Sales Objection Quotes

I'm asexual, though occasionally I'm attracted to inanimate objects. Mainly tube-shaped objects.

Anything disguised as anything is chameleon. A ghost disguised as an unobservable and invisible object is a great example. Still, that’s easier to see than the love my ex wife had for me.

As long as human labor power, and, consequently, life itself, remain articles of sale and purchase, of exploitation and robbery, the principle of the “sacredness of human life” remains a shameful lie, uttered with the object of keeping the oppressed slaves in their chains.

Objects seen in dreams should be manufactured and put on sale.

The growing sensitivity of people to any sort of open and frank discussion of important issues is no service to civilisation, let alone law and order. I wrote a play about a man who happened to be a salesman, and several organisations of sales people flew to arms. Now it is the lawyers. If I am to back away from these objections you must surely see that I shall be forced to write about people with no occupation whatever.

Capitalism, far from affording "privileges" to the middle classes, tends to degrade them more abjectly than any other stratum in society. The system deploys its capacity for abundance to bring the petty bourgeois into complicity with his own oppression—first by turning him into a commodity, into an object for sale in the marketplace; next by assimilating his very wants to the commodity nexus. Tyrannized as he is by every vicissitude of bourgeois society, the whole personality of the petty bourgeois vibrates with insecurity. His soporifics—commodities and more commodities—are his very poison. In this sense there is nothing more oppressive than "privilege" today, for the deepest recesses of the "privileged" man's psyche are fair game for exploitation and domination.

The essence of Relationship Selling is when we convert a customer into a client and the seller gains the status of a supplier. It is really a process of forming a business partnership, where each partner not only transacts business but is interdependent in a mutually beneficial relationship, with a common growth objective. Sales can be:    B2B (Business to Business)  B2C (Business to Consumer)  Direct or indirect selling

This was probably rooted in a belief that had been inculcated to him from the get-go: that there was an objective reality, which all people worth talking to could observe and understand, and that there was no point in arguing about anything that could be so observed and so understood. As long as you made a point of hanging out exclusively with people who had the wit to see and to understand that objective reality, you didn’t have to waste a lot of time talking. When a thunderstorm was headed your way across the prairie, you took the washing down from the line and closed the windows. It wasn’t necessary to have a meeting about it. The sales force didn’t need to get involved.

We are no longer the subjects of value realization. Nor are we, as some have insisted, the “product” of Google’s sales. Instead, we are the objects from which raw materials are extracted and expropriated for Google’s prediction factories. Predictions about our behavior are Google’s products, and they are sold to its actual customers but not to us. We are the means to others’ ends.

What he wasn't so good at was manipulating the internal states of other humans, getting them to see things his way, do things for him. His baseline attitude toward other humans wass that they could all just go fuck themselves and that he was not going to expend any effort whatsoever getting them to change the way they thought. This was probably rooted in a belief that hed been inculcated to him from the get-go: that there was an objective reality, which all people worth talking to could observe and understand, and that there was no point in arguing about anything that could be so observed and so understood.

These seven key result areas are prospecting, building rapport, identifying needs, presenting, answering objections, closing the sale, and getting resales and referrals.

They abolish the external form, they suppress the formal sales of slaves, and then they imagine and assure others that slavery is abolished. They are unwilling to see that it still exists, since people, as before, like to profit by the labor of others, and think it good and just. This being given, there will always be found beings stronger or more cunning than others to profit thereby. The same thing happens in the emancipation of woman. At bottom feminine servitude consists entirely in her assimilation with a means of pleasure. They excite woman, they give her all sorts of rights equal to those of men, but they continue to look upon her as an object of sensual desire, and thus they bring her up from infancy and in public opinion.

Opening up their sack, the children chorus, “Oh Snowman, what have we found?” They lift out the objects, hold them up as if offering them for sale: a hubcap, a piano key, a chunk of pale-green pop bottle smoothed by the ocean. A plastic BlyssPluss container, empty; a ChickieNobs Bucket O’Nubbins, ditto. A computer mouse, or the busted remains of one, with a long wiry tail.

95 percent of the time, the common objections are merely ploys on the part of the prospect, who would rather bow out of the sale gracefully than have to look the salesperson in the eye and confront them about their lack of certainty concerning the Three Tens.

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.

We founded this nation under the illusory notion of independence, that a man’s life is entirely distinct from the life of his neighbor; that the poisons in his water have no bearing on the cleanliness of his neighbor’s water; that the suffering of a laborer has no direct relationship to the purchaser of goods; that animals are objects for sale; that the health of the land is divorced from the health of the collective. We’ve turned freedom from tyranny into freedom from each other.

Focus on the objective, execute the process to get there.

Use a true story jam-packed with credibility points to sidestep objections.

Instead of trying to counter an objection, sidestep it with a story.

You have to get through: establishing trust, asking questions, providing stories, and handling objections before you share how much you charge.

You don't announce the lowest price you'd accept on an object you're trying to sell to an active buyer. That's like perfuming your asshole before you eat Taco Bell.

The clearer the objective, the better the performance.

Almost all those who have written concerning the devout life have had chiefly in view persons who have altogether quitted the world; or at any rate they have taught a manner of devotion which would lead to such total retirement. But my object is to teach those who are living in towns, at court, in their own households, and whose calling obliges them to a social life, so far as externals are concerned.

Uninspired colonizer trash, one reads. Another iteration of the white woman exploitation sob story formula: copy, paste, change the names, and voila, bestseller, reads another. And a third, which seems way too personal to be objective: What a stuck-up, obnoxious bitch. Brags too much about being a Yalie. I got this during a Kindle sale, and you can bet I made sure to get every one of the two hundred and ninety-nine cents I spent back.

Madame de Pompadour never seems to have sold any of the objects which belonged to her. They accumulated in their thousands, and filled all her many houses to overflowing; after her death Marigny was obliged to take two big houses in Paris which, as well as the Elysée and the Réservoirs, contained her goods until the sale of them began. Furniture, china, statues, pictures, books, plants, jewels, linen, silver, carriages, horses, yards and hundreds of yards of stuff, trunks full of dresses, cellars full of wine; the inventory of all this, divided into nearly three thousand lots, very few lots containing less than a dozen objects, took two lawyers more than a year to make. Few human beings since the world began can have owned so many beautiful things.

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.

There is no doubt that Hemingway has sacrificed thousands in his sales by the use of what we have come to call the ‘four letter words’ and I do not think he need have done it. The truth is that words that are objected to have a suggestive power for the reader which is quite other than that which they have to those who use them; and therefore they are not right artistically. They should have exactly that meaning and implication which they have when uttered. But they have an altogether different one when they strike unaccustomed ears and eyes.

No problem, no sale In every sale there’s a gap All sales are about change Customers don’t like change Sales are emotional Customers do like change when they feel it’s worth the cost Asking “Why?” gets customers to “Yes” Sales happen when the future state is a better state No one gives a shit about you

Good teams get their inspiration and product ideas from their vision and objectives, from observing customers' struggle, from analyzing the data customers generate from using their product, and from constantly seeking to apply new technology to solve real problems. Bad teams gather requirements from sales and customers.

Trumpeting feature benefits that may or may not be of value to your customer will not get you closer to the sale. Mentioning your place on the Fortune 500 will not get you any closer to the sale. In fact, every time you talk about yourself, you risk triggering those change-resistant, emotionally fraught thoughts and feelings in your customers.

There were some amazing items for sale: stones on which the virtuous could stumble, mirrors that increased one's own sense of importance and spectacles that diminished other people's importance. Hanging on the wall were a few other prize objects: a dagger with a curved blade for stabbing people in the back and tape recorders that recorded only gossip and lies.

I knew that my mind was a small object for sale and my feelings could pick me up and own me and maybe my husband was too expensive for feelings to choose him, to pick him up and have him rung up and scanned and bagged and taken along with those feelings, feelings of I can’t really get out of bed today and Husband, would you please not talk to me for the rest of the year.

Selling is hard to teach because it is about what exists in your head and what goes on in your whole life. The objective in sales becomes the same as that in the rest of your life, to respect others and do best for them. Then you don't have to be a salesperson about what you do. Selling becomes an activity consistent with who you are. (From Mrs. Shibata the top salesperson in Japan)

And of course he was right, but there was still something in the idea that appealed to me, of cutting apart my body piece by piece, my skin and my brain and my lips and my tongue, giving it all away until there was nothing left in me for anyone to object to. Until I was just a pathetic collection of fingernails and veins, and everyone would feel guilty for their roles in tearing me to scraps.

If you organize your life around your own wants, other people become objects for the satisfaction of your own desires. Everything is coldly instrumental. Just as a prostitute is rendered into an object for the satisfaction of orgasm, so a professional colleague is rendered into an object for the purpose of career networking, a stranger is rendered into an object for the sake of making a sale, a spouse is turned into an object for the purpose of providing you with love.

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.

A landmark 2007 report by the American Psychological Association (APA) found girls being sexualized--or treated as "objects of sexual desire... as things rather than as people with legitimate sexual feelings of their own"--in virtually every form of media, including movies, television, music videos and lyrics, video games and the Internet, advertising, cartoons, clothing, and toys. Even Dora the Explorer, once a cute, square-bodied child, got a makeover to make her look more svelte and "hot.

The majority of my reviews on Goodreads are five stars, but the one-stars are vitriolic. Uninspired colonizer trash, one reads. Another iteration of the white woman exploitation sob story formula: copy, paste, change the names, and voila, bestseller, reads another. And a third, which seems way too personal to be objective: What a stuck-up, obnoxious bitch. Brags too much about being a Yalie. I got this during a Kindle sale, and you can bet I made sure to get every one of the two hundred and ninety-nine cents I spent back.

Stepan Arkadyevitch had not chosen his political opinions or his views; these political opinions and views had come to him of themselves, just as he did not choose the shapes of his hat and coat, but simply took those that were being worn. And for him, living in a certain society—owing to the need, ordinarily developed at years of discretion, for some degree of mental activity—to have views was just as indispensable as to have a hat. If there was a reason for his preferring liberal to conservative views, which were held also by many of his circle, it arose not from his considering liberalism more rational, but from its being in closer accordance with his manner of life. The liberal party said that in Russia everything is wrong, and certainly Stepan Arkadyevitch had many debts and was decidedly short of money. The liberal party said that marriage is an institution quite out of date, and that it needs reconstruction; and family life certainly afforded Stepan Arkadyevitch little gratification, and forced him into lying and hypocrisy, which was so repulsive to his nature. The liberal party said, or rather allowed it to be understood, that religion is only a curb to keep in check the barbarous classes of the people; and Stepan Arkadyevitch could not get through even a short service without his legs aching from standing up, and could never make out what was the object of all the terrible and high-flown language about another world when life might be so very amusing in this world. And with all this, Stepan Arkadyevitch, who liked a joke, was fond of puzzling a plain man by saying that if he prided himself on his origin, he ought not to stop at Rurik and disown the first founder of his family—the monkey. And so Liberalism had become a habit of Stepan Arkadyevitch's, and he liked his newspaper, as he did his cigar after dinner, for the slight fog it diffused in his brain. He read the leading article, in which it was maintained that it was quite senseless in our day to raise an outcry that radicalism was threatening to swallow up all conservative elements, and that the government ought to take measures to crush the revolutionary hydra; that, on the contrary, "in our opinion the danger lies not in that fantastic revolutionary hydra, but in the obstinacy of traditionalism clogging progress," etc., etc. He read another article, too, a financial one, which alluded to Bentham and Mill, and dropped some innuendoes reflecting on the ministry. With his characteristic quickwittedness he caught the drift of each innuendo, divined whence it came, at whom and on what ground it was aimed, and that afforded him, as it always did, a certain satisfaction. But today that satisfaction was embittered by Matrona Philimonovna's advice and the unsatisfactory state of the household. He read, too, that Count Beist was rumored to have left for Wiesbaden, and that one need have no more gray hair, and of the sale of a light carriage, and of a young person seeking a situation; but these items of information did not give him, as usual, a quiet, ironical gratification. Having finished the paper, a second cup of coffee and a roll and butter, he got up, shaking the crumbs of the roll off his waistcoat; and, squaring his broad chest, he smiled joyously: not because there was anything particularly agreeable in his mind—the joyous smile was evoked by a good digestion.

Objections #4 and #5 (“I can wait” / “it’s too difficult”) are best addressed via Education-Based Selling. Often, your prospects haven’t fully realized they have a problem, particularly in the case of Absence Blindness (discussed later). If the business doesn’t realize it’s losing $10 million in the first place, it’s difficult to convince them that you can help. The best way to get around this is to focus your early sales efforts on making your customers smarter by teaching them what you know about their business, then helping them Visualize what their involvement would look like if they decide to proceed.

One might say that, until now, the social, cultural, and political framework for knowledge of the Gulag has not been in place. I first became aware of this problem several years ago, when walking across the Charles Bridge, a major tourist attraction in what was then newly democratic Prague. There were buskers and hustlers along the bridge, and, every fifteen feet or so someone was selling precisely what one would expect to find for sale in such a postcard-perfect spot. Paintings of appropriately pretty streets were on display, along with bargain jewelry and 'Prague' key chains. Among the bric-a-brac, one could buy Soviet military paraphernalia: caps, badges, belt buckles, and little pins, the tin Lenin and Brezhnev images that Soviet schoolchildren once pinned to their uniforms. The sight struck me as odd. Most of the people buying the Soviet paraphernalia were Americans and West Europeans. All would be sickened by the thought of wearing a swastika. None objected, however, to wearing the hammer and sickle on a T-shirt or a hat. It was a minor observation, but sometimes, it is through just such minor observations that a cultural mood is best observed. For here, the lesson could not have been clearer: while the symbol of one mass murder fills us with horror, the symbol of another mass murder makes us laugh.

Eggs appear at breakfast in a variety of forms, often as tamagoyaki. You've met this sweetened omelet at your local sushi place, where it's considered beginner sushi. In Tokyo, good tamagoyaki is an object of lust. Cut into thick blocks and served at room temperature, a creamy monolith of tamagoyaki is somehow the antithesis of American breakfast eggs. It can be made at home in a special square or rectangular frying pan, but it's also for sale in supermarkets, at depachika, and at Tsukiji fish market. Most people who aren't sushi chefs buy it. My tamagoyaki-making skills are nonexistent, but I sometimes flavor beaten eggs with soy sauce, dashi, and mirin and make an omelet to eat with rice and nori.

Is the competition really some mythical beast? No, not really. Knowing how to play your group of salespeople as a team, to overcome the group objective of winning the customers support, is the objective. The opposing team in proper viewpoint is not just the similar competing business to yours. Nor is it the competing franchises of your home office. No, in order to really be effective in the market place as a surviving business, you must go beyond that philosophy. You must be willing to expand your viewpoint to fully understand who the competition truly is. Your true competition is simply this: Anywhere that your customer would spend his or her dollars as opposed to spending them at your company or place of business.

Some have estimated that the pharmaceutical industry overall spends about twice as much on marketing and promotion as it does on research and development. Regardless of how those two figures compare to each other, the fact that they are in the same ballpark gives one pause, and this is worth mulling over in various contexts. For example, when a drug company refuses to let a developing country have affordable access to a new AIDS drug it’s because – the company says – it needs the money from sales to fund research and development on other new AIDS drugs for the future. If R&D is a fraction of the company’s outgoings, and it spends a similar amount on promotion, then this moral and practical argument doesn’t hold water quite so well. The scale of this spend is fascinating in itself, when you put it in the context of what we all expect from evidence-based medicine, which is that people will simply use the best treatment for the patient. Because when you pull away from the industry’s carefully fostered belief that this marketing activity is all completely normal, and stop thinking of drugs as being a consumer product like clothes or cosmetics, you suddenly realise that medicines marketing only exists for one reason. In medicine, brand identities are irrelevant, and there’s a factual, objective answer to whether one drug is the most likely to improve a patient’s pain, suffering and longevity. Marketing, therefore, one might argue, exists for no reason other than to pervert evidence-based decision-making in medicine.

Here are the real objections... Doesn't have the money. Has the money, but is too damn cheap to spend it. Can't get the credit needed. Can't decide on his or her own. Doesn't have authority to spend over budget, or without someone else's financial approval. Thinks (or knows) he can get a better deal elsewhere. Has something else in mind, but won't tell you. Has a friend, connection, or satisfactory relationship in the business. Does not want to change vendors. Wants to shop around. Too busy with other more important things at this time. Doesn't need (or thinks he doesn't need) your product now. Thinks (or knows) your price is too high. Doesn't like or have confidence in your product. Doesn't like, trust, or have confidence in your company. Doesn't like, trust, or have confidence in you.

Regardless of psychological gymnastics, we know what we see, and many of us learn from it. It’s a rare mover who becomes a collector of anything. Even rarer is a mover who gets hung up on the “sentimental value” of objects. After more than three thousand moves I know that everyone has almost the exact same stuff and I certainly know where it’s all going to end up. It’s going to end up in a yard sale or in a dumpster. It might take a generation, though usually not, but Aunt Tillie’s sewing machine is getting tossed. So is your high school yearbook and grandma’s needlepoint doily of the Eiffel Tower. Most people save the kids kindergarten drawings and the IKEA bookcases. After the basement and attic are full it’s off to a mini-storage to put aside more useless stuff. A decade or three down the road when the estate is settled and nobody wants to pay the storage fees anymore, off it all will go into the ether. This is not anecdotal. I know because I’m the guy who puts it all into the dumpster.

I really should simplify my existence. How much trouble is a person required to have? I mean, is it an assignment I have to carry out? It can’t be, because the only good I ever knew of was done by people when they were happy. But to tell you the truth, Kayo, since you are the kind of guy who will understand it, my pride has always been hurt by my not being able to give an account of myself and always being manipulated. Reality comes from giving an account of yourself, and that’s the worst of being helpless. Oh, I don’t mean like the swimmer on the sea or the child on the grass, which is the innocent being in the great hand of Creation, but you can’t lie down so innocent on objects made by man,” I said to him. “In the world of nature you can trust, but in the world of artifacts you must beware. There you must know, and you can’t keep so many things on your mind and be happy. ‘Look on my works ye mighty and despair!’ Well, never mind about Ozymandias now being just trunkless legs; in his day the humble had to live in his shadow, and so do we live under shadow, with acts of faith in functioning of inventions, as up in the stratosphere, down in the subway, crossing bridges, going through tunnels, rising and falling in elevators where our safety is given in keeping. Things done by man which overshadow us. And this is true also of meat on the table, heat in the pipes, print on the paper, sounds in the air, so that all matters are alike, of the same weight, of the same rank, the caldron of God’s wrath on page one and Wieboldt’s sale on page two. It is all external and the same. Well, then what makes your existence necessary, as it should be? These technical achievements which try to make you exist in their way?” Kayo said, not much surprised by this, “What you are talking about is moha—a Navajo word, and also Sanskrit, meaning opposition of the finite. It is the Bronx cheer of the conditioning forces. Love is the only answer to moha, being infinite. I mean all the forms of love, eros, agape, libido, philia, and ecstasy. They are always the same but sometimes one quality dominates and sometimes another.

Richard was, at bottom, a guy who did stuff. A farmer. A plumber. A Barney. What he wasn't so good at was manipulating the internal states of other humans, getting them to see things his way, do things for him. His baseline attitude toward other humans was that they could all just go fuck themselves and that he was not going to expend any effort whatsoever getting them to change the way they thought. This was probably rooted in the belief that had been inculcated to him from the get-go: that there was an objective reality, which all people worth talking to could observe and understand, and that there was no point in arguing about anything that could be so observed and so understood. As long as you made a point of hanging out exclusively with people who had the wit to see and to understand that objective reality, you didn't have to waste a lot of time talking. When a thunderstorm was headed your way across the prairie, you took the washing down from the line and closed the windows. It wasn't necessary to have a meeting about it. The sales force didn't need to get involved.

Insurance Adjuster Tom We have studied your case and we have decided the policy applies. That means you’re entitled to a settlement of $13,600. I see. How did you reach that figure? That’s how much we decided the car was worth. I understand, but what standard did you use to determine that amount? Do you know where I can buy a comparable car for that much? How much are you asking for? Whatever I’m entitled to under the policy. I found a secondhand car just about like it for $17,700. Adding the sales and excise tax, it would come to about $19,000. $19,000! That’s too much! I’m not asking for $19,000 or $18,000 or $20,000, but for fair compensation. Do you agree that it’s only fair I get enough to replace the car? OK, I’ll offer you $15,000. That’s the highest I can go. Company policy. How does the company figure that? Look, $15,000 is all you’ll get. Take it or leave it. $15,000 may be fair. I don’t know. I certainly understand your position if you’re bound by company policy. But unless you can state objectively why that amount is what I’m entitled to, I think I’ll do better in court. Why don’t we study the matter and talk again? Is Wednesday at eleven a good time to talk? . . .

President and Chief Operating Officer (COO), accountable for the overall achievement of the Strategic Objective and reporting to the SHAREHOLDERS who include, on an equal basis, Jack and Murray. • Vice-President/Marketing, accountable for finding customers and finding new ways to provide customers with the satisfactions they derive from widgets, at lower cost, and with greater ease, and reporting to the COO. • Vice-President/Operations, accountable for keeping customers by delivering to them what is promised by Marketing, and for discovering new ways of assembling widgets, at lower cost, and with greater efficiency so as to provide the customer with better service, reporting to the COO. • Vice-President/Finance, accountable for supporting both Marketing and Operations in the fulfillment of their accountabilities by achieving the company’s profitability standards, and by securing capital whenever it’s needed, and at the best rates, also reporting to the COO. • Reporting to the Vice-President/Marketing are two positions: Sales Manager and Advertising/Research Manager. • Reporting to the Vice-President/Operations are three positions: Production Manager, Service Manager, and Facilities Manager. • Reporting to the Vice-President/Finance are two positions: Accounts Receivable Manager and Accounts Payable Manager.

His baseline attitude toward humans was that they could all just go fuck themselves and that he was not going to expend any effort whatsoever getting them to change the way they thought. This was probably rooted in the belief that had been inculcated to him from the get-go: that there was an objective reality, which all people worth talking to could observe and understand, and there was no point in arguing about anything that would be so observed and so understood. As long as you made a point of hanging out exclusively with people who had the wit to see and understand that objective reality, you didn't have to waste a lot of time talking. When a thunderstorm was headed your way across the prairie, you took the washing down from the line and closed the windows. It wasn't necessary to have a meeting about it. The sales force didn't need to get involved... ...It was time, in other words, to call out the sales force, take Jones to lunch, begin gardening personal contacts, shape his perception of the competitive landscape. Forge a partnership. Exactly the kind of work from which Richard had always found some way to excuse himself, even when large amounts of money were at stake. Yet now his life was at stake, and no one was around to help him, and he still wasn't doing it. He simply couldn't get past his conviction that Jones could go fuck himself and that he wasn't going to angle and scheme and maneuver for Jones' sake.

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.

She had come to analysis because she was, as she put it, “ruining her children.” ... “But you are so frustrating,” she said. “I want you to take something away from me, and you keep giving it back.” And what, I asked, was that “something” she wanted to give away? “The pain. The crazy,” she said. She said there was a little shrine, somewhere in the north of Brazil. The land was dry, the town impossibly poor, but people would travel for hundreds of miles to get there, to leave candles, gifts, and ex- voto offerings thanking the saint for answered prayers, for healing, for having rescued them from distress. “I bring you my worries. I bring you my tears. I bring you the dreams I have. I want to leave them here. I want to hang them on your wall and return home healed. But everything I give to you, you give back. You say, like you just said, ‘What is this “something” you want to give away?’ ” Years later I looked it up, the shrine. There were many like the one my Brazilian patient had described. One of them was a kind of cave or grotto, where pilgrims would leave little body parts carved from wood or wax: a foot, a breast, a head. From time to time the priest collected the wax objects and melted them down, making candles to be sold to other pilgrims. The walls and ceiling of the shrine were black with candle smoke and crowded with these suspended offerings. I think now that my Brazilian patient managed at least to give that away, the conjured image of a blackened shrine, hung with a jumble of body parts. I think that in the soul of each psychoanalyst such a place must exist, in spite of what we profess about our neutrality, our professional detachment. Perhaps something of what we receive can be melted down and sold back as candlelight— our costly illuminations— but other elements remain just as they appeared, the dreams nailed to the walls, the abandoned hearts and limbs, the soot of inextinguishable longing.

I was driving home one afternoon during this period when I rolled past a woman putting household objects and furniture out in her front yard. I figured it was a garage sale or she was termite bombing. As I moved past her house an object I saw stopped me. Dragged me into the present. A chair. The chair? The orange Danish modern chair that I broke and that subsequently broke up my marriage appeared to be sitting on her front lawn. “Impossible,” I thought. That was destroyed, thrown out, gone. I stopped my car abruptly in the street, opened my car door, and ran up into her yard. She was pulling more stuff out of her house. I said, “Hi. Hey, are you selling this stuff?” “Just take whatever you want. I’m leaving,” she said, going angrily about her business. “Where did you get this chair? I used to have one exactly like it. I’ve never seen another one.” “I found it,” she said. “Take it.” I inspected the chair. It had been carefully rebuilt, put back together. It was the chair. “Did you find this on the street up on the hill around the corner?” “Yeah,” she said. “Why?” “This chair destroyed my marriage.” She looked at me with a dark, stressed gaze for a second like she was looking through me at something burning in the distance and said, “Mine, too.” I didn’t ask any questions. Synchronicity was upon us. The causality was there, it was explainable, but the meaning of the object before us was at once unique and shared. It was some kind of black magic that sent my thoughts back to the garage wizard who kept Jung’s curtains locked up. What had he unleashed on this world, my world, her world, with this chair? “We have to take it out of circulation.” “Yes,” she said, catatonically, like how I felt. Then this stranger and I proceeded to destroy the chair with our hands and our feet until it was unfixable. We took a breath and looked down at the scattered chair shards. “Thanks,” she said. A horn honked. I turned to see my car, door open, sitting in the middle of the street, running. Someone needed to get by. “Good luck with everything,” I said, then walked back to my car and drove away, strangely relieved. I glanced in my rearview mirror and saw her making a pile of culprit pieces.

Now, there are some exceptions to this, which I’ll get to a bit later, but my point is that, more than 95 percent of the time, the common objections are merely ploys on the part of the prospect, who would rather bow out of the sale gracefully than have to look the salesperson in the eye and confront them about their lack of certainty concerning the Three Tens.

The list goes on, and the only thing I’ve said NO to was having a live tiger at an open house—that’s just going too far. But it was that first big deal with Mr. X that showed me the true power of YES when it comes to making volume sales. I sell more because I say YES when other people would say no, and I can keep moving a client forward until that deal is done. Saying yes to every opportunity was my way of believing in myself and showing everyone I was the best—even when I wasn’t. I’ve also learned that quickly flipping negatives into positives will help you close deals faster and more frequently. Sometimes this is as simple as asking yourself, “Is this negative really even a negative?” For example, if I’m selling an apartment with no light I’ll push this as a positive to a client who is almost never home, or only home at night. Why pay for a view you won’t even see? Take the time to think about the usual objections you have in your area of sales; it’s likely you’ll hear the same objections over and over. How can you show clients that this isn’t really a negative? How can you turn this around? Anticipating objections and immediately turning them into positives will result in you selling more. Get ready to juggle more balls and cash bigger checks! AN UNEXPECTED SALES WEAPON: IMPROV If you visited my office on a random Monday morning during our team meeting, you might think you had mistakenly walked into a circus or a lunatic asylum.

Over the next few years, the number of African Americans seeking jobs and homes in and near Palo Alto grew, but no developer who depended on federal government loan insurance would sell to them, and no California state-licensed real estate agent would show them houses. But then, in 1954, one resident of a whites-only area in East Palo Alto, across a highway from the Stanford campus, sold his house to a black family. Almost immediately Floyd Lowe, president of the California Real Estate Association, set up an office in East Palo Alto to panic white families into listing their homes for sale, a practice known as blockbusting. He and other agents warned that a 'Negro invasion' was imminent and that it would result in collapsing property values. Soon, growing numbers of white owners succumbed to the scaremongering and sold at discounted prices to the agents and their speculators. The agents, including Lowe himself, then designed display ads with banner headlines-"Colored Buyers!"-which they ran in San Francisco newspapers. African Americans desperate for housing, purchased the homes at inflated prices. Within a three-month period, one agent alone sold sixty previously white-owned properties to African Americans. The California real estate commissioner refused to take any action, asserting that while regulations prohibited licensed agents from engaging in 'unethical practices,' the exploitation of racial fear was not within the real estate commission's jurisdiction. Although the local real estate board would ordinarily 'blackball' any agent who sold to a nonwhite buyer in the city's white neighborhoods (thereby denying the agent access to the multiple listing service upon which his or her business depended), once wholesale blockbusting began, the board was unconcerned, even supportive. At the time, the Federal Housing Administration and Veterans Administration not only refused to insure mortgages for African Americans in designated white neighborhoods like Ladera; they also would not insure mortgages for whites in a neighborhood where African Americans were present. So once East Palo Alto was integrated, whites wanting to move into the area could no longer obtain government-insured mortgages. State-regulated insurance companies, like the Equitable Life Insurance Company and the Prudential Life Insurance Company, also declared that their policy was not to issue mortgages to whites in integrated neighborhoods. State insurance regulators had no objection to this stance. The Bank of America and other leading California banks had similar policies, also with the consent of federal banking regulators. Within six years the population of East Palo Alto was 82 percent black. Conditions deteriorated as African Americans who had been excluded from other neighborhoods doubled up in single-family homes. Their East Palo Alto houses had been priced so much higher than similar properties for whites that the owners had difficulty making payments without additional rental income. Federal and state hosing policy had created a slum in East Palo Alto. With the increased density of the area, the school district could no longer accommodate all Palo Alto students, so in 1958 it proposed to create a second high school to accommodate teh expanding student population. The district decided to construct the new school in the heart of what had become the East Palo Alto ghetto, so black students in Palo Alto's existing integrated building would have to withdraw, creating a segregated African American school in the eastern section and a white one to the west. the board ignored pleas of African American and liberal white activists that it draw an east-west school boundary to establish two integrated secondary schools. In ways like these, federal, state, and local governments purposely created segregation in every metropolitan area of the nation.

Collier understood and preached this swim-with-current-rather-than-against strategy. 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. About this, Collier wrote: “Study your reader first — your product second…. The reader of your letter wants certain things and the desire for them is, consciously or unconsciously, the dominant idea in his mind all the time. He is also engaged by the news or events or public conversations of the day. Put yourself in his place. If you were deep in discussion with a friend over some matter and a stranger came up and said: ‘Mister, I have a fine coat I want to sell you!’ — what would you do? The same thing happens when you approach a man by mail. He is in discussion with himself. If you just butt in, will you be welcome? How would you do it if approaching him and his friend in person? You'd listen and get the trend of the conversation. Then, when you chimed in, it would be with a remark on a related subject. Then you could gradually bring the talk around logically to the point you wanted to discuss. Study your reader. Know what interests him. Listen to the conversation he is already having with himself. Enter where he already is.” There are some obvious, perennially occurring attention dominators, such as seasons and holidays, and linking to these — regardless of whether your business naturally links or not — can be extremely helpful. You need not be a florist, jeweler, or restaurant to utilize Valentine's Day, for example. Beyond that, and deeper than that, every customer group has some shared item on their minds. Know it. Start your conversation with them with it. And be sure to take advantage of one of the great advantages of today's online media, including e-mail, blogs, and social media sites — being day to day, even hour by hour, timely. You can link a marketing message to world or local, financial, or cultural news of the moment — and you should.

For example, you’ll have a script that starts with those all-important first four seconds, and then includes your qualifying questions and your transition. Second, you’ll have a script that starts with the main body of your presentation and ends with you asking for the order for the first time. Third, you’ll have a series of rebuttal scripts that include the well-thought-out answers you’ve prepared to the various common objections you’re going to hear. And fourth, you’ll have a series of looping scripts that will include the various language patterns that will allow you to loop back into the sale, in order to move your prospect to higher and higher levels of certainty.

Jim, please don’t misconstrue my enthusiasm for pressure; it’s just that I know that this truly is a perfect fit for you …,” and now you have two options. Option one is to use this as an opportunity to loop back into the sale, yet again, and give it one more shot—paying very close attention to your tonality and body language as well as the tonality and body language of your prospect. In your case, you want steer clear of any unconscious communication that speaks of either absolute certainty or bottled enthusiasm, and focus on utter sincerity and “I feel your pain.” In the case of your prospect, you want to focus on both their conscious and unconscious communication, and if either one signals that they’re feeling pressured or perturbed in the slightest way, then I would immediately transition to option number two. Option two is to use this as an opportunity to get back into rapport with your prospect so you can end the encounter on a high note, while also setting up the possibility for a callback. In this case, you would say something like: “Jim, please don’t misconstrue my enthusiasm for pressure; it’s just that I know that this truly is a perfect fit for you.” Then you’d change your tonality to one of utter sincerity, and add: “So, why don’t we do this: let me email you the information you’re looking for”—or whatever the prospect’s last objection was—“and then give you a few days to look through everything and also to discuss it with your wife”—or whatever their secondary objection was; if there was none, then you’d just omit this—“and

Front-loading is when you disclose all your major benefits right up front, which leaves you with nothing powerful to say to change your prospect’s mind when they hit you with the first objection. This is one of the biggest mistakes salespeople make: they think they have to mention every single benefit when they make their initial sales presentation.

It’s like framing out a new house: you have to do it in stages. First you put up the actual frame, then the drywall, then the paint. It’s the same thing with a sale. You can’t expect to close so soon. There are going to be objections, so be prepared for a prolonged battle. You have to get your foundation in place first. In essence, human beings are not built in a way where we go from zero to 100 mph in one shot. There have to be these little stopping-off points, where we can take a deep breath and consolidate our thoughts. In other words, the way you raise someone’s level of certainty is bit by bit; you can’t do it all at once.

The strategic objective of your sales conversation is to demonstrate value to your clients, to show them how you can help solve their problems or move them forward in some way.

I was watching myself fall back onto the classic sales approach, with its tired old script: First become likable and build rapport, then explain “features and benefits,” next do a trial close, and then fight like an alley cat to overcome all the objections the buyer has come up with.

Implementing collaborative relationships: Consider how you can get teams to work together toward a goal rather than compete for conflicting objectives. If your sales team is trying to improve customer service by making sure that plenty of inventory is available, and your logistics team is trying to reduce inventory to lower costs, both teams are probably going to waste a lot of energy. Supply chain management can help them align their objectives.

Cooler heads prevailed, and we attempted to call off the session. However, this was the salesperson’s first big opportunity, it was a marquee account, and we had a new VP of sales. Over the objections of the technical team, we sprinted down the path of the “dash to demo” and were instructed to perform the demo. This was totally contrary to our well-established sales process and caused severe conflict within the sales team. The SE on the account, being a true professional, decided to make the best of it and spent hours preparing with only limited information.

The sale of counterfeit Indian art is a $1-billion-a-year problem, but it’s still dwarfed by the illegal trade of Native American religious objects, particularly those featuring eagle feathers.

You can see how far we are from cash in and cash out. Tracking the flow of cash in and out the door is the job of another financial document, namely the cash flow statement (part 4). You can also see how far we are from simple objective reality. Accountants can’t just tote up the flow of dollars; they have to decide which costs are associated with the sales. They have to make assumptions and come up with estimates. In the process, they may introduce bias into the numbers.

I’m not controlling myself anymore. I will taste you today. No objections.

Madame Lorraine was a rich French woman who lived in an old mansion, which she inherited from her husband. The family had already had many possessions, however, they were ruined in the Revolution. For defending the monarchy, they lost their titles, lands and servants. Madame Lorraine's husband, the old Earl, died in the Reign of Terror, as did her children. The wife, however, had hidden the jewelry at the beginning of the revolution and had left in secret for Switzerland. After the restoration, she returned to France, but with few resources she had, she bought a house in Paris. She complained of loneliness and adopted a little orphan, named Juliette, who she used as a servant. When the girl complained about being overworked, as she had to take care of the entire house alone, her stepmother told her: “your complaints hurt me, you see, I lost everything and I only have you, your mother didn't want you, but I I adopted you and took care of you and you don’t even appreciate that.” The girl, then, victim of emotional blackmail, got used to serving, without complaining. The problem is that every day more and more was demanded – the girl never reached perfection, said Madame Lorraine: “look at the silverware, look at the floor, look at the walls, you will never be able to get married”. However, Madame Lorraine did not tell the girl that perfection is never achieved: it is just a resource to dominate the poor in spirit, who see in the light of their own craft a hope of transcendence. Another thing that Madame Lorraine had not taught the girl – even if the Revolution had taught humanity: that they were free. The girl then grew older and became an object of exploitation every day, her arms becoming weaker, her mind increasingly taken over by obedience. One day, the girl went to the market in the square, and hardly talked to anyone – Madame Lorraine told her that everyone wanted to abuse her and that she shouldn't trust anyone. That day, however, she was exhausted and stopped at a farmer's stand selling tomatoes and said to her: “young man, what's your name, I always see you running around here and you never talk to anyone”. She decided to talk to him: “I'm the old widow's daughter, she says that everyone wants to exploit me, that I shouldn't trust strangers”. The salesman, already aware of the girl's situation from the stories that were circulating in the village, said to her: “Isn't it just the opposite, girl, maybe you haven't learned a lie all your life and now you're trying harder and harder to keep this lie as if it were the truth – see, God made everyone free.” The girl then quickly returned to the house, but doubt had entered her heart and there she began to take root and grow. Until, one day, the old lady released the drop that would overflow her body and said to her: “Well, Juliette, you don't do anything right, look how my dresses are, you didn't sew them perfectly”. The girl then got up, looked the vixen in the eyes and said: “if it’s not good, do it yourself” and left. It is said that she married the farmer in the sale and, from that day on, she was the best wife in the world. Not because she did everything with great care, with an almost divine perfection, that she was modest or because she had freed herself from the shrew who exploited her, but simply because she recognized the value of freedom itself.

when presented with options or a product with three sets, it feels complete and whole in our minds.5 Anything outside of that becomes overwhelming. Rule number one of explaining a product or offer is knowing that a confused buyer never buys. So if you overexplain and give way too many details, your prospect most likely is going to say, “I need to think about it.” The famous objection sales reps hear about 95 percent of the time.

...the reality is that most people (aka the public at large or wantrepreneurs with no skin in the game) see "Shark Tank" and think that all they need to be multi-millionaires overnight is to come up with a cool idea and pitch it to a group of fatcats. You can't have sales without business development and you can't have business development without sales. It's like digital marketing without SEO, eCommerce, branding, design, and content. It's popular and easy to see complex processes as simple one and done single items, but it's not the real world. When we break down goals into realistic point by point objectives needed to achieve that goal, then break down steps in a chain needed to attain each objective point, then figure out how we have to behave and who we have to become to put that chain into action, things get done quickly.

And if you’re calling the bet, that means I have to put something more in. What would you like?” Definitely not a kiss, even if my imagination whispers that I might like it. “My father’s debt.” “Ten thousand dollars for a kiss,” he says, his voice thoughtful. My chest burns at the implication that I’m for sale. That even if I were for sale, that I’d be worth that much. I feel more like an object than a person.

Take notes on sales calls when you ask these questions. A top objection handler uses prospects’ words against them to hold them accountable. It’s important to put their words back in their mouth. It also shows you listen, which is always a plus. Self-doubt is the leading indication of all objections, so every now and then, you need to put on your motivational speaking hat and tell people what they need to hear, not what they want to hear.

Here’s the trick to significantly improving your SaaS email marketing skills—you have to become a student of it. This means you should: Start collecting great email copy, CTAs, and designs. Understand the objective behind each and every email that businesses send. Try to understand the rationale behind copy, link, and design decisions. There are great websites like Really Good Emails11, Good Email Copy12, and Good Sales Emails.com13 that you can use for your research. These sites categorize email copy and designs by types. As well as this, you should sign up to receive emails from some of the leading SaaS brands. Those include, among others: Drift MailChimp Pipedrive Shopify SurveyMonkey Trello Wistia Zapier You should also sign up to competing products and mailing lists from companies in your sector. I personally signed up to thousands of products and newsletters. It’s great for benchmarking and research. At the time of writing, I’ve already passively collected more than 60,000 emails. Obviously, don’t sign up to your competitors’ products with a business email address! I have a special email address I use for this. This account allows me to get data, understand what other organizations are doing, and find good copy ideas. For example, here’s what a search for ‘Typeform’ gives me: Figure 18.1 – Inbox Inspiration It’s not uncommon for me to sign up several times to the same product or newsletter. This allows me to see what they have learned and to track the evolution of their email marketing program. At LANDR, we created a shared document to keep track of subject lines, offers, and copy we wanted to test. Our copywriter was even going through his junk mail folder to find ideas and inspiration. There are tests we ran that were inspired by copy found in his spam folder. Some of them turned out to be really successful too—so keep your eyes open for inspiration. You can use Evernote, Paper, or any other platform to collaborate on idea generation. Alternatively, you can subscribe to paid services like Mailcharts14 or Mailody15. These services will help you track and understand your competitors’ email programs. Build processes to find and access copy and design ideas. It will help you create better emails, faster. In the next chapter we’ll get started creating our first email sequences.

Sales and Marketing Training Program A well-developed sales network and an effective sales team will result in increased sales. It is important to learn some of the most important foundational techniques, such as ice-breakers, mirroring the customer, handling objections, and assuming the deal. Those new to the business should also be exposed to a basic script, as this will help them develop a smooth flow of conversation. Then, they should work on improving their presentation and communication skills.

What outcome do I want from this engagement? Who else do I want to speak to? Have I set the expectation ahead of time? Agenda, etc.? What objections could be raised? What messages do I need to reinforce?

People microwaved the pills, baked them in the oven, stuck them in the freezer, soaked them in all manner of solvents. But if Purdue’s narrow objective was to prevent people from breaking down the pills, then this new coating seemed to work. In fact, there were telling indications, almost immediately, in Purdue’s own sales data, which suggested that some habitual OxyContin users were frustrated by the tamperproof pills.

Internationally benchmark - Quality and Regulatory systems Delwis Healthcare strives to meet the GOALS by specifically focusing on the basic fundamentals of Excellence - Innovation, Quality and Service. We believe that customer satisfaction, in terms of quality, delivery and after sales services, is our first and foremost responsibility. This objective is achieved by following Good Manufacturing Practices and Local & International Rules and Regulations applicable to our operations. Delwis Healthcare is awarded the ISO 9001:2015. With an outstanding track record for maintaining quality, we continue to operate as one of the India's top-notch Quality Control and Analytical Research Laboratories. Quality Control Delwis Healthcare focuses on Quality Control (QC) and Quality assurance (QA) as these are our strengths and the key differentiators. Strict adherence to cGMP norms as well as our efforts towards continuous improvement of our Product, Processes and the Skills of our work force enables us to improve our offerings to our customers and consumers on a regular basis. We have a modern and well-equipped Quality Control (QC) Laboratory, which ensures that our products are Pure, Safe and Effective and are released only after thorough analysis as per stringent specifications, methods and procedures developed according to international guidelines. Our QC department has all the necessary instruments for the Analysis of API, Finished Products, Packaging, and Related Materials used.

From the pragmatic standpoint of our culture, such an attitude is very bad for business. It might lead to improvidence, lack of foresight, diminished sales of insurance policies, and abandoned savings accounts. Yet this is just the corrective that our culture needs. No one is more fatuously impractical than the "successful" executive who spends his whole life absorbed in frantic paperwork with the objective of retiring in comfort at sixty-five, when it will be all too late.

In the car that morning, I described the ideal selling system. Here’s how it would work: Prospects would deliver the presentations themselves. They would raise the stalls and objections, and they would resolve them. They would qualify themselves financially. They would close the sale. And finally, they would thank me for calling on them!

Because prospecting is everything. If

Another useful onboarding technique is to create product-focused battlecards. An example would be a simple one-page PDF which includes the following elements: Product Basics Concise Sales Pitch      Key Questions for Customers (which highlight their pain points and the solutions you offer) Frequently Asked Questions and Answers Common Objections and Responses

Free to be oneself" in fact means: free to project one's desires onto produced goods. "Free to enjoy life" means: free to regress and be irrational, and thus adapt to a certain social organization of production. The sales "philosophy" is in no way encumbered by paradox. It advertises a rational goal (to enlighten people about their wants) and scientific methods, in order to promote irrational behavior in man (to accept being only a complex of immediate drives and to be satisfied with their satisfaction). Even drives are dangerous however, and the neo- sorcerers of consumption are careful not to liberate people in accordance with some explosive end state of happiness. They only offer the resolution of tensions, that is to say, a freedom by default: "Every time a tension differential is created, which leads to frustration and action, we can expect a product to overcome this tension by responding to the aspirations of the group. Then the product has a chance of success." The goal is to allow the drives that were previously blocked by mental determinants {instances) (taboo, superego, guilt) to crystallize on objects, concrete determinants where the explosive force of desire is annulled and the ritual repressive function of social organization is materialized. The freedom of existence that pits the individual against society is dangerous. But the freedom to possess is harmless, since it enters the game without knowing it. As Dr Dichter claims, this freedom is a moral one. It is even the ultimate in morality, since the consumer is simultaneously reconciled with himself and with the group. He becomes the perfect social being. Traditional morality only required that the individual conform to the group; advertising "philosophy" requires that they now conform to themselves, and that they resolve their own conflicts. In this way it invests him morally as never before. Taboos, anxieties, and neuroses, which made the individual a deviant and an outlaw, are lifted at the cost of a regression in the security of objects, thus This sales 14 The System of Objects reinforcing the images of the Father and the Mother. The irrationality of drives increasingly more "free" at the base will go hand in hand with control increasingly more restricted at the top.

With growth, the daily pace of my life intensified as well. On any given day, I might have up to a dozen meetings, dealing with an extremely wide range of subjects. Sometimes, I’d have very little time to mentally prepare and would have to quickly shift gears between discussion of the company’s strategic vision, the following month’s sales promotion, a new blend of coffee, profit margins, an employee’s personal worries, a major investment opportunity, a policy change, and a board member’s objection. Sometimes my brain would almost literally ache.

These days the success of a business is perceived by how many fancy offices it has and how many people are working for it. Of course, this doesn’t pay any attention to the fact that the same business maybe posting growing losses every year with no recovery in sight. The objective of a business is to turn a profit, not to be bloated. The more bloated a company is, the slower it is and the more trouble it gets in if sales slowdown. Quite often, what many companies accomplish with 50 people can be accomplished with 10 people armed with the right technology. Don’t fall into the bigger is always better trap. What is better depends on what kind of business you want to run.

The next step is to test this list objectively. Do that by asking yourself the following questions about each item on the list: • Is this Result measurable, tangible, and quantifiable? • Is it corporate—that is, can it be shared by more than one Buying Influence? • Is it business related—that is, does it positively affect one or more of this customer’s business processes? If you can’t answer yes to all these questions, what you’re looking at may be a “feature” or “benefit” rather than a true Result.

The Probate Home Sale When an offer to purchase a home being sold through probate in New Jersey has been accepted, a notice will be mailed to heirs of the estate. This notice is the Notice of Proposed Action. The Notice of Proposed Action enables estate heirs to object to the sale of the home. Should an estate heir - or, should estate heirs - object to the sale of the home, a court date will be set. Any offer to purchase a home being sold through probate must be equal to - or greater than - 90% of the appraisal value of the home. The appraisal value of the home is provided to the court by a licensed real estate appraiser who has been designated by the court to conduct such an appraisal. Whats next? The attorney for the estate schedules a confirmation hearing. This hearing takes place within 45 days of the filing date. Throughout the process, the listing agent of the home being sold through probate continues to show the home to prospective buyers. One directive the listing agent has in continuing to show the home to buyers is to determine whether an over-bidder emerges. An over-bidder is a buyer who submits their offer to purchase the home at a sale price which is greater than offers which have been received, to date. Thus, raising the sale price of the home. Increasing proceeds for the estate. In the event that there is an offer submitted by an over-bidder, the over-bidder attends a confirmation hearing. At the confirmation hearing, the over-bidder is required to present a certified check which is equal to or greater than 10% of the proposed sale price.

Facebook Marketing Course By taking a Facebook marketing course, you can quickly create a means of income on a huge platform like Facebook. This Facebook marketing course covers a large part of digital marketing. When we talk about social media, we mean Facebook as the biggest online social media platform. Because every month on average 2.96 billion people around the world actively use Facebook and 1.3 billion people use Facebook Messenger. So think about how much of a platform you are getting for free to promote your business. Most of us don't know about Facebook's numerous features and tools, or even if we do, we don't know how to use them. Although it is unbelievable, it is true that if we learn the use of those tools, we can easily increase the sales of our website, Facebook page, or e-commerce site many times. Why learn Facebook Marketing? The interface we usually see on Facebook is only 20% of Facebook. The remaining 80 percent are in various subdomains of Facebook. In our country, no one can use 99 percent of Facebook. It cannot be said that more than 5% of the mangoes are used by the common people. And spammers can use 10 percent. So today I will discuss how to earn from Facebook by using the maximum of Facebook. In 2019, Facebook earned $40 million from Facebook ads alone, after paying content creators, bloggers, publishers, and developers. Which has doubled till now. If the calculation includes the amount Facebook pays to those who create content and make videos on Facebook, the amount would be $1 billion. Have you ever wondered why Facebook gives them so much money? The reason is propaganda. As a result of this campaign, the business expanded. That is not in the words - "propaganda is expansion"! The objective of this Facebook campaign and marketing is to increase sales. The higher the sales, the higher the profit. That's why every company now hires its own social media marketing manager to promote its business and increase sales. A social media marketing manager's salary ranges from around $500 to $3,000. In other words, Facebook has facilitated the way to do business in social media as well as to get a job. How many Types of Facebook Marketing? To know how to use Facebook's features and tools, you need to take a Facebook Marketing Course. Facebook marketing is generally of two types, namely – free Facebook marketing and paid Facebook marketing. In this case, you can do both types of courses. Facebook free and paid marketing is used according to the type of business. Free Facebook Marketing Marketing or advertising on Facebook without spending any money is called Free Facebook Marketing. Let's give an example – “You open a Facebook page for your business, then give it a nice name according to the type of work you do. Then continue to post about your products every day, as well as request your relatives and friends to like your page. Also, ask them to share your page. Give them a little flattery so that they stay by your side and help grow your page by liking-commenting-sharing, etc etc”. But you don't have to spend any money to do them. This is called Free Facebook Marketing. Paid Facebook Marketing On Facebook, those posts that we see under a post (Sponsored) are called paid Facebook marketing. Every company wants everyone to know about their products. So they use paid Facebook marketing in addition to using free Facebook promotion. It is possible to reach very selective customers by using this paid Facebook marketing. For example, "You want your product's customers to be located within the Dhaka Banani area and for both men and women, and you can also give an age limit that people between so and so age will see my ad or post". It is natural that you will not get the benefits that you can enjoy in the case of paid Facebook marketing in the case of free. This is why you need to spend money on paid Facebook marketing.

in July 1925, when E. K. Strong published The Psychology of Selling. This seminal work introduced the idea of sales techniques, such as features and benefits, objection handling, closing, and, perhaps most important, open and closed questioning.

PROMPTS FOR WRITING RESUMES AND BIOS Generate a compelling professional summary for a marketing manager with 5 years of experience. Create a list of 10 action verbs to effectively describe accomplishments in a resume. Draft a LinkedIn bio for a recent college graduate with a degree in computer science. Suggest 5 resume formatting tips to create a visually appealing and easy-to-read document. Write an engaging personal bio for a freelance graphic designer’s website. How can transferable skills be effectively showcased in a career change resume? Create a list of 5 questions to ask a client before writing their resume or bio. Develop a powerful resume objective statement for a sales professional targeting a managerial role. Provide tips for optimizing a LinkedIn profile to increase visibility and attract recruiters. Write an attention-grabbing personal

Either we are rational spirit obliged forever to obey the absolute values of the Tao, or else we are mere nature to be kneaded and cut into new shapes for the pleasures of masters who must, by hypothesis, have no motive but their own 'natural' impulses. Only the Tao provides a common human law of action which can over-arch rulers and ruled alike. A dogmatic belief in objective value is necessary to the very idea of a rule which is not tyranny or an obedience which is not slavery. I am not here thinking solely, perhaps not even chiefly, of those who are our public enemies at the moment. The process which, if not checked, will abolish Man goes on apace among Communists and Democrats no less than among Fascists. The methods may (at first) differ in brutality. But many a mild-eyed scientist in pincenez, many a popular dramatist, many an amateur philosopher in our midst, means in the long run just the same as the Nazi rulers of Germany/Traditional values are to be 'debunked' and mankind to be cut out into some fresh shape at the will (which must, by hypothesis, be an arbitrary will) of some few lucky people in one lucky generation which has learned how to do it. The belief that we can invent 'ideologies' at pleasure, and the consequent treatment of mankind as mere υλη, specimens, preparations, begins to affect our very language. Once we killed bad men: now we liquidate unsocial elements. Virtue has become integration and diligence dynamism, and boys likely to be worthy of a commission are ‘potential officer material'. Most wonderful of all, the virtues of thrift and temperance, and even of ordinary intelligence, are sales-resistance.

s s i o n o f R a t i o n a l S o f t w a r e C o r p o r a t i o n i s t o e n s u r e t h e s u c c e s s o f c u s t o m e r s c o n s t r u c t i n g t h e s o f t w a r e s y s t e m s t h a t t h e y d e p e n d o n . We enable our customers to achieve their business objectives by turning software into a source of competitive advantage, speeding time-to-market, reducing the risk of failure, and improving software quality. We fulfill our mission with the Rational ApproachTM, a comprehensive softwareengineering solution consisting of three elements: • A configurable set of processes and techniques for the development of software, based on iterative development, object modeling, and an architectural approach to software reuse. • An integrated family of application construction tools that automate the Rational Approach throughout the software lifecycle. • Technical consulting services delivered by our worldwide field organization of software engineers and technical sales professionals. Our customers include businesses in the Asia/Pacific region, Europe, and North America that are leaders in leveraging semiconductor, communications, and software technologies to achieve their business objectives. We serve customers in a diverse range of industries, such as telecommunications

o n o f R a t i o n a l S o f t w a r e C o r p o r a t i o n i s t o e n s u r e t h e s u c c e s s o f c u s t o m e r s c o n s t r u c t i n g t h e s o f t w a r e s y s t e m s t h a t t h e y d e p e n d o n . We enable our customers to achieve their business objectives by turning software into a source of competitive advantage, speeding time-to-market, reducing the risk of failure, and improving software quality. We fulfill our mission with the Rational ApproachTM, a comprehensive softwareengineering solution consisting of three elements: • A configurable set of processes and techniques for the development of software, based on iterative development, object modeling, and an architectural approach to software reuse. • An integrated family of application construction tools that automate the Rational Approach throughout the software lifecycle. • Technical consulting services delivered by our worldwide field organization of software engineers and technical sales professionals. Our customers include businesses in the Asia/Pacific region, Europe, and North America that are leaders in leveraging semiconductor, communications, and software technologies to achieve their business objectives. We serve customers in a diverse range of industries, such as telecommunications, banking and financial services, manufacturing, transportation, aerospace, and defense.They construct software applications for a wide range of platforms, from microprocessors embedded in telephone switching systems to enterprisewide information systems running on company-specific intranets. Rational Software Corporation is traded on the NASDAQ system under the symbol RATL.1

Has a clear objective for the copy, e.g. acquiring prospects, making sales        Is very specifically targeted to a buyer, e.g. Plant Manager or Human Resource VP        Contains less hype than typical B2C marketing        Has a 50/50 focus on features and benefits        Takes into account the personal needs as well as the business needs of the buyer        Educates the buyer        Uses attention-grabbing headlines        Highlights the prospect’s problem, need or aspiration        Positions your product, service or offer as

The new GST: A halfway house In spite of all the favourable features of the GST, it introduces the anomaly of having an origin-based tax on interstate trade he proposed GST would be a single levy. 1141 words From a roadblock during the UPA regime, the incessant efforts of the BJP government have finally paved way for the introduction of the goods and services tax (GST). This would, no doubt, be a major reform in the existing indirect tax system of the country. With a view to introducing the GST, Union finance minister Arun Jaitley has introduced the Constitution (122nd Amendment) Bill 2014 in Parliament. The new tax would be implemented from April 1, 2016. Both the government and the taxpayers will have enough time to understand the implications of the new tax and its administrative nuances. Unlike the 119th Amendment Bill, which lapsed with the dissolution of the previous Lok Sabha, the new Bill will hopefully see the light of the day as it takes into account the objections of the state governments regarding buoyancy of the tax and the autonomy of the states. It proposes setting up of the GST Council, which will be a joint forum of the Centre and the states. This council would function under the chairmanship of the Union finance minister with all the state finance ministers as its members. It will make recommendations to the Union and the states on the taxes, cesses and surcharges levied by the Union, the states and the local bodies, which may be subsumed in the GST; the rates including floor rates with bands of goods and services tax; any special rate or rates for a specified period to raise additional resources during any natural calamity or disaster etc. However, all the recommendations will have to be supported by not less than three-fourth of the weighted votes—the Centre having one-third votes and the states having two-third votes. Thus, no change can be implemented without the consent of both the Centre and the states. The proposed GST would be a single levy. It would aim at creating an integrated national market for goods and services by replacing the plethora of indirect taxes levied by the Centre and the states. While central taxes to be subsumed include central excise duty (CenVAT), additional excise duties, service tax, additional customs duty (CVD) and special additional duty of customs (SAD), the state taxes that fall in this category include VAT/sales tax, entertainment tax, octroi, entry tax, purchase tax and luxury tax. Therefore, all taxes on goods and services, except alcoholic liquor for human consumption, will be brought under the purview of the GST. Irrespective of whether we currently levy GST on these items or not, it is important to bring these items under the Constitution Amendment Bill because the exclusion of these items from the GST does not provide any flexibility to levy GST on these items in the future. Any change in the future would then require another Constitutional Amendment. From a futuristic approach, it is prudent not to confine the scope of the tax under the bindings of the Constitution. The Constitution should demarcate the broad areas of taxing powers as has been the case with sales tax and Union excise duty in the past. Currently, the rationale of exclusion of these commodities from the purview of the GST is solely based on revenue considerations. No other considerations of tax policy or tax administration have gone into excluding petroleum products from the purview of the GST. However, the long-term perspective of a rational tax policy for the GST shows that, at present, these taxes constitute more than half of the retail prices of motor fuel. In a scenario where motor fuel prices are deregulated, the taxation policy would have to be flexible and linked to the global crude oil prices to ensure that prices are held stable and less pressure exerted on the economy during the increasing price trends. The trend of taxation of motor fuel all over the world suggests that these items

First, you need to ensure that you have enough selling effort to sufficiently cover your target markets. Second, you must develop a sales force capable of effectively selling your products and service. Third, you need to focus them on the right types of customers. And finally, you must provide them with guidance on what types of products to sell. If you meet all of these Sales Objectives, you will have a laser-guided sales force that will destroy your targets as well. And that will put a smile on your face. THE

He wouldn't tell me that I always have two options—You can choose how you feel or you you can let your feelings choose you because maybe it is true that those were the options that my husband had, but I knew I didn't have those options and I hated for someone to tell me that I had options I didn't have because I knew that my mind was a small object for sale and my feelings could pick me up and own me and maybe my husband was too expensive for feelings to choose him, to pick him up and have him rung up and scanned and bagged and taken along with those feelings, feelings of I can't really get out of bed today and Husband, would you please not talk to me for the rest of the year. I, too often, had my face smashed against concrete curbs of Ruby, memories of Ruby, the way her face had looked that afternoon as she curled in that chair by the window and the light streaming in and the dark streaming out and what happened so soon after—I went around hostage to those memories, an invisible person following me with a gun barrel to my back.

The appropriate behavior for dignified gentlemen pursuing a learned pastime within the context of a humanistic community was to exchange willingly; gifts, not sales, were the means of prosecuting these interlocking personal and intellectual relationships. But exchange, and friendship too, becomes more strained when the objects in question are not mere tokens, but expensive and coveted.

What he wasn’t so good at was manipulating the internal states of other humans, getting them to see things his way, do things for him. His baseline attitude toward other humans was that they could all just go fuck themselves and that he was not going to expend any effort whatsoever getting them to change the way they thought. This was probably rooted in a belief that had been inculcated to him from the get-go: that there was an objective reality, which all people worth talking to could observe and understand, and that there was no point in arguing about anything that could be so observed and so understood. As long as you made a point of hanging out exclusively with people who had the wit to see and to understand that objective reality, you didn’t have to waste a lot of time talking. When a thunderstorm was headed your way across the prairie, you took the washing down from the line and closed the windows. It wasn’t necessary to have a meeting about it. The sales force didn’t need to get involved.