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  • Why Multilevel Marketing Recruiters Will Not Tell You What Business It is

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    Have you ever noticed that a Multi level marketing recruiter will not tell you what type of business they are in but rather talking generalities? Why do they do this? Well it is simple if they don't do it this way they will not be able to recruit anybody because if you knew it was a multi level marketing pyramid scheme you would sign up and you would not listen to all of their BS.

    The elusive tactics of the level marketing recruiter are insanely obvious and it is fun to watch them dance around the issue and play games and watch them try to manipulate people in these meetings. Have you ever sat in a coffee shop and listen to the multi-level marketing recruiter pull some kind of scam business on another person sitting and listening to their light of BS. I have and I have heard these recruitments meetings at coffee shops and coffee shop bookstores throughout the nation in my travels.

    Why I have become apalled at the rhetoric and BS and complete disregard for reality that I have contacted the Federal Trade Commission and wrote a 156 page letter in the FTC rulemaking session to see that multi level marketers are stopped from these fraudulent pyramid schemes, fraud and misrepresentations and promises they make to those they try to recruit. I hope that someday the government will actually enforce their laws on the people who are breaking them rather than going after larger companies and trying to extort millions of dollars from them.

    We must stop multilevel marketing recruiters from lying. I have nothing against multi level marketing business and I understand how it works and the business model makes sense for so many reasons however the larger attrition levels and other things that go on in multi level marketing through the sponsors and the down line are often so very wrong. This must be stopped because it is a lie. Consider this 2006.

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    Source by Lance Winslow

    Views: 0

  • Population Distribution or Structure II – Sex, Occupational and Geographical Distributions

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    Sex distribution

    The sex distribution refers to the classification of a given population according to sex or gender (male or female). Sex distribution can easily be obtained from a population census of a given country which shows the total number of males and the total number of females.

    A knowledge of the total number of makes and females in a country will assist the government to make the necessary plans to cater for the population. If, for example, the population of the female is higher than that of the males, it means government will have to plan to provide goods and services for more people because such a country will give rise to high population. Nature has, however tried to balance the number of males with that of the female in such a way that the differences in number between the two is usually very small.

    Occupational distributions

    Occupational distribution of a population refers to the classification of the working population into different types of work they engage in. The occupational distribution in any population is influenced by a number of factors. These include:

    1. The level of education

    2. Availability of natural resources

    3. The level of technology

    4. The types of productive activities.

    The major types of productive activities are primary (extractive), manufacturing, construction, commercial, direct and indirect services. In west Africa for instance, majority of the occupationally distributed population are found in farming, mining fishing and lumbering.

    Geographical distribution

    Geographical distribution of a given population refers to the spread of people into separate geographical areas within a country. The distribution may be due to occupational, presence of mineral resources, historical factors, seat of government, availability of social amenities etc. Reasons for high population density due to geographical distribution are: favorable climate, fertile soil, natural attachment/historical factors, administrative headquarters, employment opportunities, presence of minerals, presence of industries, presence of social amenities and infrastructure, commercial activities and migration.

    Economic Implications or Effects of Increase in the Population of Dependants

    The Dependants are the population that are between 0-17 years, which include the infants, pupils in nursery, primary, secondary and those in tertiary institutions, and the old age (over 60 years that are not working) but depend on the working population (18-60 years) to cater for all their needs or requirement. If the population of the dependents is higher than that of the working class it has the following economic implications: high taxation, increase in prices, increase in government expenditures, low savings, low investment, fall in standard of living, increase in demand for goods and services, increase in imports, decrease in exports and low supply of labor.

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    Source by Funom Makama

    Views: 0

  • Boho Beach Style

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    Summer is defined by sun, sand and the water. People typically focus on their swimsuits and throw on a t-shirt and a pair of shorts on top and their outfit is brought down a level. It’s time to pay more attention to our bohemian-chic tunics as cover-ups for our bathing suits, making you look more stylish and draw attention as soon as you step out of your house.

    We can start with the basics: a tunic/kimono dress. An oversized poncho in a light shade or a shift/flowy dress lets the breeze right in, keeping you cool. The light shades are good to look for when shopping for oversized clothes, especially with the beach, in order not to drown you in the fabric and to avoid the ruthless sun. Light shades let the light shine through while complementing a nice tan. A yellow brings a happy aura around you while a light pink compliments your skin tone. For those who like to have less fabric, shift dresses are ideal; the shift style still allows for a chill vibe but is a bit more fitted to the body. Any shade of color goes well with boho shift dresses, but the ideal summer colors would be a bright blue or blazing orange, summer is all about bringing more color into your day, in contrast to the winter months. Flowy dresses are my preference, letting my skin breathe but not too baggy, simple and chic. Simply printed bohemian dresses add the extra touch to my outfit: hand painted flowers bordering the neckline and the hem of the dress are enough to finish off the outfit.

    Want to show off some of your new bathing suits while still covering up? Flowy sari pants are the way to go. Flowy pants never go out of style as they make your legs look like they go on for miles. Accent your bathing suit by bringing out the undertones or detailed colors with a complementary colored pant. A rich red pant coordinated with the small red detailing of your top brings out your tan and looks stunning along the water. Want to show your inner yogi? Wear the perfect bottoms that work for the lovers of yoga and the beach. Pants of lightweight recycled silk fabric with a cinched bottom and a bright pattern do amazing things for the transition from morning yoga to a beach day.

    No shirt, no shoes, no service? An embroidered tunic kurti is the perfect throw on dress for lounging around. Kurtis come in a variety of styles depending on your mood. Short white kurtis with colored embroidery continues the summer beach theme from the flowy pants. Vibrant colors give a new look and the white hand embroidered tunics are so comfortable and chill.

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    Source by Era Chandok

    Views: 0

  • Best Tips On How To Cure Psoriasis From The Inside

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    Psoriasis is a disease that is difficult to treat because it is still not very well understood. Despite this, there are many treatment therapies that have been developed despite there currently being no “cure” yet. There are also various natural psoriasis treatments that have proven to be very effective for many psoriasis sufferers to keep flare-ups at bay. One of those is to use diet which many believe is one of the best ways on how to cure psoriasis from the inside out.

    How to Cure Psoriasis from the Inside

    Using food is an essential part of not only promoting general health and wellbeing but is also important to prevent various diseases and conditions. This is because various foods contain essential vitamins and minerals that boost the immune system and in addition for psoriasis, have various skin healing properties.

    Using the right foods is important. Especially those that are organic and free of chemicals and antibiotics as well as saturated and trans fats.

    Though many doctors may not believe that a healthy diet alone will cure psoriasis, they do believe that if making certain dietary changes provides some benefits, there is no harm is following a diet for psoriasis. Especially in the current absence of a psoriasis cure which makes it crucial to try various remedies to see whether they will work for you that are both conventional and unconventional.

    Following the theme of using natural remedies that may work to heal your skin from the scourge of psoriasis, here are some of the best tips on how to cure psoriasis from the inside out;

    1. Turmeric

    One of the top recommended remedies on how to cure psoriasis from the inside AND outside is turmeric. This is a spice that is native to India where it has long been used in the ancient traditional healing practice of Ayurveda in addition to its common use in various culinary dishes as it gives curry its yellow color.

    There are many seemingly unbelievable stories from various people that have used turmeric for various diseases and conditions including psoriasis touting this spice’s benefits for healing. So if you are struggling with psoriasis, you may want to give turmeric a try.

    The active ingredient that is believed to be responsible for turmeric’s healing properties is curcumin.

    Curcumin is a very rich source of antioxidants which help to prevent the activity of free radicals in the body. Free radicals represent oxygen molecules that cause harm in the body by damaging healthy cells as a way for them to live and thrive in the body. The damage may increase the risk of developing various diseases and conditions including various cancers, arthritis, diabetes, osteoporosis, Alzheimer’s disease, as well as psoriasis.

    Turmeric helps to reduce inflammation in the body which is why it is believed to be one of the most effective remedies for psoriasis whose development is considered among various other reasons also related to the level of inflammation in the body.

    As mentioned earlier, turmeric can be taken internally as well as applied externally to the psoriasis lesions. Either method or both is said to be effective. For internal benefits, turmeric can be added to any food or drink e.g. to stews, cereals, oatmeal, salads, stir-fries, to smoothies, green juices, etc.

    To apply turmeric topically, make a paste with the turmeric and apply to the lesions and cover with a plastic wrap or adhesive and leave for a few hours or overnight and wash off. When used topically, depending on your skin tone, you may notice a yellow caste especially if you are very pale which will dissipate eventually.

    2. Cold-water fish

    Another of the top tips on how to cure psoriasis from the inside out is related to a discovery by researchers that certain deep sea cold-water fish such as salmon, tuna, mackerel and herring when consumed by people with psoriasis, reported a reduction in their various symptoms of psoriasis.

    While it is not very well understood why these oily fish are healing for the body and skin, it is believed that the omega-3 fatty acids that they contain are responsible.

    Omega-3s seem to be able to reduce the amount of certain compounds in the body – leukotrients and prostaglandins – that cause skin inflammation. Salmon has an especially high amount of omega-3s but the other oily fish previously mentioned are also beneficial. It is recommended that you eat 3 to 4 ounces of these oily fish per week.

    If you prefer omega-3 supplements, the recommended daily amount is about 3 grams. Be sure that the omega-3 supplements you use contain EPA (eicosapentaenoic acid) and DHA (docosahexaenoic acid) which are long chain fatty acids that are especially beneficial for various skin conditions including psoriasis.

    Do not overdo the consumption of these oily fish or omega-3 supplements because high doses of fish oils can affect the body’s blood clotting mechanism so check with your doctor to make sure that the regimen you follow is within safe limits.

    3. Beta carotene

    While it is highly recommended to cure psoriasis from the inside by consuming more fruits and vegetables, certain vegetables rank a little higher. These are vegetables and fruits that contain beta-carotene such as tomatoes, carrots, spinach, cantaloupe, beet greens, winter squash, sweet potatoes, etc. Any colorful fruit or vegetable usually obtains its color from beta-carotene.

    Research has shown that those who ate at least seven servings of tomatoes were able to reduce their risk of developing psoriasis by a whopping 60 percent! For carrots, the reduction in risk was still high at 40 percent and the same for fruit consumption at 50 percent.

    Beta-carotene as well as vitamins C and E that these vegetables and fruits contain provide antioxidant activity in the body in addition to helping boost the immune system so that it is better equipped to fight off disease as well as to improve skin. Beta-carotene in particular is converted into vitamin A which along with vitamin E are known as the skin vitamins as they help to maintain the tissues that make up the skin.

    4. Low-calorie diets

    These are beneficial especially if you are overweight. Obesity is a factor in how you will respond to psoriasis treatment and the severity of symptoms of psoriasis that you will develop. It has been noted that people with psoriasis who are obese take longer to respond to treatment and psoriasis lesions return more quickly after treatment is stopped.

    Following a low calorie diet does not mean starving yourself. It means making better choices with food and avoiding high calorie foods such as fast food, various processed foods, fried foods, etc.

    5. Mediterranean diet

    There are many diets that are followed around the world that seem to present no health problems for the people who follow them around the world. The only diet that has been shown to increase the risk of developing various diseases and conditions is the Western diet, so any move away from this diet can be beneficial for your health.

    One of the most recommended diets which is one of the best ways on how to cure psoriasis from the inside out is the Mediterranean diet. This is one of the most complete diets that will provide you with most if not all of the nutrients you need every day. The health benefits of the Mediterranean diet arise because of its focus on fresh fruits and vegetables, whole grains, fish, chicken and olive oil all of which are foods that are beneficial for the body and can help heal skin.

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    Source by Terry Robbins

    Views: 0

  • Market Entrepreneurs and Political Entrepreneurs

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    What is an entrepreneur? Well, in the United States of America there are two types of very successful entrepreneurs. There is the market entrepreneur and there is the political entrepreneur. The market entrepreneur makes money in the free market by delivering the lowest prices and the best quality and service to its customers and the consumer. The market entrepreneur wins markets and beats out the competition because they are better and more efficient.

    The political entrepreneur uses the influence with government through various methods such as lobbying, political campaign contributions and networking with government bureaucrats to either win government contracts and make money or use this influence to get the government to make new rules and regulations and he is industry.

    The political entrepreneur will also use his influence to get government bureaucratic regulatory bodies at all levels of government to attack his competition. There is a big difference in market entrepreneurs and political entrepreneurs. Unfortunately, genuine Capitalism getting clobbered by political entrepreneurs coaxing government agencies to constantly attack market entrepreneurs.

    The economy and the free market and capitalism for that matter works better with the most efficient companies compete on a level playing field where the consumer and the buyer votes with their dollar for the best products and services at the best possible prices. There is nothing wrong with capitalism there is only something wrong with the way it is applied in United States of America. It could be done a lot better.

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    Source by Lance Winslow

    Views: 0

  • Healing Knee Injuries: A Few Helpful Exercises

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    The knee is one of our most crucial body parts. It plays an important part in our overall body fitness. That is the reason Knee injuries are usually of grave concern as knee injuries have the potential to significantly impair an individual’s mobility or put in plain words- ability to walk or run.

    But, knee injuries are not only the culprit that makes the knee inactive or defective. There are various systemic conditions, specifically few bone diseases like arthritis(osteoarthritis) that also significantly affects the knee joint. However, irrespective of the reason causing knee defects/injuries, exercises play a vital role in the healing process. In fact, Exercises play much more important role than medications in fast recovery from the knee injuries and disorders. In this article, though, we will focus on few extremely helpful exercises that facilitates the fast recovery process from knee injuries. But, before diving further deep into the topic, let’s get ourselves acquainted with knee injuries, its types & causes in brief.

    To start with, knee is made up of the following components- bone, ligaments, fluid & cartilage. Muscles & tendons present in the knee joint helps the part to stay mobile. Understandable, when one of these structures get injured/hurt or is affected due to any systemic conditions/diseases, knee defect/injuries occur.

    Knee injuries are characterized by extreme localized or overall pain, swelling, redness and causes severe impairment in walking activities.

    Knee injuries can be caused due to any accidents, sports activities or by simply awkward twisting of any one of the ligaments or tendons present in the knees. Treatment procedures for knee injuries usually contains a blend of medications & physical therapies( which mainly includes exercises), but in few cases surgical interventions ( such as knee replacement surgery) becomes necessary. In those cases, exercise becomes the only route to recover.

    Some of the major knee injuries include but are not limited to-

    a. Anterior cruciate Ligament (ACL) injuries- Very common in people who are very active in sports such as- soccer, basketball. It usually occurs due to the drastic direction change of the knees which in turn injure the ACL which is one of the connecting ligaments between shinbone & thighbone.

    b. Fractures- It is the second most common cause for knee injuries. Apart from injuries, fractures can also be caused due to osteoporosis which gradually weaken the bones.

    c. Torn Meniscus

    d. Knee bursitis

    e. Patellar tendinitis usually affects the avid runners, skiers, cyclers, etc.

    Knee injuries can also be caused by some other body conditions like- excessive body weight which puts pressure on the legs, to be precise on the knees, dislocated kneecap (which can be treated through a knee replacement surgery), gout, rheumatoid arthritis, due to relapse or getting hurt on a previous knee injury site, due to decrease strength and flexibility of the muscles (may be caused by any number of reasons) and last but not the least due to participation in any type of dangerous sports.

    However, irrespective of signs, symptoms & causes, healing from knee exercises with relatively fast and naturally involve exercises. Types & sets of exercises depends on the nature, severity & type of knee injury and must be prescribed and authorized by the caregiver. Additionally, those exercises can only be done under guidance & supervision of a trainer. Here are few example of relatively simple knee exercises, that usually helps in healing knee injuries.

    Exercise 1-Leg straightening & stretching.

    Lie on your back preferably on a hard. Flat surface. Next, bend your one knee and place the foot on the flat surface. Then, straighten the other leg and raise it in air at the level of the bended knee. This makes the quadricep muscles of the thigh work and puts put very little or negligible strain on the knees. To get the best results, the exercise should be repeated daily 10-15 times in two-three sets. It is recommended to start with low frequency initially and gradually increase the frequency and number of sets gradually and slowly.

    Exercise 2- Hamstring exercises

    This exercise is relatively simpler than the other ones and can be done anywhere, anytime. This simple and easy exercise is known to benefit the knee joint b strengthening the hamstring muscles that are present in the back portion of the thigh and are important for proper knee joint functioning.First, stand on a flat surface, preferably on the floor. Then slowly raise heel of one let as close as possible to one’s butt and is required to stay/hold in that position for 25-30 seconds. Later, with practice the duration can be increased to even 1 minute. Then, repeat the same with the other leg. This exercise is also commonly known as “Hamstring curls”.

    This exercise should be done minimum 15-20 times a set for 4-5 sets daily.

    Exercise 3- Squats

    Squat is known to be extremely beneficial exercise for knee injuries. The position required to perform this special exercise, work up the knee muscles and charge them up leading to fast healing from the injuries. This exercise is an advanced form of knee exercise.

    First, one need to stand straight against a wall or a sturdy, flat and hard surface. Secondly, after standing, one needs to spread their legs apart in line with their shoulder-width. Next, bend very lowly keeping your back straight against the wall/surface. Hold on to that position for 15-20 seconds. But, if one feels uncomfortable, it is recommended to immediately stop doing the exercise.

    It is usually good for the knees if done regularly 10-12 times in 3-4 sets/daily.

    Exercise 4- Calf raising exercise

    Stand with back facing to a chair / sturdy table. One can also stand in front of a wall. Get your hands on the wall surface if needed for supporting your body weight without straining the knees. Then, slowly raise your heels as high as possible by you. Hold on to the raised heel position for 10-15 seconds and then slowly, very slowly lower your heels in the normal position.

    Repeat the exercise daily 10-15 times for at least 3 sets.This exercise helps the knee to get in better shape and help to recover fast from injuries.

    Exercise 5- Step ups exercise

    Very common and extremely helpful exercise for knee injuries.

    One can use staircase for this one or can also use a raised but flat platform. Keeping one’s pelvic level steady, put one foot on the raised level and then slowly bend your knee and then raise your knee. Next, repeat this exercise with the other foot.

    Recommended daily 10-15 times for 4 – 5 sets. Once comfortable and well-practiced, one can raise/increase the height of the platform gradually. The above mentioned are few very easy and simple exercises that are known to benefits knees recovering/healing from injuries. But, one should always remember that of doing any of knee exercises makes you uncomfortable or increases pain, swelling of the knees, then stop exercising immediately and consult your doctor/trainer/care provider without further delay. Staying alert and cautious are the keys.

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    Source by Gagan Deep

    Views: 0

  • Should You Attempt To Show Your Spouse Affection During A Marital Separation?

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    Many people who are reluctantly separated are not sure how they are supposed to act around their separated spouse. This can seem very odd. After all, this is your spouse that we are talking about. Chances are, you have known him for a very long time and being around him should feel as natural as breathing. However, if you are separated and want to reconcile, you can sometimes sense that you are on shaky ground with your spouse. You don’t want to do or say anything that will make him uncomfortable or drive him away. And yet, the wish to reach out to him can be hard to ignore.

    Someone might ask, “How do people handle the showing of affection during trial separations? My husband and I have only been separated for a short time and honestly, I’m not quite sure of protocol here. My husband was over visiting the kids this weekend and we were discussing a sad issue with my husband’s extended family. My husband was upset and I went to hug him, with no ulterior motive whatsoever. I simply wanted to give him some comfort. I didn’t really think about it beforehand. But when I did it, I felt my husband bristle. He literally stiffened at my touch. I pulled away and tried not to make a big deal of it. Later I talked about this with one of my friends and she suggested that perhaps I should not show physical affection to my husband while we are separated. She said that when you separated, you aren’t necessarily loving on one another. Is this true? Should I not be showing affection to my husband right now? He wanted to separate. I did not, but none of this means that I don’t love him anymore. If I shouldn’t show him affection, I could stop. But I don’t really want to. I feel like I’ve already lost so much. Do people really not show affection while separated?”

    It really does depend on the couple. I know some couples who continue to hug, kiss, have sex, etc, while separated. And I know others who hesitate to touch in any way. There is really no hard and fast rule about this. And in my opinion and observation (based and on my own separation,) I think that it is best if you either follow the understandings that you’ve already established. Or, if you have not established boundaries, you either ask now or read your spouse’s cues to determine his comfort level.

    My husband seemed pretty uncomfortable in similar situations and finally I just asked him. I literally said, “Should I not do this?” when I attempted to reach out to him. My husband didn’t flat out tell me no, but he was clearly not comfortable with physical affection in the beginning of our separation. So I eventually decided to just allow him to take the lead. That way, I didn’t have to worry about doing something that would hurt communication between us. Instead, I eventually focused on trying to be comfortable and to laugh and relax with one another so that he’d want to keep communicating. Further down the road, he was the one to initiate physical affection and I believe that this worked best for us, but that may not be true of every couple.

    I do also know that things may change from one day to the next. There might be a time when your spouse pulls away from you and then three days later, he’s reaching out to hug you. It can certainly be confusing and can give you mixed signals. However, I don’t think that you can ever go wrong by being friendly and supportive, but also observant as to how he is acting and how receptive that he might be at the time.

    I realize that this is frustrating. I used to think during my own separation that it just should not be so hard to know how to act around my own husband. But I think that if I would have pressed the issue and pushed affection when he wasn’t receptive, that might have delayed our progress even more. I learned that you really do have to take a gradual approach and just accept the progress that you are given.

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    Source by Leslie Cane

    Views: 0

  • Metcalfe’s Law And Multi Level Marketing Exponential Growth

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    You may be wondering what has Metcalfe’s Law got to do with your multi-level marketing business. Here is why, Metcalfe’s Law will effect a exponential growth to your multi-level marketing business if applied appropriately.

    According to Wikidepia, Metcalfe’s law states that the value of a telecommunications network is proportional to the square of the number of users of the system (n2). First formulated by Robert Metcalfe in regard to Ethernet, Metcalfe’s law explains many of the network effects of communication technologies and networks such as the Internet and World Wide Web. The number of unique connections in a network of a number of nodes (n) can be expressed mathematically as n*(n-1)/2.

    The law has often been illustrated using the example of fax machines: A single fax machine is useless, but the value of every fax machine increases with the total number of fax machines in the network, because the total number of people with whom each user may send and receive documents increases.

    To put Metcalfe’s Law into perspective, every new user in your case, your business partner or downline expands the possibilities for everyone else who’s already there. Thereby it is important to know this law because it likens to why you are build your multi-level marketing business. Know that your business will be spurred exponentially when it hit a certain point. And that each business partner is significant in contributing to this law.

    Therefore, hang in there and keep recruiting, because every new business partner you have in your multi-level marketing business, you are expanding the circle of possibilities.

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    Source by JY Chia

    Views: 0

  • Follow the Yellow Brick Road to More Sales

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    When Dorothy landed in Oz, she wanted to go home and was told by the Munchkins to see the great and powerful Wizard of Oz. “But how do I find the Wizard”, she asked. “Follow the Yellow Brick Road”. “And the best way to start, is at the beginning”. And that holds true for the Sandler System as well. Start at the beginning.

    The beginning step in the Sandler Sales Process is to establish bonding and rapport with your prospect. Once you’ve created a good relationship with this person, you can then set an up-front contract on what you will discuss, typically their agenda and yours, with a specific outcome in mind. This up-front contract should lead them down the path towards revealing some pain. If there’s no pain to reveal, then you can shake hands and part as friends, and move on to the next prospect. However, if you do reveal some pain, then you schedule a next meeting where you can delve deeper into the prospects issues and pain.

    THE PAIN FUNNEL IN ACTION

    Let’s look at a sample story showing the pain funnel in action. In this story, our sales person works for a contractor who builds navigation systems for fighter jets, and has an appointment to see Henry Jones. Henry has an engineering background and is very technical in nature. Watch how the sales person starts out using the questions from the Sandler Pain Funnel to better understand his prospect, and then slowly moves Henry through the funnel towards a sale. The questions are broad at first, but then become more specific and designed to make the prospect more emotional. The idea is to grasp Henry’s problems and lead him to reveal how the problems affect Henry personally.

    Henry starts by asking the salesperson, “Can you design a system that will easily retro- fit our F-16s so that rewiring will not be problematic?” As you can see, this is a very technical question for a very technical problem. The salesperson can try one of one two things: answer the question directly and speak about the product’s features and benefits, or try to uncover the real intent of the question and ultimately, if there’s any pain. In this example, the salesperson employs the Pain Funnel to dig for the pain behind the prospect’s question. The salesperson responds, “You know, that’s a great question. Can you tell me more about that?” Henry answers back, “Yes. We’ve had some experiences retrofitting F-16s with different types of equipment and ran into some challenges. It takes a very long time to rewire the system, and that becomes problematic when you have to disconnect wiring harnesses and lots of other systems that are related to whatever it is we are installing.” The salesperson probes, “Can you be a bit more specific? Give me an example.”

    Keep in mind, each and every question the salesperson asks comes from the Pain Funnel. Even though the questions are in order, you can tell it offers a very smooth arc to the overall conversation. If you have internalized the questions and the process, it won’t feel awkward guiding a prospect through the Pain Funnel in exactly the order prescribed.

    Henry continues, “Well, recently we had to retrofit replacements into the planes. We had to take out the ejection seats and remove some of the navigational systems. We even had to get into the hydraulics. So, what we originally anticipated would be a 25-hour job turned into a job that lasted close to 200 hours. It’s not so much the hours that really bothers us as the amount of time the fighters have to be out of service in order to get it done.” The salesperson continues down the Pain Funnel, “How long has that been a problem?” “It’s been two years that we’ve been dealing with this,” Henry replies. “OK. What have you tried to do about that?” the salesperson asks, following the Pain Funnel method exactly.

    Henry answers, “We talked to a contractor to see if there was a possible fix, and they came up with some recommendations.” The salesperson goes to the next Pain Funnel question: “And did that work?” Henry responds, “The only potentially viable solution they came up with was to redesign the entire system. That would actually take the planes out of commission for even longer.” The salesperson asks, “Do you have any idea how much that would cost you?” “A lot. But it’s not just dollars. It also puts peoples’ lives at risk. Every day that one of those planes is out of service, we risk not having a jet ready to protect people”, Henry says more emotionally now. “How do you feel about that?” the salesperson asks sincerely. (Or alternatively, the salesperson could ask, “What’s your level of commitment to seeing if there is a way to make sure this problem doesn’t happen again?”) “Honestly? We’re very upset this is happening, and we have to get it fixed. We need solutions that minimize the amount of time these planes are out of service. Do you think you can help us?”, Henry pleads.

    THAT’S HOW IT WORKS

    In our prior scenario, the salesperson effectively uncovered Henry’s pain. So what’s next? Uncover even more pain. An effective Pain Step means uncovering 3 to 5 elements of pain the prospect is dealing with. However, don’t use the same approach each time, vary it a bit to keep the prospect unaware of what you are doing. A classic bit of sales wisdom is, “The best presentation you will ever give is the one the prospect doesn’t see.” Since the prospect has revealed to you what to present in order to win the sale, you will want to move forward in the sales process by offering direct solutions that relieve his pain. However, don’t do it right away. First, be sure you really have uncovered three to five pains, and done a good job on the Budget and Decision Steps. In other words, stay within the Sandler Seven Step process. At this point, you will be ready to present the appropriate solutions in the Fulfillment Step. Moreover, if you’ve done your job correctly, like Dorothy did, and followed the Yellow Brick Road to Oz, all you need to do is click the Ruby Slippers together and the deal will close itself, and may even take you some where over the rainbow!

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    Source by Greg Nanigian

    Views: 0