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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.comBlogger707125tag:blogger.com,1999:blog-8170874290132422691.post-82779260770404076052016-11-09T15:47:00.000+00:002016-11-09T15:51:20.182+00:00Trumped up not your selling style ?<h6>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Some folk believe that “Telling is selling.” Others on the
other hand argue that selling cannot purely a one-way process of communication
like a drill sergeant shouting orders across the parade ground. Selling cannot
be solely a dated “challenger sale”
battering ram.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Certainly the Trump style may not sit comfortably in your
own make up. However let’s look at its strengths and weaknesses. Whether you are pro or anti Donald Trump put that aside a moment and let's examine the pros and cons of the style.</span></div>
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<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: small;">Trumped Up Selling Style : </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">A communicator who
clearly states what (s) he his/ hers organisation, their products and services
can offer the customer ( voter). </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Businesslike and focused – Commercially savvy </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Some of his supporters believe in their man who has run a business successfully and so can "fix" America's finances. Others like
his blunt, straight-talking style.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Some may consider the
style more akin to a bull dozer that flattens all before them. The strengths of
the style are communicating direct and clear messages.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"> e.g. Campaign slogan "Make America great again." </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">There’e
too much PC talk. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small;"><span style="font-weight: normal;">Trumps selling effort has focused on five clear messages</span></span></div>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">The <span style="color: orange;">USA Economy </span>- a man with credible Business track record </span><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">A touch of the Ross Perot about him</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">The voice of <span style="color: orange;">Anti-Immigration</span> cause -</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><span style="color: orange;">Name recognition</span> – celebrity status. from the Apprentice TV show. </span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><span style="color: orange;">WYSIWYG </span>( what you see is what you get) 25% of the respondents said it's "extremely
important" that a candidate stand up for his or her beliefs in the face of
criticism support Mr Trump. Mr Bush was a distant second at 11%.</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">The '<span style="color: orange;">silent majority'</span> , the ‘fed up’ crowd, Much like the UK conservative Party who were swept to power by the 'shy tory' vote which was not picked up by the pollsters. Mr Trump We're
tired of being pushed around, kicked around, and acting and being led by stupid
people." Contrary to certain beliefs not all buyers want a 'relationship'.</span></li>
</ul>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">This selling style tells it as it is ( at least from the salesperson’s
point of view!). </span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Despite Mr Trump's controversial comments on Mexican immigrants and Sen. John McCain's
war-hero status.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">He was still top of NBC News Survey Monkey Poll taken after the debate with his comments about
Fox News anchor Megan Kelly with 23 %. Senator Ted Cruz was next on the list with
13 %. In the debate Mr Trump was voted 2<sup>nd</sup> with 18%
to former Hewlett-Packard CEO Carly Fiorina at 22%.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Double or Quits Gambler:</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">And far from backing down after the outcry his comments have
provoked, he tends tp amplify them - or "doubling down" doubling the
wager to use the jargon - and that will left the other nine
co-debaters shuffling uneasily at their podiums.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Rubbishing the competition – does it work ? Can it harm?</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Mr. Trump has rubbished the competition, and publicly criticised former colleagues for example</span><br />
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"> </span><i style="font-family: Arial, Helvetica, sans-serif; font-size: medium; font-weight: normal;">"I just realized that if
you listen to Carly Fiorina for more than ten minutes straight, you develop a
massive headache. She has zero chance!" </i><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Trump tweeted.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Jeb Bush's gaffe over women's health funding last week,
saying he "came out horribly" and that the comment about overfunding
-- which Bush said was meant to reference Planned Parenthood -- "will go
down to haunt him and be the same as Romney's '47%.'"</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Of blogger Erick Erickson's decision to revoke Trump's
invitation to the weekend's conservative RedState Gathering, Trump said last Sunday:
"This guy's a loser. He's backed so many candidates who have lost."</span></li>
</ul>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"> Such a selling style
equips you to negotiate robustly and close strongly. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Where such a style may be found wanting is in poor building of human
relations, particularly with those whose views they disagree with. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">They are
likely to pounce on protagonists' words and not listen. They are likely to argue as their default tactic..
They are likely to attack anyone who challenges or criticises them</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Having looked at the strengths and weaknesses of the Trump selling style let us now look at how it relates to Professional Selling.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">To understand your full responsibility as a professional salesperson you need to look
at your job from three different viewpoints:<o:p></o:p></span><br />
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<li><span style="font-size: small; font-weight: normal;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Your customer’s viewpoint</span></span></li>
<li><span style="font-size: small; font-weight: normal;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Your company’s viewpoint</span></span></li>
<li><span style="font-size: small; font-weight: normal;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Your own viewpoint</span></span></li>
</ol>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Today’s professional sales executive needs to merge many
roles and satisfy many needs.<o:p></o:p></span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhFxKAdzybNLB1KpwaT8lOHEVvW65yudUgi4e7CYmrOfVWRMTfMQ1XrdLwZKTKr03ohoj9rvvy5ycV7sIdW8lz3WZ5qRiXKM4EfKoTWj6RX-w2WZth0WniNfZKH4Bp2G9MKErTbEJh5UXE/s1600/DSCF9344.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="300" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhFxKAdzybNLB1KpwaT8lOHEVvW65yudUgi4e7CYmrOfVWRMTfMQ1XrdLwZKTKr03ohoj9rvvy5ycV7sIdW8lz3WZ5qRiXKM4EfKoTWj6RX-w2WZth0WniNfZKH4Bp2G9MKErTbEJh5UXE/s400/DSCF9344.JPG" width="400" /></a></div>
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><span style="color: orange;">1.<span style="font-stretch: normal;">
</span><!--[endif]-->Your Client’s viewpoint</span><o:p></o:p></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">To be fully successful in opening, building, maintaining and
servicing an account there are four different styles upon which to draw,
depending on the business situation that you face at any one time. These are:<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><span style="color: orange;">Diplomat</span>: a
friendly representative who relates well to other people.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><span style="color: orange;">Bulldozer</span>: a persuasive communicator who clearly communicates
what his organisation can offer. Not afraid to challenge buyers.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><span style="color: orange;">Administrator</span>: an efficient organiser who makes things
happen as they should.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><span style="color: orange;">Consultative Seller</span>: a business adviser who helps to identify
and satisfy needs and analyse and solve problems.</span><o:p></o:p><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;">Related Links</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; font-weight: normal;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small;"><br /></span>
<br />
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/04/sales-skills-knowledge-audit.html"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small;">Selling skills audit</span></a></div>
</h6>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com468tag:blogger.com,1999:blog-8170874290132422691.post-83836463731911686502016-10-31T15:32:00.000+00:002016-10-31T15:32:56.564+00:00Selling Halloween 6 selling saints to celebrate this All Hallows Tide 2016<div class="MsoNormal">
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<span style="font-family: "arial" , "helvetica" , sans-serif;">So the three-day observance of Allhallowtide, the
time in the year dedicated to celebrating the dead, including saints (hallows), martyrs, and all the faithful
departed.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Saints of Selling</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Here are 6 sales hallows whose lived values you may care to celebrate this All Hallow's eve. (3 Laymen and 3 priests) all salespeople of a sort</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Amand -persevering and courageous prospector</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Expeditus - Time focused target beater.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Francis of <st1:place w:st="on">Assisi</st1:place> – team leader extraordinaire</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Homobonus – Good and generous</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Nicholas of <st1:place w:st="on">Myra</st1:place> – secret giver</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Secundus of <st1:place w:st="on">Asti</st1:place> – committed and dedicated</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">All of the above are patron saints to merchants, dealers and business people. Of course some of their stories may be mythical but the essence of virtue and good conduct can be learnt from their story nonetheless, we go about the business of building trust in our business.</span></div>
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">1. The persevering and prospecting traveller<span style="color: orange;"> Saint Amand</span><o:p></o:p></span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Amandus (c. 584 – 675), <b>Saint Amand</b>, was a bishop of Tongeren-Maastricht and one of the great Christian missionaries of <st1:place w:st="on">Flanders</st1:place>.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He was made a missionary bishop in <st1:place w:st="on">France</st1:place> in 628, without a fixed diocese. <span style="color: #ff9900;">(No local fixed sales territory but national Account responsibility.)<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> He evangelised <span style="color: #ff9900;">( prospected</span> )the pagan inhabitants of <st1:city w:st="on">Ghent</st1:city>, later extending his field of operations to all of <st1:place w:st="on">Flanders</st1:place>.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Under Amand's supervision monasteries were established at <st1:city w:st="on">Ghent</st1:city> and Mont Blandin, the first in <st1:place w:st="on">Belgium</st1:place> <span style="color: #ff9900;">( Sales management skills).</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">At 70 years old, the inhabitants of the Basque country asked him to return to their country to evangelize, although 30 years earlier he had preached there in vain. <span style="color: #ff9900;">( Long term Account developer)</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Returning home, he founded several more monasteries in present-day <st1:place w:st="on">Belgium</st1:place> with the help of king Dagobert. <span style="color: #ff9900;">( Further Account Growth)</span></span></div>
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">2. ‘Seize the day ‘ <span style="color: orange;">Saint Expeditus</span><o:p></o:p></span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Information concerning <b>Saint Expeditus</b> can be found only in martyrologies, so precise details about his existence cannot be obtained.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>Saint Expeditus </b>is commemorated on April 19, , Melitene (now <st1:place w:st="on"><st1:city w:st="on">Malatya</st1:city>, <st1:country-region w:st="on">Turkey</st1:country-region></st1:place>),</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The name "Expeditus" which may be a misnomer has evoked puns, so he has become the saint of rapidity. At first, he was invoked for urgent causes; he has since become the <span style="color: #ff9900;">patron of dealers</span>; he is also implored for success in lawsuits.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He is portrayed as a soldier with a crow with the writing "cras" ("tomorrow") underfoot.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In Germanic countries, the saint indicates a clock, whereas in the rest of the world he has a cross with the writing "hodie" ("today") in his hand.</span></div>
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">3. The Team builder and inventor of the Christmas Crib - <span style="color: orange;"><st1:place w:st="on">St.</st1:place> Francis</span><o:p></o:p></span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>St. Francis of <st1:city w:st="on"><st1:place w:st="on">Assisi</st1:place></st1:city></b> (born Giovanni di Pietro di Bernardone, but nicknamed Francesco ("the Frenchman") by his father, 1181/1182 – October 3, 1226) was an Italian Catholic friar and preacher.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He founded the men's Order of Friars Minor, the women’s Order of St. Clare, and the Third Order of Saint Francis for men and women not able to live the lives of itinerant preachers followed by the early members of the Order of Friars Minor or the monastic lives of the Poor Clares.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> Though he was never ordained to the Catholic priesthood, Francis is one of the most venerated religious figures in history.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Francis' father was Pietro di Bernardone, a prosperous silk merchant<span style="color: #ff9900;">.( Francis is a patron saint of merchants)<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> On a pilgrimage to <st1:place w:st="on">Rome</st1:place>, he joined the poor in begging at St. Peter's Basilica.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The experience moved him to live in poverty. Francis returned home, began preaching on the streets, and soon amassed a following</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The Franciscan Order had grown to such an extent that its primitive organisational structure was no longer sufficient. He returned to <st1:place w:st="on">Italy</st1:place> to organise the Order. Once his community was authorised by the Pope, he withdrew increasingly from external affairs.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In 1223, Francis arranged for the first Christmas manger scene.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> It is customary for Catholic and Anglican churches to hold ceremonies blessing animals on his feast day of October 4. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He is also known for his love of the Eucharist, and for the creation of the Christmas crib or Nativity Scene.</span></div>
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">4. Good and honest <span style="color: orange;">Saint Homobonus</span><o:p></o:p></span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Saint<b> Homobonus</b> (Italian: Sant'Omobono, German: Sankt Gutman) is the patron saint of business people.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He was canonized in 1199 his feast day is celebrated on November 13.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He was a merchant from <st1:city w:st="on">Cremona</st1:city>, northern <st1:country-region w:st="on">Italy</st1:country-region>. Born Omobono Tucenghi, he was a married layman who believed that God had allowed him to work in order that he would be able to support people that were living in a state of poverty. His name is derived from the Latin homo bonus ("good man").</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He practiced his business at <st1:city w:st="on">Cremona</st1:city> with scrupulous honesty. He also donated a large proportion of his profits to the relief of the poor. <span style="color: #ff9900;">( generous</span>)</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Homobonus was a frequent church attendee that would partake in the Eucharist everyday. Pope Innocent III called him "father of the poor", "consoler of the afflicted", "assiduous in constant prayer", "man of peace and peacemaker", "a man good in name and deed", "this saint, is still like a tree planted by streams of water that yields its fruit in our time.</span></div>
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">5. The Gift giver <span style="color: orange;">St Nicholas</span><o:p></o:p></span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>Saint Nicholas</b> (called Nikolaos of Myra, was a historic 4th-century saint and Greek Bishop of <st1:city w:st="on">Myra</st1:city> (Demre, part of modern-day <st1:country-region w:st="on">Turkey</st1:country-region>) in <st1:state w:st="on">Lycia</st1:state></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> He had a reputation for secret gift-giving, such as putting coins in the shoes of those who left them out for him, and thus became the model for Santa Claus, whose modern name comes from the Dutch Sinterklaas. His feast day is the 6th of December.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Saint Nicholas is the patron saint of, merchants, pawnbrokers in various cities and countries around <st1:place w:st="on">Europe</st1:place>.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>6. <span style="color: orange;">Secundus of <st1:place w:st="on"><st1:city w:st="on">Asti</st1:city></st1:place></span></b> ( (died 119) is venerated as a martyr and saint. His feast day is generally celebrated on March 29.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He was a historical figure who was beheaded at <st1:place w:st="on">Asti</st1:place> under Hadrian. He is said to have been a patrician of <st1:place w:st="on">Asti</st1:place> and a subaltern officer in the imperial army. It is known that a church was dedicated to him in the area as early as the 9th century</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">He is patron among other roles of merchants</span></div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com5tag:blogger.com,1999:blog-8170874290132422691.post-55375709923610525832016-10-01T10:53:00.002+01:002016-10-01T10:53:36.204+01:00I'm thinking of you - honestly ...Developing the sales relationship<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;">Let alone with the competition of email, Facebook
birthday wishes on friends’ time line or the hash tag special day campaigns on
twitter or a social media service ( algorithm) tenderly telling we that they care about me ! ( yuk) , the Greeting Card Industry constantly works at raising awareness of
their offering by reminding us of their offering during the fallow periods
between traditional Christian seasons of
Christmas, Easter , St Valentine’s.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;">They invented 'Mothers’ day' ( as opposed to Mothering
Sunday) , Fathers’ day etc.<o:p></o:p></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;">One campaign I had not noticed before is “Thinking of you
week” I saw in the window of my local branch of Clinton Cards. <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;">Research form the Buyers’ views of Buyers survey reveals
that Buyers do not like salespeople who don’t walk their talk about
relationship- ie who only show up <i>‘when there
is an immediate smell of blood.”!!!<o:p></o:p></i></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><i><br /></i></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjQikdZDrybnCcnawq71Q6C7kXSvSNCnIsZLyJSsWt2QcXY3-pAIR9urDmghwEGVblBuRji4XFy-YgMTVd1xDgXVX8FRA1xSAmJLHQnQvwLyOH4MWp_98KR10SlIQJRDvTxZ4xU9gKNMJw/s1600/DSCN3295.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjQikdZDrybnCcnawq71Q6C7kXSvSNCnIsZLyJSsWt2QcXY3-pAIR9urDmghwEGVblBuRji4XFy-YgMTVd1xDgXVX8FRA1xSAmJLHQnQvwLyOH4MWp_98KR10SlIQJRDvTxZ4xU9gKNMJw/s320/DSCN3295.JPG" width="320" /></span></a></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;">Successful salespeople who do walk their talk in
developing relationship building know of the importance keeping in touch with
clients even when there is no immediate benefit to them.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;">Here are three simple ways to employ the “..saw this, thought
of you” technique for example :-</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span>
<br />
<ol>
<li><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12pt; line-height: 115%; text-indent: -18pt;"><span style="font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><span style="font-size: 12pt; line-height: 115%; text-indent: -18pt;">E
mail with attachments of articles of interest to your buyer</span></span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">E
mail with a link to site of interest or post on a relevant topic to your buyer</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12pt; line-height: 115%; text-indent: -18pt;"><span style="font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><span style="font-size: 12pt; line-height: 115%; text-indent: -18pt;">How
about a snail mail letter or Card with a news clipping of an article of
interest ? The time and trouble you took makes a good impression</span></span></li>
</ol>
</div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; line-height: 115%;"><br /></span></div>
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<span style="font-size: 12.0pt; line-height: 115%;"><span style="font-family: Arial, Helvetica, sans-serif;">Perhaps the slogan of Clintons Card for successful
salespeople should be extended to “ Thinking of you” (all the year) “</span><span style="font-family: arial, sans-serif;"><o:p></o:p></span></span></div>
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com3tag:blogger.com,1999:blog-8170874290132422691.post-64743515045524837972016-09-28T14:13:00.000+01:002016-09-28T14:13:08.697+01:00Selling Wine back in the day - the late 1200s !<br />
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<span style="font-family: Arial, Helvetica, sans-serif;">A few days ago I was walking up Guildford High Street and
came across a salesman from the late 13<sup>th</sup> century. --- well a model
in a museum to be exact. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
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<span style="font-family: Arial, Helvetica, sans-serif;">His smart attire included a coat of local Guildford coarse
blue woollen cloth called Kersey. This cloth was traded across all parts of
Europe hundreds of years before the machinations of Brexit in the 21<sup>st</sup>
Century! Business Dress was important back then as it is now.</span></div>
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<span style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj_nWWaakk-nnN22rlOJMb3YF3ArW6mv41A71sP75opDNba02CUZmr2fMDH8F4RpsHbCQDgUR-Cag4dEOQWK0628xAu23_l-QO3u4Eu5L1KgZz6qbOOK2-IuI_mqLp-SNEHaFZdLaH38Mw/s320/DSCN3264.JPG" width="240" /></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The production of this cloth was a major industry of
Guildford with finishing processes of dyeing and fulling whose houses were
sited on the banks of the River Wey. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Under a shop at 72-74 Guildford High Street is an
undercroft. </span><span style="font-family: Arial, Helvetica, sans-serif;">Distinct from a basement an undercroft has a ceiling which is above street level which affords greater headroom at its entrance. </span><span style="font-family: Arial, Helvetica, sans-serif;">This stone- vaulted semi- basement dates from the end of the 13</span><sup style="font-family: Arial, Helvetica, sans-serif;">th</sup><span style="font-family: Arial, Helvetica, sans-serif;">
century. Measuring by some thirty feet by nineteen, the Undercroft has a
rib-vaulted ceiling supported by two central columns. It is entirely built of
solid chalk known as ‘clunch’.</span></div>
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<span style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3JDEpZ89hfRszzArJrlMOms5texq1cudm7T65Nde21w1_nYSMZt-6BiomLvyOHi-BQkRz3pxTnO005Kqjlg_YJn3kUoROzg03pmPSjRGK3QgZkl8Ky3jiu27-NoIXpEY8XMjHjny7zTY/s320/DSCN3268.JPG" width="320" /></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"> Whoever built it, the
high quality stonework testifies to his prosperity. The carving suggests this
undercroft was intended to be more than just a cellar or storeroom.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">There is nothing that directly links this undercroft with
the wool trade.</span><br />
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<span style="line-height: 115%;"><span style="font-family: Arial, Helvetica, sans-serif;">It is
most likely there was some connection either directly with cloth dealing or
indirectly with the import of luxury goods. Such as wine attracted by the cloth
dealers’ wealth</span></span><br />
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</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">The small town of Guildford at the time had a population of
barely a thousand dominated by a Norman Castle belonging to no lesser personage
than the King. It was not big enough to have separate trade guilds and so a
single Guild Merchant regulated the borough’s commerce.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">On record it is known that the king would order wine from Bordeaux
in large quantities each year ( over 5,000 gallons* each year.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">From the Eyre Rolls of 1294 are listed 5 wine sellers in
Guildford. </span></div>
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</span><br />
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<span style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6O7Sq6eXbpmd0IwZzFdEWon5fDlSB2ILUSTHOZbFGtx2aWjhpx0YmXh4tQ8elqKVjgNWxD7rQdX7qJWLOTDvYTRT9zH7kY5obR5ebyuBeVVkrwcQSPP_Iz_0TtcAV25H8LcCRvuO6_hw/s320/DSCN3266.JPG" width="240" /></span></span></div>
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</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">It is suggested that the owner of the undercroft might well
have been a merchant. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<span style="line-height: 115%;"><span style="font-family: Arial, Helvetica, sans-serif;">There is a surviving merchant house in French
Street , Southampton which was built in
around 1290. The merchant was named John Fortin who was a wine merchant
who traded in Bordeaux. Unlike the doorway in Fortin’s undercroft which is six
feet wide - wide enough to allow the tuns ( great barrels) of wine, the
narrower entrance of the Guildford undercroft is too narrow for a tun. The
experts suggest that wine transported in half-tun casks known as ‘butts’ or quarter-tuns
called ‘hogsheads’</span></span><br />
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<span style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiFZIlDZIqJO85NszGPKMif5qMWkzxHYxPq1IPVBOkKkneiM_ncOgsRLk-F31F3a_AvVQ5rgHSZhJcu9pira4ZDqQY7jfHabQqHHzPoBnsulkUkWI4GaDEemtpSnBcgcsyzEOmOUclWIgg/s320/DSCN3269.JPG" width="320" /></span></span></div>
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</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">*The wine gallon of 231 cubic inches originates from the
time of Edward 1. Wine casks were tuns of 252 gallons, pipes of 126, hogsheads
of 64, barrels of 32, kilderkins of 16 and firkins of 8. – There were many
local variations.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">https://www.guildford.gov.uk/undercroft Definitely worth a visit if you are in Guldford</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Source :The Medieval Undercroft – Matthew Alexander Copyright of Guildford Museum 2015</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Related Links:-</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/03/bad-hair-days-and-selling-image-let-us.html">Selling Image</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2011/11/cultural-cognition-and-selling-trust.html">Selling a trustful image</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2013/05/dress-for-success-tweetthedress-mini.html">Dress for Success</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/11/business-dress-yellow-stockings-pink.html">Selling and Sartorial rectitude</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/07/business-dress-code-in-uk-2012-keep.html">Business Dress Code</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/06/ascot-dress-code-formality-leads-way.html">Formal Dress Codes at Ascot</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2010/10/cutting-your-coat-to-your-cloth-genuine.html">Cutting your coat to your cloth</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2011/08/dressed-to-do-business-clothes-that.html">Dressed to do business</a></span></div>
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<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2011/02/do-clothes-make-sales-person-dress-code.html"><span style="font-family: Arial, Helvetica, sans-serif;">Do clothes make the salesperson</span></a></div>
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com1tag:blogger.com,1999:blog-8170874290132422691.post-26858272102581938112016-09-05T11:25:00.000+01:002016-09-05T11:25:08.480+01:00Marketing Services - What are the real differences in selling products and services?<div>
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><span style="color: #ffcc00; font-size: medium;"><strong>“ My business is different – it’s a service”.</strong></span> </span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">This view is expressed by many in the professional and service sectors in business.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Surprisingly there is not a great deal written for these sectors despite the growth and significance of the services sector in the UK.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">But what are the key differences between marketing and selling intangible service compared to physical products?</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">I have conducted many programmes for banks, building societies and financial services as well as a plethora of industrial services. As a result I have come to one clear conclusion.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">If you ask a group of five sales professional services executives what the differences are between selling products and services you will get at least 50 opinions!</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">A conventional approach to the question might generalise the differences and products as follows..</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">A service organisation will usually have the following ( informally if not formally)</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">• </span><strong><span style="font-family: "arial" , "helvetica" , sans-serif;">Sales<br />• Marketing<br />• Finance<br />• Operations/expertise<br />• Human Resources, L and D</span></strong><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">However a service business will not usually have the following management functions:</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">• </span><strong><span style="font-family: "arial" , "helvetica" , sans-serif;">Production<br />• Engineering<br />• Buying<br />• Security<br />• Distribution<br />• Quality Control<br />• Research and Development</span></strong><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">This is perhaps how some of the literature tells you what they perceive as the differences between services and products. </span><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhszYCam1qnGji-4tIyY0JsxzUGgx633akFDVjyK4M8vFFeE_JNGdffNrTVNknWYDLsiPp66sesIFVRULITp0YpYdPZuEgkS9mAfAK4yWAtJOiQJrEGXnoNR9VJDlvtmS_sTFD_h8Gc2Cqt/s1600/PICT1130.JPG" onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img alt="" border="0" id="BLOGGER_PHOTO_ID_5631117846892907282" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhszYCam1qnGji-4tIyY0JsxzUGgx633akFDVjyK4M8vFFeE_JNGdffNrTVNknWYDLsiPp66sesIFVRULITp0YpYdPZuEgkS9mAfAK4yWAtJOiQJrEGXnoNR9VJDlvtmS_sTFD_h8Gc2Cqt/s400/PICT1130.JPG" style="cursor: pointer; float: left; height: 300px; margin: 0px 10px 10px 0px; width: 400px;" /></span></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In reality there is considerable overlap between marketing services and products and this overlap will differ from business to business.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Selling skills essentially focus on the interactive communication between client and provider and can easily be adapted into selling services.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Many sales trainers would argue that that ALL sales executives are selling services in any case, since what buyers buy are the benefits not the features or facts of your offering.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">For example YOU SELL:</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">The sizzle not the steak ( product)</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Holes not the drill bit ( product)</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Security not the policy document (service)</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">The design not the drawing ( service)</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The challenge of all selling is to match your offer to the needs and wants of your client – the process of communication differs little between products and services- although the language and jargon will be a little different</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">For example services often charge ‘fees’ rather than prices, a high street bank will ‘lend’ rather than sell money.</span><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhtaVJeAi1JWB2LHtOUfrtSfF7_iS2OcjKsa0Ta1RobP06-Ur7LNJr00pjJfPAjpRElRKbmYoxS9nxt13rMywoeugwNxAUo_JmN6ZrqOTcsGeCxL8YIrilo7XbV7RGWx5IrBNhrxm2jg7Vq/s1600/PICT1131.JPG" onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img alt="" border="0" id="BLOGGER_PHOTO_ID_5631118094763390178" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhtaVJeAi1JWB2LHtOUfrtSfF7_iS2OcjKsa0Ta1RobP06-Ur7LNJr00pjJfPAjpRElRKbmYoxS9nxt13rMywoeugwNxAUo_JmN6ZrqOTcsGeCxL8YIrilo7XbV7RGWx5IrBNhrxm2jg7Vq/s400/PICT1131.JPG" style="cursor: pointer; float: left; height: 300px; margin: 0px 10px 10px 0px; width: 400px;" /></span></a><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Many of the perceived differences between services and products are just that perceptions.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">It is fair to say that services do differ from products, such as Corn Flakes or baked beans, but not in all respects. B2B can learn a lot from FMCG and vice versa, and services can learn from both!</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">However we should also accept that there are also some real differences between marketing and selling services compared with products.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">These differences have the following characteristics:-</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><strong>1. Services tend to be intangible</strong>.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">All services have a degree of intangibility. When buying a product, a customer can measure it against a specification or sample. On the other hand, when a client buys a service, (s)he buys a description. With the rise of quality standards ISO 9002 etc and specific trade codes of practice such as NICE, COSH, FSA, some element of measurement and quality can be introduced but it is not possible for a client to know what they will receive until the service is rendered. Consequently trust becomes the dominant factor of all transactions involving a sales service executive.</span><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgxgG8pbyHep6rtyOv4I9SSDoV6A0FIc18mCvAU1XDxsRmNyROupnyJIpVo-GZtZ9Pdx_MPsIrqxRuAYsAZhBHlcFCoSZmZ0mLanozFEENmErl56HUmSJhJzv3bVh3iJopS6cID0Oy6PeL0/s1600/PICT1132.JPG" onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img alt="" border="0" id="BLOGGER_PHOTO_ID_5631118354567588722" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgxgG8pbyHep6rtyOv4I9SSDoV6A0FIc18mCvAU1XDxsRmNyROupnyJIpVo-GZtZ9Pdx_MPsIrqxRuAYsAZhBHlcFCoSZmZ0mLanozFEENmErl56HUmSJhJzv3bVh3iJopS6cID0Oy6PeL0/s400/PICT1132.JPG" style="cursor: pointer; float: left; height: 300px; margin: 0px 10px 10px 0px; width: 400px;" /></span></a></div>
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<strong><span style="font-family: "arial" , "helvetica" , sans-serif;">2. The service provider is often the service.</span></strong><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">A product salesperson tends not to be part of the product unless (s)he offers some technical expertise. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Product salespeople are often perceived as company representatives conveying the image of the supplier, and the product that is offered has physical dimensions and specifications which are unique to it alone. On the other hand a services salesperson is inextricably part of the service offered. For example, an architect sells their expertise to a client rather than the blue prints. The architect is the service.</span></div>
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<strong><span style="font-family: "arial" , "helvetica" , sans-serif;">3. Services are often difficult to standardise.</span></strong></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Since the supply of a service is usually inseparable from the service provider, standardising services is difficult because individuals vary widely in personality, attributes, skills, and knowledge. Although certain services can be standardised in some of their routines, most services that are rendered are ‘one-offs’ and customised for each client. Therefore, any assessment of quality before the prospective client purchases the service becomes difficult.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><strong>4. Services are perishable</strong>.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Services cannot be stored or built up for some future date as demand occurs.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In many services the key resource is TIME, and nobody has yet come up with a way of storing that! </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Perishability of services causes many problems. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Fluctuations in client demand make it impossible to build up stock in slack times and similarly in good times a services salesperson can’t make 'hay while the sun shines'. Some problems can be covered by using additional temporary staff or subcontractors or outsourcing but this perishability characteristic causes serious challenges for service providers.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The implications of these real differences between services and products are seen when the client is evaluating the service offered. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The client tends to look more closely at:-</span><br />
<strong><span style="font-family: "arial" , "helvetica" , sans-serif;">• Quality of personnel<br />• Expertise in the client’s market<br />• Ability to keep project deadlines<br />• Fee levels<br />• Range of services<br />• Size of the services provider relative to the client<br />• Location of the supplier’s office<br />• Reputation and track record</span></strong><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Acknowledging these differences, h</span><span style="font-family: arial, helvetica, sans-serif;">owever, will not preclude the use of most techniques employed in marketing and selling products.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">They can be adapted with little bother to match the requirements of the services sector.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In the same way that the accountant uses standard techniques and approaches to obtain a financial picture of a business ( e.g. P and L, Balance sheet and Cash Flow statement), marketing use classic models such as the 4’P’s , 4’C’s 7’P’s etc. to produce a marketing picture of a services company and develop strategies and tactics for it. Selling will offer both step processes as well as approaches to develop relationships.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The vocabulary of the services businesses is special. They may take ‘instructions’ rather than orders, and liaise with ‘clients’ rather than customers. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">But the unifying part of all business products and services is the customer. All businesses whether offering services or products should be about anticipating, identifying and satisfying customer requirements profitably. Be it a service or a product, we are all marketers and salespeople under the skin.</span><br />
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com1tag:blogger.com,1999:blog-8170874290132422691.post-49968961509513870352016-08-06T14:49:00.000+01:002016-08-06T14:49:12.963+01:00 Wake up and smell the Café Nespresso - further developments in vertical market strategy<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEijsRPZI7y91fsCYqSrnJS8sVEpufySXIUaTVJv8LMwQtWE9r2Mkn7Qpt2R3AKvG7PJ_BJMKbFvyahsuf_j6bjjn2m07FeR9CYLIoG3t20p_bt9Ouz8ZM2IzWKPOeAAXgy0maaL8sNDvWI/s1600/DSCN2563.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto; text-align: center;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEijsRPZI7y91fsCYqSrnJS8sVEpufySXIUaTVJv8LMwQtWE9r2Mkn7Qpt2R3AKvG7PJ_BJMKbFvyahsuf_j6bjjn2m07FeR9CYLIoG3t20p_bt9Ouz8ZM2IzWKPOeAAXgy0maaL8sNDvWI/s320/DSCN2563.JPG" width="240" /></a></td></tr>
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<span style="font-size: x-small;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-small; text-align: start;">Café Nespresso coffee shop at<br /> 100 Cheapside development <br /> in early </span><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-small; text-align: start;">August.</span></span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">A vertical market is a market in which vendors offer goods
and services specific to an industry, trade, profession, or market segment of
customers with specialised needs. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Having sold their coffee products through
third party shops and caf</span><span style="font-family: "arial" , "helvetica" , sans-serif;">é</span><span style="font-family: "arial" , "helvetica" , sans-serif;">s, Nespresso have started to move towards a vertical market model in
recent years where they have set up their own retail boutiques where their coffee pods
and club membership are sold.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The next move is the Café Nespresso coffee shop. One has opened at
100 Cheapside in the City of London ( financial district) development near to the Mansion House and Bank of England .<o:p></o:p></span></div>
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<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">'Walk-thru ' cafe .City customers queue up to place their orders and<br /> collect their orders through hatch much like a Drive thru</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">It offers customers an extensive range of coffee – made from capsules – and “premium” food to pair with coffee.</span></div>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAW3TAIFB6M4_7Xy8q46iCR4WG275N1OYRrlb5V7U0l-nZlE-Tqwj1o6D1fiXSkONwVNj3Ec19Y6WcWgLv9lbbpc9KL-mm3CJyt10lt9Jv6IsJpHRmdma4e-1pOs00Ic3hqsScDLDc5FA/s1600/DSCN2564.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto; text-align: center;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAW3TAIFB6M4_7Xy8q46iCR4WG275N1OYRrlb5V7U0l-nZlE-Tqwj1o6D1fiXSkONwVNj3Ec19Y6WcWgLv9lbbpc9KL-mm3CJyt10lt9Jv6IsJpHRmdma4e-1pOs00Ic3hqsScDLDc5FA/s320/DSCN2564.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Premier food to pair up with their Nespresso pod coffee.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> Notice the screens on the right current selling coffee club messages</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The move comes as the competing top coffee brands battle it out
to attract customers with “enhanced coffee experiences”. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Nespresso fans are encouraged to become members of its club.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The company is also expanding its retail boutiques. These 'Apple i store' style showrooms where customers can sample the range of coffees, speak to
experts and purchase machines and accessories. There are now thirteen Nespresso
boutiques in the UK and Ireland.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: large;"><i>“Café Nespresso is our latest innovation in the retail and
service arena,</i>” </span>-Francisco Nogueira, general manager of Nespresso UK and Ireland.( reported by the Guardian Newspaper)</span></blockquote>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i>“As we have seen through the expansion of our boutique
offer, there is a great deal of demand from UK customers for our range outside
of the home. Café Nespresso is the next step in our customer experience.”</i><o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> Some adverse has been
voiced by some consumers who have complained on social media that they did not
want to “pay through the nose” to buy capsule coffee in a cafe that they could
make at home.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Nespresso, which founded the capsule method of making
Italian-style espresso coffee 30 years ago – and launched it in the UK 10 years
later – has also recently launched its first internet-connected coffee machine.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Designed to “suit increasingly connected lifestyles”, the
Prodigio will allow owners to instruct their machines to brew a cup of coffee
to be ready as they wake up – a modern version of the old-fashioned teasmades.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> It uses Bluetooth to connect with an app to allow users to choose from a selection
of coffees and brewing techniques – and order new supplies – and is already on
sale at Debenhams and John Lewis.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Related links:</span><br />
<br />
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/09/7-ps-in-pod-nespresso-and-vertuoline.html"><span style="font-family: "arial" , "helvetica" , sans-serif;">The 7 Ps of marketing coffee pods</span></a><br />
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com1tag:blogger.com,1999:blog-8170874290132422691.post-24564600959966090212016-07-25T10:19:00.003+01:002016-07-25T10:19:53.338+01:00Selling your mission -Trump's Acceptance speech an analysis of rhetoric selling<span style="font-family: arial, helvetica, sans-serif;">There was much brouhaha with the accusations of plagiarism
in Melania Trump's speech at the Cleveland Convention of the Republican
Party. Social media was quick to show edited video pairings of the alleged copied
passages of Mrs Michelle Obama’s speech to rub in the point.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Yet as we are <u>all</u> too aware, the facility of ‘cut and
paste’ in word processing can tempt many a
presenter to take short cuts. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">It is better to quote sources, if you can ,
as it gives proof to your efforts in preparation . I guess that was not an
option for Mrs Trump to quote from a Democrat President’s speech.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">However <i><span style="color: #f79646; font-size: x-large; mso-themecolor: accent6;">‘most things in Life have been
thought of before ; the trick is to think of them again’</span></i> which I am
reliably advised is a translation of a quote of Goethe. </span></blockquote>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> So for his
acceptance speech, the speech writers for Donald Trump will inevitably have borrowed
/ researched/copied some of the classic techniques of rhetoric to compose his
speech.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">To start with his opening “<span style="color: #f79646; mso-themecolor: accent6;">Friends, delegates and fellow Americans”</span> opening. This certainly resonated the famous rhythms of “Friends Romans and Countrymen...” of
Mark Anthony’s speech from Shakespeare’s play Julius Caesar.( Act 3 Scene 2)</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Trump’s selling tasks at Cleveland were to bring together the
rival factions of the Republican party camps to heal divisions as best he could
and to focus on the task ahead - to attack the Democrats and Hilary Clinton,
his opponent, for the race to the White House. He now has to sell himself as
the next leader to his country.</span></div>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgdzYWdVSb9fGVA1e4PSL52a9jNhIu18z_r5RFCtjSc_FD0gZ9dYO2kykqniPPFq_RuAGGpnP69l68VXWlH5FYFrH0hzEi_Ym7Hm9KDkcrCwPVam4GQuxzmJaE2t-NjPycsj-As3tCoco4/s1600/DSCN2364.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgdzYWdVSb9fGVA1e4PSL52a9jNhIu18z_r5RFCtjSc_FD0gZ9dYO2kykqniPPFq_RuAGGpnP69l68VXWlH5FYFrH0hzEi_Ym7Hm9KDkcrCwPVam4GQuxzmJaE2t-NjPycsj-As3tCoco4/s320/DSCN2364.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="font-size: 12.8px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">The 'pattern of threes' is used heavily in</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> Trump's speech.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> Here is the pattern cleverly used in this Budweiser</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> Poster</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> during the European Football Cup ,France.2016 </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Resonating with the ups and downs in</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> emotions of football fans and the tension of extra times.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Trump used his 'patterns of three' to resonate with his audience</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> emotions on the ups and downs of America</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Such a task is not dissimilar to the challenge of a new
leader e.g. Sales Director or Managing Director pitching their mission to educate, motivate and inspire their company, sales team,
distributors, franchisees etc. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">So let’s examine how Trump’s writers went about
the task.<b><span style="color: red;"> It is a long speech so feel free to surf and scroll :- </span></b></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">“ <span style="color: #f79646; mso-themecolor: accent6;">Friends, delegates and fellow
Americans (Shakespeare see above)</span>: I humbly and gratefully accept your
nomination for the presidency of the United States.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Who would have believed that when we
started this journey on June 16, last year, we — I say we because we are a team
— would have received almost <span style="color: #f79646; mso-themecolor: accent6;">14
million votes (Factual attention getter combined with a rhetoric question)</span>,
the most in the history of the Republican party?</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">And that the Republican Party would get <span style="color: #f79646; mso-themecolor: accent6;">60 % more votes</span> than it
received 8 years ago. Who would have believed it? The Democrats on the other
hand, received 20 % fewer votes than they got four years ago, not so good.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Together, <span style="color: #f79646; mso-themecolor: accent6;">we
will lead</span> our party back to the White House, and <span style="color: #f79646; mso-themecolor: accent6;">we will lead (notice the use of repeating
phrases e.g. ‘we will lead’ , Mr Trump uses the technique a lot as we will see)</span>
our country back to <span style="color: #f79646; mso-themecolor: accent6;">safety,
prosperity, and peace</span> <span style="color: #f79646; mso-themecolor: accent6;">(pattern
of threes – the first example of many in this speech</span>). We <span style="color: #f79646; mso-themecolor: accent6;">will be a country</span> of
generosity and warmth. But we <span style="color: #f79646; mso-themecolor: accent6;">will
also be a country</span> of law and order.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Our convention occurs at a moment of crisis for our nation.
The attacks on our police, and the terrorism in our cities, threaten our very
way of life. Any politician who does not grasp this danger is not fit to lead
our country.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Americans watching this address tonight have seen the recent
images of violence in our streets and the chaos in our communities. Many have
witnessed this violence personally. Some have even been its victims. <span style="color: #f79646; mso-themecolor: accent6;">(His <u>audience</u> is not only
those in the Convention Hall but also the next audience to win over – the
American electorate.)</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">I have a message for all of you: The crime and violence that
today afflicts our nation will soon — and I mean very soon come to an end.
Beginning on January 20th 2017, safety will be restored.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The most basic duty of government is to defend the lives of
its citizens. Any government that fails to do so is a government unworthy to
lead.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">It is finally time for a straightforward assessment of the
state of our nation. I will present the facts plainly and honestly. We cannot
afford to be so politically correct anymore.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">So if you want to hear the <span style="color: #f79646; mso-themecolor: accent6;">corporate spin, the carefully-crafted lies, and the
media myths</span> <span style="color: #f79646; mso-themecolor: accent6;">( Pattern of threes)</span>— the
Democrats are holding their convention next week. Go there.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">But here, at our convention, there will be no lies. We will
honor the American people with the truth, and nothing else.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">These are the facts: <span style="color: #f79646; mso-themecolor: accent6;">(Telegraphing to the audience to prepare their minds for key
messages)</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Decades of progress made in bringing down crime are now
being reversed by this administration's rollback of criminal enforcement. (
here follows a set of facts to keep his audience’s attention.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Homicides last year increased by <span style="color: #f79646; mso-themecolor: accent6;">17%</span> in America's fifty largest cities. That's
the largest increase in <span style="color: #f79646; mso-themecolor: accent6;">25
years.<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In our nation's capital, killings have risen by <span style="color: #f79646; mso-themecolor: accent6;">50 %</span>. They are up nearly <span style="color: #f79646; mso-themecolor: accent6;">60 %</span> in nearby Baltimore.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In the president's hometown of Chicago, more than <span style="color: #f79646; mso-themecolor: accent6;">2,000</span> have been the victims
of shootings this year alone. And almost <span style="color: #f79646; mso-themecolor: accent6;">4,000</span> have been killed in the Chicago area since he took
office.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The number of police officers killed in the line of duty has
risen by almost <span style="color: #f79646; mso-themecolor: accent6;">50 %</span>
compared to this point last year.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Nearly <span style="color: #f79646; mso-themecolor: accent6;">180,000</span>
illegal immigrants with criminal records, ordered deported from our country,
are tonight roaming free to threaten peaceful citizens.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The number of new illegal immigrant families who have
crossed the border so far this year already exceeds the entire total of 2015.</span></div>
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<tr><td class="tr-caption" style="font-size: 12.8px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">The Pattern of threes in another </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">advertisement this time for GWR.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">It works for ads and it works</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> for speeches like Mr.Trump's</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">They are being released by the tens of thousands into our
communities with no regard for the impact on public safety or resources.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="color: #f79646; mso-themecolor: accent6;"><span style="font-family: "arial" , "helvetica" , sans-serif;">( After a
series of facts ( statistics) particular <b>examples</b> are given to illustrate and
support the facts)<o:p></o:p></span></span><br />
<span style="color: #f79646; mso-themecolor: accent6;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">One such border-crosser was released and made his way to Nebraska.
There, he ended the life of an innocent young girl named Sarah Root. She was 21
years old and was killed the day after graduating from college with a 4.0 grade
point average. Her killer was then released a second time, and he is now a
fugitive from the law. I've met Sarah's beautiful family. But to this
administration, their amazing daughter was just one more American life that
wasn't worth protecting. One more child to sacrifice on the altar of open
borders.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">What about our economy? Again, I will tell you the plain
facts that have been edited out of your nightly news and your morning newspaper <span style="color: #f79646; mso-themecolor: accent6;">( the use of you and your rather than ‘the’ is more persuasive and
arresting to an audience)</span>:</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Nearly <span style="color: #f79646; mso-themecolor: accent6;">four
in 10</span> African-American children are living in poverty, while 58% of
African-American youth are now not employed.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: #f79646; mso-themecolor: accent6;">2 million</span>
more Latinos are in poverty today than when the president took his oath of
office eight years ago.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Another <span style="color: #f79646; mso-themecolor: accent6;">14
million</span> people have left the workforce entirely.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Household incomes are <span style="color: #f79646; mso-themecolor: accent6;">down more than $ 4,000</span> since the year 2000. That is 16 years
ago.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Our trade deficit in goods reached — think of this — our
trade deficit is $800 hundred billion dollars. Think of that. $800 billion last
year alone. We will fix that.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The budget is no better. President Obama has almost doubled
our national debt to more than <span style="color: #f79646; mso-themecolor: accent6;">$19
trillion,</span> and growing.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Yet, what do we have to show for it? <span style="color: #f79646; mso-themecolor: accent6;">( rhetorical question to hold his audience’s attention) </span>Our
roads and bridges are falling apart, our airports are in third world condition,
and <span style="color: #f79646; mso-themecolor: accent6;">43 million</span>
Americans are on food stamps.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Now let us consider the state of affairs abroad. Not only
have our citizens endured domestic disaster, but they have lived through one
international humiliation after another. One after another.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We all remember the images of our sailors being forced to
their knees by their Iranian captors at gunpoint. This was just prior to the
signing of the Iran deal, which gave back to Iran $150 billion and gave us absolutely
nothing. It will go down in history as one of the worst deals ever negotiated.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Another humiliation came when President Obama drew a red
line in Syria and the whole world knew it meant absolutely nothing.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">In Libya, our consulate, the symbol of American prestige
around the globe was brought down in flames.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">America is far less safe and the world is far less stable
than when Obama made the decision to put Hillary Clinton in charge of America's
foreign policy. I am certain it is a decision he truly regrets.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Her bad instincts and her bad judgement, something pointed
out by Bernie Sanders are what caused the disasters unfolding today. Let's
review the record. ( <span style="color: #f79646; mso-themecolor: accent6;">the
power of link back to lift the audience’s attention and memory)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">In 2009, pre-Hillary, ISIS was not even on the map. Libya
was stable. Egypt was peaceful. Iraq had seen a big reduction in violence. Iran
was being choked by sanctions. Syria was somewhat under control.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">After four years of Hillary Clinton, what do we have? ISIS
has spread across the region and the entire world. Libya is in ruins, and our
ambassador and his staff were left helpless to die at the hands of savage
killers. Egypt was turned over to the radical Muslim Brotherhood, forcing the
military to retake control. Iraq is in chaos. Iran is on the path to nuclear
weapons. Syria is engulfed in a civil war and a refugee crisis that now
threatens the West. After 15 years of wars in the Middle East, after trillions
of dollars spent and thousands of lives lost, the situation is worse than it has
ever been before.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">This is the legacy of Hillary Clinton: Death, destruction
and terrorism and weakness.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">But Hillary Clinton's legacy does not have to be America's
legacy. The problems we face now — poverty and violence at home, war and
destruction abroad — will last only as long as we continue relying on the same
politicians who created them. A change in leadership is required to produce a
change in outcomes.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Tonight, I will share with you for action for America. The
most important difference between our plan and that of our opponents, is that
our plan will put America first. <b><u><span style="color: #f79646; mso-themecolor: accent6;">Americanism, not globalism, will
be our credo.<o:p></o:p></span></u></b></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">As long as we are led by politicians who will not put
America first, then we can be assured that other nations will not treat America
with respect. The respect that we deserve. The American people will come first
once again.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">First, my plan will begin with safety at home which means
safe <span style="color: #f79646; mso-themecolor: accent6;">(1)</span> neighborhoods, <span style="color: #f79646; mso-themecolor: accent6;">(2)</span> secure borders, and <span style="color: #f79646; mso-themecolor: accent6;">(3)</span> protection from terrorism <span style="color: #f79646; mso-themecolor: accent6;">( pattern of threes).</span> There can be no prosperity without law
and order.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">On the economy, I will outline reforms to add millions of
new jobs and trillions in new wealth that can be used to rebuild America.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">A number of these reforms that I will outline tonight will
be opposed by some of our nation's most powerful special interests. That is
because these interests have rigged our political and economic system for their
exclusive benefit. Believe me. It is <span style="color: #f79646; mso-themecolor: accent6;">for their benefit</span>. <span style="color: #f79646; mso-themecolor: accent6;">For their benefit</span>. <span style="color: #f79646; mso-themecolor: accent6;">( echoed repetition for emphasis)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: #f79646; mso-themecolor: accent6;">(1)Big business,
(2) elite media and (3) major donors (pattern of threes)</span> are lining up
behind the campaign of my opponent because they know she will keep our rigged
system in place. They are throwing money at her because they have total control
over every single thing she does. She is their puppet, and they pull the
strings. That is why Hillary Clinton's message is that things will <span style="color: #f79646; mso-themecolor: accent6;">never</span> change. <span style="color: #f79646; mso-themecolor: accent6;">Never ever</span>. <span style="color: #f79646; mso-themecolor: accent6;">( echoed repetition for emphasis)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My message is that things have to <span style="color: #f79646; mso-themecolor: accent6;">change</span> and they have to <span style="color: #f79646; mso-themecolor: accent6;">change right now</span>. <span style="color: #f79646; mso-themecolor: accent6;">( echoed repetition for emphasis)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> Every day I wake up
determined to deliver a better life for the people all across this nation that
had been <span style="color: #f79646; mso-themecolor: accent6;">ignored, neglected
and abandoned</span>. <span style="color: #f79646; mso-themecolor: accent6;">(
pattern of threes)</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I have visited the laid-off factory workers, and the
communities crushed by our horrible and unfair trade deals. These are the <span style="color: #f79646; mso-themecolor: accent6;">forgotten</span> men and women of
our country, and they are <span style="color: #f79646; mso-themecolor: accent6;">forgotten</span>,
but they will not be <span style="color: #f79646; mso-themecolor: accent6;">forgotten</span>
long. <span style="color: #ffc000;">( combination of echoed repetition for
emphasis</span><span style="color: #f79646; mso-themecolor: accent6;"> in a pattern
of three !)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> These are people who
work hard but no longer have a voice. <span style="color: #ffc000;">I am your
voice</span>. <span style="color: #ffc000;">( leader you and me together) <o:p></o:p></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I have embraced crying mothers who have lost their children
because our politicians put their personal agendas before the national good.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I have no patience for injustice. No tolerance for
government incompetence. When innocent people suffer, because our political
system lacks <span style="color: #ffc000;">the will, or the courage, or the basic
decency</span> <span style="color: #ffc000;"> ( pattern of threes)</span> to enforce our
laws, or worse still, has sold out to some corporate lobbyist for cash I am not
able to look the other way. And I won't look the other way.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">And when a Secretary of State illegally stores her emails on
a private server, deletes 33,000 of them so the authorities can't see her
crime, puts our country at risk, lies about it in every different form and
faces no consequence — I know that
corruption has reached a level like never ever before in our country.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">When the FBI director says that the Secretary of State was
"extremely careless" and "negligent" in handling our
classified secrets, I also know that these terms are minor compared to what she
actually did. They were just used to save her from facing justice for her <span style="color: #ffc000;">terrible</span>, <span style="color: #ffc000;">terrible</span>
crimes<span style="color: #ffc000;">.( echoed repetition for emphasis)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">In fact, her single greatest accomplishment may be
committing such an egregious crime and getting away with it, especially when
others who have been far less have paid so dearly.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">When that same Secretary of State rakes in millions of
dollars trading access and favors to special interests and foreign powers, I
know the time for action has come.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I have joined the political arena so that the powerful can
no longer beat up on people that cannot defend themselves.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Nobody knows the system better than me, which is why I alone
can fix it. I have seen firsthand how the system is rigged against our
citizens, just like it was rigged against Bernie Sanders. He never had a
chance.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">But his supporters will join our movement, because we will
fix his biggest issue: Trade deals that strip our country of jobs and the
distribution of wealth in the country.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Millions of Democrats will join our movement, because we are
going to fix the system so it works fairly and justly for each and every
American.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">In this cause, I am proud to have at my side the next Vice
President of the United States: Governor Mike Pence of Indiana. And a great
guy. We will bring the same economic success to America that Mike brought
Indiana, which is amazing. He is a man of character and accomplishment. He is
the right man for the job.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The first task for our new administration will be to
liberate our citizens from the <span style="color: #ffc000;">crime and terrorism
and lawlessness</span> that threatens their — our communities. <span style="color: #ffc000;">( pattern of threes)</span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">America was shocked to its core when our police officers in
Dallas were so brutally executed. Immediately after Dallas, we have seen
continued threats and violence against our law enforcement officials. Law
officers have been shot or killed in recent days in Georgia, Missouri,
Wisconsin, Kansas, Michigan and Tennessee. <span style="color: #ffc000;">( listed
examples to emphasise the point)</span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">On Sunday, more police were gunned down in Baton Rouge,
Louisiana. Three were killed, and three were very badly injured. An attack on
law enforcement is an attack on all Americans.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I have a message to every last person threatening the peace
on our streets and the safety of our police: When I take the oath of office
next year, I will restore law and order to our country.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I will work with, and appoint, the best prosecutors and law
enforcement officials in the country to get the job properly done. In this race
for the White House, I am the law and order candidate.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The irresponsible rhetoric of our president, who has used
the <span style="color: #f79646; mso-themecolor: accent6;">pulpit of the presidency
( analogy)</span> to divide us by race and color, has made America a more
dangerous environment than frankly, I have ever seen and anybody in this room
has ever watched or seeing.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">This administration has failed America's inner cities.
Remember, it has <span style="color: #ffc000;">failed</span> America's inner
cities. It's <span style="color: #ffc000;">failed</span> them on education. It's <span style="color: #ffc000;">failed</span> them on jobs. It's <span style="color: #ffc000;">failed</span>
them on crime. It's <span style="color: #ffc000;">failed </span>them in every way
and on every single level. <span style="color: #ffc000;">( repetition to
emphasise)</span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">When I am president, I will work to ensure that all of our
kids are treated equally, and protected equally. Every action I take, I will
ask myself: Does this make life better for young Americans in Baltimore,
Chicago, Detroit, and Ferguson ( <span style="color: #ffc000;">reminder examples
that resonate with audience)</span> who have really come in every way, have the
same right to live out their dreams as any other child in America? <span style="color: #f79646; mso-themecolor: accent6;">( rhetorical question)</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">To make life safe in America, we must also address the
growing threats from outside the country. We are <span style="color: #f79646; mso-themecolor: accent6;">going to defeat</span> the barbarians of ISIS. And we
are <span style="color: #f79646; mso-themecolor: accent6;">going to defeat</span>
them bad.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Once again, France is the victim of brutal Islamic
terrorism. Men, women and children viciously mowed down. Lives ruined. Families
ripped apart. A nation in mourning. The damage and devastation that can be
inflicted by Islamic radicals has been proven over and over. At the World Trade
Center, at an office party in San Bernardino, at the Boston Marathon, and a
military recruiting center in Chattanooga, Tennessee. And many other locations.
<span style="color: #ffc000;">( reinforcing point by examples</span>)</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Only weeks ago, in Orlando, Florida, 49 wonderful Americans
were savagely murdered by an Islamic terrorist. This time, the terrorist
targeted LGBTQ community.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">No good. And we're going to stop it. As your president, I
will do everything in my power to protect our LGBTQ citizens from the violence
and oppression of a hateful foreign ideology. Believe me. And I have to say as
a Republican, it is so nice to hear you cheering for what I just said. Thank
you.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">To protect us from terrorism, we <u><span style="color: #f79646; mso-themecolor: accent6;">need to focus on three things</span></u>.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We must have the <span style="color: #ffc000;">best,</span>
absolutely the <span style="color: #ffc000;">best</span> <span style="color: #ffc000;">(
repetition for emphasis</span>), <span style="color: #ffc000;">(1)</span> <span style="color: #f79646; mso-themecolor: accent6;">gathering of intelligence</span>
anywhere in the world. The best.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We must abandon the <span style="color: #ffc000;">(2)</span><span style="color: #f79646; mso-themecolor: accent6;">failed
policy of nation- building and regime change</span> that Hillary Clinton pushed
in Iraq, Libya, in Egypt, and Syria.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Instead, we must work with all of our allies who share our
goal of destroying ISIS and stamping out Islamic terrorism and <span style="color: #ffc000;">doing it</span> now, <span style="color: #ffc000;">doing it</span>
quickly. <span style="color: #ffc000;">( Repetition for emphasis)</span> We're <span style="color: #ffc000;">going to win</span>. We're <span style="color: #ffc000;">going
to win</span> fast. This includes working with our greatest ally in the region,
the state of Israel.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Recently I have said that NATO was obsolete. Because it did
not properly cover terror. And also that many of the member countries were not
paying their fair share. As usual, the United States has been picking up the
cost. Shortly thereafter, it was announced that NATO will be setting up a new
program in order to combat terrorism. A true step in the right direction.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Lastly, and very importantly, we must immediately <span style="color: #ffc000;">(3)</span><span style="color: #f79646; mso-themecolor: accent6;">suspend
immigration from any nation that has been compromised by terrorism </span>until
such time as proven vetting mechanisms have been put in place. We don't want
them in our country.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My opponent has called for a radical 550 % increase — think
of this, this is not believable, but this is what is happening — a 550 %
increase in Syrian refugees on top of existing massive refugee flows coming
into our country already under the leadership of president Obama.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">She proposes this despite the fact that there's no way to
screen these refugees in order to find out who they are or where they come
from. I only want to admit individuals into our country who will support our
values and love our people. Anyone who endorses <span style="color: #ffc000;">violence,
hatred or oppression</span> <span style="color: #ffc000;">( pattern of threes)</span>
is not welcome in our country and never ever will be.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Decades of record immigration have produced lower wages and
higher unemployment for our citizens, especially for African-American and
Latino workers. We are going to have an immigration system that works, but one
that works for the American people.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">On Monday, we heard from three parents whose children were
killed by illegal immigrants Mary Ann Mendoza, Sabine Durden, and my friend
Jamiel Shaw. <span style="color: #ffc000;">(
Specific examples to raise audience interest and of course three !!)</span> They
are just three brave representatives of many thousands who have suffered so
greatly.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Of all my travels in this country, nothing has affected me
more, nothing even close than the time I have spent with the mothers and
fathers who have lost their children to violence spilling across our borders,
which we can <span style="color: #ffc000;">solve</span>. We have to <span style="color: #ffc000;">solve</span> it. <span style="color: #ffc000;">( repetition for emphasis)</span>These families have <span style="color: #ffc000;">no special interests </span>to represent them. There are <span style="color: #ffc000;">no demonstrators</span> to protect them and <span style="color: #ffc000;">none to protest</span> on their behalf. <span style="color: #ffc000;">( pattern of threes)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My opponent will never meet with them, or share in their
pain. Believe me. Instead, my opponent wants sanctuary cities. But where was <span style="color: #ffc000;">sanctuary</span> for Kate Steinle? Where was <span style="color: #ffc000;">sanctuary</span> <span style="color: #ffc000;">( repetition to stress the point) </span>for the children
of Mary Ann, Sabine and Jamiel? It’s so sad to even be talking about this. We
can solve it so quickly. Where was sanctuary for all the other Americans who
have been so brutally murdered, and who have suffered so horribly? These
wounded American families have been alone. But they are not alone any longer.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Tonight, this candidate and this whole nation stand in their
corner to support them, to send them our love, and to pledge in their honor
that we will save countless more families from suffering the same awful fate.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We are going to build a great border wall <span style="color: #ffc000;">(1)to stop</span>
illegal immigration, <span style="color: #ffc000;">(2)</span> <span style="color: #ffc000;">to stop</span> the
gangs and the violence, and <span style="color: #ffc000;">(3)</span> <span style="color: #ffc000;">to stop</span> the drugs from pouring into our
communities. <span style="color: #ffc000;">( pattern of threes and repetition)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I have been honored to receive the endorsement of America's
Border Patrol agents, and will work directly with them to protect the integrity
of our <span style="color: #ffc000;">lawful</span>, <span style="color: #ffc000;">lawful</span>,
<span style="color: #ffc000;">( repetition)</span> immigration system.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">By ending catch-and-release on the border, we will stop the
cycle of human smuggling and violence. Illegal border crossings will go down.
We will stop it. It will not be happening very much anymore. <span style="color: #ffc000;">Believe me</span>. <span style="color: #ffc000;">( Simple
and direct appeal to audience)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Peace will be restored by enforcing the rules for the
millions who overstay their visas, our laws will finally receive the respect
they deserve.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Tonight, I want every American whose demands for immigration
security have been denied and every politician who has denied them to listen
very closely to the words I am about to say: On on January 20 of 2017, the day
I take the oath of office, Americans will finally wake up in a country where
the laws of the United States are enforced.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We are going to be considerate and compassionate to
everyone. But my greatest compassion will be for our own struggling citizens.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My plan is the exact opposite of the radical and dangerous
immigration policy of Hillary Clinton. Americans want relief from uncontrolled
immigration. Which is what we have now. Communities want relief. Yet Hillary
Clinton is proposing <span style="color: #ffc000;">(1)</span> <u><span style="color: #ffc000;">mass</span></u><span style="color: #ffc000;"> amnesty</span>,
<span style="color: #ffc000;">(2)</span> <u><span style="color: #ffc000;">mass</span></u><span style="color: #ffc000;"> immigration</span>, and <span style="color: #ffc000;">(3)<u>mass </u>lawlessness</span>.
<span style="color: #ffc000;">( Pattern of threes and repetition to drive home
the message)</span></span></div>
<div class="MsoNormal">
<span style="color: #ffc000;"><span style="font-family: "arial" , "helvetica" , sans-serif;">( Further pattern of threes to
come!)<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Her plan will <span style="color: #ffc000;">(1)</span> overwhelm your schools and hospitals, <span style="color: #ffc000;">(2)</span>further
reduce your jobs and wages, and <span style="color: #ffc000;">(3)</span>make it
harder for recent immigrants to escape from the tremendous cycle of poverty
they are going through right now and make it almost impossible for them to join
the middle class.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I have a different vision for our workers. It begins with a
new, fair trade policy that protects our jobs and stands up to countries that
cheat — of which there are many.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">It's been a signature message of my campaign from day one,
and it will be a signature feature of my presidency from the moment I take the
oath of office. I have made billions of dollars in business making deals. Now
I'm going to make our country rich again. Using the greatest businesspeople of
the world, I'm going to turn our bad trade agreements into great trade
agreements.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">America has lost <span style="color: #f79646; mso-themecolor: accent6;">nearly-one third of its manufacturing jobs since 1997 ( fact to raise
the interest and attention level)</span>, following the enactment of disastrous
trade deals supported by bill and Hillary Clinton. Remember, it was Bill
Clinton who signed NAFTA, one of the worst economic deals ever made by our
country. Or frankly, any other country. Never ever again.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I am going to bring our jobs back our jobs to Ohio and
Pennsylvania and New York and Michigan and all of America and I am not going to
let companies move to other countries, firing their employees along the way,
without consequences. Not going to happen anymore.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My opponent, on the other hand, has supported virtually
every trade agreement that has been destroying our middle class. She supported
NAFTA, and she supported China's entrance into the world trade organization.
Another one of her husband's colossal mistakes and disasters. She supported the
job killing trade deal with South Korea. She she supported the Trans-Pacific
Partnership which will not only destroy our manufacturing but it will make
America subject to the rulings of foreign governments. And it is not going to
happen.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I pledge to never sign any trade agreement that hurts our
workers, or that diminishes our freedom and Independence. We will never ever
sign bad trade deals. America first again. American first.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Instead, I will make individual deals with individual
countries. No longer will we enter into these massive transactions with many
countries that are thousands of pages long and which no one from our country
even reads or understands. We are going to enforce all trade violations against
any country that cheats. This includes stopping China's outrageous theft of
intellectual property, along with their illegal product dumping, and their
devastating currency manipulation. They are the greatest that ever came about,
they are the greatest currently manipulators ever.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Our horrible trade agreements with China, and many others,
will be totally renegotiated. That includes renegotiating NAFTA to get a much
better deal for America and will walk away if we don't get that kind of a deal.
Our country is going to start building and making things again.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Next comes the reform of our tax laws, regulations and
energy rules. While Hillary Clinton plans a massive, and I mean massive, tax
increase, I have proposed the largest tax reduction of any candidate who has
run for president this year, Democrat or Republican. Middle-income Americans
will experience profound relief, and taxes will be greatly simplified for everyone.
I mean everyone.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">America is one of the highest-taxed nations in the world.
Reducing taxes will cause new companies and new jobs to come roaring back into
our country. Believe me. It will happen and it will happen fast.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Then we are going to deal with the issue of regulation, one
of the greatest job killers of them all. Excessive regulation is costing our
country as much as $2 trillion a year, and we will end and it very quickly.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We are going to lift the restrictions on the production of
American energy. This will produce more than $20 trillion in job-creating
economic activity over the next four decades.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My opponent, on the other hand, wants to put the great
miners and steelworkers of our country out of work and out of business. That
will never happen with Donald J trump as president. Our steelworkers and are
miners are going back to work again.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">With these new economic policies, trillions of dollars will
start flowing into our country. This new wealth will improve the quality of
life for all Americans. We will build the roads, highways, bridges, tunnels,
airports, and the railways of our tomorrow. This, in turn, will create millions
of more jobs.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We will rescue kids from failing schools by helping their
parents send them to a safe school of their choice. My opponent would rather
protect education bureaucrats than serve American children. That is what she is
doing and that is what she has done.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We will repeal and replace disastrous Obamacare. You will be
able to choose your own doctor again.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">And we will fix TSA at the airports, which is a total
disaster. Thank you.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We are going to work with all of our students who are
drowning in debt to take the pressure off these young people just starting out
in their adult lives. Tremendous problems.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We will completely rebuild our depleted military. And the
countries that we protecting at a massive cost to us will be asked to pay their
fair share.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We will take care of our great veterans like they have never
been taken care of before. My just-released 10 point plan has received
tremendous better support. We will guarantee those who serve this country will
be able to visit the doctor or hospital of their choice without waiting five
days in a line and dying.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My opponent dismissed the VA scandal, one more sign of how
out of touch she really is.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We are going to ask every department head and government to
provide a list of wasteful spending projects that we can eliminate in my first
100 days. The politicians have talked about this for years, but I'm going to do
it.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We are also going to appoint justices to the United States
Supreme Court who will uphold our laws and our constitution. The replacement of
our beloved Justice Scalia will be a person of similar views, principles and
judicial philosophies. Very important. This will be one of the most important
issues decided by this election.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My opponent wants to essentially abolish the 2nd Amendment.
I, on the other hand, received the early and strong endorsement of the National
Rifle Association. And will protect the right of all Americans to keep their
families safe.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">At this moment, I would like to thank the evangelical
community because, I will tell you what, the support they have given me — and
I'm not sure I totally deserve it — has been so amazing. And has been such a
big reason I'm here tonight. They have much to contribute to our policies.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Yet our laws prevent you from speaking your mind from your
own pulpits. An amendment, pushed by Lyndon Johnson, many years ago, threatens
religious institutions with a loss of their tax-exempt status if they openly
advocate their political views. Their voice has been taken away. I will work
hard to repeal that language and to protect free speech for all Americans.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We can accomplish these great things and so much more. All
we need to do is start believing in ourselves a in our country again. Start
believing. It is time to show the whole world that America is back, bigger and
better and stronger than ever before.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">In this journey, I'm so lucky to have at my side my wife
Melania and my wonderful children Don, Ivanka, Eric, Tiffany, and Barron: You
will always be my greatest source of pride and joy. And by the way, Melania and
Ivanka, did they do a job?</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My dad, Fred Trump, was the smartest and hardest working man
I ever knew. I wonder sometimes what he'd say if he were here to see this
tonight. It's because of him that I learned, from my youngest age, to respect
the dignity of work and the dignity of working people.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">He was a guy most comfortable in the company of bricklayers,
carpenters, and electricians and I have a lot of that in me also. I love those
people.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Then there's my mother, Mary. She was strong, but also warm
and fair-minded. She was a truly great mother. She was also one of the most
honest and charitable people I have ever known, and a great, great judge of
character. She could pick them out from anywhere.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">To my sisters, Mary Anne and Elizabeth, my brother Robert
and my late brother Fred, I will always give you my love. You are most special
to me. I have loved my life in business.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">But now, my sole and exclusive mission is to go to work for
our country, to go to work for you. It is time to deliver a victory for the
American people. We don't win anymore, but we are going to start winning again.
But to do that, we must break free from the petty politics of the past.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">America is a nation of <b><span style="color: #f79646; mso-themecolor: accent6;">believers, dreamers, and strivers</span></b><span style="color: #f79646; mso-themecolor: accent6;"> ( pattern of threes)</span>that
is being led by a group of <span style="color: #f79646; mso-themecolor: accent6;">censors,
critics, and cynics.( pattern of threes)</span> Remember: All of the people
telling you you can't have the country you want, are the same people, that
would not stand, I mean they said Trump does not have a chance of being here
tonight, not a chance, the same people. We love defeating those people, don't
we? <span style="color: #f79646; mso-themecolor: accent6;">(Appeal Question)</span>
Love it.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">No longer can we rely on those same people. In the media and
politics who, will say anything to keep a rigged system in place. Instead, we
must choose to believe in America.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">History is watching us now. It's we don't have much time. We
don't have much time. It's waiting to see if we will rise to the occasion, and
if we will show the whole world that America is still free and independent and
strong.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I am asking for your support tonight so that I can be year
champion in the White House. And I will be a champion. Your champion.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">My opponent asks her supporters to recite a three-word
loyalty pledge. It reads: "I'm with her."</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I choose to recite a different pledge. My pledge reads: <span style="color: #f79646; mso-themecolor: accent6;">"I'm with you the American
people."( You appeal)</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I am <span style="color: #f79646; mso-themecolor: accent6;">your
( You appeal)</span>voice. So to every
parent who dreams for their child, and every child who dreams for their future,
I say these words to <span style="color: #f79646; mso-themecolor: accent6;">you </span>tonight:
I'm with <span style="color: #f79646; mso-themecolor: accent6;">you</span>, and I
will fight for <span style="color: #f79646; mso-themecolor: accent6;">you</span>,
and I will win for <span style="color: #f79646; mso-themecolor: accent6;">you</span>.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">To all Americans tonight, in all our cities and towns, I
make this promise:</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">(<span style="color: #f79646; mso-themecolor: accent6;">Classic
Summary Close on three points and final mission statement</span>)</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: orange;">( 1)</span>We will make America strong again.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: orange;">(2)</span>We will make America proud again.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: orange;">(3) </span>We will make America safe again.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">And we will make America great again!</span></div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">God bless you and goodnight! I love you!</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Related links on analysis of Speeches</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2015/11/the-modi-manoeuvre-rhetorics-bend-it.html">The 'Modi moves' in the skills of rhetoric in speech delivery</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/10/selling-speeches-david-camerons.html">The Aspiration Nation - analysis of a David Cameron speech</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2013/01/selling-next-step-obama-and-lincoln-2nd.html"><span style="font-family: Arial, Helvetica, sans-serif;">Selling the next step: Obama's and Lincoln's second inaugural speeches</span></a></div>
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com12tag:blogger.com,1999:blog-8170874290132422691.post-16331018147132311542016-07-16T19:01:00.001+01:002016-07-16T19:01:11.529+01:00Fruits of success at 121st Bentley Fete and Flower Show<div class="separator" style="clear: both; text-align: center;">
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<br />Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com1tag:blogger.com,1999:blog-8170874290132422691.post-39029590187078007932016-07-11T12:16:00.002+01:002016-07-11T14:02:32.887+01:00#FIA16 Farnborough International Airshow and post Brexit Road Warriors<br />
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2016/06/5-steps-to-take-now-in-your-selling.html"><span style="font-family: "arial" , "helvetica" , sans-serif;">5 steps to take in Selling post Brexit vote</span></a><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgrmMtPxyZed6iUY-ApCG4Ft7VFgL8R_kvlNelMHfzydLAMfJx6_klNSKkhhrnKN4p4vJ0mlPlUw2sbRkQGREa6l5Lc1J77Unp_GnU-aZS1Qbz8L4BxzCZdcuXRuZd3xNNT0IbusjE2Oh8/s1600/13620321_1585947768369111_4702901757963868766_n+Air+Fighters.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgrmMtPxyZed6iUY-ApCG4Ft7VFgL8R_kvlNelMHfzydLAMfJx6_klNSKkhhrnKN4p4vJ0mlPlUw2sbRkQGREa6l5Lc1J77Unp_GnU-aZS1Qbz8L4BxzCZdcuXRuZd3xNNT0IbusjE2Oh8/s320/13620321_1585947768369111_4702901757963868766_n+Air+Fighters.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Photo: Christopher Short</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Today is the opening of the Farnborough Airshow - the trade show. The public show is on Saturday.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">This year's show is taking place in a post Brexit vote environment. What might this now mean for selling ?</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">"Whatever uncertainties our country faces, I want the
message to go out loud and clear: the UK will continue to lead the world in
both civil and defence aerospace,"</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Current Prime Minister Mr Cameron said on the opening day of
the Farnborough International Airshow.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The UK government will buy nine new marine patrol planes
from Boeing in a decade-long deal worth £3bn.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The Ministry of Defence's deal for the submarine-hunting
P-8A Poseidon aircraft also covers training, maintenance and support.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Boeing will build a new £100m facility for the planes at RAF
Lossiemouth in Moray.<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The US company will also deliver 50 Apache AH-64E attack
helicopters to the British Army.<o:p></o:p></span></div>
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</div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Boeing expects to create about 2,000 new UK jobs in the
coming years by expanding its maintenance and support operations for both
military and commercial customers in Europe.</span><o:p></o:p></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Undeniably more selling and buying is done from a desk base nowadays. The telephone and Internet dominate work.</span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Conventional salespeople were sometimes referred to as ‘ Road warriors’ back in the day.</span></div>
<br />
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">I guess there may be many who might argue in military ‘theatre of operations’ similarly that all future warfare will be fought by unmanned drone aircraft.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Wars will be (or are -for all I know) fought in a cyber space. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;"><b>Still a need for 'Boots on the ground' in theatres of War and Field Salespeople in the theatres of Markets</b></span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">As Afghanistan showed conventional soldiering continued for example in 2009, a 24 year old lieutenant, of the Royal Regiment of Scotland was awarded the Military Cross for a bayonet charge whilst on a tour of duty in Afghanistan: after shooting one Taliban fighter dead Lieutenant Adamson had run out of ammunition when another enemy appeared. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Adamson immediately charged the second Taliban fighter and bayoneted him. ( you don’t get more old tech or brave than that )</span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjI8FRySx05emP0YaynsSKPCDyyMD5ScqqJ06bRgUENi5j26VsWYfUvD74CBIL0E_PEj2ikFomFQdoiPsRsTzk7gpI5a9CqHRmI8haElZTNlgLU1E-tnCi0a5A1bEIgD6kq1a0pxj70NXU/s1600/13669149_1585947625035792_8746344733430637093_n+Airbus+2.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjI8FRySx05emP0YaynsSKPCDyyMD5ScqqJ06bRgUENi5j26VsWYfUvD74CBIL0E_PEj2ikFomFQdoiPsRsTzk7gpI5a9CqHRmI8haElZTNlgLU1E-tnCi0a5A1bEIgD6kq1a0pxj70NXU/s320/13669149_1585947625035792_8746344733430637093_n+Airbus+2.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"> <span style="font-family: "arial" , "helvetica" , sans-serif;">The Airbus #A380 at Farnborough 2016<br /> <span style="font-size: 12.8px;">Photo: Christopher Short</span></span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">In <b><span style="color: orange;">peace time</span></b> despite the availability of the most sophisticated forms of communication open to the world’s buyers sales leaders there are still shows like Farnborough and selling done face to face.</span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Samples and Products must be shown Contracts have to be signed.</span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
<div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">
</span>
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<div>
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh5ZG6lqZdkGf0sjaR9InycQtO7siH7fUCXAcv5vmhw_9NPvgqm5liPYW-kVRd4Pq2GIJimxUJkG9wHz_IP0WavXPc6Ia-otupjOnVof-9uaCoWekt1Uu248zkyuvJfgK1gcCoZdHehz60i/s1600/PICT1304.JPG" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><br /></a><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The Digital world itself thinks it’s necessary to use road warriors whether buyers or sellers to show or visit conventional exhibitions.</span></div>
<br />
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">We might not see many characters like Arthur Miller’s Willie Logan of 'Death of A Salesman' at Farnborough but maybe like, Mark Twain’s premature death announcement ,- the Death of the Road Warrior sales person is maybe ’ a little exaggerated.’ </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Related Links</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/03/selling-arms-crimean-legacy-plus-david.html">Selling Arms and the Crimean Legacy</a></span><br />
<a href="https://www.blogger.com/"></a><span id="goog_1503335998"></span><span id="goog_1503335999"></span><br />
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2016/06/5-steps-to-take-now-in-your-selling.html"><span style="font-family: "arial" , "helvetica" , sans-serif;">5 steps to take in Selling post Brexit vote</span></a><br />
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<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2016/03/5-of-most-common-sales-objections-and.html">5 of the most common sales objections and how to answer them</a></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/06/body-language-in-business-context.html"><span style="font-family: "arial" , "helvetica" , sans-serif;">Body language in the business context</span></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">
</span><br />
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<br /></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
</div>
</div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com2tag:blogger.com,1999:blog-8170874290132422691.post-15078973780078998792016-06-29T09:36:00.000+01:002016-06-29T09:36:12.338+01:005 steps to take now in your selling after the Brexit vote<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 72pt; line-height: 115%;">W</span><span style="font-family: "arial" , "helvetica" , sans-serif;">ell the Brexit tube of toothpaste has been
squeezed. The Leave camp won.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> I was disappointed by
my nation’s decision to leave the EU. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">However I am a democrat and I have to accept as a member of
the minority to bow to the decision of the majority of my nation</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">.</span></div>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi6fQHS5PIqD5z9dtumuAs74EXUuZ9IeMkqZP3yB-rOFm_bfhwGfvXPhl05pOhejrTQSCC1pfvgPytc-TcaIsdcC3R_IvqH52tt_cWQ-SUyyLesUv2-hxKppDBLZZHMG_KFwy5YVFK5Tl0/s1600/DSCN1012.JPG" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi6fQHS5PIqD5z9dtumuAs74EXUuZ9IeMkqZP3yB-rOFm_bfhwGfvXPhl05pOhejrTQSCC1pfvgPytc-TcaIsdcC3R_IvqH52tt_cWQ-SUyyLesUv2-hxKppDBLZZHMG_KFwy5YVFK5Tl0/s320/DSCN1012.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Now for the consequences</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">What’s done is done. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">There is little point in trying to poke the toothpaste back
into the tube.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">As salespeople we have to regularly accept such similar defeats
– we know as the song lyric goes that we must ‘pick ourselves up, dust
ourselves down and start all over again.’</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> For example we may disagree with decisions by
our management, decisions by the ‘marketing’
on strategic direction,
production’s refusal to produce a ‘special’, finance’s final say on margins ( or discounts) etc. But we have to comply or else internal business
anarchy takes place.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We are used, in other words, to accepting the minority
position of Sales at power broking board level. ( The tension between serving
the share holder , investors, stake holder etc versus the external customers)</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The time for us to lick our wounds ( Remain) or gloat on our
battle won ( Leave) is OVER</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">.</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Let’s not dwell on Brexit but rather concentrate on staying
competitive.<o:p></o:p></span></b></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></b></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Our country is shell shocked in the aftermath of the EU
referendum. We are grappling with the new reality .</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">However unpredictable the future may be, the <u>worst</u>
thing to do now is dwell on the result on the referendum vote.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> Much like the pointless
moaning about England’s soccer team being knocked out of the European Cup in France
( Congratulations and well played
to the Iceland team by the way) the English FA has now to look to the future
,plan for it and take action to the new tasks. The fans need to get over it now
too. So likewise must we sales in the post referendum era.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The real risk is that the warnings of economic decline and
predictions of the diminished role for the UK in the world and other doom
mongering become self fulfilling prophecies.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Yet we should be in no doubt the consequences of this vote
is a real game changer. So here are some initial suggestions</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">1. Time to keep calm – not to panic.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">2. Think</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">3. Review</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">4. Communicate now with your customers and prospects- if you
have not already</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">5. Avoid lack lustre treading water type messages of ‘no
change here’, “ wait and see” but rather communicate positively how you will be:-</span></div>
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<ul>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;">more competitive,</span></li>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;">more flexible,</span></li>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;">more creative,</span></li>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;">more dynamic</span></li>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;">more entrepreneurial</span></li>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;">and more proactive.</span></li>
</ul>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Re-assure your customers that unlike certain Brexit
politicians ( as it currently appears) we in selling do have a plan B ! – we know the importance of contingency and
how to support our clients in both good , tough and uncertain times.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Whether the UK’s Brexit decision turns out to be a Pyrrhic
victory for the Leave camp or a real one that is for the political historians to
argue over, our role in Sales is to work to be part of the solution not part of
the problem.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Whichever way you voted , now is the time to take up the
strain again – and as sales and marketing profession it’s what we all will be
doing.</span></div>
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<br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Good selling in this ever changing world of new
opportunities</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Related Links</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2016/06/brexit-or-remain-mind-your-own-business.html">Minding your own business Leave or Remain</a></span><br />
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-3307045534216326452016-06-07T11:36:00.003+01:002016-06-07T11:36:56.846+01:00#TuesdayMotivation A Selling thought from Rumi <div class="MsoNormal">
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i>"Load the ship and set out.</i></span></div>
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<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i><br /></i></span></div>
<div class="MsoNormal">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i>No one knows for
certain whether the vessel will sink or reach the harbour. </i></span></div>
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<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i><br /></i></span></div>
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<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i>Cautious people say, "I'll do nothing until I can be
sure". </i></span></div>
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<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i><br /></i></span></div>
<div class="MsoNormal">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i>Merchants know better. If you do nothing, you lose. </i></span><br />
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i><br /></i></span></div>
<div class="MsoNormal">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i>Don't be one of those merchants who wont risk the ocean.</i></span></div>
<div class="MsoNormal">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i><br /></i></span></div>
<div class="MsoNormal">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i>Everyone is so afraid of death, but the real sufis just
laugh: </i></span></div>
<div class="MsoNormal">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i>nothing tyrannises their hearts.</i></span></div>
<span style="color: orange; font-size: x-large;"><i><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
</i></span><br />
<div style="border-bottom: solid windowtext 1.0pt; border: none; mso-border-bottom-alt: solid windowtext .75pt; mso-element: para-border-div; padding: 0cm 0cm 1.0pt 0cm;">
<div class="MsoNormal" style="border: none; mso-border-bottom-alt: solid windowtext .75pt; mso-padding-alt: 0cm 0cm 1.0pt 0cm; padding: 0cm;">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;"><i>What strikes the oyster shell
does not damage the pearl." Rumi</i></span></div>
</div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-34629742723428539512016-06-06T12:11:00.001+01:002016-06-06T12:11:34.142+01:00Brexit or Remain ? Mind your own business !<span style="font-family: "arial" , "helvetica" , sans-serif;">Back in the day, sales professionals were advised to avoid conversations with clients around topics like religion, politics and such like. Such subjects were likely to expose extremely held views and create a conversational climate unlikely to promote a helpful atmosphere of carrying out trade.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEizo5mXilm34nwYqpBGgraB1qzTfDNSUPyJvhjTHreAKvIagfopNs4s5t7jDp1klhWzOQl1TUP4e70WaDpSmcP4Cw9cyzGi1RHXBjPWug-1GlnI0Vcja51YzeCYvm4KgMG0ACJrjnOBse8/s1600/DSCN2101.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEizo5mXilm34nwYqpBGgraB1qzTfDNSUPyJvhjTHreAKvIagfopNs4s5t7jDp1klhWzOQl1TUP4e70WaDpSmcP4Cw9cyzGi1RHXBjPWug-1GlnI0Vcja51YzeCYvm4KgMG0ACJrjnOBse8/s320/DSCN2101.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Across the beautiful River Itchen <br />( or perhaps might have well been</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> the English Channel<br /> in this house owner's view)<br /> in Winchester, Hampshire yesterday</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The long campaign for the EU referendum has led to many angry arguments in the social environment ( if dinner parties I have attended of late are to go by) let alone in the business arena.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span><span style="font-family: "arial" , "helvetica" , sans-serif;">I have met a number of folk of late who work for large multi-national organisations. They have taken out time to 'guide' their employees ( for the good of the firm) which way they should vote. Such guidance is not much appreciated by Brits and could lead to a bolshie reaction .</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Whichever way the country votes , one thing is for sure - if salespeople have not taken any proactive action already, they will need to do so - one way or the other . </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;">For after June 23rd there can be no further treading water !</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">This is because the referendum is not just about us as individuals- but it's our customers and their customers, it is about our direct and indirect competition, it is about what to do in financial conditions in the short , medium and long term.</span><br />
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Contrary to the implications of spokespeople for both Brexiters and Remainers or the bickering of blue-on-blue action- no sales happen automatically in business. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Nothing in business really happens before a sale is made. Buyers will still need to be persuaded. Negotiations will need active participants. Nothing in business sells itself-No product or service. Nor is selling and buying purely a rational logical undertaking.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Some may think <i>There is not much emotion in business but there is a lot of business in emotion </i>- that is why both sides have exploited ( perhaps over exploited) FUD - <b>F</b>ear , <b>U</b>ncertainty and <b>D</b>oubt in their campaign communications)</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Salespeople need to concentrate on three action areas.</span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">These are</span></div>
<div>
<ol>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;">Protection</span></li>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;">Expansion </span></li>
<li><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;">Development</span></li>
</ol>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">1. You need to protect your existing customer base. You will need to determine what effect in or out will have on their business, their customers, their competition</span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">2. You will have to see where growth within your existing customer base will need to be achieved.</span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">3. What NEW customers will need to be developed. Will new distributor lines be needed? Will the supply chain need to be altered ?</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Directly after June 23rd , few other actions will be relevant. </span></div>
</div>
<div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Related Links</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="separator" style="clear: both;">
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2016/05/brexit-or-remain-selling-will-have-to.html"><span style="font-family: Arial, Helvetica, sans-serif;">Selling will have to do something whether we go out or remain in</span></a></div>
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com3tag:blogger.com,1999:blog-8170874290132422691.post-16094832211914477652016-06-02T10:53:00.001+01:002016-06-02T10:57:39.484+01:00Sales decisions loom on BHS Austin Reed<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">This week sees two formally leading brand names of the UK high street that are destined
to disappear. They are Austin Reed and BHS. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> In the last decade we
have lost many former champions of the British High Street such as Store names we have
lost</span></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">Phone for U<o:p></o:p></span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">Threshers Wine shop<o:p></o:p></span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">Comet<o:p></o:p></span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">MFI<o:p></o:p></span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">Zavvi formerly Virgin Megastore )<o:p></o:p></span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">Blockbuster Video<o:p></o:p></span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">Borders Books<o:p></o:p></span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">JJB sports<o:p></o:p></span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;">Woolworth</span></s></div>
<div class="MsoNormal" style="margin-left: 180.0pt;">
<s><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></s></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The imminent departures of BHS and Austin Reed have been picked over by the expert vultures of the
business analyst community. I have held back quoting their real names, but the
quotes are real enough. Take a look at the quotes below and you will recognise
this week’s analysis clichés . reporters for the above failures ( and probably
were) . The sad thing is that such quotes always brought out in the press at
such times. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> I have put the words
in bold type for those who are familiar with the key parts of the traditional marketing
mix.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<i><span style="font-family: "arial" , "helvetica" , sans-serif;"> “ .....retail experts say the firm has failed
to keep pace with its <b>competitors</b>.”<o:p></o:p></span></i></div>
<div class="MsoNormal">
<i><span style="font-family: "arial" , "helvetica" , sans-serif;">"The company's (product)
<b>offer</b> has been inconsistent, the (
product) <b>ranges</b> have been poor and
the <b>stores have looked rather tired </b>(
merchandising<b>)</b>," said Mr X business advisers XYZ.<o:p></o:p></span></i></div>
<div class="MsoNormal">
<i><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></i></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">"Perhaps most disappointingly, the <b>website is not good enough by today's' </b>standards ( technology)”<b> </b>said Mr Y of Baksete-Dryvas, Hyndesite and Wyze -Arftarevent Partners.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">How are the mighty fallen? And their weapons of War
defeated/depleted.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEju64PKHX7p4Wm20RDlxhX_-G_ZaWttPd5jmyyK7YfOFkGU5si8akckThyphenhyphen-60KSyBB9cG8zjesVU1RgpvkyxI0m34VpkI6jPsta2xHpmSSeUW9BjWOiCPZ8Bp0di-wYgqgbDITQ5Hg3XIc/s1600/DSCN1558.JPG" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEju64PKHX7p4Wm20RDlxhX_-G_ZaWttPd5jmyyK7YfOFkGU5si8akckThyphenhyphen-60KSyBB9cG8zjesVU1RgpvkyxI0m34VpkI6jPsta2xHpmSSeUW9BjWOiCPZ8Bp0di-wYgqgbDITQ5Hg3XIc/s320/DSCN1558.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Came across this ad for Austin Reed in a concert </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">programme back in the day when I used to sing with </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">the Royal Choral Society</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Austin Reed started as a tailoring business in the City of
London more than a century ago, <i>selling
off-the-rack </i>suits which could pass muster as <i>made to measure</i>.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Austin Reed had a <b>concession
</b>on the transatlantic liner, the Queen Elizabeth, and supplied clothing for
special agents and resistance fighters during World War Two.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b><br /></b></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>British Homes Stores</b>
first opened for business in <b>Brixton,
south London in 1928</b></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Mary Portas Retail Guru focused her analysis on constantly re-imagining the Brand to keep in contact with your customer. It is worth
listening to Portas because she reminds why these brands were once leaders and
identifies where they may have lost their way in a changing market.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Back in the day at BHS</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">“The historical position of British Home Stores was a <b>practical solution brand</b> that was <b>affordable</b> and <b>accessible</b>. At its heart, BHS delivered good quality, decent items
for people on a budget. It always had a
brilliant lighting department”</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Change in shopping<o:p></o:p></span></b></div>
<div class="MsoNormal">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></b></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Yet a retail business like British Home Stores needs to <b>constantly re-imagine itself to connect to
today’s consumer.</b> </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b><br /></b></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The <u>way</u> we shop today has <b>changed</b>, irreversibly. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The <b>internet (
technology)</b>, <b>international
competition (competition)</b>, the <b>recession
(economy)</b>; all those things have made consumers really think about where
they were spending their money. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>“Today, the consumer is absolutely king</b>.” Mary Portas</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">If we look back over the history of retailing, and the
history of BHS, customer choices were limited. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Now, though, consumers can shop </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">where they want, </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">when they want – whatever time of day they want – </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">and pretty much at whatever budget they want.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">To separate yourself from the pack, you <b>have to be the best in practice (USP)</b>, whatever that means for your
particular business. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">That can be across different things:</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;">the best fashion,</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;">the best product,</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;">the best price,</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;">the best social
experience,</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;">the most desirable,</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;">the most innovative</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;">or simply the most
wanted because you've got a brilliant brand.</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Sadly, Mary Portas observes British Home Stores was none of those.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">What WAS right can
now be WRONG<o:p></o:p></span></b></div>
<div class="MsoNormal">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></b></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">BHS was a national chain, so it was in the right towns, in
the right places. But today that is not as significant.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Through the years, the retail world has changed in so many
different ways; international brands coming in, competition firing up, and <b>the internet</b> has given people access to
and knowledge of what is fashionable and where to buy it. There are also <b>social media platforms</b> that can make
the small and niche big and powerful. There are new kids-on-the-block looking
at innovative ways of connecting their businesses to consumers. There are young
entrepreneurs, who are hungry – and creative.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Sadly, British Homes Stores didn’t change.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">A ‘lick of paint’ is
no longer enough!<o:p></o:p></span></b></div>
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></b></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">It sort of smartened itself up a bit and thought that would
be enough – and it wasn't.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">BHS was a <b>value
retailer</b>, it kept the right price, but lately it has just looked like the
sad relation to Marks & Spencer.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;"><b>If you are not part of the solution- you’ve gotta be part of
the problem.</b></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> Mary Portas gives
some ideas of how she would have gone about things at BHS.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">“If I had been at
British Home Stores I would have looked at today’s market place and created <b>a brand that is relevant for today’s
shopper.” </b>Mary Portas<b><o:p></o:p></b></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">I would have gone totally after the value market, but made
it functional and cool.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">I would have started with where it was good – the lighting.
Then I would have extended that to become a modern British lifestyle retailer
at a great price.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Who have got it right on the UK high street? Tiger, Uniglo
Primark and Ikea</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">“Look at <b>Tiger</b>,
which has come on to our high streets. It has done an extraordinary job of
taking that basic fundamental market that was the old Woolies, and made it
sexy.”</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Imagine if British Home Stores’ ground floor was like Tiger,
its fashion floor like <b>Uniqlo </b>or <b>Primark</b> and its home stuff like <b>Ikea</b>. Value with sex appeal all under
one roof. Then <b>add some small startups</b>
that are all young British makers or designers.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">House them within a market place model and then you start a
business with a point of view.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">So, BHS is not the best value brand in town. It’s not the
best homewares brand around. It’s not the best fashion at a good price in town.
It hasn't got the best brand reputation. It’s not the sexiest and it’s not the
most loved.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">I don’t think we will miss what it is today. I think we will
miss what it was at a time when it was relevant. And I think we will miss the
fact that it wasn't made relevant. For great businesses like that it is all
about the vision.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Lots of brands come back on to the market if they have been
failing, and re-imagined themselves. Just look at Woolworths. What a tragedy it
was when it went from our high street. But look at what has taken over that
gap: the Pound shops. Woolworths when it started off – everything under one
roof for a cent – was the first value, brilliant retailer. It let that go and
that pound shop business is what Woolworths should have been today.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The great thing about great retailing is re-imagining your
business in new landscapes. We have never had such changeable times. British
Homes Stores was not re-imagined, and that is its problem.</span></div>
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<br /></div>
<br />
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">(Mary Portas is founder of Portas, a creative communications
agency that advises retailers the world over)</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The BHS downfall is a
more significant collapse than Woolies, which was pushed over the edge by the
recession. BHS is a similarly tired
brand, but one that appears to have died from under-investment.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">If Next are struggling as is rumoured , what on earth must
be going on in the less well-capitalised, less well-run, less IT-savvy
businesses out there out there on the high street. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> Will see a number of
other fashion chains collapse? </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Putting finance, administration / management and IT aside (
which of course you cannot !)</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="margin-left: 108.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">·<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Past performance is no indicator of future
performance in marketing. </span></div>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 108.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">·<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->What got you here won’t get you to where you
want in the future, in marketing. </span></div>
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</div>
<div class="MsoListParagraphCxSpLast" style="margin-left: 108.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">·<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Hope is not a strategy for marketing success.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com1tag:blogger.com,1999:blog-8170874290132422691.post-49468152531598120122016-05-29T13:13:00.000+01:002016-05-29T13:13:04.222+01:00Brexit or Remain, Selling will have to deal with it.<span style="font-family: "arial" , "helvetica" , sans-serif;">Nothing really happens in business before a sale is made. This of course an exaggeration but however the Referendum vote goes, salespeople will have an active role with the consequences.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;">Brexit the implications for selling</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhcWJo4Lgg-ttvLsU66GuozRHs5PkqZrHtYL-i3HZwuwWOCGgKM1tZYKjT9ixWpimzq-8X7DlwDNEpg_Na9TKhYFW37RuR8dNXAVtLPnZtC3M5NL25NjMRLN0hLMLdjICLeqf6m2ox7CAg/s1600/DSCN1946.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhcWJo4Lgg-ttvLsU66GuozRHs5PkqZrHtYL-i3HZwuwWOCGgKM1tZYKjT9ixWpimzq-8X7DlwDNEpg_Na9TKhYFW37RuR8dNXAVtLPnZtC3M5NL25NjMRLN0hLMLdjICLeqf6m2ox7CAg/s320/DSCN1946.JPG" width="320" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Britain’s salespeople, much like the country at large, are
being assailed as to how we should decide how we should vote in the referendum
on the UK’s membership of the EU on 23 rd June.</span></div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiYz2G__wuzhoFra4SDUNpjCiBsCJwF21-wYe2TrHvDHigcpfoeP16ut_Ifs-3Y5LueQjNdn_j-Z1-yyB9LJEh6p0oJXOkLd9a9obm3iy4n5GGsLYkrBx_o0n0n0XyF9Q7lNzRp8CSNZW4/s1600/DSCN1944.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiYz2G__wuzhoFra4SDUNpjCiBsCJwF21-wYe2TrHvDHigcpfoeP16ut_Ifs-3Y5LueQjNdn_j-Z1-yyB9LJEh6p0oJXOkLd9a9obm3iy4n5GGsLYkrBx_o0n0n0XyF9Q7lNzRp8CSNZW4/s320/DSCN1944.JPG" width="320" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">A survey of 278
British senior marketers, conducted by email provider Mailjet in March, found
that </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">31% believe leaving the EU – would
be good for their business. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">42% say Brexit would not be advantageous for
their company, </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">and 27% are unsure.<o:p></o:p></span></div>
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<span style="font-size: 14.0pt; line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<span style="font-size: 14.0pt; line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<span style="font-size: 14.0pt; line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif;">How the
campaigns match up<o:p></o:p></span></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-8f8tpWIM0nx9ijwW3euMx6CV_yzdCrlxl1StUaYRoqFxlNqVb_OSBKaRGvVaXmtctqAWne8guvVjt1HknoxJiPGLvBZGMxAAbYBem3thVey7I1m38DGvu2tTB97pGNwrvmO9F2UNq5I/s1600/DSCN0809.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em; text-align: center;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-8f8tpWIM0nx9ijwW3euMx6CV_yzdCrlxl1StUaYRoqFxlNqVb_OSBKaRGvVaXmtctqAWne8guvVjt1HknoxJiPGLvBZGMxAAbYBem3thVey7I1m38DGvu2tTB97pGNwrvmO9F2UNq5I/s320/DSCN0809.JPG" width="320" /></a><span style="font-family: "arial" , "helvetica" , sans-serif;">The battle between the two sides in the EU referendum is as
much a conflict of selling skills as it is a clash of ideas. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The two officially
designated campaigns in the debate – Britain Stronger in Europe on one side,
and Vote Leave on the other – are competing for airtime and the attention of
the public through a range of marketing tactics, not all of which have proved
successful so far.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In their Public relations efforts to date, both sides have courted controversy in their
attempts to dominate the headlines.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Fear, Uncertainty and Doubt ( FUD) have featured in both campaigns .</span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgotU-DCnxk7UM4D1mxF-BPWa1g6KPTFwlPuxuHCmBR4BNPZ_JpjEIvZKNyNFscFZl_5M57DVcLXgIDb38vlkVlx54zEFrBmIg-VvD6Ck4M56UkUPZamtORmV7loCVJMIRZEX0kbN4fIA0/s1600/DSCN1016.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em; text-align: center;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgotU-DCnxk7UM4D1mxF-BPWa1g6KPTFwlPuxuHCmBR4BNPZ_JpjEIvZKNyNFscFZl_5M57DVcLXgIDb38vlkVlx54zEFrBmIg-VvD6Ck4M56UkUPZamtORmV7loCVJMIRZEX0kbN4fIA0/s320/DSCN1016.JPG" width="320" /></a><span style="font-family: "arial" , "helvetica" , sans-serif;">Back in March, Vote Leave published a list of murders and rapes
committed by 50 EU criminals in Britain – criticised by the ‘remain’ side as
“scaremongering”. Similarly, the pro-EU camp has generated publicity by
promoting economic warnings about the dangers of leaving, but faces claims from
the Brexit side that it is running an overly negative campaign labelled
‘Project Fear’.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>The remain side</b>,
on the other hand, has the backing of the Government, which spent £9m on
sending pro-EU leaflets to every UK household last month.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> This use of direct
mail reflects the remain campaign’s desire to reach older voters, who polls
suggest are more likely to be against the EU and more likely to vote. <o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Both campaigns came in for criticism at Advertising Week
Europe last month. Lindsay Pattison, CEO of media agency Maxus, argued that
neither side had made a significant impact on social media. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">“Britain Stronger
in Europe has got something like 25,000 followers [on Twitter] and Vote Leave
about 35,000,” she noted. “Both of those numbers are pretty pathetic.”<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The outcome of the vote could have far-reaching consequences
for how salespeople perform their jobs and engage with their customers and prospects. The uncertainty
created by the referendum is already having an effect on businesses. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Consumer confidence is 18 points lower than it was a year
ago, according to the latest index by GfK, while a Deloitte survey reveals
chief financial officers at FTSE 350 companies are delaying the recruitment of
new staff and other internal investments until the vote is decided.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Whichever way the referendum vote goes it will be up to we
salespeople to make the best of the situation for ourselves, our families, our
businesses our customers and our country.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Related links</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2015/05/sales-literature-and-manifesto-campaign.html">Lessons for Sales literature from election manifestos</a></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<br />Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-78749082717467082642016-05-15T16:21:00.001+01:002016-05-15T16:21:28.060+01:00Selling through Channel Partners , Distributors etc<div class="MsoNormal">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzooCg2OZDT5reY2O-hvpmAYYXUNmas81Ds4DhW71fMwIZAtZlzhU_SAidENBryd2KLA8IboLom5-xELjCUnNv_PXkB9Y4OAQ7jSg1mqSkfb595q5nhrupKkmY0rskpxwsuKJHTlbpJE4/s1600/DSCN1646.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzooCg2OZDT5reY2O-hvpmAYYXUNmas81Ds4DhW71fMwIZAtZlzhU_SAidENBryd2KLA8IboLom5-xELjCUnNv_PXkB9Y4OAQ7jSg1mqSkfb595q5nhrupKkmY0rskpxwsuKJHTlbpJE4/s320/DSCN1646.JPG" width="320" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">I was working with some super Grads from Renold last week in Hannover. We were studying the challenges of selling to ( En d Users and OEMs) and selling through distributors.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">They ispired me to write a short post on </span><span style="font-family: "arial" , "helvetica" , sans-serif;">Delegated Selling: </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Motivating your Channel Partners and their Staff. Here are some thoughts-</span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiiXj3cfr5dpn2RjN1tkdtIEhbc5f-0UxvuVwhRaCyhumHyI_F3MYU5EIw0PfxFWyHcFLR4SKVX3DvqTfiYT6aePkmuJlHPB4ScXUv2DgJmKyqozCeKVyyo7O8lXOhnDfPeAUTN3cPICQw/s1600/DSCN1640.JPG" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiiXj3cfr5dpn2RjN1tkdtIEhbc5f-0UxvuVwhRaCyhumHyI_F3MYU5EIw0PfxFWyHcFLR4SKVX3DvqTfiYT6aePkmuJlHPB4ScXUv2DgJmKyqozCeKVyyo7O8lXOhnDfPeAUTN3cPICQw/s320/DSCN1640.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">At the <a href="http://www.accorhotels.com/gb/hotel-1016-mercure-hotel-hannover-city/index.shtml">Mercure Hannover City Centre</a>. <br />we took advantage of their pin board system <br />for a 'brainstorm' on the differences of selling to and selling through</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">You do not have any direct authority over your channel
partners and their staff, unlike selling direct through your own sales force. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The only way you can get them to sell more of
your product is by<i><b> motivating</b></i> them. This
is one of the main differences between direct and channel partner sales, and
one of the most challenging aspects of the job.
</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">You are, in effect, a 'sales manager without portfolio.'</span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj6VU53K0PDeH4P_k5u2AIBMsHvkduj9jILitfNtPbfNH_g8PqfhN69ZeJpMdfL4zCieI5k-GofXo7auvQAhJFpHVi-pECYWohopDNZQtcSMUahcSDBNyeKqs4MWfjlVl7U4I4I1bwANew/s1600/DSCN1663.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj6VU53K0PDeH4P_k5u2AIBMsHvkduj9jILitfNtPbfNH_g8PqfhN69ZeJpMdfL4zCieI5k-GofXo7auvQAhJFpHVi-pECYWohopDNZQtcSMUahcSDBNyeKqs4MWfjlVl7U4I4I1bwANew/s320/DSCN1663.JPG" width="240" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> You are asked to manage a group of people
(Channel Partner Principals) who by their very nature have decided that they do
not want to work for anyone else. In
addition you have to influence their sales force and support staff, who do not
report direct to you, and who may even resent your presence in their customers.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Remember that
your end user is also your channel partner’s end user.
</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Maslow described a Hierarchy of Needs which helps us to
analyse people’s motivators. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">What are our most basic needs? Food, drink, warmth, clothing: These are all PHYSICAL/Physiological needs, the most basic
of all motivators, which, if you do not have them assume the greatest
priority. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> It is important to stress that
as conditions change so do our priorities and consequently our prime
motivators.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> </span></div>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEifG65GfjW-8Jy7xUmJQ5p2YX84Vq5HzImP1yHHvoD814aWHHmW92ocdP-IBWRAa5TTrpIEH-z5GWm9pvCpfv3ld8nzYO-E3TeWcIwp4cYvbexTH60OatcTUOv1TBXQ6KI6NpIRfPsLJxo/s1600/DSCN1830.JPG" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEifG65GfjW-8Jy7xUmJQ5p2YX84Vq5HzImP1yHHvoD814aWHHmW92ocdP-IBWRAa5TTrpIEH-z5GWm9pvCpfv3ld8nzYO-E3TeWcIwp4cYvbexTH60OatcTUOv1TBXQ6KI6NpIRfPsLJxo/s320/DSCN1830.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Your role as a a Channel Partner manager </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">is in the shadows not in direct control</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">What is our next priority need once we have satisfied our
basic physical needs? It is to find
SAFETY AND SECURITY for ourselves and our families. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> After we have done this our next priority
need is likely to be part of the community, i.e. SOCIAL AND BELONGING (Companionship) </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Humans are not solitary animals, and they
need others of the same species to relate to.
However, we do not treat everyone as an equal because we are looking for
RECOGNITION and STATUS as a leader. So
this is the next step on our ladder of priority needs. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The ultimate motivator on our ladder is the feeling we
achieve to satisfy an inner demand in ourselves - a feeling of ACHIEVEMENT AND
FULFILMENT. This is the highest level of
motivation in the human species. This is
the motivator which drives people to sail single-handed around the world or to
climb the highest mountains. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The
difference between RECOGNITION/STATUS and ACHIEVEMENT/FULFILMENT is that the
former is what we look for from other people, while the latter we feel within
ourselves. </span></div>
<br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Of course we can satisfy these needs in a variety of
different ways, not necessarily through business. In fact they can be satisfied through our
DOMESTIC LIFE, SOCIAL LIFE, and BUSINESS LIFE, and sometimes these can be in
conflict. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> We know that we are looking at
motivating our Channel Partners in the business scenario but need to remember
that within their social and domestic lives they may have different
priorities. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com3tag:blogger.com,1999:blog-8170874290132422691.post-74210216430790848402016-05-06T10:53:00.001+01:002016-05-06T10:53:42.296+01:00Successful Proposals using your DVP<div>
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjUZ4INSNn2ewMms8uLqooHpCQTrpnlcxAIeIx-vrSDXGuF51fPijZovAVKdoirAbdKB7X8LD1HGN7srK9D631YiPVCq8uK870qXnmTdBkAw3ARjoqhLW17aCUDnMJ0mQpYBMiFiJrGdA8H/s1600/PICT2506.JPG"><img alt="" border="0" id="BLOGGER_PHOTO_ID_5576493680256381906" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjUZ4INSNn2ewMms8uLqooHpCQTrpnlcxAIeIx-vrSDXGuF51fPijZovAVKdoirAbdKB7X8LD1HGN7srK9D631YiPVCq8uK870qXnmTdBkAw3ARjoqhLW17aCUDnMJ0mQpYBMiFiJrGdA8H/s400/PICT2506.JPG" style="cursor: hand; float: left; height: 300px; margin: 0px 10px 10px 0px; width: 400px;" /></a><span style="font-family: Arial, Helvetica, sans-serif;"> The focus of this post is EFFECTIVE SELLING PROPOSALS
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">If you sell a complex product or one that involves the delivery of professional services, writing effective selling proposals can be critical to your success.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Some proposals are written in response to an RFP (Request for Proposal) or RFI (Request for Information).
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Client organisations that have gone to the bother of writing RFP's want to receive highly structured proposals, which make it easier for them to compare responses from various bidders. </span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div>
</div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">A fifth of the Buyers Views of Salespeople Survey said they use a Request for Proposal (RFP) protocol to which they invite suppliers to work to in accordance with the stipulations of their process.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">For the remaining 80% a formal proposal is often required.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Regrettably some proposals are churned in what appears to be a "Generic Grenades" factory. Standard word processed tempates with only cursory modication are lobbed indiscriminately across to the client in the vain hope of success.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><strong>"Never mind the quality - feel the width</strong>"
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">These generic grenades also tend to be long, boring, and tedious to read. Often they are produced under the incorrect assumption that quantity of pages outweighs quality of content is what makes a proposal effective.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<strong><span style="font-family: Arial, Helvetica, sans-serif;">
</span></strong><br />
<blockquote>
<strong><strong><span style="font-family: Arial, Helvetica, sans-serif;">Question: Is it worth wrting a proposal in the first place?</span></strong></strong></blockquote>
<br />
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">The single biggest mistake in proposal generation is the <strong>lack of proper opportunity qualification</strong>.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Suppliers waste incredible amounts of time and resources preparing proposals for poorly qualified opportunities in a knee jerk response to unqualified buyer's requests. These resulting proposals have little chance of achieving sales.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Once you have qualifed the opportunity and made a conscious decision that the opportunity warrants the investment of time and resources required to generate a quality proposal, you are ready to write an effective selling proposal.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Proposals today should be be lean, focused, client-specifics and written to sell to anyone that reads them.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgEkjLGQBYcyMnSkF21xQpcyGwyWFcCh9PDbKd6_HQxGtKB5Cpvaon5F6PlEokARDjsR4lk7y2keNmsAyRGU2FyrEPWv0VpN3XoQPWqOsSse7zGMtUltYCXHZI3FARDBN02wsSb_81fv_lo/s1600/PICT2039.JPG"><img alt="" border="0" id="BLOGGER_PHOTO_ID_5576844735499056722" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgEkjLGQBYcyMnSkF21xQpcyGwyWFcCh9PDbKd6_HQxGtKB5Cpvaon5F6PlEokARDjsR4lk7y2keNmsAyRGU2FyrEPWv0VpN3XoQPWqOsSse7zGMtUltYCXHZI3FARDBN02wsSb_81fv_lo/s320/PICT2039.JPG" style="cursor: hand; float: left; height: 240px; margin: 0px 10px 10px 0px; width: 320px;" /></a> <strong>How does a written proposal accomplish this?</strong></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">Through words that motivate and provide compelling reasons that support a buying decision.
</span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">This is where selecting the key points from your DVP is so important.
</span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;"><strong>Formal Proposals :
</strong>A proposal sets out your offer in terms of its recommendations and costs. It shows how your recommendations meet your client's objectives, and gives details of costs and savings.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">It is best presented to your client in person, or the buying group, and continues to sell after you have left. </span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<blockquote>
<span style="font-family: Arial, Helvetica, sans-serif;">When is a formal proposal most appropriate? </span></blockquote>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">- When your recommendation is based on information from a variety of sources; it serves as a summary of that information.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Following an extensive survey of clients's needs.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- When your recommendation is a large complex solution. In this case it will help your client understand all the details and implications, and provide a document which justifies the cost.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- When you cannot meet the final decision maker, for example, a board of directors; it can continue to sell in your absence.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- When you are selling to a buying group, or whenever more than one person is involved in the decision making process.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Never use a formal proposal as a prospecting tool. Such a proposal is bound to be a poor one, as well as being a waste of time and money.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9q3jn0GoTdyOuoTJ-Qm0_1xbGCl8mYaYdfgyWDrslcN-eZGbg7In_PJ-O7vxf81Oo5pfs7rYsYKrBvPMtmksbshvY0kvWARgmjJ9_iIn5A_j5QXKrDTIVNzwfGt0FqaufLJTP0-KCBM1d/s1600/PICT2518.JPG"><img alt="" border="0" id="BLOGGER_PHOTO_ID_5576551624324578946" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9q3jn0GoTdyOuoTJ-Qm0_1xbGCl8mYaYdfgyWDrslcN-eZGbg7In_PJ-O7vxf81Oo5pfs7rYsYKrBvPMtmksbshvY0kvWARgmjJ9_iIn5A_j5QXKrDTIVNzwfGt0FqaufLJTP0-KCBM1d/s400/PICT2518.JPG" style="cursor: hand; float: left; height: 300px; margin: 0px 10px 10px 0px; width: 400px;" /></a> The <strong>appearance</strong> of your proposal should reflect the time and care taken to prepare it.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Make sure the proposal is logically organised and that the major points are easy to locate
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Make each page visually attractive:
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Do not put too much information on each page
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Have equal width margins of at least 1"
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Have all pages equal in size
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Use pictures and diagrams whenever possible
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Highlight important points
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Use a good quality word processing software/printer/photocopier
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Esselte's Leitz Files brand has just launched a great new product in Germany where thier quality files can be customised to order. Just think of the effect of a personalised file enclosed with your proposal. What a great first impression! <a href="http://www.leitz-create.com/">Click for Leitz Create product </a>
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;">- Proof read three times (if possible by different people) to make sure that the proposal is error free
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">- Put your proposal in a cover which is attractive, personalized, and allows for easy turning of the pages.
</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://www.tack.co.uk/executive-summary/">Click for free executive summary of the Buyers Views of salespeople research study</a> </span></div>
<br />Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-52233901369992033722016-05-01T16:35:00.001+01:002016-05-01T16:35:17.863+01:00Happy May Day 2016<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>Song of May Morning</b></span> (1632–33) by John Milton <o:p></o:p></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">NOW the bright morning-star, Day’s harbinger, <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Comes dancing from the East, and leads with her <o:p></o:p></span></div>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiOivEltqeJstOPaL_Q3WQIxiCPoricarWH-gryfCYnwB-5a5bBQrQRmqQ1nmRE6e4e0AGn95MvUmZF0IeY4VPnrRxjVnRTa_6lssby1BVkCZIpqUtl70SH6hHTkIM1WkcAUNltthNV23o/s1600/DSCN1588.JPG" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiOivEltqeJstOPaL_Q3WQIxiCPoricarWH-gryfCYnwB-5a5bBQrQRmqQ1nmRE6e4e0AGn95MvUmZF0IeY4VPnrRxjVnRTa_6lssby1BVkCZIpqUtl70SH6hHTkIM1WkcAUNltthNV23o/s320/DSCN1588.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Farnham, Surrey</td></tr>
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<span style="font-family: Arial, Helvetica, sans-serif;">The flowery May, who from her green lap throws <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">The yellow cowslip and the pale primrose. <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"> </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Hail, bounteous May, that dost inspire <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"> Mirth, and youth, and warm desire! <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"> Woods and groves are of thy dressing; <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"> Hill and dale doth boast thy blessing. <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Thus we salute thee with our early song, <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">And welcome thee, and wish thee long</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><b><span style="font-size: 9pt;">The Milkmaid's Life </span></b><b><span style="font-size: 9pt;"> </span></b><span style="font-size: 9pt;"><br /></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 9pt;">Upon the first of May,<br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 9pt;">With Garlands fresh and gay<br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><i><span style="font-size: 9pt;">They nimbly their feet do ply,<br />
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<i><span style="font-size: 9pt;"><span style="font-family: Arial, Helvetica, sans-serif;">In honour of Th' milking paile</span></span></i></div>
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<span style="font-size: 9pt; line-height: 115%;"><span style="font-family: Arial, Helvetica, sans-serif;">-c1640 (Anon.)</span></span></div>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEih0OPN66YJb2hGfxFuFv01xC3q6E7GlRoB8g81ZpfpTab3qQX-ufuhBByNjBNhyphenhyphenoODRn3piMD50b4giaIDaWDXKHDMwFDreLpEhoxU5FeLKuIam-7_OSTlCNZdUoUUYGRZdxznfdqvs-8/s1600/DSCN1592.JPG" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEih0OPN66YJb2hGfxFuFv01xC3q6E7GlRoB8g81ZpfpTab3qQX-ufuhBByNjBNhyphenhyphenoODRn3piMD50b4giaIDaWDXKHDMwFDreLpEhoxU5FeLKuIam-7_OSTlCNZdUoUUYGRZdxznfdqvs-8/s320/DSCN1592.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Children dance round the Maypole in Farnham , Surrey</td></tr>
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>The Humours of May Day</b></span><o:p></o:p></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">What Frolicks are here<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">So droll and so queer<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">How joyful appeareth the day<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">E'en Bunter and Bawd<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Unite to applaud <o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">And celebrate first of the May<o:p></o:p></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">-1770 (Anon.)</span><o:p></o:p></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAtR5UDgbNPiouWxaRt3YFiQOH2PhOIF6yWwAnOJQMAEvbSJ_vh1bggBHiNLMREWBpmeVH6xB-ualPV-2559ohJZc127_IPe7cX6xAt5IWACvRPlAC8IZyhE2v50eOdoY2fdgF14l2WZE/s1600/DSCN1582.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="300" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAtR5UDgbNPiouWxaRt3YFiQOH2PhOIF6yWwAnOJQMAEvbSJ_vh1bggBHiNLMREWBpmeVH6xB-ualPV-2559ohJZc127_IPe7cX6xAt5IWACvRPlAC8IZyhE2v50eOdoY2fdgF14l2WZE/s400/DSCN1582.JPG" width="400" /></a></div>
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<br />Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-9550804015492773682016-04-26T11:03:00.000+01:002016-04-26T11:03:47.016+01:00The Salesforce Awakens - How to leverage your original offering by marketing masters - Lucasfilms and Disney<div>
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<tr><td style="text-align: center;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi8D9bggaXMVgJFu8Um1sPZZnz1ls8Iv4nOljGj9QAW4z6SuGHYXrall4ORGAAagMKF4saXt6_r5FfSh5k7PXZJBxFoTi-7oyWc5rcxMlhJjZFU-lxvhNoJAmef85fkINfh4ksWR949fOc/s320/DSCN0429.JPG" style="margin-left: auto; margin-right: auto;" width="320" /></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: small; text-align: start;">The Salesforce Awakens- </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large; text-align: start;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-large; text-align: start;">How to leverage your original offering</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-large; text-align: start;"> by marketing masters</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-large; text-align: start;"> - Lucasfilms and Disney</span></td></tr>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjPwPUrHry7gGlxmrKrnyDL_SAvCAraBqo98RRRhjA5z5rVKD0Ujpynxt8pLYyQJBcVpe2vzJEWR1PmGyn1zNIOquCXMH3BgBFFvEh9VBANTDjidL8vIIN1GPkO41H7QkzesvS1vfpUkp0/s1600/DSCN1381.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjPwPUrHry7gGlxmrKrnyDL_SAvCAraBqo98RRRhjA5z5rVKD0Ujpynxt8pLYyQJBcVpe2vzJEWR1PmGyn1zNIOquCXMH3BgBFFvEh9VBANTDjidL8vIIN1GPkO41H7QkzesvS1vfpUkp0/s320/DSCN1381.JPG" width="320" /></span></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Sainsbury promoting Blu Ray and DVDs of the latest Star Wars</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> epic only 5 months after the main cinema release</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i>A long time ago in a galaxy far , far away........</i></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i>Thirty years after the defeat of the Galactic Empire, the
galaxy faces a new threat from the evil Kylo Ren and the First Order. When a
defector named Finn crash-lands on a desert planet, he meets Rey , a tough
scavenger whose droid contains a top-secret map. Together, the young duo joins
forces with Han Solo to make sure the
Resistance receives the intelligence concerning the whereabouts of Luke
Skywalker , the last of the Jedi Knights.</i></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Star Wars: The Force Awakens , broke yet another box
office record It is officially - after just 22 days - the biggest-selling film
in UK history, taking over £100 million at the box office. </span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Well sold all those
who make this franchise work.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The film broke records left , right and centre since it's
release . Some of them include :-</span><br />
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<li><span style="font-family: arial, helvetica, sans-serif;">the biggest ever opening weekend, </span></li>
<li><span style="font-family: arial, helvetica, sans-serif;">the
fastest movie to reach $1 billion worldwide </span></li>
<li><span style="font-family: arial, helvetica, sans-serif;">and the biggest single day at the
box office.</span></li>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The film has already amassed over $1.59 billion worldwide
and there's little sign of it slowing down.</span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj0gsqs_K_cZcvSsU_53fNSEy-Gu_fRw65BtkElNXrolo7KlIR_ceJkPvjQvOB7bbrcqvbluMpoS2PZW_eZ0LZDGmfxK_AD45xdfgCthWzM-ecL-R31fGIVo428t1hHDc54vxGhvZSsvNQ/s1600/DSCN1448.JPG" imageanchor="1" style="clear: left; float: left; font-family: 'Times New Roman'; margin-bottom: 1em; margin-right: 1em; text-align: center;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj0gsqs_K_cZcvSsU_53fNSEy-Gu_fRw65BtkElNXrolo7KlIR_ceJkPvjQvOB7bbrcqvbluMpoS2PZW_eZ0LZDGmfxK_AD45xdfgCthWzM-ecL-R31fGIVo428t1hHDc54vxGhvZSsvNQ/s320/DSCN1448.JPG" width="320" /></a><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span><span style="font-family: "arial" , "helvetica" , sans-serif;"></span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjIIR4MjpIID4241jrN3W6LnS1r4agPjf2Q55210ddhiCT5xXvObNx37SDWttwrXuycos1GcqM2Kb__-wBEN0e9dT10fEkTMCM91qGZ7WtKfZNW2XwDvZHxRsRKzjbuyumHZhtWuqVkias/s1600/DSCN1443.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em; text-align: center;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjIIR4MjpIID4241jrN3W6LnS1r4agPjf2Q55210ddhiCT5xXvObNx37SDWttwrXuycos1GcqM2Kb__-wBEN0e9dT10fEkTMCM91qGZ7WtKfZNW2XwDvZHxRsRKzjbuyumHZhtWuqVkias/s320/DSCN1443.JPG" width="240" /></a><span style="font-family: "arial" , "helvetica" , sans-serif;">The next marketing challenge after the successful play in the cinemas is the release of the DVD and Blu Ray product . </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">It will now exploit opportunities for New product Development, New Market ( home) development and Diversifying though Acquisition , Mergers and Joint Ventures.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">There have been a few indignant franchise fans tweeting
their disappointment of the DVD release of The Force Awakens because the DVD
does not have some of the Blu Ray content.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Despite the film taking over £100 million at the box office,
some fans of the franchise feel the DVD release is seriously lacking, <b>compared to the US offering</b>.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<blockquote class="tr_bq">
<span style="font-family: "arial" , "helvetica" , sans-serif;">On Social media one purchaser tweeted: <i>"Not happy - no extras on the Force Awakens DVD. Not all of us
have Blu-Ray! Rip-off!"<o:p></o:p></i></span></blockquote>
</div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">While another told distributor Amazon, the DVD release was a
'misrepresentation' of the listing.</span></div>
<div class="MsoNormal">
<blockquote class="tr_bq">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Their posting read <i>"Very
disappointed that the DVD version does not have the deleted scenes, this isn't
clear at all it isn't that same with two different format options. Shame on you
Amazon for this misrepresentation"</i></span></blockquote>
</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">What is key is that they need to maximise sales</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"> .</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The Film franchise Star Wars is masters of this. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiBGKU1TanBt9A4B9ElPEkBFGWBSmoDLKjjD1cAfbJ2M_fO205cQLlN3tz0kFQaxhYlWWI-_kv65tAjlB7XDkqD6eJ2n5Xlyd5lZ3BKgfhZaUwBR11EK8ndFl2poFwcpbaMQWESS1VszM8/s1600/DSCN1404.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiBGKU1TanBt9A4B9ElPEkBFGWBSmoDLKjjD1cAfbJ2M_fO205cQLlN3tz0kFQaxhYlWWI-_kv65tAjlB7XDkqD6eJ2n5Xlyd5lZ3BKgfhZaUwBR11EK8ndFl2poFwcpbaMQWESS1VszM8/s320/DSCN1404.JPG" width="320" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">“The Force awakens” movie is not just released in a home
viewing product such as DVD or Blu Ray
etc but there is a plethora of add-ons and accessories. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The cardboard engineers have excelled themselves in Point of Sale displays and merchandising support.</span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiTpGENlYJh4YShzQ7vLBznCm78mRwRhM7I2Ws8y0zQObzFrSc_3FVeoyABfxFUR9Eejca5S2NbiTl6cmldjM2oI4BJR-mu09khz-TTzzYJ9rlxXwr6gq0Lpwks89GGZtE0vEcQOPHNU9w/s1600/DSCN1446.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em; text-align: center;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiTpGENlYJh4YShzQ7vLBznCm78mRwRhM7I2Ws8y0zQObzFrSc_3FVeoyABfxFUR9Eejca5S2NbiTl6cmldjM2oI4BJR-mu09khz-TTzzYJ9rlxXwr6gq0Lpwks89GGZtE0vEcQOPHNU9w/s320/DSCN1446.JPG" width="240" /></a><span style="font-family: "arial" , "helvetica" , sans-serif;"></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Agreements with the likes
of Hasbro, Lego and Xbox etc have rendered a
veritable zoo of toy talking plush characters such as BB8, Chewbacca Yoda and
Storm Troopers all with voices from the film , Hot wheels vehicle models ,Lego 6-12 kits ,
sticker books, video prequels, branded merchandise mugs T shirts and such like .
</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9jcCjRKHEGpaPVF_pMgRhM4VFrPbio-sQb4Xev6JrV_7SAby_zvUuJXLfBI94KRbmKUX3loQcYuiQLbIYTDtCiCLKYtTYg9GtUcqW6B7FejmaHJMNZmy2arZQff9_Ll5K-hStaUDrykk/s1600/DSCN1479.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9jcCjRKHEGpaPVF_pMgRhM4VFrPbio-sQb4Xev6JrV_7SAby_zvUuJXLfBI94KRbmKUX3loQcYuiQLbIYTDtCiCLKYtTYg9GtUcqW6B7FejmaHJMNZmy2arZQff9_Ll5K-hStaUDrykk/s320/DSCN1479.JPG" width="320" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">One particular add-on which caught my eye was a ‘novelisation’. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Movies are often inspired by or based on a book but I was wondering how long
books have been written based on films.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> It is longer ago than you might think
and much older than the Star Wars phenomenon.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>Novelizations</b>
began to be produced back in the 1920s for silent films such as ‘London After
Midnight’ (1927). One of the first talkies to be novelized was ‘King Kong’
(1933). </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Film novelizations were especially profitable during the
1970s before home video became available as they were then the only way to <i>re-experience</i> popular movies. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The novelizations of Star Wars (1977) and Alien (1979) have
sold millions of copies.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="color: red;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><b><span style="color: orange; font-size: large;">Less maybe more but <u>not</u> in novelization.</span></b><span style="color: red;"><o:p></o:p></span></span></span><br />
<div class="separator" style="clear: both; text-align: center;">
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<span style="color: red;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The writer of a novelization multiplies the 20,000-25,000
words of the film screenplay into at least
60,000 words. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Writers usually achieve that by adding description or
introspection. Ambitious writers are moreover driven to work on transitions and
characters just to accomplish "a more prose-worthy format". </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">There are times when the "novelizer" may decide to
create completely new scenes in order to give the plot a richer dimension, provided (s)he
is allowed to do that. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">It might take an insider or an avid fan to identify whether
a novelization diverges unintentionally from the finally released film
because it is based on an earlier version which possibly included some deleted scenes.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<br />
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Novelization writers are often also accomplished original
fiction writers, as well as fans of the works they adapt. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQ4-3gYGP5Z9GHOs0PSFJqBBA_NKGXLhYSSw-dlIxKcxLEwbMsbxeyfuT6hg8u7mWUtsq6vwZIEIavjy0dn4vk_Yl8B-rwRhi484QVqz6YmBPtBed22hG5wN73GY5XAmnxULjddCV3nD0/s1600/DSCN1447.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQ4-3gYGP5Z9GHOs0PSFJqBBA_NKGXLhYSSw-dlIxKcxLEwbMsbxeyfuT6hg8u7mWUtsq6vwZIEIavjy0dn4vk_Yl8B-rwRhi484QVqz6YmBPtBed22hG5wN73GY5XAmnxULjddCV3nD0/s320/DSCN1447.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="font-size: 12.8px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Making a lot of lolly ( even lollies) from the spin offs</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">You will even find how negotiation is undertaken by the loathsome merchant Unkar Plutt and heroine Rey to reach a counter deal agreement of 100 portions for her day's salvage (pages 40-44) even if her word is not her bond so far as BB8 is concerned !</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Novelizer Alan Dean Foster, says that, as a fan, "</span><i><span style="font-family: "arial" , "helvetica" , sans-serif;">I got
to make my own director’s cut. I got to fix the science mistakes, I got to
enlarge on the characters, if there was a scene I particularly liked, I got to
do more of it, and I had an unlimited budget. So it was fun"</span></i><br />
<i><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></i>
<br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiGaNfHo2v4K9n4b9khgsiirKO5PE_wg1AIcrNTtnAy0ei_VOwzl46GGL7qzW4TQ2aSpTgImTy7vLApLPUOTdVPBUBFNN5H5xtM_Xh8GsPkBKzDOfDyPnDchnhmNr68UqxkIb9LWb1JZ-E/s1600/DSCN1486.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="640" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiGaNfHo2v4K9n4b9khgsiirKO5PE_wg1AIcrNTtnAy0ei_VOwzl46GGL7qzW4TQ2aSpTgImTy7vLApLPUOTdVPBUBFNN5H5xtM_Xh8GsPkBKzDOfDyPnDchnhmNr68UqxkIb9LWb1JZ-E/s640/DSCN1486.JPG" width="480" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: x-large;">May the awakened <span style="color: orange;"><b>Sales force </b></span>be with you folks !</span></td></tr>
</tbody></table>
<i><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></i>
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<i><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></i></div>
</div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-17049295131885696252016-04-25T11:16:00.001+01:002016-04-25T11:16:11.240+01:00Selling's debt #Shakespeare400 <br />
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">21<sup>st</sup> century Sales Quoting
Shakespeare<o:p></o:p></span></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">on the bard’s 400<sup>th</sup> anniversary 23<sup>rd</sup>
April<o:p></o:p></span></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><br /></span></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">(with apologies to Bernard Levin et
al)</span><span style="font-size: 22pt;"><o:p></o:p></span></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><br /></span></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><br /></span></span></div>
<div class="MsoNormal">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqv-sksi-bEsppyDPJIu8_wLK3RCnF0nTo40349xZ5KU5OVJ2b4vmOU-yrK9st179y-vOR_RTP2HIrRyZAnsIIzMHHYJhK3kUW5yBCZPPpE3OdW-C9TkIwjVZH5bY_LCCx7McFKMTgt5Y/s1600/DSCN1478.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em; text-align: center;"><br /></a><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;">If you cannot understand the jargon in that
request for proposal (RFP) and you sigh, <i>‘It’s all Greek to me” </i></span><i><span style="font-size: 12pt; line-height: 115%;">ⁱ </span></i><span style="font-size: 12pt; line-height: 115%;">you are quoting Shakespeare.</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;"><br /></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;"> If you claim to be “<i>more sinned against than sinning” </i></span><i><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ </span></i><span style="font-size: 12pt; line-height: 115%;">to your sales manager</span><span style="font-size: 12pt; line-height: 115%;">, you are
quoting Shakespeare;</span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;"><br /></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;"> if you recall “<i>your
salad days”</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱⁱ</span><span style="font-size: 12pt; line-height: 115%;"> way
back-in-the-day, you are quoting Shakespeare; </span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;"><br /></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;">if
you ever raise a complaint “<i>more in
sorrow than in anger”</i> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁴</span><span style="font-size: 12pt; line-height: 115%;">, if your wish is <i>“father to the thought”</i> </span><span style="font-size: 12pt; line-height: 115%;">⁵ in a
brainstorming session</span><span style="font-size: 12pt; line-height: 115%;">, if your smart phone has
vanished into thin air , you are quoting Shakespeare;</span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;"><br /></span></span></div>
<div class="MsoNormal">
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqv-sksi-bEsppyDPJIu8_wLK3RCnF0nTo40349xZ5KU5OVJ2b4vmOU-yrK9st179y-vOR_RTP2HIrRyZAnsIIzMHHYJhK3kUW5yBCZPPpE3OdW-C9TkIwjVZH5bY_LCCx7McFKMTgt5Y/s1600/DSCN1478.JPG" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto; text-align: center;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqv-sksi-bEsppyDPJIu8_wLK3RCnF0nTo40349xZ5KU5OVJ2b4vmOU-yrK9st179y-vOR_RTP2HIrRyZAnsIIzMHHYJhK3kUW5yBCZPPpE3OdW-C9TkIwjVZH5bY_LCCx7McFKMTgt5Y/s320/DSCN1478.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">The New Day on Friday</td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;"> if you have ever refused
to “<i>budge an inch”</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁶</span><span style="font-size: 12pt; line-height: 115%;"> in a negotiation or suffered from “<i>green-eyed
jealousy”</i></span><i><span style="font-size: 12pt; line-height: 115%;">⁷</span></i><i><span style="font-size: 12pt; line-height: 115%;"> </span></i><span style="font-size: 12pt; line-height: 115%;">of a
competitor’s offering, if you feel a buyer has
played fast and loose, if you have ever been “<i>tongue-tied” </i></span><i><span style="font-size: 12pt; line-height: 115%;">⁸</span></i><i><span style="font-size: 12pt; line-height: 115%;"> </span></i><span style="font-size: 12pt; line-height: 115%;">at a
presentation, your support team to have been <i>a “tower of strength”</i></span><i><span style="font-size: 12pt; line-height: 115%;">⁹</span></i><i><span style="font-size: 12pt; line-height: 115%;"> </span></i><span style="font-size: 12pt; line-height: 115%;">, “<i>hoodwinked” </i></span><i><span style="font-size: 12pt; line-height: 115%;">ⁱ⁰</span></i><i><span style="font-size: 12pt; line-height: 115%;"> </span></i><span style="font-size: 12pt; line-height: 115%;">by an influencer with no real
buying authority or “<i>in a pickle” </i></span><i><span style="font-size: 12pt; line-height: 115%;">ⁱ₁a </span></i><span style="font-size: 12pt; line-height: 115%;">when you have messed up<i>
</i></span><span style="font-size: 12pt; line-height: 115%;">; </span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;">if you have <i>knitted
your brows</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><i><span style="font-size: 12pt; line-height: 115%;">ⁱ</span></i><span style="font-size: 12pt; line-height: 115%;"> </span><i><span style="font-size: 12pt; line-height: 115%;">₁b </span></i><span style="font-size: 12pt; line-height: 115%;">, made <i>a virtue of
necessity</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ₂</span><span style="font-size: 12pt; line-height: 115%;"> , insisted
on “<i>fair play” </i> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ₃</span><span style="font-size: 12pt; line-height: 115%;">, “<i>slept not one wink”</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁴</span><span style="font-size: 8pt; line-height: 115%;">,</span><span style="font-size: 12pt; line-height: 115%;"> have not “<i>stood on ceremony</i></span><span style="font-size: 12pt; line-height: 115%;"> “ </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁵</span><span style="font-size: 12pt; line-height: 115%;">, <i>danced attendance</i> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁶</span><span style="font-size: 12pt; line-height: 115%;"> on your </span><a href="http://shakespeare.mit.edu/twelfth_night/full.html"><i><span style="color: #743399; font-size: 12pt; line-height: 115%;">l</span></i></a><i><span style="font-size: 12pt; line-height: 115%;">ord
and master</span></i><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁷</span><span style="font-size: 12pt; line-height: 115%;"> at the company annual sales conference , <i>laughed
yourself into stitches</i> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁸</span><span style="font-size: 12pt; line-height: 115%;"> at the Buyer’s jokes , had <i>short
shrift</i> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁹ at a sales beauty parade</span><span style="font-size: 12pt; line-height: 115%;">, <i>cold comfort</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱ⁰</span><span style="font-size: 12pt; line-height: 115%;"> or <i>too much of a
good thing</i></span><i><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ ₁ </span></i><span style="font-size: 12pt; line-height: 115%;">at
the Christmas party, if your business clothes <i>have seen better days</i> </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ₂</span><span style="font-size: 12pt; line-height: 115%;"> or lived in <i>a fool’s paradise</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱ₃</span><span style="font-size: 12pt; line-height: 115%;">—why, be that as it may, <i>the
more fool you</i></span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;"> ⁱⁱ⁴</span><span style="font-size: 12pt; line-height: 115%;">, for it is <i>a foregone conclusion</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;"> ⁱⁱ⁵ </span><span style="font-size: 12pt; line-height: 115%;">that you are <i>(as good
luck would have it)</i> </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ⁶</span><span style="font-size: 12pt; line-height: 115%;"> quoting Shakespeare;</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;"> if you clear out, <i>bag and baggage</i>, </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ⁷</span><span style="font-size: 12pt; line-height: 115%;"> and all that surplus out of
date literature and samples from your garage, if you think it is <i>high time</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ⁸</span><span style="font-size: 12pt; line-height: 115%;"> and that is <i>the
long and short of it</i> </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ⁹</span><span style="font-size: 12pt; line-height: 115%;"> , if you believe the
<i>game is up</i> </span><span style="font-size: 12pt; line-height: 115%;">₃⁰ </span><span style="font-size: 12pt; line-height: 115%;">and
it’s time to try for a close and that <i>the truth will out</i> </span><span style="font-size: 12pt; line-height: 115%;">₃</span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12pt; line-height: 115%;">ⁱ</span><span style="font-size: 12pt; line-height: 115%;">, even if it involves your <i>own flesh
and blood</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12pt; line-height: 115%;">₃ⁱⁱ</span><span style="font-size: 12pt; line-height: 115%;">, if you <i>lie low</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12pt; line-height: 115%;">₃ⁱⁱⁱ</span><span style="font-size: 12pt; line-height: 115%;"> until the <i>crack of doom</i> </span><span style="font-size: 12pt; line-height: 115%;">₃⁴</span><span style="font-size: 12pt; line-height: 115%;"> because you suspect <i>foul play</i> </span><span style="font-size: 12pt; line-height: 115%;">₃⁵</span><span style="font-size: 12pt; line-height: 115%;"> , if you have your <i>teeth set on edge</i> </span><span style="font-size: 12pt; line-height: 115%;">₃⁵</span><span style="font-size: 12pt; line-height: 115%;"> (<i>at one fell
swoop</i> </span><span style="font-size: 12pt; line-height: 115%;">₃⁶</span><span style="font-size: 12pt; line-height: 115%;"> ) <i>without rhyme
or reason</i> </span><span style="font-size: 12pt; line-height: 115%;">₃⁷</span><span style="font-size: 12pt; line-height: 115%;"> , then—<i>to give the devil his due</i> </span><span style="font-size: 12pt; line-height: 115%;">₃⁸</span><span style="font-size: 12pt; line-height: 115%;"> —<i>if the truth were
known</i> </span><span style="font-size: 12pt; line-height: 115%;">₃⁹</span><span style="font-size: 12pt; line-height: 115%;">
and need to speak out for you have <i>a tongue in your head</i> </span><span style="font-size: 12pt; line-height: 115%;">⁴⁰</span><span style="font-size: 12pt; line-height: 115%;"> you are quoting
Shakespeare; </span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; line-height: 115%;">even if you bid me <i>good
riddance</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12pt; line-height: 115%;">⁴ⁱ</span><span style="font-size: 12pt; line-height: 115%;"> and <i>send me
packing</i> </span><span style="font-size: 12pt; line-height: 115%;">⁴₂</span><span style="font-size: 12pt; line-height: 115%;"> , if you wish I was <i>dead as a doornail</i> </span><span style="font-size: 12pt; line-height: 115%;">⁴₃</span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 8pt; line-height: 115%;">,</span><span style="font-size: 12pt; line-height: 115%;"> if you think I am an <i>eye-sore</i></span> ⁴⁴<span style="font-size: 12pt; line-height: 115%;">, a <i>laughing stock</i></span><span style="font-size: 12pt; line-height: 115%;"> </span><span style="font-size: 12pt; line-height: 115%;">⁴⁵</span><span style="font-size: 12pt; line-height: 115%;"> , <i>the devil[s] incarnate </i></span><i><span style="font-size: 12pt; line-height: 115%;">⁴⁶</span></i><span style="font-size: 12pt; line-height: 115%;"> , a <i>stony-hearted
villain</i></span> ⁴⁷<span style="font-size: 12pt; line-height: 115%;"> , <i>bloody-minded</i>
</span><span style="font-size: 12pt; line-height: 115%;">⁴⁸</span><span style="font-size: 12pt; line-height: 115%;"> or a <i>blinking idiot</i></span> ⁴⁹<span style="font-size: 12pt; line-height: 115%;"> , then—by Jove!
it’s <i>all one to me</i> </span><span style="font-size: 12pt; line-height: 115%;">⁵⁰</span><span style="font-size: 12pt; line-height: 115%;">, you are quoting Shakespeare.</span></span></div>
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<span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Julius
Caesar Act 1 scene2</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> ; </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ</span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">King Lear Act 3</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱⁱ</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Anthony
and Cleopatra Act 1 Scene 5</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;">; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁴</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Hamlet
Act 1 scene 2</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"><o:p></o:p></span></div>
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<span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">; ⁵</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry
IV part 2 scene 5; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁶</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Taming
of the Shrew; </span><i><span style="font-size: 12pt; line-height: 115%;">⁷</span></i><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> <sup>Othello Act 3 Scene 3</sup></span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">; </span><i><span style="font-size: 12pt; line-height: 115%;">⁸</span></i><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Sonnet 85; </span><i><span style="font-size: 12pt; line-height: 115%;">⁹</span></i><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Richard III<o:p></o:p></span></div>
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<i><span style="font-size: 12pt; line-height: 115%;">ⁱ⁰</span></i><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> </span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">Romeo & Juliet Act 1 Scene 4;
</span><i><span style="font-size: 12pt; line-height: 115%;">ⁱ₁</span></i><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><i><span style="font-size: 12pt; line-height: 115%;">a </span></i><i><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Tempest</span></i><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">; </span><i><span style="font-size: 12pt; line-height: 115%;">ⁱ</span></i><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><i><span style="font-size: 12pt; line-height: 115%;">₁b </span></i><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry VI ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ₂ </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Two Gentlemen of Verona; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ₃</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Tempest
; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁴</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Cymbeline; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁵</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Julius
Caesar;</span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁶</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry VI part2</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁷</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Twelfth Night</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;">; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ⁸</span><i><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Twelfth Night</span></i><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;">; </span><span style="font-size: 12pt; line-height: 115%;">ⁱ⁹</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> </span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">Richard
III</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;">; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱ⁰ </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Taming of the Shrew</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> ; <o:p></o:p></span></div>
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<i><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ₁</span></i><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">As
you like it; </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ₂</span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">As you like it ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱ₃ </span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Romeo
and Juliet Act 2 Scene 4; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱ⁴</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">The taming of the Shrew; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱ⁵ </span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> </span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">Othello ; </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ⁶</span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">Merry Wives of Windsor Act3 Scene 5; </span><span style="font-size: 12pt; line-height: 115%;">ⁱⁱ⁷ </span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">As you like it</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱⁱ⁸</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Comedy of Errors</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> ; </span><span style="font-family: "cambria math" , serif; font-size: 12pt; line-height: 115%;">ⁱⁱ</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;">⁹</span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">Merry
Wives of Windsor ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃⁰</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Cymbeline
; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">ⁱ</span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;"> Merchant of Venice ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃ⁱⁱ</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Merchant
of Venice; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃ⁱⁱⁱ</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Much
do about nothing ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃⁴</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Macbeth</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃⁵</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Hamlet
; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃⁵</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry IV Part1</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃⁶</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Macbeth ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃⁷</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">As you like it ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">₃⁸</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry IV part1; </span><span style="font-size: 12pt; line-height: 115%;">₃⁹</span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">Winter’s Tale; </span><span style="font-size: 12pt; line-height: 115%;">⁴⁰</span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;">Tempest ; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁴ⁱ</span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Troilus and Cressida ; </span><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁴₂</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry VI part 2; </span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> </span><span style="font-family: "arial" , sans-serif; font-size: 8pt; line-height: 115%;"><o:p></o:p></span></div>
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<span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁴₃</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry
VI part 2; </span>⁴⁴<span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Taming of the Shrew; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁴⁵</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Merry Wives of Windsor; </span><i><span style="font-size: 12pt; line-height: 115%;">⁴⁶</span></i><span style="font-family: "arial" , "sans-serif"; font-size: 12.0pt; line-height: 115%;"> </span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry
V; </span>⁴⁷<span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry
IV part1; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁴⁸</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Henry VI part 3</span><span style="font-family: "arial" , sans-serif; font-size: 12pt; line-height: 115%;"> ;</span></div>
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⁴⁹<span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Merchant of Venice; </span><span style="font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Arial; mso-hansi-font-family: Calibri;">⁵⁰</span><span style="font-family: "arial" , "sans-serif"; font-size: 8.0pt; line-height: 115%;">Troilus Act 1 Scene 1</span></div>
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<span style="font-family: "arial" , sans-serif;"><span style="line-height: 18.4px;">Related Links :</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/11/business-dress-yellow-stockings-pink.html">Dressing tips for Malvolio</a></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/04/shakespeare-sells.html">Shakespeare sells</a></span></div>
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<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2016/03/why-is-donizettis-dr-dulcamara-so.html"><span style="font-family: "arial" , "helvetica" , sans-serif;">Donizetti's Dr. Dulcamara teaches us about selling</span></a></div>
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<br />Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-89809425097307239972016-04-19T11:30:00.003+01:002016-04-20T09:52:35.037+01:00Yatte Minahare Stationary Sampling Marketing's response to the Sugar Tax, Go for it LRS!<div class="MsoNormal">
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<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjIPoHrw2f6tsxYHgmzuHFtpaZ6a4iRP9ndBy8IpezxMasAvJw2ml9ohTvAuGxDl546IpNzBDLnLXw_Qmb0yL63jJRk3i5EqrXZWVOkGWrybb29za7rltbRM0Jn80YUjRso3z3oKkkltgo/s1600/DSCN1415.JPG" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjIPoHrw2f6tsxYHgmzuHFtpaZ6a4iRP9ndBy8IpezxMasAvJw2ml9ohTvAuGxDl546IpNzBDLnLXw_Qmb0yL63jJRk3i5EqrXZWVOkGWrybb29za7rltbRM0Jn80YUjRso3z3oKkkltgo/s320/DSCN1415.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Sampling in action at Waterloo Station<br /> for Ribena Light<br />Note they are wearing Ribena Blackcurrant tops </span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Marketers have to keep in mind real world factors to their
marketing models. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">These are often referred to as the PESTLE factors.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The sugar tax from Chancellor Osborne’s last budget shows
the significance of the <span style="color: orange; font-size: x-large;"><b>L</b></span> for ‘Legal’ in the PESTLE acronym. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The Chancellor said that he could not stand by 'while
children became obese' and revealed a new levy on soft drink firms that would be
used to fund sport in primary schools.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Mr Osborne's sugar tax announcement sparked a big fall in
the share price of soft drinks makers but it was welcomed by TV chef Jamie
Oliver, who has been campaigning for such a move. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The levy, which will come
into force in two years, will increase the price of a can of Coca-Cola by around
8p. Meanwhile Coca-Cola has reformulated Coke Zero to taste more like the original. The company is vying to increase its sales of of its sugar-free ranges. "Coke-Cola Zero Sugar" will be launched in June supported by a £10 million marketing campaign to encourage consumers to choose no-sugar options.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The Sugar Tax will be imposed on companies according to the volume of
the sugar-sweetened drinks they produce or import.<o:p></o:p></span></div>
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<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgvL-Y55kkWh1ZO0kT3eLpB2kN_FqGE5kkbPwJsoKZmk3Od5i1hyNRkIGoU2XYQ1726eegTPNp0kun9QUyw_sBEyk-Pm9TTuf9-ti20Nk-kDohZCmFOEiWflaYlATYztBAHc55mBvCqfgI/s1600/DSCN1416.JPG" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgvL-Y55kkWh1ZO0kT3eLpB2kN_FqGE5kkbPwJsoKZmk3Od5i1hyNRkIGoU2XYQ1726eegTPNp0kun9QUyw_sBEyk-Pm9TTuf9-ti20Nk-kDohZCmFOEiWflaYlATYztBAHc55mBvCqfgI/s320/DSCN1416.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Notice that the full pallets have been <br />walled to make an attractive display from which to distribute</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The Treasury believes that companies will start reducing the
content of their sugary drinks to avoid the tax.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Sweet coffee, tea, hot chocolates and milkshakes, which can
contain up to 25 teaspoons of sugar, are exempt because they contain milk. Pure
fruit juices will also not be taxed.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The £530m expected to be raised by the tax on the sugar
content of soft drinks will be equivalent to about 18-24p per litre, the
government says.</span></div>
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<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzZwLt5aIzLuEkfikRzZw4axO9pz23xV1YU7FcfKNrdAJ4TYIbKb15nU25Bqoeq3HIcij8CUAWngIZ-cpi462SBvH5LCND_8sT3H26qRRA5LCZsLFJuxgQTHw1Z_rLddFYcWX-4CQts60/s1600/DSCN1418.JPG" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzZwLt5aIzLuEkfikRzZw4axO9pz23xV1YU7FcfKNrdAJ4TYIbKb15nU25Bqoeq3HIcij8CUAWngIZ-cpi462SBvH5LCND_8sT3H26qRRA5LCZsLFJuxgQTHw1Z_rLddFYcWX-4CQts60/s320/DSCN1418.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ribena Light Sampling at Waterloo Rail Station<br /> doing brisk business</span></td></tr>
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<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><b>Marketing's response: </b></span></div>
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<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><b>an example</b></span></div>
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<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><b><br /></b></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><b>Lucozade Ribena Suntory</b></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">was formed in January 2014, when Japanese global beverage
company – Suntory Beverage & Food, the world's 3rd largest soft drinks
company - acquired Lucozade and Ribena, giving them access to some of the world’s
best beverage insight, research, development, production and marketing.</span><o:p></o:p></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Their ‘Yatte Minahare’ approach, tr. ‘Go For It’, is at the
heart of their business – it’s part of their cultural DNA. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The objective of
Yatte Minahare is to challenge, change and improve to create bigger, better
brand ideas for their consumers. </span> <o:p></o:p></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The new low calorie versions of Ribena -Ribena Light are being sampled in
London’s main line stations this week.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"> At Waterloo station on Monday 15,000
bottles were given out - equivalent to nine full pallet loads. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">They had shifted this samples stock by early afternoon.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">They sure went for it ! Yatte Minahare in practice.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Good Selling</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Related Links:</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/09/lifes-soda-now-have-brand-masters-coca.html">Life's a soda now Coca Cola lite</a></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2013/10/7-tips-for-successful-sampling.html">7 tips for successful sampling</a></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/09/pestle-grinding-out-real-world-pests-in.html">PESTLE Grinding out the PESTS in marketing</a></span><br />
<br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2013/09/real-world-marketing-2.html">Real World Marketing 2</a></span><br />
<br />
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2013/08/marketing-today-essentials-1.html" style="font-family: arial, helvetica, sans-serif;">Marketing Essentials</a><br />
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<br />
<br /></div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-39963609901015955182016-04-15T10:09:00.002+01:002016-04-15T10:09:12.556+01:004 Great situations for #networkmarketing and a useful check-list<div class="MsoNormal">
<blockquote class="tr_bq">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><i>“The only thing worse than being talked about is not being talked about”</i> </span></blockquote>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">so Oscar Wilde, the playwright, is reputed to have said. </span></blockquote>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">It is not such a bad maxim for a networking entrepreneur.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"></span><br />
<div class="MsoNormal" style="-webkit-text-stroke-width: 0px; color: black; font-family: 'Times New Roman'; font-size: medium; font-style: normal; font-variant: normal; font-weight: normal; letter-spacing: normal; line-height: normal; orphans: auto; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 1; word-spacing: 0px;">
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<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="-webkit-text-stroke-width: 0px; float: right; font-family: 'times new roman'; letter-spacing: normal; margin-bottom: 0.5em; margin-left: 1em; orphans: auto; padding: 6px; text-align: right; text-indent: 0px; text-transform: none; widows: 1; word-spacing: 0px;"><tbody>
<tr><td style="text-align: center;"><div style="margin: 0px;">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiu2gtCMvbi5-UzKrN_OjOBd2Vt3tL2XzBRbvb0QRm4uMq0KwTOlKJQYx250sIOdzHhdMRTCd7qqxpYGbGf7IMNWubDF8dydFbMMbIDwzp2yM4LzgV0Yxt74JklBsbCu-XEif6vWh6VCRY/s1600/DSCF1092.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img border="0" height="300" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiu2gtCMvbi5-UzKrN_OjOBd2Vt3tL2XzBRbvb0QRm4uMq0KwTOlKJQYx250sIOdzHhdMRTCd7qqxpYGbGf7IMNWubDF8dydFbMMbIDwzp2yM4LzgV0Yxt74JklBsbCu-XEif6vWh6VCRY/s1600/DSCF1092.JPG" style="cursor: move;" width="400" /></span></a></div>
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</tbody></table>
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<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEguVJZ-qcBLufpha7T2BBXV1DeBJpbn9dEVJeEcFwSHnjxkl8_tpwblCf4y14CmXR9GGxb1jXIFb3a5S_H6aegpzCn0xnQ0Y88IvO8DfAeVAXzkCgzYPFXXYu2ixG3lFqf2UddLhqUnb5k/s1600/DSCF1112.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEguVJZ-qcBLufpha7T2BBXV1DeBJpbn9dEVJeEcFwSHnjxkl8_tpwblCf4y14CmXR9GGxb1jXIFb3a5S_H6aegpzCn0xnQ0Y88IvO8DfAeVAXzkCgzYPFXXYu2ixG3lFqf2UddLhqUnb5k/s1600/DSCF1112.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="font-size: 12.8px;"><br /></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Networking is an increasingly popular method of new business generation through priming the likelihood of people talking about you and your company through <a href="https://www.blogger.com/null" name="_GoBack"></a>introductions, referrals, recommendations and word of mouth advertising.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Networking provides you with an channel through which you
can publicise yourself and your business by personal communication with as
broad a selection of individuals as possible.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The more people talk about you and what you offer, the more
business you are likely to pick up through referral and contacts.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Popular networking situations include:-</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; font-stretch: normal; text-indent: -18pt;"> </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;"><b><span style="color: orange;"> 1. Formal networking events</span></b> organised specifically
for potential buyers and sellers to meet each other e.g. lunch clubs</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">.<span style="font-size: 7pt; font-stretch: normal;"> </span></span><br />
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left; text-indent: 0px;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhvl7QsGlCUCDuasoRVkrKnGLSanA2ZwSi9cGq8PMXvY5ncTO6r-er9FFBXdHrZiIOPPWRc_Ms83tgfEXmGbblmYNCTzZLcpXMO4MI9QGMx4wYEh0JuyRNALZAWJ_vIIdCzoAL0nIc4cmw/s1600/DSCF1059.JPG" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhvl7QsGlCUCDuasoRVkrKnGLSanA2ZwSi9cGq8PMXvY5ncTO6r-er9FFBXdHrZiIOPPWRc_Ms83tgfEXmGbblmYNCTzZLcpXMO4MI9QGMx4wYEh0JuyRNALZAWJ_vIIdCzoAL0nIc4cmw/s1600/DSCF1059.JPG" width="320" /></span></a></td></tr>
<tr><td class="tr-caption" style="font-size: 12.8px; text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Sideline networking event at CIPD show</span></td></tr>
</tbody></table>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; font-stretch: normal; text-indent: -18pt;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;"><span style="color: orange;"><b>2. Business events </b></span>which are organised for a
different specific purpose but <span style="color: orange;">as a sideline</span> provide a networking opportunity.
e.g. trade exhibitions </span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; font-stretch: normal; text-indent: -18pt;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;"><b><span style="color: orange;">3. Social, family and leisure events </span></b>where some of
the people you meet are potential prospects to give business or recommend you
to people who they know. ( suspects) e.g. parties, sports clubs, pubs, Round
Table</span><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; text-indent: -18pt;"> </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; text-indent: -18pt;"><br /></span></div>
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<div class="MsoListParagraphCxSpLast" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 7pt; font-stretch: normal;"></span><!--[endif]--> <b><span style="background-color: white; color: orange;">4 .Ad hoc</span></b> spontaneous contacts that by pure chance
may be able to connect you with business opportunities e.g. near seat neighbour
on a train, plan etc. ex –school friend on Friends united website.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<div class="separator" style="clear: both; text-align: center;">
<iframe allowfullscreen="" class="YOUTUBE-iframe-video" data-thumbnail-src="https://i.ytimg.com/vi/g4thdKXfpMs/0.jpg" frameborder="0" height="266" src="https://www.youtube.com/embed/g4thdKXfpMs?feature=player_embedded" width="320"></iframe></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Networking Objectives</span></div>
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<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; font-stretch: normal; text-indent: -18pt;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">To win business</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; font-stretch: normal; text-indent: -18pt;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">To collect details of people who may give you
business or refer to others who may give you business ( so that you can follow
them up)</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; font-stretch: normal; text-indent: -18pt;"> </span><span style="text-indent: -18pt;"><span style="font-family: "arial" , "helvetica" , sans-serif;">To give these people details of you, your
company and your offer so they can pro-actively contact you.</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; font-stretch: normal; text-indent: -18pt;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">To create a positive and accurate impression of
what benefits people can achieve by working with you.</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 7pt; font-stretch: normal; text-indent: -18pt;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">To get yourself and/or your business remembered
so that you will come to mind when people come across a suitable opportunity
for you.</span></li>
</ul>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">As with so much in selling there is no such thing as luck in
networking. Luck is where preparation meets opportunities.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">So here a simple but useful check-list for networking</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Event:_____________
Date:_________</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l2 level1 lfo3; text-indent: -18.0pt;">
</div>
<ol>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Timings of event
______________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Acceptance sent?______________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Venue_______________________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Host
Organisation_____________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Directions and car parking
details_________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">What is my
role?______________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Who is the likely
role?__________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Is there a guest
list?____________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Who are my key
contacts?_______________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">What is their reasons
attending?__________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">What are my objectives?________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Have I prepared my elevator
speech?______________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Will I need a “Just a minute”
speech_______________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Colleagues
attending?__________________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Business cards in
pocket/case?___________________________</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Research – FT.com, web, Newspapers/local
newspapers?______</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-indent: -18pt;">·</span><span style="font-size: 7pt; font-stretch: normal; text-indent: -18pt;">
</span><span style="text-indent: -18pt;">Other information or actions required?
____________________</span></span></li>
</ol>
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">Good Luck , Good Networking, Good Selling !</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Related Links</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
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<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2015/04/going-clubbing-have-break-have-kit-cat.html"><span style="font-family: Arial, Helvetica, sans-serif;">Going Clubbing ( Networking clubs)</span></a></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="https://www.blogger.com/"></a><span id="goog_1715751157"></span><span id="goog_1715751158"></span><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/04/2-key-rewards-of-ennobled-selling-at.html">Discover , Connect and Grow through networking</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /><a href="https://www.blogger.com/"></a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/04/5-minute-busy-busters-sales-network.html">5 minute Biz buster - networking</a></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2011/05/macmillan-gulls-eggs-city-luncheon.html"><span style="font-family: Arial, Helvetica, sans-serif;">Networking and Fundraising 'City style'</span></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-57883729533935233192016-04-12T15:23:00.000+01:002016-04-12T15:23:01.106+01:00London Book fair 2016 Making Words Go Further<div align="center" class="MsoNormal" style="text-align: center;">
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">This year's surprise winner of the Grand National Steeple Chase race at Aintree was <span style="color: orange;"><b>Rule the World</b></span> at odds 33-1.</span></span><span style="text-align: center;"> </span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;"> As the Book Selling world descends on Olympia for London Book Fair 2016 Tuesday I am reminded of the quote of the Author of <i>The Grapes of Wrath</i> ,John Steinbeck </span></span><span style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">.</span></span></span></div>
</div>
</blockquote>
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<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"> "<span style="color: orange;"><b><i>The
profession of book writing makes horse racing seem like a solid, stable
business."</i></b></span><o:p></o:p></span></div>
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;">
</span><br />
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<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"> </span><br />
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgqx6sXV0XOySZLQQczhUelRwNvRJcIXC_u581NnYZ6FkoClNsIeLalqrCNqyFLfFtap5VLd1MimqG1ZycHj98v3FN0Es6TuoSCf8txZNAaweY9bTvcVZ0t39kFH6Y1FEnNjB7oQeguLMI/s1600/DSCN1628.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em; text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgqx6sXV0XOySZLQQczhUelRwNvRJcIXC_u581NnYZ6FkoClNsIeLalqrCNqyFLfFtap5VLd1MimqG1ZycHj98v3FN0Es6TuoSCf8txZNAaweY9bTvcVZ0t39kFH6Y1FEnNjB7oQeguLMI/s1600/DSCN1628.JPG" width="320" /></span></a><span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"></span><br />
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;">The central role of the author in the book business as the
creator of content is paramount .</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span></span><br />
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"></span><span style="font-family: "arial" , "helvetica" , sans-serif;">Yet
even though (s)he may write a better book the world does not necessarily ‘beat
a path to their door’ as the</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">quote of Ralph
Waldo Emmerson goes.</span></span><br />
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<br />
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Book marketing is a key to publishing success.</span></span><br />
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>
<br />
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The book world constantly needs to identify new segments. For example I notice in the writing about books for children this sector’s content can be now classified as “Edutainment “.
</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The challenges of 'making words travel ' through literary
translation continues apace in the export markets.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> As with many other business
sectors the Book trade is needing to re-skill for the new era of digital
platform. The challenges of reaching
today’s consumer (reader) is achieved in both retail or etail.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">At its heart the book business is essentially about rights,
brands, and licensing across all platforms including films and
TV. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;">
</span><span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;">One of the main changes in the book market is digital revolution. </span></span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="EN-GB"><br /></span><span lang="EN-GB">Back at The London
Book Fair 2013 a tweet circulated</span></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<blockquote class="tr_bq">
<i><span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><b><span style="color: orange;">75% of all books
published year in 2013 were self published, thanks to the digital age</span>.</b></span></i></blockquote>
</div>
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<i><span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></i></div>
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<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhzI12nTT5j09p2xnVDwW2vNPe-WYmAzql1lqv7dLP_utDeLQM6Wh__d5BFAQNcG82RDy-xJhJdaOcN1n9ZxgmeiyTuODMPMAA1-0lovLmq-m2Nj24J1tpWfhIUvkMfThaJNOzXkc8ZI74/s1600/DSCN1334.JPG" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhzI12nTT5j09p2xnVDwW2vNPe-WYmAzql1lqv7dLP_utDeLQM6Wh__d5BFAQNcG82RDy-xJhJdaOcN1n9ZxgmeiyTuODMPMAA1-0lovLmq-m2Nj24J1tpWfhIUvkMfThaJNOzXkc8ZI74/s320/DSCN1334.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Author, Simon Callow signing his new book<br /> on Orson Welles- 'One Man Band' at Farnham Maltings . <br />Part of his Book selling roadshow </span></td></tr>
</tbody></table>
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;">The
single biggest strategic challenge facing the publishing industry then was to
re-establish the relationship between author and publisher ( Supplier and
Seller)<o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;">Depending
on various segments , publishers now pitch to claim every potential author will get a fair ,and
every published author a chance to be a best-seller. <o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;">Twitter and
Facebook probably favour the individual author much more than publishers on the
whole. </span><br />
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span lang="EN-GB" style="font-family: "arial" , "helvetica" , sans-serif;">But the internet’s ability to create virtual reading and writing groups
could be a great boon to publishers, particularly those in well-established
genres like sci-fi , romance and whodunits.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">There will no doubt be new books on 'selling 'at this year's show. I look forward to seeking them out. Whether their content will be 'new' will be a matter of opinion.</span></div>
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<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Perhaps we should leave the last word to the Daddy of All Sales Books Author. Dale Carnegie ( How to win friends and Influence people etc.)</span><br />
<blockquote class="tr_bq">
<i><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;"><span lang="EN-GB">"The ideas I
stand for are not mine.</span></span> </i></blockquote>
<blockquote class="tr_bq">
<i><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;"><span lang="EN-GB">I borrowed them from Socrates.</span></span> </i></blockquote>
<blockquote class="tr_bq">
<i><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;"><span lang="EN-GB"> I swiped them from
Chesterfield.</span></span> </i></blockquote>
<blockquote class="tr_bq">
<i><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;"><span lang="EN-GB"> I stole them from Jesus.</span></span> </i></blockquote>
<blockquote class="tr_bq">
<i><span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;"><span lang="EN-GB">And I put them in a book.</span></span> </i></blockquote>
<blockquote class="tr_bq">
<span style="color: orange; font-family: "arial" , "helvetica" , sans-serif;"><span lang="EN-GB"><i> If you don't
like their rules, whose would you use?"</i> -</span>Dale
Carnegie</span></blockquote>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Related Links</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span><span style="font-family: "times new roman";"></span><span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/04/selling-word-london-book-fair-2012.html">Selling the world London Book Fair</a></span></span><br />
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<br /></div>
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2011/08/the-digital-economy-act-2010-dea.html"><span style="font-family: "arial" , "helvetica" , sans-serif;">The Digital Economy Act and Publishing Law</span></a><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/search/label/Book%20Reviews" target="_blank">My Book Reviews</a></span><br />
<br />
<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/05/dale-carnegie-in-our-digital-age.html" target="_blank"><span style="font-family: "arial" , "helvetica" , sans-serif;">Dale Carnegie in the Digital Age</span></a><br />
<br />
<br /></div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-38437824261486494792016-04-11T14:54:00.000+01:002016-04-13T13:53:30.106+01:00Marketing of Books, Butchery, Brewing and Baking <div class="MsoNormal">
PE S TLE - Marketing’s social changes from Adam Smith to James Goldsmith.</div>
<div class="MsoNormal">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjPBZt99jLbeM07bvm7J5Ksb4cg1XHz_64X7DomXYy1e3s22Y2COdCHSjLwHnZ1cegSE06i5UJ2jtK8lfut2YwrYKC5CLg8wdcPlp4lAENpOIfQbSccVb9sx62w46MVJShurKX-fmmU9j8/s1600/DSCN1331.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em; text-align: center;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjPBZt99jLbeM07bvm7J5Ksb4cg1XHz_64X7DomXYy1e3s22Y2COdCHSjLwHnZ1cegSE06i5UJ2jtK8lfut2YwrYKC5CLg8wdcPlp4lAENpOIfQbSccVb9sx62w46MVJShurKX-fmmU9j8/s200/DSCN1331.JPG" width="150" /></a> <a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhu_YP16Cru6v5i4VSVhGrb1TcPO6wWeaD-1l3k1MtGkHPJc3WX5z90tl37Jp5XFnIGCNy6deF3MVcpsTkB0Sv4Npw0slGIcNlI09FWKnxE8BVFdlki2UZGjefVlLqTdH1UCH_hIoT9118/s1600/DSCN1328.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em; text-align: center;"><img border="0" height="150" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhu_YP16Cru6v5i4VSVhGrb1TcPO6wWeaD-1l3k1MtGkHPJc3WX5z90tl37Jp5XFnIGCNy6deF3MVcpsTkB0Sv4Npw0slGIcNlI09FWKnxE8BVFdlki2UZGjefVlLqTdH1UCH_hIoT9118/s200/DSCN1328.JPG" width="200" /></a><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgVMX3lio1DvfZLWpZK7V-ri1TQYa6dwE5cYu06rQHrArYm9gWTkFG65RnFNgO-7j6bpWaRPSqbOFHAOPGO4cjwbfMLhVMxOMf9e4RyZfcFfPH5K-MGu5a1m1F7KwUEdr3yfMkmMb3j5_U/s1600/DSCN1332.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em; text-align: center;"><img border="0" height="150" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgVMX3lio1DvfZLWpZK7V-ri1TQYa6dwE5cYu06rQHrArYm9gWTkFG65RnFNgO-7j6bpWaRPSqbOFHAOPGO4cjwbfMLhVMxOMf9e4RyZfcFfPH5K-MGu5a1m1F7KwUEdr3yfMkmMb3j5_U/s200/DSCN1332.JPG" width="200" /></a></div>
<blockquote class="tr_bq">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><i>“It is not from
benevolence of the butcher, the brewer or the baker that we expect our dinner
but from the regard of their own interest. We address ourselves not to their
humanity but their self love.”</i> Wealth of Nations, 1776 Adam Smith</span></blockquote>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Yet we consumers, buyers and clients can be such a
changeable bunch. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Our demands from the trades of butchery, brewing and baking
have changed somewhat since Smith’s time. Today we may well demand leaner meat, organic
lager and gluten free bread yet Smith’s notion still holds true- it is in the
supplier’s interest to keep abreast of the fads, fashions and changing tastes
of their customers.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Adam Smith did not know of our modern supermarket where the
goods of the butcher, brewer and baker could be bought from under the same
roof; yet he would most certainly have recognised the Supermarket’s self interest .</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">In our time</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The improved performance over the last year of the CoOp has
shown their recognition of our changing shopping habits in the UK. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">We have moved away from the large weekly shop
to a “ little-and-often” pattern. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> Recognising
this change, Sainsbury announced that they are dropping their ‘Brand Match’
comparison scheme of 5 years’ standing as well as their ‘Multi-buy’ deals. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The Sainsbury PR release described the findings of customer
marketing research was couched in rather camouflaged vocabulary that customers
had found multi-deals caused <i>‘logistical
challenges at home in terms of storage and waste.’!<o:p></o:p></i></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i><br /></i></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">A marketer’s finger-on-the-pulse that detects such changes
in consumer habits can lead to great opportunities.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjz-KjCQe1I-I52ZH3RkULw3kQjqpyOIkA-1u5A0rYnXIDDTO6wBFMQVpUgF3ESkdO6C9Q3zC2rMl-cs96-L-oT8rx2pvPI34Od3IX2rUHCENoQU_bwBTFoxOheVQmCUdHY5QiugQZrfYA/s1600/DSCN1336.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjz-KjCQe1I-I52ZH3RkULw3kQjqpyOIkA-1u5A0rYnXIDDTO6wBFMQVpUgF3ESkdO6C9Q3zC2rMl-cs96-L-oT8rx2pvPI34Od3IX2rUHCENoQU_bwBTFoxOheVQmCUdHY5QiugQZrfYA/s320/DSCN1336.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><div class="MsoNormal" style="font-size: medium; text-align: start;">
<span style="font-size: 8pt; line-height: 12.2667px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Simon Callow in his role as author </span></span><br />
<span style="font-size: 8pt; line-height: 12.2667px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">( and book salessman) feverisly signing copies</span></span></div>
<div class="MsoNormal" style="font-size: medium; text-align: start;">
<span style="font-size: 8pt; line-height: 12.2667px;"><span style="font-family: "arial" , "helvetica" , sans-serif;"> of his latest book on Orson Welles – One Man Band</span></span></div>
<div class="MsoNormal" style="font-size: medium; text-align: start;">
<span style="font-size: 8pt; line-height: 12.2667px;"><span style="font-family: "arial" , "helvetica" , sans-serif;"> after his terrific one man show about Orson Welles</span></span></div>
<div class="MsoNormal" style="font-size: medium; text-align: start;">
<span style="font-size: 8pt; line-height: 12.2667px;"><span style="font-family: "arial" , "helvetica" , sans-serif;"> at Farnham Maltings 9<sup>th</sup> April 2015.<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Book sales have increased over the last years in the UK.
Even Supermarkets cherry pick the best selling titles and put them on offer to
their customers. In recent times there has arisen another change in book buying
habits.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="color: #e36c0a; mso-themecolor: accent6; mso-themeshade: 191;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Books as gifts for others and books bought for our own
well being<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="color: #e36c0a; mso-themecolor: accent6; mso-themeshade: 191;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The London Book Fair opens on Tuesday at Olympia. Its
catchphrase is ‘Making words go further’.
I guess there will be much talk around the stands and in the seminars about
what’s hot in publishing and how our book buying habits have changed. Since
2012 Book sales increased 4 % in units 5% in profits.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The UK’s book buying habits in terms of buying a book as a
gift as opposed to buying a book for oneself have been changing. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">There has been a 8% drop in book sales ‘as gifts’ yet an 8%
uplift in books bought ‘for self’.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"> In 2012, 217 million
books for themselves whilst by 2015 231 million books for themselves. One might
have thought that the changes were due to eBooks. Yet Digital books have only accounted for an increase of 4 million in 2014
to 6 million in 2015. </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">It appears that it is sales of the new phenomenon of colouring
books for adults that has that boomed. </span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhWA2_VgjPOrfWn0QT-iTkZ-YfPOGyQv-knKGzKNfv25Tr7HBCE8CB7qNZA7KOQL6KbjAtFRRbPzlOL5w123jiCdVJUAb5l0twZghBROItyL_kNZ-uNT3MldK8-ifJrxVUtVW1oZAuev8I/s1600/DSCN1368.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhWA2_VgjPOrfWn0QT-iTkZ-YfPOGyQv-knKGzKNfv25Tr7HBCE8CB7qNZA7KOQL6KbjAtFRRbPzlOL5w123jiCdVJUAb5l0twZghBROItyL_kNZ-uNT3MldK8-ifJrxVUtVW1oZAuev8I/s320/DSCN1368.JPG" width="240" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Certainly I would not have predicted years ago that I would
find such an activity an aid to mindfulness and an aid to my mental health.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The skill of the marketer in detecting and exploiting such
opportunities in your customers’ buying habits is a good trick to learn but it
is not easy as easy as may appear. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">As the father of the current Conservative party’s electoral candidate
for Mayor of London 2016 ( Zack
Goldsmith) Sir James Goldsmith once put it</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<i><span style="font-family: "arial" , "helvetica" , sans-serif;">“ If you can see the
bandwagon – you are too late!”<o:p></o:p></span></i></div>
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<i><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></i></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Yet as Adam Smith would have argued it is the suppliers’
interest to try and do so.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Related Links</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/04/selling-word-london-book-fair-2012.html">Selling the world London Book Fair</a></span><br />
<br />
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<o:p><span style="font-family: "arial" , "helvetica" , sans-serif;"> <a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2016/02/selling-print-selling-digital-print.html">Selling digital print - adapting your selling to new situations</a></span></o:p></div>
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<br /></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/09/pestle-grinding-out-real-world-pests-in.html">Real world factors in your Marketing PESTLE</a></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/09/6-questions-to-ask-yourself-in.html">Marketing Insight 6 key questions</a></span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/09/promotion-and-marketing-communications.html">Promotion and Marketing Communications</a></span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2014/09/7-ps-in-pod-nespresso-and-vertuoline.html">The 7 Marketing Ps in a pod</a></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2013/10/7-tips-for-successful-sampling.html">Successful Sampling in Marketing & great tips</a></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">
</span><br />
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<a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2011/11/where-does-marketing-end-where-does.html"><span style="font-family: "arial" , "helvetica" , sans-serif;">Where does Marketing finish and Selling begin?</span></a></div>
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-77454498718171189302016-04-07T13:18:00.002+01:002016-04-07T15:27:57.981+01:00 5 ways to combat Charity fatigue in your fundraising<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<br />
<blockquote class="tr_bq">
<span style="font-family: "arial" , "helvetica" , sans-serif;">"He who allows his day to pass by without
practicing generosity & enjoying life’s pleasures...breathes but does not
live."</span><span style="font-family: "arial" , "helvetica" , sans-serif;">-Sanskrit Proverb</span></blockquote>
<span style="font-family: "arial" , "helvetica" , sans-serif;">
</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Giving is the gift that gives back because it makes us feel
better about ourselves.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> The opportunity to give is presented to us through
the army of fundraisers who approach us in the office, in the high street ,at
the railway station....</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Fund raising is about persuading folk to sponsor you in a
charity appeal.</span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Selling as defined by
sales guru Alfred Tack was ‘persuasive communication against resistance.’</span></div>
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<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgQvVhFsjFMg_ydJO2XQ7FDs-GOiHXoQJ6Wkr-6-YTXv3UWriW8ufpHbabkl5RGvugTCLG6nm_sQRbtH32jKSAGunbAoDAwa5qjkJKs781jVZJnByyN8ZjrcRc8RQhSRE84wJRgTnOcX20/s1600/DSCN1260.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgQvVhFsjFMg_ydJO2XQ7FDs-GOiHXoQJ6Wkr-6-YTXv3UWriW8ufpHbabkl5RGvugTCLG6nm_sQRbtH32jKSAGunbAoDAwa5qjkJKs781jVZJnByyN8ZjrcRc8RQhSRE84wJRgTnOcX20/s320/DSCN1260.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">A traditional 'tin' collection in <br />Salisbury city centre , Wiltshire , Englan</span>d</td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> The resistance
encountered with charity fatigue ( resistance ) from prospective sponsors encountered is
fundamentally <span style="color: orange;"><b>a selling challenge .</b></span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Friday’s metro newspaper ran a Charity Special article by
Keith Watson on how to beat charity fatigue.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Charity fatigue is a syndrome that has grown with the
mushrooming of fund raising activities available to people trying to raise money
for their chosen cause.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div style="text-align: right;">
</div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">It is not only at the individual level where this is
experienced, often charities have had to dig deeper into their collective
imagination in order to compete with the
finite amount of disposable income available in times of economic hardship.</span></div>
<div class="MsoNormal">
<br />
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">5 Crafty tips for potential fundraisers ( suggested by Metro Newspaper on 1/4/16)</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst">
</div>
<ol>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: orange;">Set a target</span>. Sometimes you can persuade an
employer / sponsor to match the money you and your colleagues raise.</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">There are many who will subscribe to make
sure the top bods have to pay out !</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: orange;">Use social media</span>. Facebook, Instagram,
Twitter et al</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">are your Charity Friends.
Once you have dreamed up an innovative way of raising cash, ensure everyone
knows about it. Make the most of your network.</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: orange;">Don’t just ask for money,</span> ask for stuff.
Just handing over money nowadays is not enough – you can appeal to the
eco-conscious potential sponsor by asking them to donate unwanted items that
can be auctioned.</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: orange;">Benchmark Top down on your list</span> encourages
others to follow and donate.</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">Start the
list with the boss at the top</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">and a
benchmark is set for the others tag along.</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="color: orange;">Plan an activity.</span></span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">Anything from an outing to a paint-balling experience for which everyone pays extra to a named charity to</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">£1 for every miss of </span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">a ball of waste paper into</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">the waste-paper basket .</span></li>
</ol>
</div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Back in 2012 The Government in response to this have backed
this ‘innovation foundation’.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">National Endowment for Science, Technology and the Arts (
Nesta)</span></div>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://www.nesta.org.uk/?gclid=CI_GiK-y78sCFSco0wod0AIFnA">http://www.nesta.org.uk/?gclid=CI_GiK-y78sCFSco0wod0AIFnA</a> </span></span><br />
<div>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
<div>
<br />
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">National Endowment for Science, Technology and the Arts (
Nesta)</span></div>
<br />
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://www.nesta.org.uk/?gclid=CI_GiK-y78sCFSco0wod0AIFnA">http://www.nesta.org.uk/?gclid=CI_GiK-y78sCFSco0wod0AIFnA</a> </span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Nesta distil the innovation process into 7 steps. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">1.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Opportunities and challenges</span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">2.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Generating ideas</span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">3.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Developing and testing</span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">4.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Making the case</span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">5.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Delivering and implementing</span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">6.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Growing and scaling</span></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "arial" , "helvetica" , sans-serif;">7.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Changing systems</span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg35iEUS_VZFsGe0B3WexwRW5GmaKeBS0pRtD8NNo8JhwjeSPQVdf4YekdoAdTjt56UpKR7RVY2fNity5-g8-ZZAzPAgJ3_i9KGo2_QHquOMSMBEUQQtAW_gYflKO0Rd654AMqR-wREgP0/s1600/DSCN1242.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg35iEUS_VZFsGe0B3WexwRW5GmaKeBS0pRtD8NNo8JhwjeSPQVdf4YekdoAdTjt56UpKR7RVY2fNity5-g8-ZZAzPAgJ3_i9KGo2_QHquOMSMBEUQQtAW_gYflKO0Rd654AMqR-wREgP0/s320/DSCN1242.JPG" width="320" /></a></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">These steps will be very familiar to any in selling. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Innovation can appear shambolic, unpredictable and risky,
and success is never guaranteed.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> But by learning as much as we can about how
innovation happens, you can be smarter in the way that you </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">In the prize winning grants from Nesta were Mencap with
their Kids for good initiative – a scheme to</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Get children involved with fund raising from an early age.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The key factor is <span style="color: orange;"><b>involvement.</b></span> Age UK hit on the idea in
which retired workers offered expertise for free in return for and in exchange
the recipient would pay the charity.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Last year’s ice bucket challenge in aid of Motor Neurone
Disease Association was particularly successful on leveraging this involvement
factor. The fund raising activity was turned into a fun club, with celebrities
falling over themselves to show what ‘jolly good sports’ they were.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">The resultant publicity exploited this. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<br />
<blockquote class="tr_bq">
<span style="font-family: "arial" , "helvetica" , sans-serif;">“There are two ‘i’s’ in Fundraising – they should stand for inspiration & <b><span style="color: orange;">innovation</span></b>, not imitation & irritation.”</span> </blockquote>
<blockquote class="tr_bq">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Ken Burnett fundraising specialist</span></blockquote>
<span style="font-family: "arial" , "helvetica" , sans-serif;"></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<br />
<div class="MsoListParagraphCxSpFirst">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Related links</span></div>
<div class="MsoListParagraphCxSpMiddle">
<br /></div>
<div class="MsoListParagraphCxSpMiddle">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/search/label/Fundraising">What is Sponsorship ? ( detailed / long post)</a></span></div>
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<br /></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">
</span><br />
<div class="MsoListParagraphCxSpLast">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://fruitsofsuccesswithhugh.blogspot.co.uk/2016/02/sponsorship-selling-what-are-sponsors.html">What are Sponsors looking for from fundraisers?</a></span><br />
<br />
<br />
<a href="http://fruitsofsuccesswithhugh.blogspot.com/2015/05/ale-for-sale-fundraising-and-whitsun.html"><span style="font-family: Arial, Helvetica, sans-serif;">Ale for Sale Fundraising</span></a></div>
</div>
</div>
Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com0tag:blogger.com,1999:blog-8170874290132422691.post-48762483196414621932016-03-30T16:51:00.000+01:002016-03-30T16:51:52.265+01:00Should our family values or personal values differ from business values? #TheNewDay<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Should our family values or personal values differ from business values?</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><i>‘Do as I say, not as I do’</i> has been a mantra on morals and
ethics for years from the older generation ( parents) to the younger. It may be realistic , even practical, but is essentially hypocritical and in
some cases most unjust.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">People often describe their behaviour changes in life as
wearing different hats. E.g. wearing my ‘parent’s hat, my ‘work hat’, my ‘manager’s hat’. In the early
days of social media salespeople would wear a business hat and use Linked in
and the personal hat on Facebook.</span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">Millennials tended to conflate the personal and commercial
from the start. Indeed being suited or booted for work is less so today. Even
uniformed male baristas in the coffee chains may disport the corporate T shirt
still wear their work jeans below the hips to model their favoured branded
underpants.</span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgy0RXQ71rLDLrflp6JKXCu4Z5_JLJfi91JMtxTODb86sFJj2aTKvpgj6DrqK72prKKb54HaehTFFA8trlBNQna2y_S4Ukn0qNKJIK0fwPY7bP06N6XpektMd7ZWR9sYsk9c2wSSRdJ3Y0/s1600/DSCN1032.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgy0RXQ71rLDLrflp6JKXCu4Z5_JLJfi91JMtxTODb86sFJj2aTKvpgj6DrqK72prKKb54HaehTFFA8trlBNQna2y_S4Ukn0qNKJIK0fwPY7bP06N6XpektMd7ZWR9sYsk9c2wSSRdJ3Y0/s320/DSCN1032.JPG" width="240" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">A survey of modern manners revealed in the New Day newspaper
the results of a survey commissioned by Beko – the Turkish owned white goods
manufacturers. 2,000 British families were studied.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">76% said having <span style="color: orange;">good table manners</span>. 66% not talking with your mouth full ? 58%
Washing your hands before eating. 46% No gadgets on the table Does that still hold true in lunch meetings ?</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">73% being <span style="color: orange;">honest and truthful</span> What would be the % in the
business environment I wonder?</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">69% respecting your elders? In our business era of the
Internet age does such deference still exist ?</span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiiGlLpQXXgXO5RpSwvDCZxvEr2fOs-TLADcHrxhdx3QSKCKmLP6pmnVVLo3xjUC5whyphenhyphenUiKDmfgt60mtDSCJoV3a9S9uRm8jtrUtvp-vE0d5IwgemUIlc7B_IKAN9a-TKw458B7x-OfBrU/s1600/DSCN1033.JPG" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiiGlLpQXXgXO5RpSwvDCZxvEr2fOs-TLADcHrxhdx3QSKCKmLP6pmnVVLo3xjUC5whyphenhyphenUiKDmfgt60mtDSCJoV3a9S9uRm8jtrUtvp-vE0d5IwgemUIlc7B_IKAN9a-TKw458B7x-OfBrU/s320/DSCN1033.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">i-weekend number 1658 and <br />new kid on the block issue 15 of The New Day</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">43% being a team player. How important is it in business to
be a team player. A salesperson is expected to collaborate with sales support
and co workers yet is set in competition against others through individual
targets set by management.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">40 % Looking someone in the eye. In Sales the importance of trust between
buyer and seller</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">38% Thank you emails (for presents) How good are our thanks you in the office, at
meetings with clients.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Saturday's edition of the i weekend had a quote of Oscar Wilde that seems pertinent</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">"I like persons better than principles, and I like persons with no principles better than anything else in the world"</span></div>
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Hugh Alfordhttp://www.blogger.com/profile/06844301881065854558noreply@blogger.com1