes stocks more costly to buy. And conversely (so long as you keep enough cash on hand to meet your spending needs), you should welcome a bear market, since it puts stocks back on sale.

I've been invited to events at a number of private clubs over the years. Luncheons and Dinners in exclusive spaces. Award ceremonies at the Country Club. Boasts of "...since 1890." Bland chicken. Dull conversation. People pay a lot of money to be bored.

There are billions of conversations happening every second, and it’s too bad I can’t listen to more than about half of them at one time. Most are just he said she said chatter, and I want to tell them to go sip on gossip and leave the coffee talk for me to chug.

Seal the Deal Tip: When you deliver information the way the other person wants to receive it, you increase your conversion rates. Notice if someone is talking in short, concise bullet points – then deliver information the same way and watch your conversions soar.

Instead of trying to shake 20 hands, get 30 business cards and add 40 people to your LinkedIn, consider taking the time with authentic introductions and conversations that are grounded in connection over racing to see how quickly they can find a new conversion or sale.

Whether it is in a sales situation, love at first sight, a husband and wife having an important conversation, a parent disciplining a child, or a teacher instructing her students, eye contact is a powerful body language for enriching engagement, focus, and communication.

In other words, the consensus sale isn’t something you should be fighting—it’s something you should be actively pursuing. You can’t just elevate the conversation and cut everyone else out because it’s exactly that team input that the decision maker values most when it comes to loyalty.

Conversion of sales Queries is never based on the questions they raise, higher conversion is based on keeping the answer closest to the client’s expectations. Cost is one of the factors, but the winning touch is understanding the vision behind the question and keeping the answer as close as possible.

Last year, I was conversing by e-mail with an acquaintance who was investigating the black market in cadaver parts. She came into possession of a sales list for a company that provides organs and tissues for research. On the list was “vagina with clitoris.” She did not believe that there could be a legitimate research purpose for cadaver genitalia. She assumed the researcher had procured the part to have sex with it. I replied that physiologists and people who study sexual dysfunction still have plenty to learn about female arousal and orgasm, and that I could, with little trouble, imagine someone needing such a thing. Besides, I said to this woman, if the guy wanted to nail the thing, do you honestly think he’d have bothered with the clitoris?

Manifest in this trade (commercial sale of indulgences via bankers) at the same time was a pernicious tendency in the Roman Catholic system, for the trade in indulgences was not an excess or an abuse but the direct consequence of the nomistic degradation of the gospel. That the Reformation started with Luther’s protest against this traffic in indulgences proves its religious origin and evangelical character. At issue here was nothing less than the essential character of the gospel, the core of Christianity, the nature of true piety. And Luther was the man who, guided by experience in the life of his own soul, again made people understand the original and true meaning of the gospel of Christ. Like the “righteousness of God,” so the term “penitence” had been for him one of the most bitter words of Holy Scripture. But when from Romans 1:17 he learned to know a “righteousness by faith,” he also learned “the true manner of penitence.” He then understood that the repentance demanded in Matthew 4:17 had nothing to do with the works of satisfaction required in the Roman institution of confession, but consisted in “a change of mind in true interior contrition” and with all its benefits was itself a fruit of grace. In the first seven of his ninety-five theses and further in his sermon on “Indulgences and Grace” (February 1518), the sermon on “Penitence” (March 1518), and the sermon on the “Sacrament of Penance” (1519), he set forth this meaning of repentance or conversion and developed the glorious thought that the most important part of penitence consists not in private confession (which cannot be found in Scripture) nor in satisfaction (for God forgives sins freely) but in true sorrow over sin, in a solemn resolve to bear the cross of Christ, in a new life, and in the word of absolution, that is, the word of the grace of God in Christ. The penitent arrives at forgiveness of sins, not by making amends (satisfaction) and priestly absolution, but by trusting the word of God, by believing in God’s grace. It is not the sacrament but faith that justifies. In that way Luther came to again put sin and grace in the center of the Christian doctrine of salvation. The forgiveness of sins, that is, justification, does not depend on repentance, which always remains incomplete, but rests in God’s promise and becomes ours by faith alone.

One of the most effective ways to unload nonsales activity is to just say no. You don't have to take on or do everything that others bring to you. Whenever someone brings a task to you that has the potential to derail your Golden Hours and it is not mission critical—say no. This won't be easy. However, if you consistently create reasonable boundaries, it won't take long for others to get the message.

There are certain things that you have to be British, or at least older than me, or possibly both, to appreciate: skiffle music, salt-cellars with a single hole, Marmite (an edible yeast extract with the visual properties of an industrial lubricant), Gracie Fields singing “Sally,” George Formby doing anything, jumble sales, making sandwiches from bread you’ve sliced yourself, really milky tea, boiled cabbage, the belief that household wiring is an interesting topic for conversation, steam trains, toast made under a gas grill, thinking that going to choose wallpaper with your mate constitutes a reasonably fun day out, wine made out of something other than grapes, unheated bedrooms and bathrooms, erecting windbreaks on a beach (why, pray, are you there if you need a windbreak?), and cricket. There may be one or two others that don’t occur to me at the moment.

One of our recent studies revealed that while all reps start their sales efforts by mapping out stakeholders within the customer organization, core performers then move to what would seem like the logical next step—understanding needs and mapping solutions against those needs. But high performers do something very different. They extend this part of the sales process by digging into these individual stakeholders’ varying goals and biases, as well as business and personal objectives.

If You Only Track Five Metrics… Track as many of these as you can in your sales force automation system’s dashboards: New leads created per month (also, from what source). Conversion rate of leads to opportunities. Number of, and pipeline dollar value of, qualified opportunities created per month. This is the most important leading indicator of revenue! Conversion rates of opportunities to closed deals. Booked revenues in three categories: New Business, Add-On Business, Renewal Business.

But then Simon & Schuster wants in; then Penguin Random House, too, then Amazon (nobody in their right mind goes with Amazon, Brett assures me; they’re here just to drive price up), and then all the smaller, prestigious independent houses that somehow still exist. We go to auction. The number keeps going up. They’re talking about payment schedules, earn-out bonuses, world rights versus North American rights, audio rights, all these things that weren’t even part of the conversation for my debut sale.

Your level of audacity affects how well they perceive your idea.   Audacity in asking means that you ask for what you actually want. When you are in the heat of the conversation, and things are getting real, and the yes and no affects your bank account, you will sometimes feel a temptation to be safe, rather than... sorry.   What a bullshit phrase, by the way. I’d rather die in the pursuit of my peak potential, than live forever in a mediocre, average way.” Excerpt From: “Unlimited Influence: Sell Any Idea One On One.

To get a sense of what I mean by evangelism as the practice of hospitality, visit your local church. Don’t go upstairs, to the sanctuary, go downstairs to that room in the basement with the linoleum tile and the coffee urn. That’s where the AA and NA meetings are held. At its best, Alcoholics Anonymous embodies evangelism as hospitality. They offer an invitation, not a sales pitch. They offer testimony — personal stories — instead of a marketing scheme. They are, in fact and in practice, a bunch of beggars offering other beggars the good news of where they found bread. At its worst, AA sometimes slips into the evangelism-as-sales model. You may have found yourself at some point having a beer when some newly sober 12-step disciple begins lecturing you that this is evidence that you have a problem. He will try to sell you the idea that you are a beggar so he can sell you some bread. The ensuing conversation is tense, awkward and pointless — the precise qualities of the similar conversation you may have had with an evangelical Christian coworker who was reluctantly but dutifully inflicting on you a sales pitch for evangelical Christianity.

Publishing a book, Watching its ways Force me to look At a screen for days "Be still, be still", My heart screams for life But I must check its sales, It's reviews, its likes. Another Instagram poet Who's dying And doesn't know it, Untying an underlying Knot of desire To be liked and admired For people to love what transpires From my mind, but I'm tired Of the social machine Producing my insecurity Hoping someone will follow me And like all my poetry From this point forth, find me nowhere, Socially unseen, Just on the back porch, without a care And without a screen

Why do prospects lie—consciously or subconsciously? One of the most cogent explanations I've heard comes from Seth Godin.1 He says that prospects lie because salespeople have trained them to, and “because they're afraid.” They have learned that when they tell the truth, “the salesperson responds by questioning the judgment of the prospect. In exchange for telling the truth, the prospect is disrespected. Of course we [prospects] don't tell the truth—if we do, we're often bullied or berated or made to feel dumb. Is it any surprise that it's easier to just avoid the conflict altogether?”​

before he went back to helping the boy. Missing from the Warrior tent were Kalona and Aurox. For obvious reasons, Thanatos had decided the Tulsa community wasn’t ready to meet either of them. I agreed with her. I wasn’t ready for … I mentally shook myself. No, I wasn’t going to think about the Aurox/Heath situation now. Instead I turned my attention to the second of the big tents. Lenobia was there, keeping a sharp eye on the people who clustered like buzzing bees around Mujaji and the big Percheron mare, Bonnie. Travis was with her. Travis was always with her, which made my heart feel good. It was awesome to see Lenobia in love. The Horse Mistress was like a bright, shining beacon of joy, and with all the Darkness I’d seen lately, that was rain in my desert. “Oh, for shit’s sake, where did I put my wine? Has anyone seen my Queenies cup? As the bumpkin reminded me, my parents are here somewhere, and I’m going to need fortification by the time they circle around and find me.” Aphrodite was muttering and pawing through the boxes of unsold cookies, searching for the big purple plastic cup I’d seen her drinking from earlier. “You have wine in that Queenies to go cup?” Stevie Rae was shaking her head at Aphrodite. “And you’ve been drinkin’ it through a straw?” Shaunee joined Stevie Rae in a head shake. “Isn’t that nasty?” “Desperate times call for desperate measures,” Aphrodite quipped. “There are too many nuns lurking around to drink openly without hearing a boring lecture.” Aphrodite cut her eyes to the right of us where Street Cats had set up a half-moon display of cages filled with adoptable cats and bins of catnip-filled toys for sale. The Street Cats had their own miniature version of the silver and white tents, and I could see Damien sitting inside busily handling the cash register, but except for him, running every aspect of the feline area were the habit-wearing Benedictine nuns who had made Street Cats their own. One of the nuns looked my way and I waved and grinned at the Abbess. Sister Mary Angela waved back before returning to the conversation she was having with a family who were obviously falling in love with a cute white cat that looked like a giant cottonball. “Aphrodite, the nuns are cool,” I reminded her. “And they look too busy to pay any attention to you,” Stevie Rae said. “Imagine that—you may not be the center of everyone’s attention,” Shaylin said with mock surprise. Stevie Rae covered her giggle with a cough. Before Aphrodite could say something hateful, Grandma limped up to us. Other than the limp and being pale, Grandma looked healthy and happy. It had only been a little over a week since Neferet had kidnapped and tried to kill her, but she’d recovered with amazing quickness. Thanatos had told us that was because she was in unusually good shape for a woman of her age. I knew it was because of something else—something we both shared—a special bond with a goddess who believed in giving her children free choice, along with gifting them with special abilities. Grandma was beloved of the Great Mother,

If, when you say whiskey, you mean the devil’s brew, the poison scourge, the bloody monster that defiles innocence, yea, literally takes the bread from the mouths of little children; if you mean the evil drink that topples the Christian man and woman from the pinnacles of righteous, gracious living into the bottomless pit of degredation and despair, shame and helplessness and hopelessness, then certainly I am against it with all my power. But if, when you say whiskey, you mean the oil of conversation, the philosophic wine, the stuff that is consumed when good fellows get together, that puts a song in their hearts and laughter on their lips and the warm glow of contentment in their eyes; if you mean Christmas cheer; if you mean the stimulating drink that puts the spring in the old gentleman’s step on a frosty morning; if you mean the drink that enables a man to magnify his joy, and his happiness and to forget, if only for a little while, life’s great tragedies and heartbreaks and sorrows, if you mean that drink, the sale of which pours into our treasuries untold millions of dollars, which are used to provide tender care for our little children, our blind, our deaf, our dumb, our pitiful aged and infirm, to build highways, hospitals, and schools, then certainly I am in favor of it.

In actuality, silence is strength—particularly early on in any journey. As the philosopher (and as it happens, a hater of newspapers and their chatter) Kierkegaard warned, “Mere gossip anticipates real talk, and to express what is still in thought weakens action by forestalling it.” And that’s what is so insidious about talk. Anyone can talk about himself or herself. Even a child knows how to gossip and chatter. Most people are decent at hype and sales. So what is scarce and rare? Silence. The ability to deliberately keep yourself out of the conversation and subsist without its validation. Silence is the respite of the confident and the strong.

Awkward conversations. They’re the heart of the drug trade. The driving force that keeps criminals out of jail is paranoia. You can think you know people, but the truth is, you never know who they’re talking to. The life of an outlaw: Around every corner lies a cop. In every basement waits a bust. Every friend is the guy who sells you out to keep his own ass out of jail. Sure, it was rare, but you just never knew. The result was a series of shorthand and euphemisms so obscure even the pros often weren’t sure what they were talking about. Sales became pickups. Pot, ganja, bud, or weed became lettuce, green, happy, herb, smoke... the list went on, and changed from dealer to dealer.

After the speech Jobs hung around on the edge of the stage chatting with students. He watched Powell leave, then come back and stand at the edge of the crowd, then leave again. He bolted out after her, brushing past the dean, who was trying to grab him for a conversation. After catching up with her in the parking lot, he said, “Excuse me, wasn’t there something about a raffle you won, that I’m supposed to take you to dinner?” She laughed. “How about Saturday?” he asked. She agreed and wrote down her number. Jobs headed to his car to drive up to the Thomas Fogarty winery in the Santa Cruz mountains above Woodside, where the NeXT education sales group was holding a dinner. But he suddenly stopped and turned around.

Dost thou renounce Satan, and all his Angels, and all his works, and all his services, and all his pride?" ... The first act of the Christian life is a renunciation, a challenge. No one can be Christ's until he has, first, faced evil, and then become ready to fight it. How far is this spirit from the way in which we often proclaim, or to use a more modern term, "sell" Christianity today! ... How could we then speak of "fight" when the very set-up of our churches must, by definition, convey the idea of softness, comfort, peace? ... One does not see very well where and how "fight" would fit into the weekly bulletin of a suburban parish, among all kings of counseling sessions, bake sales, and "young adult" get-togethers. ... "Dost thou unite thyself unto Christ?

You’re an idiot,” Preston says. “Excuse me?” “You’re an idiot, sir?” he tries again. “Just tell me how much she likes Dave, Preston. I don’t have time for this girly bullshit.” Jesus fuck, am I going to have to resort to getting girl advice from my gay assistant? What the hell has my life come to? Sandra has turned everything upside down. “She doesn’t like Dave. She likes you. She’s had a crush on you forever and I’m totally breaking girl code telling you any of this.” “Then why the hell is she spending the weekend with Dave?” I ask, ignoring his girl code. “But you know Sandy’s a nice girl. She doesn’t know what to make of a guy who fucks her in his office but never asks her to dinner,” Preston continues. Apparently girl code is over. “Women are complex creatures, Gabe. They think it means something when a man takes his sweet-ass time asking her on a date. They think it means you’re just interested in the sex.” He narrows his eyes at me. “Obviously that’s not the case here, as based on the way you look at that girl it’s clear you’re already half in love with her.” I really am getting girl advice from my gay assistant “Since you know everything, care to tell me where she went with Dave?” “Marissa’s wedding.” “Who the hell is Marissa?” “Hello? She works here? In sales?” I shrug. Still no idea who he’s talking about. “You know, if you’d taken me up on my suggestion about briefing you on company gossip during Whisper Wednesdays you wouldn’t be so behind right now.” I’m going to kill him before this conversation is over

But if, when you say whiskey, you mean the oil of conversation, the philosophic wine, the stuff that is consumed when good fellows get together, that puts a song in their hearts and laughter on their lips and the warm glow of contentment in their eyes; if you mean Christmas cheer; if you mean the stimulating drink that puts the spring in the old gentleman’s step on a frosty morning; if you mean the drink that enables a man to magnify his joy, and his happiness and to forget, if only for a little while, life’s great tragedies and heartbreaks and sorrows, if you mean that drink, the sale of which pours into our treasuries untold millions of dollars, which are used to provide tender care for our little children, our blind, our deaf, our dumb, our pitiful aged and infirm, to build highways, hospitals, and schools, then certainly I am in favor of it.

While advertising was once used primarily to create a sale or enhance an image, it must now be used to create awareness about Web content. • While SEO was at one time primarily a function of optimizing a Web site, it must now be a function of optimizing brand assets across social media. • While lead generation used to consist of broadcasting messages, it must now rely heavily on being found in the right place at the right time. • While lead conversion in the past often consisted of multiple sales calls to supply information, it must now supplement Web information gathering with value delivery. • While referrals used to be a simple matter of passing a name, they now rely heavily on an organization’s online reputation, ratings, and reviews. • While physical store location has always mattered, online location for the local business has become a life-and-death matter.

One can hardly fault China for seizing on a great bargain, but for Zambia, the auctioning off of its most lucrative economic resources at fire-sale prices constituted another big stroke of bad national luck. Copper prices were still depressed and the government’s state of near bankruptcy at the time meant that Zambia had little negotiating power. Edith Nawakwi, who was the Zambian finance minister at the time of the sale, said that the country was pressured by its more traditional partners to accept this pittance. “We were told by advisers, who included the International Monetary Fund and the World Bank, that … for the next twenty years, Zambian copper would not make a profit. [Conversely, if we privatized] we would be able to access debt relief, and this was a huge carrot in front of us—like waving medicine in front of a dying woman. We had no option [but to go ahead].” The

The Air Force has always had more money than sales resistance, and they bought a one-year program (probably for something in the order of a hundred or a hundred and fifty thousand dollars) and in June of 1961 Hawkins and Summers punched the “start” button and the machine started to shuffle IBM cards. And to print out structures that looked like road maps of a disaster area, since if the compounds depicted could even have been synthesized, they would have, infallibly, detonated instantly and violently. The machine’s prize contribution to the cause of science was the structure, to which it confidently attributed a specific impulse of 363.7 seconds, precisely to the tenth of a second, yet. The Air Force, appalled, cut the program off after a year, belatedly realizing that they could have got the same structure from any experienced propellant man (me, for instance) during half an hour’s conversation, and at a total cost of five dollars or so. (For drinks. I would have been afraid even to draw the structure without at least five Martinis under my belt.)

As the other startups do at the end of their presentations, Shen offers to the batch the expertise of his team's members: "Kalvin and Randy are developers," he says, and as for himself, he knows how to stay motivated in the face of rejection. "I've gotten rejected thirty days in a row," he says, a reference to his putting himself through "Rejection Therapy," in which one must make unreasonable requests so that one is rejected by a different person, at least once, every single day- inuring one to the pain of rejection. (One example of Shen's first bid to be rejected: he asked a flight attendant if he could move up to first class for free. In another case, he saw an attractive woman on the train and decided he would ask her for her phone number, and when she would turn him down, he would have fulfilled the day's required quota of rejection. He sat near her, fell into a conversation, and when they got off the train and he asked for her number, she said, "Sure." He categorized this as "Failed Rejection.") "So if you need to get pumped up for your sales calls, talk to me. p121

Suddenly there was someone banging on the sliding glass door behind me; at this stage it was a contest of wills and I refused to even turn around and look. Then he was back banging on the front door. I finally excused myself from the conversation and went to the door to get rid of this guy. He was a passing motorist trying to tell me that the shrubs along my backyard wall were in flames! Suddenly this guy was elevated in status from annoying pest to welcome guest! Clearly, he was on my side: “Get the hose going — I'll call the fire department!” Together we kept the burning shrubbery from setting my whole house on fire. How did he go from pest to welcome guest so quickly? Because he had something to tell me that I instantly recognized as of urgent importance and of great value and benefit to me. In case you had illusions to the contrary, no one is sitting around hoping and praying that he will receive your sales letter. When it arrives, it is most likely an unwelcome pest. How do you earn your welcome as a guest? By immediately saying something that is recognized by the recipient as important and valuable and beneficial.

He shook hands. With greening faces, with eyes full of sparks, his two friends leaned upon their canes. One had on a crushed bowler (why?)... Both were weary. Both knew that what was approaching was the end. Both had spent the day in their offices and when they interrupted their work with an indiscreet nod, when they turned the conversation toward that end, both broke in "Lord, we have strayed from our business." And ever deeper sunk their eyes, a deathly shadow was descending. The words of his friends had been bought with blood, but they were stolen. Someone, listening, recorded them on a phonograph and thousands of cylinders began to twang. A new enterprise opened, on sale a bronze throat, a screaming cavity; an experienced mechanic installed the throat phonograph. The purchased throat squealed day and night and his friends grew exhausted and one day he said to them both "Lord, I am going." He grinned. And they grinned: they understood everything. Now they stood on the platform, stood with him and saw him off. Someone long and dark with the face of an ox, shoulders crooked as a sorrowful cemetery cross and wrapped up in a frock-coat, swept into the coach. And then the bell rang, and then they waved their bowlers; three wooden arms swung in the air. ("Adam")

Liturgy gathers the holy community as it reads the Holy Scriptures into the sweeping tidal rhythms of the church year in which the story of Jesus and the Christian makes its rounds century after century, the large and easy interior rhythms of a year that moves from birth, life, death, resurrection, on to spirit, obedience, faith, and blessing. Without liturgy we lose the rhythms and end up tangled in the jerky, ill-timed, and insensitive interruptions of public-relations campaigns, school openings and closings, sales days, tax deadlines, inventory and elections. Advent is buried under 'shopping days before Christmas.' The joyful disciplines of Lent are exchanged for the anxious penitentials of filling out income tax forms. Liturgy keeps us in touch with the story as it defines and shapes our beginnings and ends our living and dying, our rebirths and blessing in this Holy Spirit, text-formed community visible and invisible. When Holy Scripture is embraced liturgically, we become aware that a lot is going on all at once, a lot of different people are doing a lot of different things. The community is on its feet, at work for God, listening and responding to the Holy Scriptures. The holy community, in the process of being formed by the Holy Scriptures, is watching, listening to God's revelation taking shape before an din them as they follow Jesus, each person playing his or her part in the Spirit.

The mythical ‘butterfly effect’ does exist, but we don’t spend enough time butterfly hunting. Here are some recent butterfly effect discoveries, from my own experience: A website adds a single extra option to its checkout procedure – and increases sales by $300m per year. An airline changes the way in which flights are presented – and sells £8m more of premium seating per year. A software company makes a seemingly inconsequential change to call-centre procedure – and retains business worth several million pounds. A publisher adds four trivial words to a call-centre script – and doubles the rate of conversion to sales. A fast-food outlet increases sales of a product by putting the price . . . up. All these disproportionate successes were, to an economist, entirely illogical. All of them worked. And all of them, apart from the first, were produced by a division of my advertising agency, Ogilvy, which I founded to look for counter-intuitive solutions to problems. We discovered that problems almost always have a plethora of seemingly irrational solutions waiting to be discovered, but that nobody is looking for them; everyone is too preoccupied with logic to look anywhere else. We also found, rather annoyingly, that the success of this approach did not always guarantee repeat business; it is difficult for a company, or indeed a government, to request a budget for the pursuit of such magical solutions, because a business case has to look logical.

I am excited to report that I may have gotten a job as an elevator attendant. It's a three-flight elevator, and my primary objective is to push one of three buttons, 1,2, or 3. I know, it seems complicated, but I am sure I am intellectually mature enough to handle it. I feel confident that I have this job because the owner of the elevator operating company, Mr. Pushkin, of Pushkin Push-button Services, shook my hand, winked at me, examined my index finger for button-pushing capabilities and then licked my armpit. It was very flattering. Since he is obviously a man who is continually rising in the elevator world, I asked him for some life advice. And do you know what he told me? He leaned in close so that his blue eyes were about two inches from my face, and then he leaned around to my ear and whispered, “Some men never leave the ground floor, and some men rise to the top. Still other men, like myself, enable these penthouse executives to reach the pinnacle of their company. But I never carry on conversation in an elevator, or at a urinal, and I’d never install a urinal on an elevator, for fear that men would be more inclined to converse freely as they traveled and emptied their bladder.” And without hesitation I replied, “Mr. Pushkin, I never shake a man’s hand after he just got done pissing, or shake my penis more than three times after pissing, but I am certain that I could operate an elevator equipped with a urinal. I know how to keep both my mouth and my pants zipped shut.” That’s when he glanced down and noticed that my fly was down. I was so embarrassed until he reached his hand down to my crotch and zipped me up as he winked and said, “It happens to the best of us.” And that’s when I noticed that not only was his fly unzipped, but his penis had been hanging out the whole time he’d been talking to me.

Oil “Soviet Russia cannot survive without Baku’s oil,” told comrade Vladimir Lenin. One of the plans was to drain the Caspian Sea: “Is it possible? Can you drain the Caspian Sea?” said the powerful Stalin. It was more an order than a question.” (- Angelika Regossi, “Russian Colonial Food”. Chapter: Azerbaijan - Oil Country). Mafia “With his wife Victoria, they reigned here for nineteen years. This period Georgians called ironically the Victorian Era, and his wife got the name Queen Victoria. Victoria created the system when all was for sale: state documents ten times the price; 5,000 roubles to enter the Communist party; 50,000 for the judge job, … “ (- Angelika Regossi, “Russian Colonial Food”. Chapter: Gruzia - Where Soviet Mafia Was Born). Smoking “Smoking breaks in the USSR were long and often—and became an official excuse not to work, causing huge damage to the already failing state economy. But on the other hand, with zero unemployment and prison terms, if you are not on a payroll, the state could not provide enough work for everybody. People had to show up every day in the workplace. Boredom from nothing-to-do turned into massive laziness and Soviet workers spent long hours in the smoke rooms. For some, it was a place to relax, for others, to provoke a frank conversation—because … Well, let’s talk about it later.” (- Angelika Regossi, “Russian Colonial Food”. Chapter: Litva - Friends and Rebels). God “The bus was driving slowly, just forty km an hour on the slippery winter road. Outside was a spectacular view of the Caucasus mountains. Here and there appeared churches: nearby and far away, but always on the top of the hill: “Closer to God, as high as possible,” crossed His mind. The bus stopped with a creaking sound, and He slowly got off: “For me, Khor Virap Monastery will be the resting place: from the Soviet life … from the communist lies … I shall spend here the rest of my life. And from here … I shall go to eternity …” these were His last thoughts before He entered the monastery gate. He was dead tired from all that happened, walking uphill closer to God.” (- Angelika Regossi, “Russian Colonial Food”. Chapter: Armenia - Road in the First Christian State).

the ten thousand things To study the self is to forget the self. To forget the self is to be enlightened by the ten thousand things. – Eihei Dogen If one is very fortunate indeed, one comes upon – or is found by – the teachings that match one’s disposition and the teachers or mentors whose expression strikes to the heart while teasing the knots from the mind. The Miriam Louisa character came with a tendency towards contrariness and scepticism, which is probably why she gravitated to teachers who displayed like qualities. It was always evident to me that the ‘blink’ required in order to meet life in its naked suchness was not something to be gained in time. Rather, it was clear that it was something to do with understanding what sabotages this direct engagement. So my teachers were those who deconstructed the spiritual search – and with it the seeker – inviting one to “see for oneself.” I realised early on that I wouldn’t find any help within traditional spiritual institutions since their version of awakening is usually a project in time. Anyway, I’m not a joiner by nature. I set out on my via negativa at an early age, trying on all kinds of philosophies and practices with enthusiasm and casting them aside –neti neti – equally enthusiastically. Chögyam Trungpa wised me up to “spiritual materialism” in the 70s; Alan Watts followed on, pointing out that whatever is being experienced is none other than ‘IT’ – the unarguable aliveness that one IS. By then I was perfectly primed for the questions put by Jiddu Krishnamurti – “Is there a thinker separate from thought?” “Is there an observer separate from the observed?” “Can consciousness be separated from its content?” It was while teaching at Brockwood Park that I also had the good fortune to engage with David Bohm in formal dialogues as well as private conversations. (About which I have written elsewhere.) Krishnamurti and Bohm were seminal teachers for me; I also loved the unique style of deconstruction offered by Nisargadatta Maharaj. As it happened though, it took just one tiny paragraph from Wei Wu Wei to land in my brain at exactly the right time for the irreversible ‘blink’ to occur. I mention this rather august lineage because it explains why the writing of Robert Saltzman strikes not just a chord but an entire symphonic movement for me. We are peers; we were probably reading the same books by Watts and Krishnamurti at the same time during the 70s and 80s. Reading his book, The Ten Thousand Things, is, for me, like feeling my way across a tapestry exquisitely woven from the threads of my own life. I’m not sure that I can adequately express my wonderment and appreciation… The candor, lucidity and lack of jargon in Robert’s writing are deeply refreshing. I also relish his way with words. He knows how to write. He also knows how to take astonishingly fine photographs, and these are featured throughout the book. It’s been said that this book will become a classic, which is a pretty good achievement for someone who isn’t claiming to be a teacher and has nothing to gain by its sale. (The book sells for the production price.) He is not peddling enlightenment. He is simply sharing how it feels to be free from all the spiritual fantasies that obscure our seamless engagement with this miraculous thing called life, right now.