the ultimate authentication tool

... Of course they Like almost everyone else on the planet, they want to feel good about what they’re doing in their careers and their lives They want to be honest with their customers; they want ... Selling is the most natural thing in the world Babies start selling the first time they 14 No Lie—Truth Is the Ultimate Sales Tool realize their screaming can get someone else to something they want: ... salespeople They’re asking the prospect for a commitment, but they’re afraid that after all their work, he’s going to turn them down flat The longer the silence continues after they ask their closing...

Ngày tải lên: 28/06/2014, 21:20

... Selling is the most natural thing in the world Babies start selling the first time they 14 No Lie—Truth Is the Ultimate Sales Tool realize their screaming can get someone else to something they want: ... salespeople They’re asking the prospect for a commitment, but they’re afraid that after all their work, he’s going to turn them down flat The longer the silence continues after they ask their closing ... question, the more oppressive it becomes for them, and the more likely they are to start babbling, desperately moving the conversation away from the question they no longer want to hear the answer...

Ngày tải lên: 10/08/2014, 07:21

... else be the guinea pig for the next generation.” All the other reps sold their products as the latest and the most up-to-date (even when that might not be strictly accurate) Bill sold the advantages ... choose from The first, the former opium smoker, was Winston Churchill The second, the unfaithful husband, was Franklin Delano Roosevelt And the third, the war hero, was a monster by the name of ... product’s weaknesses as if they worked for the competition and figuring out ways to sell against those weaknesses By the end of the process, they’ve usually torn apart their own product better than...

Ngày tải lên: 10/08/2014, 07:21

... line down the middle.” The rep draws the line down the middle of the sheet “On the left side,” he says, “Ben would write the word Yes On the other side, he’d write the word No.” He does the same ... you and I, Mr Customer, versus them, the company I work for.” Here they were selling the salesperson and the product to the customer, using the negatives to prove the positives “I’m on your side ... lover But he’s also the father of a sales technique designed to push the undecided off their fences and muffle the splat when they hit the ground (Though some historians claim the technique was...

Ngày tải lên: 10/08/2014, 07:21

... of speed but they’re good boats, believe me They’ve got ” Then they bring up all the positives they can think of, hoping that on balance the positives will carry the day To make the Stuart scale ... noted, there are salespeople out there who view sales as war and the customer as an enemy that must be overcome They the customer about who they are and how much they care, even if they tell the ... it is they’re selling Whether or not they have a problem with how that makes them feel about their job and their lives is their business Again, none of this is about ethics But the longer the relationship...

Ngày tải lên: 10/08/2014, 07:21

... installation As a general rule, the less effective the salesperson, the more he relies on these sweeteners and the sooner he offers them to the prospect The better the salesperson, the more likely he is ... well as they understood Martian, and trusted them about as much as they trusted Mao Zedong or the KGB Then too, there was only a tiny amount of useful off -the- shelf business software on the market, ... low value he put on them With the condition of the O’Brien’s current gutters and their budget, if I’d have gone out there before the promotion started and handled the call the way I normally did,...

Ngày tải lên: 10/08/2014, 07:21

... solve problems But once they saw number-one salesperson and the sales figures under my picture, in their own minds they became just another notch on the bedpost, another step on the road to my apparent ... deal with them and then go right back into the presentation at just the spot you were interrupted All your points get covered The prospect learns 112 No Lie—Truth Is the Ultimate Sales Tool everything ... in the most effective order You control the call And the sale That’s the theory anyway When the Customer Usurps Control Of course there are prospects like Mr Hancock who’ll insist on running the...

Ngày tải lên: 10/08/2014, 07:21

... it’s got the highest price because it is the best Why cheat your prospect out of the chance to buy the best? Then too the recommendation is the start of a negotiation process The higher the negotiations ... determine the perspective the context, the scale—in which potential negatives are presented When it comes to size the size of an order, the amount of the price, the length of a contract—changing the ... Nos Gets the Biggest Paycheck.’ The leading salesperson in the company is always the one who hears the most nos The more nos you can hear in each call—without irritating the prospect—and the more...

Ngày tải lên: 10/08/2014, 07:21

... to buy rather than the more expensive one you were trying to sell The Ultimate Negative Many reps see the commitment they’ll be asking the prospect to make the commitment to buy—as the ultimate ... traits, The Seven Habits of Highly Defective People They rely on other people for their thinking Whatever the idea of the moment happens to be, that’s what they believe They’re not only up on all the ... overcome their fear of failure, their fear of giving their best and proving to themselves, to me, and to those around them that they didn’t have the potential they all wanted to believe they had...

Ngày tải lên: 10/08/2014, 07:21

... much at least The upshot was that the company trained the salespeople to cover all the other pertinent terms of the contract and have the customer sign it Then the rep would write out the 7-day clause ... without realizing what they were initialing, thus defeating the purpose of having it there in the first place The solution to the problem was just another form of making the skeleton dance Much ... in the states, his mother cleaned houses; his father was a laborer Through their efforts, my father became the first Maher to complete high school and then college, at Notre Dame I still have the...

Ngày tải lên: 10/08/2014, 07:21

... it should put them I decided to change the format of the name so that they’re named according to the date in which I post them All you have to is click on the “ingredient” and you’ll get a dropdown ... recommend you check them out Recipe #1 – Daily SMS Weather Forecast The result: You get IFTTT to send an SMS each morning telling you what the weather conditions are going to be for the day What it’s ... Keeping up with the latest tech posts from one of the best sites in the whole wide world ;) Recipe #2 – Voicemail to Email The result: You dial the number and it automatically transcribes the message...

Ngày tải lên: 20/03/2014, 00:07

... in either a poor or wellrespected reputation in the marketplace This in turn is aligned to the corporate results, where there is either weak or strong performance over the year The way the organization ... organization’s finance people prepare the accounts, the board signs them off, the external auditors review them and they are then made available to interested parties The idea is quite simple and this ... hard to achieve their targets, while the managers support and monitor their staff as they pull their efforts together Meanwhile, the auditors, financial controller, compliance and other review teams...

Ngày tải lên: 23/03/2014, 12:21

... in either a poor or wellrespected reputation in the marketplace This in turn is aligned to the corporate results, where there is either weak or strong performance over the year The way the organization ... organization’s finance people prepare the accounts, the board signs them off, the external auditors review them and they are then made available to interested parties The idea is quite simple and this ... hard to achieve their targets, while the managers support and monitor their staff as they pull their efforts together Meanwhile, the auditors, financial controller, compliance and other review teams...

Ngày tải lên: 28/06/2014, 17:20

... a line through them, it means that they are incorrect Three dots between the verb and the particle mean that the object of the phrasal verb can be placed between the verb and the particle vi ... pile, they pile up When people add things to a pile, they pile them up The snow piled up so high that I couldn't open my door In the fall we pile the dead leaves up in the driveway and burn them ... can be separated by their object When the object is a noun, it is usually entirely optional whether the object is placed between the verb and the particle or placed after the particle Both sentences...

Ngày tải lên: 04/10/2012, 11:20

... two entries in the second argument define the xdomain The second two define the y-domain If the ydomain is the same as the x-domain, then you only need to specify the x-domain (see the next example) ... and then rotate the graph so that you are viewing the x-y plane Click the rotate button and drag the graph, or right-click the graph and select Go to X-Y view Then click the Repeat button in the ... Many of the functions in the Symbolic Math Toolbox have the same names as their numeric counterparts MATLAB selects the correct one depending on the type of inputs to the function Typing...

Ngày tải lên: 29/09/2013, 22:20

... recommend the Tomcat server from the Apache Group Tomcat is free and open source, and the WTP integrates with it very well Before you download and install the WTP, take the time to download the latest ... Download and unzip the file into an easy-to-remember directory APPENDIX ■ INSTALLING THE ECLIPSE WEB TOOLS PLATFORM Browse to the directory you unzipped the file into and run the eclipse command ... INSTALLING THE ECLIPSE WEB TOOLS PLATFORM Figure A-3 Selecting the Callisto Discovery Site Figure A-4 Choosing an update site 307 308 APPENDIX ■ INSTALLING THE ECLIPSE WEB TOOLS PLATFORM In the list...

Ngày tải lên: 05/10/2013, 04:20

... it presents the most contemporary meaning of the word first, rather than arranging the meanings historically Here are some other special features: Extensive usage notes that reflect the opinions ... Partit: Tools of the Trade The Random House College Dictionary With more than 150,000 entries, this is a very complete reference The most common usage of the word is listed first Here are the special ... an effective substitute for knowing your stuff Chapter 15: The Writer's Tools: Round Up the Usual Suspects The Thesaurus: War of the Words Aching to increase your vocabulary? Want to learn more...

Ngày tải lên: 01/11/2013, 16:20

... gain the privilege of boasting over slaughter or material gain He loves the lightning-like flash of the trout, the leap of the bass or muskie, the tug on the line, the whir of the reel, the thrill ... Another way to hook baits is super gluing the pellet into the shank Once they get into feeding, let them feel comfortable around the bait This gives more opportunity for the fisherman since they ... the area you're planning to catch the larger games, then why would you come up with the idea that the large fish are there Wouldn't they be in the area where the bait fish are? Learning How To...

Ngày tải lên: 04/11/2013, 21:15

... a line through them, it means that they are incorrect Three dots between the verb and the particle mean that the object of the phrasal verb can be placed between the verb and the particle vi ... pile, they pile up When people add things to a pile, they pile them up The snow piled up so high that I couldn't open my door In the fall we pile the dead leaves up in the driveway and burn them ... can be separated by their object When the object is a noun, it is usually entirely optional whether the object is placed between the verb and the particle or placed after the particle Both sentences...

Ngày tải lên: 21/12/2013, 22:17