In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I didn’t sell anything, I didn’t get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine.

I was desperate to make a sale and I’m sure my desperation showed in my rehearsed sales presentation. I told my potential prospects all about the features of the item, but I didn’t tell them how the product could benefit them specifically. Needless to say, by using these sales tactics, I didn’t sell one set of encyclopedias.

Your potential prospect is only interested in what the product, or service can do for them. Sure they’re interested in the features, but how will those features “serve them?”

The harder you try to sell the less interest your potential prospect will have in your proposition.

They will see your desperation and think…”They’re not interested in helping me; they’re just trying to make a sale.”
Show your potential customer “what’s in it for them.”

Unless you let your potential prospect know how the product benefits them they will be ready to say “NO” before you have a chance to finish your sales presentation.

The 5 fundamental “states of mind” in selling.

Curiosity:
First you have to get your potential prospect curious about how your product, or service will benefit them.

Interest:
Next you have to get your potential prospect interested in knowing more about the product, or service.

Conviction:
You have to convince your potential prospect that your product, or service is something they need and want.

Desire:
You have to create the desire in your potential prospect to own ‘it’, or to be a part of ‘it’.

Decision and Action:
You have to get them to make a decision. You have to get them to take action.

Is it possible to get people to buy without selling?

It sure is. Study your target market. What is there about your product, or service that will appeal to “them?” Just because you are interested in a particular feature pertaining to your product, or service doesn’t mean your potential prospect feels the same way about it. Look at it from their viewpoint.

Does your potential prospect want to resell your goods, or service for a profit? Are they going to use your goods, or service for their comfort? Will it save them time and energy? Will it save them money? Will it make them look and feel younger? Will it improve their health? Will it make doing their chores easier? Find out what your prospects main interest is in your goods, or service then concentrate on telling them how that aspect will benefit them.

Take the vacuum cleaner salesman.

Salesman:
“Mrs. Howard, how do you normally clean your carpets?”

Mrs. Howard:

“I use a broom. That’s been getting the dirt out pretty well, but it’s very tiring.”

Salesman:
“Mrs. Howard, although you get some of the dirt and dust off the surface of the carpet with your broom, you don’t get it “out” of your carpet. Do you know how much dust and dirt you sweep into your carpet everyday? When it gets walked on the dust and dirt is trampled into the fibers and in time the dust and dirt wears and ruins the fibers of the carpet.

Our power vacuum cleaner will not only get the dirt and dust off the surface of your carpet like a broom does, but it will clean deep down into the pile, loosening and sucking out the dirt and dust that’s been embedded in the fibers. This will prolong the life of your carpet saving you the expense of buying a new one.

And when you use a broom a lot of dust and dirt is moved into the air. This dust and dirt not only finds it’s way onto your furniture and drapery, but into your lungs as well. By using our power vacuum cleaner the air in your home will be healthier and everything will remain cleaner because unlike using a broom the dust and dirt isn’t moved into the air, it’s sucked into our power vacuum cleaner. Our machine is also lightweight, so it’s easy to handle. It glides across the floor effortlessly (he demonstrates the movement of the vacuum cleaner across the floor). You won’t have to work hard every day to get out the dirt and dust like you did when you were using your broom. This power vacuum cleaner gets the job done fast and easy.”

Mrs. Howard:
“How much does it cost?”

Salesman:
“I can let you have it for 12 easy payments of $43.25. Your total cost is just $519.00.”

Mrs. Howard:
“Oh yes, I need one of these. Do I give you the $43.25 now, or do you bill me?”

Salesman:
“We can start you off right now, that way your first month will be already paid for. Your next payment will be due 30 days from now and every 30 days from that until paid off.”

(The salesman closes the sale.)

Mrs. Howard purchased the vacuum cleaner from the salesman because the salesman told her how she could benefit from such a purchase.

And when the salesman was telling Mrs. Howard about the vacuum cleaner they didn’t seem desparate to make the sale. They were speaking to her like a good friend would when they give advice. They were simply giving her some facts to help her make a “buying decision.”

When you make your potential prospect realize that the benefits from purchasing the product or service is worth more to them than the money it costs, they’ll be willing to pay the price you ask. You’ll get them to buy without selling them anything because the product, if it has good benefits for the prospect, will sell itself. Here are the qualities you should look for in a product you sell direct:

*It should be an item that has broad market appeal. An item every man and woman can use and need right now.

*A quick and easy demonstrator.

*Sells at a price everybody can afford.

*You should be able to purchase it at rock bottom so you can make big full profit on every sale.

*And it should be a product the customer comes back and buys again and again.

With these elements in place you will have a product that sells itself. And by putting the needs of your customers first, you will get repeat requests for your product or service without selling.

Copyright © Gloria Whitehorn-All rights reserved

About the Author:

Gloria is an article writer, business owner, author of two books, salesperson and seasoned mail order pro. Visit her site for information on a great part-time, full-time-anytime business. She knows what she’s talking about.

http://www.dovemang.com

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Some people say that Peyton Manning is the the best Quarterback (QB) in the NFL but Tom Brady is only successful because he plays within his team’s system. I want to dispel the myth that Manning is the better QB. We think that there’s no comparison between the two players. Brady is leaps and bounds ahead of Manning when it comes to skill, smarts, football savvy and character.

Playing Within The System - This is the most absurd argument I’ve ever heard of. All players play within their team’s system. Maybe Manning would do better in the playoffs if he stuck to his team’s system. It’s obvious that Manning is easily flustered and not confident during playoff games.

Manning’s lack of confidence couldn’t have been more evident than on Sunday. Manning wilted like a dead weed every time he was pressured. He had no answer for the Pittsburgh Steelers defense. Manning is supposed to be one of the greatest QB’s ever. Now that’s a joke. I wouldn’t even put him in the top twenty five all time.

Brady on the other hand may play within a system but he knows how to handle the pressure of playoff games. I’ve seen Tom Brady under defensive pressure time and again and he seems to have the answer. I would place Tom Brady in the top ten all time QB list.

Playoff Record - Manning is 3-6 while Brady is 10-1. Manning has never beaten Brady in the playoffs. In fact Brady seems to outshine his opponent every time. So while Brady might play within a system, he’s found a way to outshine Manning.

Manning was expected to go to the Super Bowl this year but couldn’t even manage one victory in the playoffs. Manning had home field advantage over the Steelers but looked dazed, confused and amateurish on the field.

Super Bowl Record - This is the most definitive statistic. Brady has won three Super Bowls. Peyton Manning hasn’t won a Super Bowl. Until Manning wins a Super Bowl, I don’t think you can compare him to Brady. Brady is a proven winner while Manning is a proven loser.

Character - Brady is well ahead of Manning in the character department. Until Sunday, I thought Manning had character but then Manning blamed the lack of protection for his loss. That meant he blamed his offensive line. Can Manning only play when he doesn’t face any pressure? I think the answer is yes.

Manning doesn’t know how to play well when faced with a good defense. He lacks the character necessary to get the job done. When he fails he acts like a little child and blames his offensive line. Manning is a poor loser and doesn’t deserve our respect.

I didn’t hear Tom Brady blame his teammates after Saturday’s loss. Brady showed true character. I believe that he’ll return to the playoffs and have success. Manning on the other hand might make the playoffs but I think he lacks the character necessary to win playoff games.

If I had the choice of picking a quarterback, I would pick Tom Brady. Peyton Manning wouldn’t even make my short list. I don’t think Manning has the confidence or character to lead a team to the Super Bowl.

Anthony B. is the founder and owner of ItsTheRightWay.com a news, political and sports commentary website.

Anthony has over 7 years of experience as a business professional

Choosing great body building equipment is vital to your success in this industry. There are several things to consider when shopping for your body building equipment. It is also important to note that each piece of exercise equipment is important in its own way.

For example you will have to consider price at least somewhat when you are looking for new and better body building equipment. You only have so much money to spend on your body building equipment and unfortunately, you cannot spend what you do not have. Even credit cards only go up so high right? Therefore, start looking for body building equipment within your budget range and you will be much better off.

It is a good idea to go into each store with a clear idea of how much money you have to spend on your body building equipment. This way you can just ask the person helping you to show you only the body building equipment that is in this price range. This will keep you from feeling bad about the great body building equipment that you cannot buy and the body building equipment that you can buy will look that much better to you as a result.

You also need to have a clear picture of what your goals are. When you are shopping in the body building equipment store ask the workers what they feel might be the best choice for what you want to achieve. They should have a good idea of what body building equipment is best for what part of the body etc.

There are many different kinds of body building equipment, there are free weights, and there are machines that are all connected as one piece. Which of these types of body building equipment should you choose for your body building needs? If your main goal is just to bulk up then you will want to choose free weights because these will be more for this type of goal. On the other hand, you will get more exercise options with a machine as your main piece of body building equipment. In addition, free weights as your main kind of body building equipment can grow to be quite the pain in the butt, as you have to take bits on and off all of the time. Ultimately, it is up to you, whichever kind of body building equipment you are most comfortable with is your best option.

For more information about body building and exercise equipment visit, Body Building and Exercise Equipment Help

In the early period of the 1900s, Formula One Racing started with archaic motor cars and elder gentleman racing drivers, nonetheless the actual Formula One Racing competition didn?t go ahead until the nineteen-fifty’s. While the several years drove by & the event enlarged, it quickly became evident that Formula 1 Racing was the greatest championship for motorsport. The cars were the quickest, the technology was the most sophisticated & the drivers were at the peak of their physical condition coming from neighbouring countries all across the world.

With the opening of sponsorship taking notice, Formula One Racing took on its more commercial arrangement and may now be distinguished as being big business ? with costs reaching millions and even billions with little effort. With big success comes politic interest & every now & then it?s who you are acquainted to & how much riches you own that obtains you what you desire. Formula 1 Racing is riddled with conspiracy theorists ? I will come clean to being one of them ? but depending on how wrapped up you yearn to get in the Formula 1 world, that part of things is painlessly discounted. What truly matters is what crops up on the grand prix track.

Touring from pillar to pillar across the land for almost eight months of the year, Formula One Motor Racing sets up in countries large & small, prosperous and poor, with lively backdrops, amazing citizens & plenty of indigenous culture to be soaked up. A race weekend covers Friday, Saturday and Sunday, a F1 Racing weekend is a tough journey, from early testing, to the last laps of the F1 race. For all the latest Formula 1 Merchandise, visit F1Tribute.com today!

The normal organisation consists of a Formula 1 race every two-weeks. Now and again the Formula One calendar is altered with a little bit and there are Formula 1 motor races on back-to-back weekends, or sometimes you have to go one or two weeks before seeing the famous racing drivers again. When it is time for the next Formula 1 motor race, you can observe the news for your beloved Formula 1 team as they get to their destination. Friday is made up of practice periods, Saturday is for qualifying and Sunday is for the racing event.

Drivers are applying for auto insurance online not just for the convenience of comparing quotes, but also to find the best insurance rate. The benefits also include discovering new discounts and not being locked into a long term relationship with an insurance company.

Comparing Quotes

Before the internet, getting real quotes from auto insurance companies was difficult. But, now with a few clicks of a mouse, you can get instant access to insurance quotes based on the coverage you choose. Online insurance sites also allow you to look at the details of each plan, so you can compare the quality of coverage as well as the price.

Finding Discounts

You can reduce your auto insurance premiums by hundreds a year by finding and qualifying for discounts. For instance, installing an alarm system in your vehicle or taking a certified defensive driving course can reduce your premiums with some insurance companies. You can find additional discounts through online auto insurance sites.

Saving Time

By applying for insurance over the internet, you don’t have to schedule your life around keeping an appointment with an agent. You can fill out the forms in the middle of the night, stop, and come back the next day to finish. Online insurance sites will mail the final paperwork for your signature, and you will finish the process without having to miss a day of work.

Changing Insurance Companies

Applying online for auto insurance makes it very easy to change insurance companies. In the past, a driver stayed with one company even if they didn’t have the best rates. With online auto insurance companies, you can regularly check to be sure that you are getting a low rate. If you find a better quote, then you can quickly switch to the better auto insurance company.

Research Before You Buy

Insurance rates can vary widely between vehicles, and you can find out the cost before you purchase. By researching insurance rates for different makes and models, you can make an informed choice. Also find discounts for safety features and vehicle options, and add those to your vehicle package to ensure the lowest insurance rate.

To view our list of recommended companies for auto insurance online, who can
give you multiple insurance quotes from different companies, visit this page:
Recommended Auto
Insurance Companies Online.

Carrie Reeder is the owner of eZerk, an
informational website with articles and the latest news about various topics.

Weight Loss Surgery (WLS) is often viewed as a quick fix for morbid obesity. One day a person is fat, the next they are not. While it may appear to onlookers that a gastric bypass patient is losing the weight without personal struggle or effort, this really isn’t true. WLS patients must follow four rules for success and they experience four phases of growth following surgery.

The four rules for successful weight loss and long-term weight maintenance are: Eat protein first; No snacking, Drink lots of water and Exercise daily. Adherence to these rules moves the patient smoothly through the four stages of bariatric growth which I define as: Conception, Infancy, Adolescence and Maturity.

Conception begins when patients consider surgery as a treatment for morbid obesity. It could be prompted by a life threatening illness such as heart disease, diabetes, high blood pressure or high blood cholesterol, asthma, heartburn or sleep apnea. Or perhaps lifestyle prompts it - a person may lack the energy to play with their children or pursue the activities they love. Maybe self-esteem is so low because of obesity that a drastic measure - surgery - is needed to restore a sense of self-worth.

Conception is followed by birth, an event left entirely to a carefully selected surgeon and staff of healthcare professionals. The surgeon partitions off most of the stomach creating a pocket or pouch that will hold one ounce of food. In most gastric bypass surgeries the digestive system is re-routed to bypass the intestine and shortcut to the bowel. This prevents too many calories from being absorbed and stored by the body in the form of fat. The patient wakes from the surgery a bariatric infant.

Infancy On the second day of my WLS infancy my surgeon stood at my hospital bedside and showed me a cup, the size in which sacramental communion is offered and he said “This is the size of your stomach now.”

Just like bringing a newborn home from the hospital the bariatric patient brings home a tiny newborn tummy that has all kinds of requirements and restrictions. This new tiny tummy is completely foreign to the behaviors and habits that caused obesity. There is not one single thing an obese person has done in the past that they can continue doing. Patients who strictly follow the four rules quickly become acquainted with their new tiny tummy. This is the time of rapid weight loss. For the first time most morbidly obese patients are consistently losing lots of weight, something they have never experienced before. Infancy for most bariatric patients lasts from nine to 18 months.

Similar to parents of a firstborn child who focus completely on their new baby, during bariatric infancy patients completely focus on their new tiny tummy. Then one day, without fanfare, they wake up and rediscover themselves. They enter adolescence.

Adolescence Adolescence is the stage when patients test the system. Many patients don’t dump, vomit, snack or eat the forbidden foods until they reach adolescence. But once they approach or reach target weight a mental bad boy shows up in a shiny black corvette saying take a ride on the wild side. So a patient jumps in the bad boy’s fast ride and speeds down a dangerous road. They break the rules! Perhaps they eat sugar which results in a blood sugar imbalance called “dumping” or they may stuff themselves with starchy carbs causing vomiting. In the worst case, a patient returns to snacking, a little treat of hard candy here and a handful of popcorn there. Mark my words, nothing stops-short weight loss or maintenance more quickly than a little bit of rule breaking. But like any teenager, we all have to learn it on our own.

The good news: the duration of adolescence is up to the patient! A patient only hurts themselves when they break the rules. Successful WLS patients commit to themselves early to be in control of their own gastric bypass growth cycle. However, some WLS patients get stuck in adolescence. I’ve heard many say, “Oh, I can eat anything I want, just not much of it.” Don’t believe it for a minute. They aren’t saying how often they vomit, or dump or how they never quite achieved their weight loss goal. Weight loss patients who eat anything they want are abusing their tool and stuck in perpetual adolescence.

Maturity At maturity a patient understands the gastric bypass system and is living the life they dreamed. They have achieved desired weight loss and are maintaining a healthy weight. A diligent patient can enjoy this phase for the rest of their life.

I believe WLS maturity is reached when patients understand one word: respect. Respect for the tiny tummy, respect for the science of the body, and respect for oneself. Sure, we all experience an occasional lapse of judgment; that old lover of ours - food - is flaunting temptations every single day. But the gastric bypass patient is a brave and powerful person.

Successful patients build on infant and teenage experiences and become an adult embracing all the good things gastric bypass has facilitated. The battle against obesity isn’t easy; patients will fight old habits for the rest of their life. Gastric bypass is a tool, a weapon in the battle against obesity, but it is the patient who wins the war.

Kaye Bailey is a weight loss surgery success story having maintained her health and goal weight for 5+ years. An award winning journalist, she is the author and webmaster of http://www.livingafterwls.com and http://www.livingafterwls.blogspot.com - Fresh & insightful content is added daily, check in often.

We live and we die. But while living, most of us don’t keep the
thought of death in mind. A person suffering from an incurable
disease may keep it in his/her mind, but not a normal person
suffering from ordinary ailments. For a very big population on
the earth, life is perpetual. That is how they think and live.
Is this a right attitude? To a certain extent this is a right
attitude and at times, wrong. Let us analyze further.

We not only live our life thinking that we will not die, but we
also behave with others as if they will also not die. Let me
give you an example. Let us talk about a friend. He/she does
something or speaks something. We are deeply hurt. We feel bad,
and we begin blaming the other person for many things. We don’t
think of forgiving and carrying on. Why? Suppose that friends of
ours meets his/her death after a week. What will be our
reaction? We will go in a remorseful mood and blame ourselves.
The bad feelings that we had for that person lose all the
meaning. That person is no more and no critical analysis or one
upmanship will help now. The situation has changed totally.

Accidents occur everyday. Any one of us may die at any moment.
No one knows about the time of his/her death. We all believe
that we will live to a ripe old age and will die only after
that. Sometimes, we don’t even think of that. How about changing
our perspective? How about keeping the thought in our mind at
all times that - the person I am hating so much now, or I am
arguing with so much now, may even die after a hour by meeting
with some freak accident. This may change our perspective about
all our relationships. Is this not true. It will change our
thoughts about ourselves also. We will all begin thinking more
of today and worry less about tomorrow. Find out more about life
on these screensavers - Why Hurry? , Feelings, Our destiny , Forgive and live. Life is precious.
Every life is very precious.Every heart is precious. Why hurt
anyone including your ownself? Forgive everyone. Begin with
yourself. Let death change our perspective.

Before going deeper into the technicalities, make sure that a fishing license is secured. To be an amateur fisherman there are basic pieces of fishing equipment needed to complete your exciting journey in the fishing world. Knowing the line type and matching the right rod and reel to the fishing technique is just basic common sense. Match these tools appropriately and expect a more enjoyable experience for a more comfortable fishing. There are several things that causes the reel to turn into a bird’s nest, don’t worry, even experienced fishermen encounter this every now and then.

The main objective is to match the rod, the reel, the line and the lure. These will only cost a newbie around $25 to $40 and they could last for years. The 3 main issues when shopping for a rod are: Guides that are attached to the rod; Grip or handle holds the rod and could come in either cork or foam. They come in different lengths so the comfort to the user must be considered; and the reel seat where the reel is connected.

Dealers make a lot of fishing rods that could either be single or consist of two or more pieces when assembled. The connection is very simple; just connect the male and female ends together to make sure the guides are lined up. This would only last for a minutes. Sometimes, lubricants are needed. When shopping for a rod, slightly bend it to get the feel of it. Again comfort should be considered when using the equipment.

Rods of any type will work. It should be around 6′ long and medium weight. Even a long stick will work. This should be long, straight and flexible so it will not easily break. The most popular rod is Graphite because it is so light yet so strong. Wispy rods should be up to 4m long to be used for long casts in moderate winds.

There are a lot of fishing lines to choose from and it can be very confusing to find the best. It is mostly made of nylon and “monofilament” that comes in spools of different lengths that are called Tests. The larger the fishing line the thicker it is in diameter. Find a piece of a 4lb. or 4 lb. Test that is almost 10′ long for the basic rig.

The basic rule is that all the gears should match. To summarize your fishing kit, it should include other stuff as well: net, stringer, line clippers, fishing knife, first aid box, a pail of bait, sunglasses, fishing hat, and talking about the basics, don’t forget your SNACKS!

Travis Clemens is a life time fisherman and he knows the ins and outs of gettinem on the hook! You too can gettem on the hook with Travis as your guide! www.best-fishing-tips.com

Louisville, Kentucky is a charming city located in the heart of the Bluegrass State. The University of Louisville is noted for its academic prowess as well as for fielding several top sports teams including football and Men’s basketball teams. Homeowners enjoy the area because of its smaller city feel coupled with a big university influence. Your mortgage Louisville awaits you if you seek to live in this historic city.

Mortgage Louisville consists of those companies offering lending options to local residents. There are several ways to find out which Mortgage Louisville companies are available to you. Here are some suggestions.

1. Your phone book. The yellow pages lists businesses in Louisville that provide mortgages for qualified homeowners. Among the companies listed with be mortgage brokers, banks, credit unions, savings and loan associations, thrift institutions, and mortgage companies.

2. Your Network. Friends, family members, work associates, and just about anybody you meet can be helpful in your quest to locate Mortgage Louisville companies. Ask your neighbors who they used.

3. Your Realtor. The person selling your home may already have a list of Mortgage Louisville companies. A good realtor will present this list to you before you even have a chance to ask for it!

4. Your Employer. If your company is well known in the community, they are likely well connected and can help steer you in the right direction.

5. Your Church. Many churches and other nonprofit organizations are there to help you spiritually as well as with your temporal needs.

6. The Internet. Yes, a search of the internet will more than likely turn up some terrific results. Enter “Mortgage Louisville” in the search parameters and top institutions are likely to turn up in the results or in the ads that are served up with the results.

7. The Better Business Bureau. Yes, your local business association will know exactly who the top lenders are in Louisville. They can also warn you away from those who have had complaints against them.

Your new home is your treasure and with a little bit of research and an inquisitive mind, you will turn up Mortgage Louisville companies in short order. Start your search today and be in your house before the next basketball season begins!

Mark Lambie is the founder of The Loan House a website that allows consumers to quickly and easily get information on refinacning mortgages

“Wow! That was interesting. My heart started beating funny for a
few beats and I wasn’t doing anything at all. Now, if this had
happened a few minutes ago when I was exercising, I would be
more worried. My chest did hurt a little, but it went away. I
have been noticing this for years. I wonder if it is anything
serious. After all it is my chest.”

One of the vogue diagnoses of the 1980’s was mitral valve
prolapse (MVP). If you were one of these people, you probably
were also prescribed antibiotics to be taken before dental
procedures. Frequently a beta-blocker (medicine to slow down the
heart rate) was prescribed for 6 months up to the rest of your
life. Now this could be appropriate care because beta-blockers
can prevent migraines. Even a blind hog finds an acorn! I cannot
tell you how many people I treated with the right medicine
without the problem being correctly explained.

This person falls into the migraine syndrome profile. Let me
explain what I mean by the migraine syndrome. It
is the outward expression of the body’s sensitivity to light,
sound, smell, food, and/or stress. Some people are more
sensitive than others; therefore, their reactions to different
stimuli are greater. This sensitivity can be manifested in the
body as migraines, sinus headaches, neck aches, palpitations,
irritable bowel syndrome, motion sickness or vertigo, reactive
hypoglycemia, temporomandibular joint syndrome (TMJ), panic
attacks, and/or fibromyalgia. Now that’s a mouthful!
Understanding what is going on with you is very important in the
healing process.