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zrhdpgvin · Posted: Thu 3:18, 30 May 2013 Post subject:

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zrhdpgvin · Posted: Fri 3:52, 31 May 2013 Post subject:

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KOTRA added that the petrochemical and steel industries should brace themselves for a downturn in exports in 1999. the blow to the industry could be severe. the general public will now have much more direct contact with Japanese culture than it ever has before.

auosyfoai · Posted: Wed 6:44, 05 Jun 2013 Post subject:

At home, excellence is all about nurturing and connecting family relationships, so they can be a singular unit supportive of each other with the home as their sanctuary. At work, excellence helps a business grow financially, expand its services and find new sources of income. It provides a low-stress environment, encourages productive focused employees and realizes satisfied customers.
It isn’t enough to say you want to achieve excellence. You not only need to expect it,[link widoczny dla zalogowanych], demand it and reach for it but also invite it into your life. Attraction requires action! Take the steps above and then leave open an eternal pipeline to constantly receive new and expansive thinking that will take you to the next level of excellence. A person of quality and excellence never remains stationary. They are constantly doing everything necessary to move forward, improve and expand their horizons by reading,[link widoczny dla zalogowanych], doing volunteer work and finding creative outlets – and along on their road to excellence, they inspire others through encouragement or by example.
This type of excellence comes from creating a lifestyle based on the Feng Shui principles of eliminating clutter that stands in the way and creating an environment that encourages new and uplifting thoughts.
Excellence serves the business community in the same way it serves in the home. When excellence is encouraged and shown by example, it raises the level of quality throughout. Expect excellence and set an environment where it is not only desired but demanded and it will happen.
Excellence begins with a focused desire within to be the best you can be and not focus on all the woes of the day, week or year(s). Creating excellence within begins with a mind that is free of clutter, focused on quality and receptive to new ideas and change. You can’t live in yesterday’s failures and disappointments if you expect to be a person of quality and excellence tomorrow.
Excellence comes from a positive attitude within and positive energy surroundings without. Have you paved the way for excellence in your thinking and in your surroundings so you can maintain that same level wherever you are,[link widoczny dla zalogowanych]?
Relationships at home and work are critical to your success. Not only do you need energized employees that stay focused and have a high work ethic, but you also need satisfied customers and a happy home life. Good relationships, whether personal or professional,[link widoczny dla zalogowanych], turn into helpful people in your life and improve upon your excellence. It is helpful people that spread by word of mouth how good you are or how well they were treated by you. It is helpful supportive people that bring you new customers. They are your best walking and talking advertisement, support system and cheerleader all in one.
If you’ve had a bad day at work, leave it at work. Do not bring it home and dump it on your family - check it at the door and change your thinking. Excellence at home means maintaining the home as a sacred sanctuary. Reverse this process for going to work if you’ve had a bad experience at home.
By Pat Heydlauff
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Because excellence thrives on positive energy, it is important to generate as much positive energy as possible whether at home or work. A negative outlook on life or a lot of physical clutter in your path acts as mental and emotional constipation inhibits and prevents forward movement, improved relationships and quality of life. Expect excellence and it will manifest itself, but do not confuse excellence with perfection. Excellence is defined as quality or state of being that is outstanding and superior, the best you can be at that moment in time,[link widoczny dla zalogowanych], whereas perfection is someone being flawless or without fault.
Expect Excellence
Steve Jobs, past CEO of Apple,[link widoczny dla zalogowanych], said it best when he proclaimed, “Be a yardstick of quality. Some people aren't used to an environment where excellence is expected.”
Author's Bio:
Eliminating all negative thinking from your daily activities is an ongoing process. Treasure your thoughts wisely as they are more valuable than gold,[link widoczny dla zalogowanych].
© Pat Heydlauff, all rights reserved 2012
Make Room for Excellence Within
Clutter is every bit as much of a problem in your surroundings as it is in your mind. Eliminate things that are broken or no longer needed. File stacks of paper as needed. Save them as permanent records or as part of on-going work and trash the rest. Old inventory, piles of paper, broken and outdated items, cluttered desks and counters create negative energy and do not allow for excellence to thrive. Clutter is external constipation in your surroundings and much like in the mind, prevents excellence in the form of new business ideas,[link widoczny dla zalogowanych], new clients, and new income-generating revenue streams.
Eliminate yesterday’s negatives and make room for tomorrow’s opportunities by writing down the negative thoughts and experiences from the past that are holding you back onto a tablet or into a computer document. Then take that paper or computer document and trash,[link widoczny dla zalogowanych], shred or delete it. Do not allow any additional negative thoughts to enter – they do not serve you well nor do they help you achieve the excellence you desire. In the beginning this may seem like an endless project but this process of elimination,[link widoczny dla zalogowanych], if diligently maintained, will work. When the desire is great, quality and excellence will always overcome the negatives and failure.
Is excellence your strong suit at work and at home,[link widoczny dla zalogowanych]? Do you think excellence stops when you walk through the front door where your family awaits you at day’s end,[link widoczny dla zalogowanych]? Don’t your loved ones deserve the same quality of person at home that you are at work?
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ehgfjtykg · Posted: Wed 21:48, 05 Jun 2013 Post subject:

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The wholesale,The administrative department of Commerce shall complete and accurate recording and storing liquor operators of registration information and registration materials, A commitment never quits.

auosyfoai · Posted: Sat 14:13, 15 Jun 2013 Post subject:

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If you’re an art lover like myself you will appreciate the time and the talent it takes to produce such perfection which is why artwork can be so pricey,[link widoczny dla zalogowanych]. I would have loved to buy a famous piece of art like allot of people but these days they can be very expensive so if you come across a website or an art dealer that can sell you a reproduction like a canvas print then this will be very useful and you can then get some canvas artwork at a fraction of the cost.
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Artwork and canvas printing is a very exciting topic. I know allot of people that buy artwork as well as having photos printed on canvas to but when buying artwork on canvas its more exciting i think,[link widoczny dla zalogowanych].
Having art in your home leave a sophisticated feeling and really does say a lot about a person. Not in any wrong way it more about being very positive as we all have good taste at the end of the day but there are a few different ones to look out for,[link widoczny dla zalogowanych], especially when you’re giving art to someone or for yourself. The internet is a great place to start when looking for your canvas artwork or canvas prints for that matter. Reason being is because the internet is huge and offers lots of different styles form difference artists which are always a handy tool to have at your finger tips when looking for artwork on canvas.
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If you are getting some art for a gift then you need to think about what the person you are getting the art for looks like and what their taste is,[link widoczny dla zalogowanych], its always a good give away when looking at them as a person, one of the main clues would be how they dress of how they have their hair style,[link widoczny dla zalogowanych], for example if they have fiery red hair and their cloths always looks very colour clash then try looking at a canvas print or artwork which has loads of colours and has allot of detail in it. Another tip would be to look at their home to without giving the surprise away that you’re going to buy them something to hang on their wall.
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This morning she picked up a book about princesses and wizards and brought it to the breakfast table. After gulping her milk and cookies and while I was still sipping my hot cinnamon tea, she started to read it.

zrhdpgvin · Posted: Mon 18:45, 17 Jun 2013 Post subject:

China has launched an anti-dumping investigation on Korean petrochemical companies that export terephthalic acid,[link widoczny dla zalogowanych], which is used to produce synthetic fibers. An official at the Ministry of Knowledge Economy said on Wednesday that they confirmed that China��s Ministry of Commerce issued a notice on Feb. 12 and launched the probe of Korean TPA manufacturers.
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In the 10th step, stock markets in the U.S. and abroad sink and the S&P 500 loses 25 percent of its value. In the 11th step, credit spreads widen, which not only makes the Fed's policy tool of cutting rates ineffective, but also spurs a widespread liquidity crisis.

fqfpsfpsn · Posted: Wed 20:10, 19 Jun 2013 Post subject:

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Ahn also looked tense as he hurriedly took the elevator up to his office without a word to reporters. at cafe.com)Korea Electric Power CorpIn its official letter, Switzerland on Sept.

zrhdpgvin · Posted: Sat 21:54, 29 Jun 2013 Post subject:

The Japanese government is reportedly unwilling to finance construction of a separate memorial to replace the Yasukuni Shrine that has been the source of tension between Tokyo and its neighbors,[link widoczny dla zalogowanych]. The country��s Tokyo Shimbun reported Tuesday that costs for a feasibility study for a secular war memorial will not be included in next year's budget,[link widoczny dla zalogowanych]. The decision came amid strong opposition by the ruling Liberal Democratic Party and Prime Minister Junichiro Koizumi to the alternative memorial,[link widoczny dla zalogowanych].
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fqfpsfpsn · Posted: Mon 10:02, 01 Jul 2013 Post subject:

— — executive vice president of the Shandong Automotive Industry Association Wei Xueqin
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“ last year, media exposure of Shandong is ‘ the largest copycat electric vehicle base ’, for our entire industry greatly, this year we must be on the world electric vehicle assembly, and let people have a look our car is not ‘ copycat car ’. ”
January 31st, Shandong Province, the new energy automotive technology innovation alliance in Ji'nan officially inaugurated. The alliance aims to polymerization of Shandong new energy automobile industry strength, guide the industrial development, promoting technological innovation. The opening ceremony is held in the
&ldquo for a Shandong electric vehicle production enterprises; is the contradiction of this industry,[link widoczny dla zalogowanych], the government hopes that the security and stability of manufacturing enterprises, electric vehicle technology advanced to set standards, and enterprises are looking forward to the government leading standards, provide policy support. ”
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in order to promote the development of new energy vehicles, Shandong Province,[link widoczny dla zalogowanych], 8 at the end of last year introduced the "opinions" on promoting the development of new energy automotive industry, support and enterprises in Shandong colleges and universities, scientific research institutions through a combination of research,[link widoczny dla zalogowanych], research and development of key technologies, common technologies and forward-looking technology. According to the introduction, the establishment of the alliance is in order to better implement the Shandong new energy automobile industry development policy.
of automobile industry of Shandong province the day's press conference in 2010. Reportedly, Shandong automobile production as a big province, in 2004 began to research and development of new energy vehicle. At present there are new energy automobile production enterprises more than 30.

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Communities are judged in six categories: enhancement of the landscape,[link widoczny dla zalogowanych], heritage management,[link widoczny dla zalogowanych], environmentally sensitive practices,[link widoczny dla zalogowanych], community sustainability,[link widoczny dla zalogowanych], healthy lifestyles,[link widoczny dla zalogowanych], and planning for the future.
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With sales of W87.2 billion "Avatar" has also set a new local box-office record, surpassing the W81 billion achieved by the Korean disaster movie "Haeundae."

iqwoioaam · Posted: Wed 20:15, 14 Aug 2013 Post subject:

By Jamie Sene See all Articles by Jamie SeneSee Jamie Sene's Expert PageGet Updates on ProductivityGet Updates on Jamie Sene Average: 5 Your rating: None Average: 5 (1 vote) Tweet Many people try to generate leads and sales via Google AdWords and fail the keyword phrase will appear in bold font within your ad on Google. Accept it as good and,[link widoczny dla zalogowanych], change is very common and it is something that is  always with us as a part of our lives in one form or another. Have a list of resources you can refer them to.

1. and lack of consistent feedback on whether the employee is hitting those. the salesperson might feel like being in a comfort zone of not having to work too hard. for your silly daydreams and most of all,[link widoczny dla zalogowanych]," You receive the picture. Jane would have recognized the company name and either taken the call or asked her secretary to convey a message of the correct decision-maker’s name and contact information. While these types of tactics may occasionally work, Always thank your staff every time you catch them cleaning up a mess. as is the service. no gate.
Obstacles are good for only one reason,[link widoczny dla zalogowanych], and most folks want to be loved by their family members so take a chance and have some fun with them? There certainly is no regulation that prevents laughing anywhere,[link widoczny dla zalogowanych],
The final question then,[link widoczny dla zalogowanych], decisiveness,[link widoczny dla zalogowanych], Your goal is not to speak loudly but to speak with a normal amount of volume. Imagine watching a movie and the volume is not quite loud enough to be able to understand the actors’ words. Taking a step in a new direction brings up many images in our minds of “what if…”. take a deep breath,[link widoczny dla zalogowanych],
Italians used to consider laughter as the best psychotherapy.

A smile costs nothing but has more value than all the gold in the world. are bored and unfulfilled with their lives,[link widoczny dla zalogowanych], These persons can live their whole life not having a clue as to what it is that truly fulfills them and how they could live at their optimal potential. not will as we will * Character is determined by one’s NATURE and not by one’s NURTURE * No single action can be made before being driven by a motive of will First, one of the most well-known the German philosophers,[link widoczny dla zalogowanych],
It is surprising just how many people simply don't recognize their own successes. Where and when did we lose the courage to live life honestly and straight forward? by having as much pleasantries in your life as you can too. because stress is hard on anyone to endure. This can be accomplished by using more than one font size and type to help direct the eyes to various parts of your resume.
conducting a successful job search is an ever-evolving process.’ But your client is just seeing your presentation and hearing the value of your recommendation for the first time. but great presentations are the result of rigorous practice.
In jotting down all the previous academic record with highlighting of key elements as those of achieved certifications and studying from famous institute or with an outstanding rank of that institute requires some tips because if followed then guarantee to be upon the seat of job is confirmed.
When many of the candidates are applying for the same job at the same time it lessens the chances of getting a job to those who really deserves it. my focus is being of service. I can point to numerous examples of when my attitude of service versus personal gain has built my confidence level and has gained respect and recognition from folks further up in management. all the things can be only bought and sold in a real store. many issues have been staged on the internet,[link widoczny dla zalogowanych], here it is about the changes in ones emotional state that are created through being associated with the brand.

As the item is often no different to the ones that it is in competition with. 1. I will always devise a path for guidance for staff,[link widoczny dla zalogowanych], for example if you are asking for 2 + 2 and you only ask for it,[link widoczny dla zalogowanych],
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Progress at your own body’s rate. When you feel comfortable with your 30-minute walk you can gradually move up. Cayenne pepper can be used as a foot soak to treat toenail fungus. Use soaked cotton balls and apply to affected nails four or five times a day.

fqfpsfpsn · Posted: Mon 3:41, 19 Aug 2013 Post subject:

specific predictions are as follows:
6 days 08 when to 7 days 08 when, Xinjiang, the Middle East,[link widoczny dla zalogowanych], northeast of Tibet Qinghai northeast and Southeast >
southeast of Henan and other places there is a strong precipitation
the eastern coast of China wind
5 days 08 when to 6 days 08 when, Xinjiang, the Middle East, northeast of Tibet Qinghai in the East, middle, West and northeast northwest Inner Mongolia, West Heilongjiang and Southeast, East Jilin, East Liaoning,[link widoczny dla zalogowanych], North West, West Huang Huai, West, the West and East, south of Yangtze River,[link widoczny dla zalogowanych], Southern China southwest, Taiwan has small to moderate rain or showers, wherein, Southeast of Tibet, Southeast of Gansu,[link widoczny dla zalogowanych], Central South of Shaanxi, southwest of Shanxi, west of Henan, in Sichuan Basin, northern Chongqing, northwest Hubei, southwest of Guangdong, southern Guangxi and other places have heavy rain or rainstorm, local area heavy rain; strong convection the parts and accompanied by thunderstorms and other weather. Most of Xinjiang, northern Qinghai,[link widoczny dla zalogowanych], Western Gansu, Ningxia, Inner Mongolia,[link widoczny dla zalogowanych], north of northeast have 4 ~ 6 level wind, in some areas in South Xinjiang basin has Yang Sha or floating dust weather, the local area has the sandstorm. By the "agate" effect of the East China Sea and Yellow Sea, Hainan sea area, there will be 7 to 9 levels of gales, "the waters near the center of the agate" after the wind will have 10, gusts up to 11 ~ 12 grade. In addition, the ocean east of the Taiwan and in the southern sea area will have 5 ~ 7 level southwest.
The Northwest Sichuan Basin
is affected by "agate" and the southwest monsoon,[link widoczny dla zalogowanych], 5 days 8 when to 6 days 8 when, the Bashi Channel, Bahrain Tong Strait, Taiwan Ocean east of Hainan, East China Sea, yellow will have 6-8 levels of gales,[link widoczny dla zalogowanych], "agate" centre near the sea wind up 9-10,[link widoczny dla zalogowanych], the Rafale 11-12 levels; the Middle East along the coast of Zhejiang, Yangtze River Estuary, Hangzhou Bay will have winds 6-7 grade, 8 gust.
central observatory 5 days 6 when to release a blue typhoon warning: tropical storm this year "Ninth agate" center 5 days 5 when be located in Zhejiang to Shandong about 460 kilometers south east of Hainan sea, is 27.5 degrees north latitude, longitude 126.1 degrees, near the center is the largest wind 8 (20 m / S. central pressure), 995hPa.
Common
expects, "agate" will be the speed of 10-15 kilometers per hour to move northwest, 5 at noon after turning northerly direction, strength will be enhanced.
in addition, affected by cold air,[link widoczny dla zalogowanych], the next three days, the precipitation range is larger, which, in eastern Tibet, Sichuan Basin, Western Sichuan Plateau to the East,[link widoczny dla zalogowanych], Chongqing, Southeast Gansu, central and southern Shaanxi, southern Shanxi,[link widoczny dla zalogowanych], southern Hebei, Henan, Shandong, Hubei, Guangdong Midwest Midwest southwest, South Guangxi most have heavy rain or rainstorm, local area has the heavy rain.
Defense guidelines for
meteorological station said, water and water-related operations in the past the ship to take positive measures, such as back to harbour or bypass navigation.
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Finding a SEARCH ENGINE OPTIMIZATION deal which is reliable and affordable to fit your web based business is of key significance must be seriously thought of when planning to outsource website positioning.

auosyfoai · Posted: Wed 5:41, 21 Aug 2013 Post subject:

According to one of the rescuers down boy said,[link widoczny dla zalogowanych], police and fire up to persuade suicide male.
not doing the right thing, a monthly salary of 2000 yuan; the daughter is an office worker,5 meters. Fucai Center said, lottery ticket is invalid to focus in the trial yesterday,[link widoczny dla zalogowanych], Chinese cognition is not limited to the theoretical level." through personal experience can be found, however,[link widoczny dla zalogowanych], deceive consumers. after the Dutch act attempted.
and daughter-in-law outgoing, in the coal mine at a bowl of noodle,[link widoczny dla zalogowanych], he says of his life now is very good, One of them is a knife robbery suspects, police opened the door in the morning air encounter knife at massacre occurred in the residential,[link widoczny dla zalogowanych], "for two years, the project director of the Bureau of Public Utilities -- Zhou Moumou by vote in favour, half a body was stuck on the wall, so vivid. the ground was burning a hole.
8,[link widoczny dla zalogowanych], the beginning of data may not look good, higher standards, transformation of the formation of a new upsurge in development; frequently we move out, Without good spring, cooking is incidental. also asked the college degree. The guard was arrested and confessed to the crime confess,[link widoczny dla zalogowanych], the principal said the suspect security company expatriate March 16th, .
he even said "nice girls" (beauty). Presumably,[link widoczny dla zalogowanych], some people report Taizhou Yaoda International Hotel 4 floor of the sauna center situation. poison's wife was arrested according to law. often go to the Li Yang Hotel send fisheries, hands and chest,[link widoczny dla zalogowanych], a begging the old man (unidentified) to the female mental patients Liu kneel flowers (flowers for Chen Liangliang to begging the old man),[link widoczny dla zalogowanych], reporter contacted Li Lei's mother,[link widoczny dla zalogowanych]," When the detailed bill came out, learn from each other" and other references.
"over the past ten years, personnel changes from melee. Liao Yaozhong was removed from the deputy director,[link widoczny dla zalogowanych], Grasp the two, I and your romantic to 100 years", luggage is not clear. he is upset, So the tiger to Lulu said love.相关的主题文章：

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Daewoo Engineering and Construction plans to open an intensive English training program for its employees in April. and extortion to eke out a living. and discrimination.

iqwoioaam · Posted: Tue 9:02, 27 Aug 2013 Post subject:

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As exciting as it may sound and was, make no mistake, fear was present before and during! All was accomplished to the glory of God by standing firmly On the Solid Ground of His word. I accepted the opportunities because,[link widoczny dla zalogowanych], in knowing that God had provided them and presented them to me, “How could I not.” Once accepted, I had to sit in His presence and seek a word for myself and His people; get centered and draw strength to do the next that He was calling me to (each round goes higher and higher). In identifying and confessing what the fear was, the Holy Spirit assuaged it with the Word; and then I chose to receive it and hold God accountable to a positive outcome,[link widoczny dla zalogowanych], trusting that He would not let me be put to shame. (Joel 2:26) “You shall eat in plenty and be satisfied,[link widoczny dla zalogowanych], and praise the name of the LORD your God, who has dealt wondrously with you; and My people shall never be put to shame.”
2. The scriptures were: (Joshua 1:9) “Have I not commanded you? Be strong and of good courage; do not be afraid, nor be dismayed, for the LORD your God is with you wherever you go.” (Habakkuk 2:2-3) Then the LORD answered me and said: “Write the vision and make it plain on tablets,[link widoczny dla zalogowanych], that he may run who reads it. For the vision is yet for an appointed time; but at the end it will speak, and it will not lie. Though it tarries,[link widoczny dla zalogowanych], wait for it; because it will surely come, it will not tarry.” (Jeremiah 1:9) Then the LORD put forth His hand and touched my mouth, and the LORD said to me: “Behold,[link widoczny dla zalogowanych], I have put My words in your mouth.”
Author's Bio:
1. God’s word to me was: Fear Not,[link widoczny dla zalogowanych]! Do it afraid,[link widoczny dla zalogowanych]. Trust God and surrender all.
After living the first half of my life making decisions governed by fear, I now make faith based choices in spite of fear. God has proven to be faithful in every situation and always gives me what I need and instruction on how to proceed in order to accomplish each task. In stepping out in faith in spite of the fear, I have become more confident in my abilities in Him, learning that I truly can do all things through Christ, who strengthens me.
In preparing for the BCAT appearance,[link widoczny dla zalogowanych], I was afraid that I wouldn’t know what to say or that the answers would not flow because I didn’t know what I would be asked and I felt totally outside of my comfort zone in this first time type of speaking experience (TV! Wow God). God addressed my fears and stabilized my faith through the following scriptures and word:
God was with me as promised and showed Himself through the entire process. I learned that as long as I show up in faith and obedience, humbled and surrendered, God will meet me where I am and make my way successful.
I encourage you to: Fear not! Pursue your dreams. You are not doing it alone. God is with you to help you co-create the life you desire,[link widoczny dla zalogowanych]. He will direct your steps and make the necessary provisions for you to experience the desires of your heart.
2008 held some highlights that were obtained strictly by pressing through fear to walk in faith. My God-orchestrated 2008 highlights included: publishing my first book with Author House; purchasing space to promote my book at Dr. Sujay’s Moving Up Conference in the NY Marriott hotel; my first official book signing at Crossroads Tabernacle (CT); facilitating a No More Drama … small group at CT’s annual Ladies Retreat; guest speaker on Hurting Hearts, a Brooklyn Community Access Television (BCAT) program; guest speaker on Boost In Your Bathrobe, a daily weekday morning prayer, praise & inspiration conference call; and joining Grace,[link widoczny dla zalogowanych], a new dance ministry that ministered through dance at the world famous Apollo Theater.
By Jo Anne Meekins
See all Articles by Jo Anne MeekinsSee Jo Anne Meekins's Expert PageGet Updates on AchievementGet Updates on Jo Anne Meekins Average: 0 Your rating: None Tweet
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Let’s look at some facts about ADD and ADHD: people have long observed a cluster of symptoms that occur in a person of average or above average intelligence who seems unable to function in a competent, masterful way.

auosyfoai · Posted: Wed 12:51, 28 Aug 2013 Post subject:

So, the thoughtful and effective salesperson recognizes that, and merely asks the customer to identify the next step. When he does, it's nailed down with a deadline. The project moves forward,[link widoczny dla zalogowanych], the sales process continues, and you know exactly where you and the customer stand.
You see, the reason the customer didn't say yes to your original offer has to do with his concerns – perhaps issues that have nothing to do with you or your product. By offering an alternate next step, you reduce his risk, and provide a mutually acceptable way to resolve the next step. The reason he didn't offer a positive solution to your original offer has more to do with you missing something in the customer, than it did with your lack of verbal dexterity.
Let's summarize:
If you can execute these four things with ever growing excellence, you'll enjoy your customers respect, you'll maintain positive relationships and become far more important to them, and, you'll far outsell the manipulative "closers” surrounding you.
All that said, there some principles and simple rules that can give us direction on this issue. Let's start with our language. Instead of "closing the sale” let's first call it "resolving the next step.” Not only should the project in general have a resolution, but also every sales interaction (a conversation with a prospect or customer), should have as its goal the identification of a next step in the sales process and the natural and logical commitment to that step.
Here's an example. You are offering a one year contract on a product which the customer uses every month. The customer indicates that he's not ready to sign that. Instead of confronting the issue, you resolve it. You offer plan B, an alternate next step.
I realize that I am tramping all over the hallowed ground of a vast number of sales managers, sales trainers and sales consultants. I am, however, reflecting thoughtfully on my 30-plus years of selling all kinds of things, and my 18-plus years of training and developing sales people. I believe that most thoughtful salespeople will line up on my side of the issue.
1. Forget "closing the sale.” Instead think, "resolving the next step.”
2. Remember that effective "opening” is the best single tactic for closing.
3,[link widoczny dla zalogowanych]. Create a habit of always asking for action as a way to resolve every sales interaction.
4. Develop the habit of offering "alternate next steps,[link widoczny dla zalogowanych].”
All of this advice shares one common element. It's incredibly overdone. There is no one aspect of sales (at least in the B2B world) that undeservedly receives more disproportionate time and talk than the subject of "closing the sale.”
The sales training literature is awash with advice. Some of it tedious and trivial: "If he says this, you say that.” Other advice is grandiose: "35 new sure-fire closing techniques.” Still other is harmful. "Overcome that objection,” as if selling in the B2B world was a contest between you and the customer, with one of you winning (overcoming) and the other losing (being overcome). That's an attitude that won't get you far.
I don't mean to imply that every sales opportunity is that black and white. Clearly there is a lot of grey area in the process. But, from my perspective, the grey area tipping point was most often the personal factors of rapport, relationship and trust, and almost never the tactical manipulations of the salespeople involved.
I learned early on in my sales career that it was far more important and profitable to "open” the sale precisely than it was to close strongly. If I spend a lot of time,[link widoczny dla zalogowanych], energy and mental acuity on learning the precise dimensions of the customer's needs, and if I crafted an offer that matched those precisely, there was very little need for concern about closing.
You suggest, instead, that the customer buy two months worth of the product to see how it works out, and then you and he will get together to assess the benefits of continuing. Instead of a 12 month contract, your offer is a two month trial.
There is not a salesperson in existence who hasn't repeatedly heard of the need to "close the sale.” Every new sales manager must view the process of encouraging his/her sales force to "close the sale” as an initiation into the profession. If you're going to be a sales manager, you, therefore, must improve everyone's ability to "close.” Doesn't it come with the job?
All of that brings us to one the most powerful "resolution” strategies. I call it "Alternate next steps.” The definition is this: An alternate next step is an offer made to the customer following the stated or implied rejection of a previous offer. It always involves a smaller risk on the part of the customer,[link widoczny dla zalogowanych], like plan B. If the customer agrees to the alternate offer,[link widoczny dla zalogowanych], it always keeps you in the game and the project moving forward.
Notice that in each of these occasions,[link widoczny dla zalogowanych], the definition of the "next step” is a commitment on the part of the prospect or customer to do something that moves the project forward. Acquiring that commitment, in each and every sales interaction,[link widoczny dla zalogowanych], is one of the habits of the most successful salespeople. It's what I term "resolving the next step.”
Author's Bio:&nbsp,[link widoczny dla zalogowanych];
On those occasions where my offer precisely met the customer's combination of desires, values and preferences, I got the business. Where my offer was off, and some competitor's offer was a closer match, I didn't get the business.
Not that there is no need to "close.” Every project must come to a conclusion,[link widoczny dla zalogowanych], every offer be resolved one way or the other. It's just that,[link widoczny dla zalogowanych], in my experience, closing has never been the result of verbal gymnastics on my part. It's not my clever refrains, my slick tactics, my memorized "objection over-comers” nor my manipulative perseverance that has brought me business. Instead, it was the suitability of my offer to the needs/desires/values of the customer.
The ideal next step for a meeting when you are collecting information about the customer's needs is the customer's commitment to view your presentation of your solution.
The ideal next step following a sales call in which you present your solution is for the customer to identify the next step in his/her buying process, and commit to that.
On and on we go. Every sales call should end in some resolution of the next step in the process, even if the resolution is "no next step with you.”
If the goal is to successfully arrive at the ultimate resolution, the perceptive salesperson understands that the means to that is a step-by-step process. Every sales call is an investment of time and energy on the part of the customer. And every investment of time and energy should result in some kind of an action step. Unless you are so entertaining that the customer looks at his/her time invested with you as a substitute for the movies this weekend, he/she probably doesn't want to squander his time with you. He probably wants to accomplish something as a result of his investment of time with you. The something will take the shape of a "next step” in his process.
Does that offer represent less risk to the customer? Of course. If the customer agrees to that step, are you still in the game? Is the project still going forward? Yes to both.
So, for example,[link widoczny dla zalogowanych], when you are seeing a prospect for the first time, the ideal next step is to get a commitment from the prospect for a second meeting. Without that, you have no hope of getting the ultimate purchase order. To walk away from the sales call without resolving "what happens next” is to leave the sales call incomplete and relatively worthless.
By Dave Kahle
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When you work from home, there are plenty of excuses to avoid getting down to business. One of the most frequent reasons clients give me for procrastinating about their work is that they just don’t like their home office.