The Best Sales Technique And Script Ever

As a sales professional of many years in fashion retail and other industries I've heard all the sales techniques and received countless lectures delivering winning scripts. I read, listened, processed and analyzed all of the information handed down and as a non-conformist discarded 99% of it. There are also those who consider themselves sales training gurus who profess they know it all. I have heard them referring to customers as low hanging fruit and or conversion rate. I often hear the term of "sales in the pipeline" and it makes me shudder to think the term is used so openly. The other one is "making the customer the hero". And here is a an odd one "competing in the bake off" so are we in cooking competition ?. What about sincerity and transparency, where and when do they come in?

If you think of customers as foot traffic, conversion rate, low hanging fruit, statistics and gauge their behavior in numbers, then you are most likely an accountant or manager and chances are you operate in isolation of the coal face. You'll crunch numbers (foot traffic) you'll most likely conduct a weekly sales meeting and deliver some kind of motivational speech that you read in the latest publication about a new revelation of closing a sale. What does closing a sale mean? Is it like closing a door for security purposes, so you're closing the door once the sale is completed, the money is in the till, and bingo you've already forgotten the face and name of the person you just sold a product to ? When that customer comes back you will then pretend to remember him, is that being sincere? You quickly move onto the next piece of low hanging fruit and close that sale quickly because you're on commission and competing with your other sales colleagues, or are you competing with your customers. You'll do just about anything to get a customer to buy.

It's all geared toward short term gain, or as one sales-guru on the networking circuit quoted "low hanging fruit". A consistently successful sales professional will look above and beyond for the fruits of his labor and he will push the boundaries of service every time, he won't think of low hanging fruit, closing a sale, conversion rates and foot traffic. He'll seek to establish a relationship, engaging on a foundation of mutual trust. This is a fundamental human need in any relationship, trust is based on sincerity. We subconsciously seek sincerity and character in others and if these qualities are not detected the whole foundation is undermined.

You can gather all the techniques and scripts ever written on paper for what they are worth and use them to fuel your BBQ. Every year a new wiz bang sales technique appears then it disappears and is forgotten just as soon as another appears, they're all geared toward short term gain. Why not read Stephen Covey, or Dale Carnegie, these two authors are a must for every library. Their focus in business and relationships is long term and built upon principles.

Now here is the moment you have been waiting for; and the best sales technique ever is "no sales technique" no hoodwinking or smoke screens just complete transparency. With sincerity at heart you connect with your fellow human beings on a fundamental level, all barriers are broken down and a relationship is formed. No scripts remembered parrot fashion, no wiz bang techniques by the latest sales guru. Don't think of closing a sale, think of opening a relationship, the customer you spend an hour with may not even buy from you. But statistically there is a 90% chance he or she will return one day and buy. Satisfying the buying needs of a customer can be a very rewarding experience if done sincerely.

I hope this has been informative, any comments or feedback are very welcome.

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Motorcycle History – Fun Facts For Kids

Kids, the first motorcycle sold was a Hildebrand and Wolfmuller. This was in 1894 when many kids rode bicycles…

Engines and Frames

Bicycle companies put a new invention, the internal combustion engine, onto their bicycles.

When new engines became more powerful the standard bicycle frames, wheels and chains could not handle them.

Bicycle builders decided to make frames made of steel. The steel frames did the job much as they do today.

Most Popular Motobikes

Before First World War, the largest motorcycle company in the world was Indian Motors. They produced 20,000 motorbikes a year.

By 1920, Harley-Davidson sold more street bikes in more than 67 countries.

Today, Honda, Kawasaki, Suzuki, and Yamaha are the most popular with enthusiasts. Harley-Davidson is still a driving force in the United States.

BMW, KTM, Triumph, Aprilia, Moto Guzzi and Ducati are also popular new street rides to buy…

Parts

Coloring pages kids, a steel or aluminum frame holds modern motorcycle parts and accessories.

Telescopic forks hold the front wheel, and disc brakes. Expect a one-cylinder to six-cylinder gasoline powered engine.

The engine is coupled to a manual, five- or six-speed sequential transmission with a swing arm-mounted rear wheel by a chain, drive shaft or belt.

A wind tunnel helps the engineers mimic real-life riding conditions. Different racing speeds test seating and body positions.

Experts can judge the best riding positions for racing bikes, off-road motorbikes and street cycles…

Accessories and Gear

Designed for comfort are various modern motorcycle attachments:

A “Fairing” is a plastic or fiberglass shell. It fits over the front frame of the bike. A fairing helps move the cycle smoothly and protects the engine in an accident. Fairings on touring rides improve your comfort and alertness on long rides. They reduce the harsh wind, cold and rain on your body…

“Windshields or windscreens” are built into a fairing or be attached to an unfaired motorbike. They are of transparent high-impact plastic. They direct airflow over or around your head. If you would like to raise and lower the windscreen with the push of a button, get an electric windscreen.

“Saddlebags or Panniers” rest on either side of the rear wheel to carry parts, tools, and, or travel gear.

“Heated Hand grips and Heated Seats” keep you warm in the cold and during night rides.

“Luggage Racks” remove the need for backpacks. They are a more secure and safe way to add carrying capacity to your rocket cycle…

A “Sidecar” is a one-wheeled partially covered seat. The sidecar attaches to the side of your motorcycle. Your big sister can sit in it and ride with you. Just remember to bring her back.

A “Trunk” is a storage box. Above and behind the seat the trunk is mounted…

Motorcycle Clubs

Clubs and organizations are popular. You can meet new rider kids, their buddies and their families.

The clubs are organized according countries, states, cities and neighborhoods. Individual motor bike makes or motorbike models have fan clubs.

You can join, if you qualify, groups like the American Motorcyclist Association, Harley Owners Group, Moto Guzzi National Owners Club, and Gold Wing Road Riders…

We will wrap it up…

Motorcycle kids – boys, you did a good job. You learned about Motorcycle:

  • Inventions
  • Clubs
  • Accessories and Gear
  • Parts
  • Popular Motorcycles
  • Engines and Frames

You can now give good answers to questions about the history of motorcycles. The End.

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50 Percent US Kids With Mental Health Conditions Remain Untreated, Claims Study

Half of the children in the United States suffering from any kind of mental disorder remain untreated, revealed a recently published study. The researchers analyzed data gathered from the 2016 National Survey of Children's Health, a nationwide survey administered to the parents of young adolescents.

The findings revealed that out of the 46.6 million youngsters in the age group of 6 to 18 years, whose parents filled the survey, around 7.7 million teens were suffering from at least one type of mental health issue like anxiety, depression, or attention-deficit / hyperactivity disorder (ADHD). Also, a year before this survey was conducted, only half of these children received counseling or any kind of treatment offered by a mental health provider.

The survey further showed that the percentage of young teens diagnosed with a mental health disorder and not receiving any treatment from a provider fluctuated extensively between 72.2 percent in North Carolina and 29.5 percent in the District of Columbia. The findings featured in the journal JAMA Pediatrics in February 2019.

What do child and adolescent psychiatrists have to say?

Co-author Mark Peterson, an associate professor at the Michigan University (Medicine) said that he pondered upon the conditions affecting children at a young age in a comprehensive manner. But he was shocked to see such a high percentage of young teens not receiving mental health treatment in the US

However, child psychiatrists did not seem too surprised with the results. Dr. Barbara Robles-Ramamurthy, an adolescent and child psychiatrist at the Long School of Medicine at the University of Texas (UT) Health Science Center, San Antonio, said that unfortunately, this was not news to her. In fact, she was well-versed with the fact that the percentage of young teens with mental illness who remained untreated in the US was quite high.

Explaining further, Dr. Jennifer Mautone, a consulting psychiatrist at the Department of Child and Adolescent Psychiatry and Behavioral Sciences, Children's Hospital of Philadelphia, said that the families and the children with mental illness face a number of challenges when it came to accessing mental health treatment services, thus pursuing to the high rates of not receiving treatment.

Extreme Dearest of Mental Health Providers

The American Academy of Child and Adolescent Psychiatry (AACAP) revealed that the United States was facing an extreme dearth of practicing child and adolescent psychiatrists. According to the available data, there were fewer than 17 health care providers per 100,000 teenagers.

This indicates that a lot of families needed to wait long to receive treatment, which deteriorated the primary mental health condition of the affected child. Also the qualified providers available faced significant challenges while interacting with other existing systems responsible for the care of these children. Some of these systems included the health care, education, child care, and the adolescent judicial system. All these systems were supposed to take care of the child, but none of them interacted with each other, resulting in half-hearted care.

A ray of hope

A lot of pediatric health systems have started integrating mental health services into their practice, to promote timely intervention of mental health services to kids. Even the mental health providers, by integrating themselves with the pediatricians, leverage the already prevalent trust factor of patients and are able to reach out to families in a familiar setting. One such program was the Healthy Minds, Healthy Kids Initiative at the Children's Hospital of Philadelphia, headed by Dr. Mautone.

In the last two years, this initiative managed to cater to more than 2,500 patients. Robles-Ramamurthy, considered this as a positive breakthrough. Yet there is a lot more to be achieved, she feels. A lot of families still consider the presence of a mental illness in their family as a personal failure and are scared of addressing them because of the fear of the associated stigma. The work towards destigmatizing mental illnesses has really started only a decade back. Another hurdle that the parents face is insurance cover. Some of the teens are covered, while others are not covered adequately.

Teen mental health treatment at ADEONA Healthcare

Mental illnesses, when untreated in young adolescents, pose serious threats to the community, including unemployment, poor performance in school and life in general, and high suicide rates. At ADEONA Healthcare of Rancho San Diego, adolescents aged 12 to 17 receive comprehensive behavioral treatment programs for mental disorders and related issues. The facility offers a combination of individual and group therapies crucial for the successful treatment and recovery from mental disorders.

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Gold And Unrealistic Expectations – Gold Is Not An Investment

Gold has been characterized as insurance, a hedge against inflation/social unrest/instability, or, more simply, just a commodity. But it is treated most of the time, by most people, as an investment.

This is true even by those who are more negative in their attitude towards gold. “Stocks are a better investment.” In most cases, the logic used and the performance results justify the statement. But the premise is wrong. Gold is not an investment.

When gold is analyzed as an investment, it gets compared to all kinds of other investments. And then the technicians start looking for correlations. Some say that an ‘investment’ in gold is correlated inversely to stocks. But there have been periods of time when both stocks and gold went up or down simultaneously.

One of the commonly voiced ‘negative’ characteristics about gold is that it does not pay dividends. This is often cited by financial advisors and investors as a reason not to own gold. But then…

Growth stocks don’t pay dividends. When was the last time your broker advised you to stay away from any stock because it didn’t pay a dividend. A dividend is NOT extra income. It is a fractional liquidation and payout of a portion of the value of your stock based on the specific price at the time. The price of your stock is then adjusted downwards by the exact amount of your dividend. If you need income, you can sell some of your gold periodically, or your stock shares. In either case, the procedure is called ‘systematic withdrawals’.

The (il)logic continues… “Since gold doesn’t pay interest or dividends, it struggles to compete with other investments that do.” In essence, higher interest rates lead to lower gold prices. And inversely, lower interest rates correlate to higher gold prices.

The above statement, or some variation of it, shows up daily (almost) in the financial press. This includes respected publications like the Wall Street Journal. Since the US elections last November, it has appeared in some context or other multiple times.

The statement – and any variation of it that implies a correlation between gold and interest rates – is false. There is no correlation (inversely or otherwise) between gold and interest rates.

We know that if interest rates are rising, then bond prices are declining. So another way of saying that gold will suffer as interest rates rise is that as bond prices decline, so will gold. In other words, gold and bond prices are positively correlated; gold and interest rates are inversely correlated.

Except that all during the 1970’s – when interest rates were rising rapidly and bond prices were declining – gold went from $42 per ounce to $850 per ounce in 1980. This is exactly the opposite of what we might expect according to the correlation theory cited earlier and written about often by those who are supposed to know.

During 2000-11 gold increased from $260 per ounce to a high of $1900 per ounce while interest rates declined from historically low levels to even lower levels.

Two separate decades of considerably higher gold prices which contradict each other when viewed according to interest rate correlation theory.

And the conflictions continue when we see what happened after gold peaked in each case. Interest rates continued upwards for several years after gold peaked in 1980. And interest rates have continued their long-term decline, and have even breached negative integers recently, six years after gold peaked in 2011.

People also talk about gold the way they talk about stocks and other investments… “Are you bullish or bearish?” “Gold will explode higher if/when… ” “Gold collapsed today as… ” “If things are so bad, why isn’t gold reacting?” “Gold is marking time, consolidating its recent gains… ” “We are fully invested in gold.”

When gold is characterized as an investment, the incorrect assumption leads to unexpected results regardless of the logic. If the basic premise is incorrect, even the best, most technically perfect logic will not lead to results that are consistent.

And, invariably, the expectations (unrealistic though they may be) associated with gold, as with everything else today, are incessantly short-term. “Don’t confuse me with the facts, man. Just tell me how soon I can double my money.”

People want to own things because they expect/want the price of those things to go up. That is reasonable. But the higher prices for stocks that we expect, or have seen in the past, represent valuations of an increased amount of goods and services and productive contributions to quality of life in general. And that takes time.

Time is of the essence for most of us. And it seems to overshadow everything else to an ever greater degree. We don’t take the time to understand basic fundamentals. Just cut to the chase.

Time is just as important in understanding gold. In addition to understanding the basic fundamentals of gold, we need know how time affects gold. More specifically, and to be technically correct, we need to understand what has happened to the US dollar over time (the past one hundred years).

Lots of things have been used as money during five thousand years of recorded history. Only one has stood the test of time – GOLD. And its role as money was brought about by its practical and convenient use over time.

Gold is original money. Paper currencies are substitutes for real money. The US dollar has lost 98 percent of its value (purchasing power) over the past century. That decline in value coincides time wise with the existence of the US Federal Reserve Bank (est. 1913) and is the direct result of Federal Reserve policy.

Gold’s price in US dollars is a direct reflection of the deterioration of the US dollar. Nothing more. Nothing less.

Gold is stable. It is constant. And it is real money. Since gold is priced in US dollars and since the US dollar is in a state of perpetual decline, the US dollar price of gold will continue to rise over time.

There are ongoing subjective, changing valuations of the US dollar from time-to-time and these changing valuations show up in the constantly fluctuating value of gold in US dollars. But in the end, what really matters is what you can buy with your dollars which, over time, is less and less. What you can buy with an ounce of gold remains stable, or better.

When gold is characterized as an investment, people buy it (‘invest’ in it) with expectations that it will “do something”. But they are likely to be disappointed.

In late 1990, there was a good deal of speculation regarding the potential effects on gold of the impending Gulf War. There were some spurts upward in price and the anxiety increased as the target date for ‘action’ grew near. Almost simultaneously with the onset of bombing by US forces, gold backed off sharply, giving up its formerly accumulated price gains and actually moving lower.

Most observers describe this turnabout as somewhat of a surprise. They attribute it to the quick and decisive action of our forces and the results achieved. That is a convenient explanation but not necessarily an accurate one.

What mattered most for gold was the war’s impact on the value of the US dollar. Even a prolonged involvement would not necessarily have undermined the relative strength of the US dollar.

Gold’s value is not determined by world events, political turmoil, or industrial demand. The only thing that you need to know in order to understand and appreciate gold for what it is, is to know and understand what is happening to the US dollar.

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How To Become A Pharmacist

Many students these days are pursuing a career in pharmacy. And I can't blame them. Some advantages of becoming a pharmacist are:

1) Starting salary can be anywhere from $ 75,000 to $ 150,000 depending on location and need

2) A pharmacist's work schedules are flexible. You can work 7 on and 7 off, work during the evenings or work the usual 9-5 job

3) You will come out with less debt compared to other health professional schools.

4) You can become a fully-fledge licensed pharmacist in your early 20s and do not have to complete a residency

5) You won't have to deal with blood

There are many other advantages to becoming a pharmacist. Above are just a handful of them.

Now, how can you become a pharmacist?

If you are in high school and are interested in pharmacy school, I recommend that you take a look at a few 0-6 years program schools. This program works this way. The high school student applies into this program. As long as the students get the minimum grade point average (GPA) and SAT scores they should be able to get into the program. An interview may be required at some schools, so please check with each individual school. After 2 years of pre-requisite coursework with high marks, the student then proceed into the pharmacy school, where they complete either 3 or 4 years of pharmacy school coursework. Once completed, the student can opt to a 1 year residency or could go out and practice pharmacy immediately.

The shortest 0-6 years program school is University of the Pacific's (UOP) School of Pharmacy located in Stockton, CA. They offer a program that is as short as 5 years.

Below are some schools that offer 0-6 year programs:

Albany College of Pharmacy, Duquesne University, Florida A & M University, Hampton University Massachusetts – Boston, Northeastern University, Ohio Northern University, Philadelphia, Rutgers University, St. Louis. John's University, St. John's University Louis College of Pharmacy, University of Connecticut, University of Findlay, University of Missouri at Kansas City, University of Rhode Island, University of Texas at Austin, University of the Pacific and University of Pittsburgh

Now if you are a college student or non-traditional student, the road to becoming a pharmacist is similar to a high school student. Basically, you'll need to complete the pharmacy school requirements, take the Pharmacy College Admissions Test (PCAT – if appropriate) and apply to the pharmacy school of your choice. There are many roadblocks that a student who are applying to pharmacy school may face. These questions include: How do I prepare myself to apply to pharmacy school? What should I major in? What extracurricular activities should I be involved in? Do I need to graduate with a bachelor's degree? Etc.

How To Get Into Pharmacy School ebook will show you how one student got into the pharmacy school of his choice within 4 short months after applying.

After graduating from pharmacy school, the student is now a fully-fledged pharmacist and only after becoming licensed, by taking the required test for the state the student is interested in practicing in, then he or she can begin working as a pharmacist.

As a pharmacist, you must renew your licensure every 2 years. This licensure process requires the pharmacist to take 30 units of Continuing Education (CE) classes either online or by signing up for a class. Other than this, the pharmacist can enjoy his or her career in the field of pharmacy.

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The Making of a Multi-Million Dollar Insurance Salesperson

Every sales person or sales agent fantasizes about becoming a millionaire. This is how one individual became a Multi Million Dollar Insurance Salesperson.

Over half the insurance agents recruited earn less than $50,000 before making a quick exist. So how do you make a million dollars, an then more? Especially when your career involves selling insurance? For me it was not by working 70 hours a week. No “get rich quick” insurance trade magazine article or ad inspired me. I don’t ever recall working with millionaire clients. In fact, in my case it would take a ton of policies to equal a million dollars premium collected, let alone commission earned. I never even received one of the over 90 insurance designations currently available.

My case involved putting together a formula, that you could easily (with effort) mix to achieve similar or superior results. For me the ingredients were composed of four components.

WILLPOWER I need to convince myself that I could achieve the insurance production goals I was setting. To begin, I purchased a collection of books on positive thinking. In them they emphasize phrases like “I Can” and “I Will”. I repeated these key word phrases over and over in my conscious mind, and saw some definite steady improvement in my sales achievements. Good but not good enough.

Suddenly I was introduced to self-hypnosis and my insurance career instantly changed. This was not some occult form of hocus-pocus but sheer enrichment that builds and builds. It start with a client from England who was a professional hypnotist. I was intrigued, and he agreed to teach me how the subconscious mind automatically overrides the conscious mind. He then graciously taught how to easily hypnotize myself anytime I wanting. I programmed myself for success, and success followed.

SALES SKILLS The so called selling skills insurance companies showed me, never really improved. I quickly saw that repetition of a bad habit is dangerous to your career. Now that my income was rising, I added another piece of dynamite to reaching sales goals faster. If I could double my closing ratio, it was simple to see my income doubling.

I invested in the Dale Carnegie course for sales people. During this course I learned the steps that must be covered properly if you are going to expect a sale. What I did not expect was the announcement that passing the course required covering all the points in a two minute or less presentation. This is when I re-emerged a trait, I was not using enough.

DETERMINATION I set myself a goal that surpassed just passing the course. Although there were around 25 people taking the course, I was determined. Not only was I going to pass, but my presentation would be voted the best of my fellow 2 dozen professional sales people. Needless to say, it took willpower, sales skill, and determination galore. Winning, gave me a feeling of floating sky high. After this I felt I could sell snow to an Eskimo.

NO FEAR I have to admit, when I started selling insurance I was full of fears. It took the first 3 ingredients and one more step to prove to myself that I now had no fear. I had to do what few before me financially succeeding in trying. That was to make sales, by breaking the established rules, and doing what “experts” considered would only be done by fools. I would exchange my briefcase for a folder and yellow pad. My suit and tie would be reserved for funerals, and my dress code would be neat, yet informal. Now I was prepped for my no fear test.

Without setting a single appointment, I opted to just knock on a prospects door, and do a simple presentation. I also programmed myself to act casual, using a “well, maybe you can’t afford it” approach if I had a closing objection. I knew most prospects have their conscious minds ready to be told they can certainly afford it. Using the opposite effect would alter their conscious thinking process.

Starting on a Monday morning and working no evenings I wanted to test my abilities to the max. I started out well self-hypnotized and with about 50 prospect cards, some of them “leads”. Remember now, we are talking over 30 years ago. Without appointments I saw 25 prospects and made 30 straight sales of all sizes. Not a single strikeout. With over $20,000 premium and much of it in annual cash payments, I decided to stop with $12,000 in commissions. I had accomplished and achieved my goals in just four days. Yes, with a rounded effective formula you can put on the brakes.

MY FIRST MILLION was then made very easily. For me, I proved I could become a millionaire, by breaking all the rules. My average policy size was not gigantic but my closing ratio was incredible. I did not wear a suit or tie or carry a briefcase. My cars were snazzy new Camaros and Mustangs, and I quit wasting time struggling to make appointments.

There is one danger in programming yourself to achieve a certain goal. Since you are bound to achieve it, before applying self-hypnosis, ask yourself if it is good for your mind and body to do whatever it takes.

To become a multi million dollar insurance salesman, do the opposite of most salespeople are doing. Develop your own prospecting methods, presentation sills, and closing tricks. It becomes much easier making an insurance sale when in your mind you have already done it, and have the acquired sales skills to back it up.

I did it my way. You can too.

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Apples in American Culture – Why, Apples are as Amercian as Apple Pie!

Here in the United States, though, we have many traditional fruits. Of course, perhaps the most popular and most traditional fruit that we grow is the apple. In fact, apples are such traditional fruits that they have become ingrained in our culture.

Take a look at some of the ways in which apples have moved off the tree and into our language, games, and stories:

It is a very common in our culture for someone to say, “That is like comparing apples and oranges,” Meaning that you are trying to compare two things that are incomparable.

Apples have even made it into our folklore: most kids know the story of Johnny Appleseed, the boy who traveled across the United States with an upside down pot on his head, dispersing apple seeds.

And everyone knows that “an apple a day keeps the doctor away.” Although this proverb has some merit, most still just pass it off as an old wive’s tale. An apple a day will not keep the doctor away if you do not also eat right, exercise, and refrain from excesses such as smoking and drinking a lot!

A phrase that really shows how apples have become a major part of our society is, “that is as American as apple pie!” Apples are completely ingrained in our culture, and apple pies are an American icon, reminiscent the “happy” years in the United States.

A rotten or bad apple is not just a piece of bad fruit. This idiom describes the one “bad” or “rotten” person in a group.

Other popular phrases that we often use in our culture are: “the apple of my eye” and “how do you like them apples!”

As you can see, there are many ways in which apples are fully ingrained into our culture. In fact, it is likely that no other fruit is nearly as important to our American culture as the apple is.

The apple is truly a traditional fruit in the United States, and it is a fruit that seems to have many traditions associated with it.

For instance, “bobbing for apples.” This is a game that is especially popular around the autumn months and Halloween. In this game, a large bucket or cauldron is filled with water, and apples are place in it to float. Participants must bob for the apples, trying to catch one in their teeth, without using their hands.

If, though, you take a look at another culture, a culture in another region of the world, they will likely have far different traditional fruits. And along with their different traditional fruits, they will likely have different idioms, stories, and games based on those fruits, wound into their culture.

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5 Jobs That Deal With Floor Plans and Interior Design

When constructing a building, it takes a lot of floor plan analysis to come up with a safe structure and excellent interiors. There are several interrelated professions that share common task namely: engineer, architect, interior designer, carpenter, and foreman.

A floor plan is a diagram that reveals the interior of the proposed building including the appliances, fixtures, and all parts of the house. To make an extraordinary creation, it requires team effort from various fields of professions to come up with artistically challenged masterpiece. Here are the following jobs that require floor plan reading and interior decorating:

Engineer

There are kinds of engineers, but in general an engineer is somebody who is a versatile entity responsible for the entire project from planning, to execution, to maintenance. However, the one who makes use of a floor plan are usually the civil engineers. It is also part of their duty to take charge of the interior designing, unless a separate interior decorator is hired. He assesses the site where the structure will rise as well as creates the design of the building, which is called layout or blueprint. This will be used as a reference from the start of the construction up to the completion of the project.

Architect

A Greek term, which means chief builder; an architect is a licensed professional responsible for designing of the building. The outline must comply with the standard building specifications and regulations to ensure safety.

Interior Designer

With their innate creativity, an interior designer is well-versed when it comes to renovation of your home. Since they are experienced when it comes to analyzing floor plans, they are compatible with engineers and architects.

Carpenter

Carpenters have several tasks involved namely: constructing, measuring, repairing, and installing. These are skills that are acquired either through experience or formal training. Since their tasks entail precision especially when it comes to measurements, they need to follow a blueprint and be keen on every detail presented. A blueprint is a piece of design or outline of the structure to be built, which includes the floor plans, electrical connections, piping, and the likes. From there, they are able to formulate an idea on how to carry out their task. Although reading from floor plans is not always applicable especially to those who do not have formal schooling, they can receive instructions directly from the supervisor. Since many of the carpenters are also self-employed, it is not unusual for them to get hired on an on-call basis. They will get paid immediately after the completion of work, which are usually repairs, partitions, and installation of shelves. In some cases, they are given the responsibility to decide what design would perfectly match their interiors.

Foreman

A man who is an overall charged of the workers particularly in a construction setting. From the experienced gained and the skills he possess, he is knowledgeable in all areas of the project. He is said to be a master of all construction trades; therefore, worthy to be equated to a project manager. As the leader of the team, he is proficient in floor plan analysis because of his extensive experience.

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Turning Negativity Into Positive Sales Results

In our most recent blog, we talked about Negative Reverse Selling and using strip-lining techniques to get neutral prospects talking about issues with their business and any related pain caused by those issues. Negative Reverse Selling is saying and doing the opposite of what the prospect expects salespeople to do. Strip-lining is giving the prospect more line to swim with, and allows the prospect to keep talking, making it one of the more effective tools in the NRS toolbox. It’s much easier to gather information once you set the prospect into motion, and Negative Reverse Selling is a great way to get the pendulum moving.

Let’s take a look at a scenario where strip-lining can be very effective in getting a negative prospect moving in the right direction. The prospect says to the salesperson: “We had a bad experience with your company. I have to tell you, I have absolutely no interest in doing business with you in the future”. That’s a pretty a negative prospect, right? So, a good strip-lining response is in order. Salesperson: “Wow, I am really sorry to hear that. I never heard about this situation. If I were in your shoes, I wouldn’t do business with us again, either. Could you be kind enough to share with me what happened?”

Notice what the salesperson did here. The salesperson validated the prospects feelings by letting them vent. We like to call this a “mental enema”. When a person has had a bad experience and is obviously upset and angry, let them get it out of their system. They may be emotional and a bit irrational, but letting them get it all out will go a long way towards allowing you to make reparations, and rectify the situation.

Let me share another story, this time a real life situation. I had a client in the printing industry named Omar. Omar’s printing company was selling printing services to a major company with a household name, based in New Jersey. Omar’s company had been messing up in a big way, delivering late on three shipments in a row. This really ticked off the folks at the larger company, prompting the purchasing agency to go over the salesperson’s head, and call Omar, the Sales Manager. The agent said to Omar quite heatedly, “This is the third time in a row your company has fouled up one of our orders. We’re done with you.” At this point Omar gave the agent a mental enema. Omar said, “If I were you, I’d be done with us, too.” Once validated, the prospect “dumped” (as the sales manager put it) all his pent-up aggravation, releasing enough negativity to finally speak somewhat rationally. Believe it or not, that conversation evolved into an appointment (or, as Omar called it when he was scheduling it, an “exit interview”). Because they had been doing business for some years, Omar was able to convince the company it would be a good idea to meet and develop plans to hand-off the business to a competitor.

Omar flew to New Jersey to meet in person with purchasing agent, and allowed the agent to once again validate how he felt about Omar’s company and how they messed up three orders in a row. Omar listened and nodded, then said, “I probably would have stopped doing business with us after the second order got fouled up. I totally understand why you are upset. I’d be livid if I were you.” At this point, the purchasing agent dumped and dumped, and dumped some more, dropping all his negativity on to Omar. However, by the end of the two-hour meeting, Omar left with a purchase order. How did he do that?

Omar was well versed in Negative Reverse Selling and using strip-lining techniques to give his angry client the chance to get all his anger out before going ahead and working to fix things. The purchasing agent at the major company was grateful to Omar for letting him vent, and then for rectifying the situation going forward. Negative Reverse Selling allowed Omar to make amends for a bad experience and go forward with some new business. That’s the power of Negative Reverse Selling.

In our next blog, we will go a little bit more in-depth, and breakdown the various ways to use Strip-lining Techniques with all types of prospects.

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The Importance of a Using a Motorcycle Cover

Motorcycle covers are an often overlooked alternative to keeping your motorcycle in a garage or under larger cover. Whilst they are not as ideal due to a lack of airflow, and keeping in condensation (although this is relieved by higher quality breathable and waterproof contemporary materials) they are still great at protecting your motorcycle from the elements.

Even if you do have a garage, then fitting a motorcycle cover will protect from elements inside your garage, such as dust, dirt and insects to a degree. Most garages are not kept at a stable temperature and insulated, so a lightweight breathable cover helps the build up of condensation and therefore mold, which will help protect the finish of the motorcycle.

Outside you will need a more hardcore motorbike cover. It will have to withstand harsher elements, from wind, rain and UV sun-rays. Whilst these issues are not major in small doses, if you are leaving your motorcycle out for a long period (for example, you ride in summer and keep the motorcycle stored outside over winter) then the finish is compromised. UV rays fade paintwork (red is the worst for this). Still water can leave stains (from rain). Wind can take small objects like stones or twigs from trees and scratch the paintwork blowing against the motorcycle.

Motorcycle covers are not perfect, finding the match between breathable and weatherproof is the biggest challenge. You will still need to give your motorcycle a buff up after the bad weather season, but it will be a smaller task than if the cover is not there, and there will be less long term damage to your motorcycle paint and chrome too.

Another big benefit of having a motorcycle cover is for security reasons. Sure, a knife will go through it, even if it is tied down, and the motorcycle is chained to a solid object. But if it’s hiding under a sheet, it’s a lot less attractive to thieves than them seeing the nice shiny expensive object underneath.

For these reasons a motorcycle cover is an essential item for any enthusiast who cares for their motorcycle, or just wants it to maintain it’s value by conserving its finish.

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