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Quick, answer a question: Why do people buy from you?
Bzzzzz. Wrong, if you answered with,
• “Uhhh . . .”
• Any description of your product or service.
You get an “Incomplete” if you answered,
• “Because we have great service.”
• “We have the best quality.”
This might seem rather basic to some of you, but if you quit reading I promise you're cheating yourself. Unless you have an inside-and-out understanding of all the possible reasons people buy from you, you're likely inviting objections. That's because you're probably selling what you want to sell, or talking about what the company's marketing department tells you are “benefits.” People buy for their reasons, not yours. Your goal on calls is to learn, remind them of, and understand their reasons for being interested in you, and ultimately buying.
An Example
Let's look at an example. A copy machine salesperson calls a smaller company, hoping to sell a copier. He speaks with the Office Manager who typically makes decisions like this one. After asking a few basic qualifying questions he learns the office has four people in it, and they now have a big old monster of a copy machine that has been in the office for about eight years.
Thinking he has a hot prospect, the rep launches into a pitch about the latest techno-copier that does everything but write the documents for you. He overwhelms the listener with a point-by-point description of each of the “benefits”-or what he thinks are benefits (they indeed are, to some people).
The prospect says, “What we have is working just fine now.”
He retorts with some rendition of the “feel-felt-found” technique and rams into a brick wall. He writes this one off, and moves to the next. Same pitch, same result.
What Went Wrong?
So is the rep not skilled at closing? How about overcoming objections? Neither. You could make a case for him not being a skilled questioner, but that might not be fair. The fact is, he doesn't have a clear understanding of why people buy from him-from their perspective, not his.
You see, in this case, the Office Manager was a technophobe. She just traded in her IBM Selectric for a computer for gosh sakes! And, she is paying $300 per year, plus a per copy charge for a maintenance contract on her current dinosaur copier-about half of what a new, smaller, more reliable machine would cost to buy!
And that's not all. The prospect was really quite interested in the fact that the machine the rep was pitching could do enlargement and reduction. Her's couldn't, and she had to personally go down to the Quick Copy to have them done, and it was a tremendous hassle. But, the rep had already mentioned so many other “benefits” that were actually perceived negatives to the prospect, that she didn't think it would be worth it to talk about that one feature. However, in isolation, it could have sold her.
Even if you think you have a clue about why people buy from you, do the following exercise. And do it often, since situations change regularly.
Here's an exercise we work on in training seminars. It lays the foundation for everything else we do.
1. Identify all the different levels and types of buyers and influencers for what you sell. Describe them by title and/or function. For example, depending on the organization, you might have an Advertising Director as the buyer. In smaller companies it could be an Office Manager, or maybe even the President.
2. Taking each of these types of people, identify how they're typically evaluated in their job. A Purchasing Manager is evaluated differently than a sales manager-the former on conservation, while the latter on production. Why should we think about this? We all have a desire to survive-at the very least-in our jobs, and most of us want to thrive. Knowing how someone is measured in their environment provides insight to what makes them tick.
3. Regarding your types of product/service, what do they want and need most? Be as specific as possible. Saying, “They want good quality,” doesn't cut it. If you can't see, feel, hear, touch, or taste it, how can you describe it? Good quality manifests itself in the form of “A machine that requires virtually no servicing other than routine maintenance.”
4. Conversely, what do they want to avoid? Again, be specific, descriptive. Don't say “poor service.” Better: “They hate having to wait three hours to get an answer to a basic technical question.”
Answering these questions is just a start. After you've compiled your list, then you use the answers to create questions to determine if, indeed, these possible benefits truly are benefits.
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The caves at Trois Freres in France hold some fascinating images. This is a brief discussion around those paintings. What was their significance?
Cave paintings hold a powerful fascination. They are one of our most direct ways of touching our ancestors. Those men and women who lived by primitive means would have been more aware of the world around them than we are. The nature of their lives would have caused them to be more in touch with seasons and the patterns of life. Life and death depended upon their knowledge of food supplies and seasonal variations Was this the reason for the cave paintings?
Deep into the Trois Freres ( Three Brothers ) Caves in France the visitor can see vague ancient images of figures and animals. One of these figures in particular has attracted international attention. Many believe it to be one of the first depictions of a shaman.
When I first saw the images from these caves in France I was stunned by their graphic nature. The pictures of cattle and other beasts that surround the central figure high up on the cave roof are vague now but skilfully drawn.
The central figure is about 2 and ½ feet or 70 cm tall. His appearance is strange, part animal part human. On his head are deer's antlers, probably reindeer, his mask has owl eyes below this there appears to be a long beard. His hands are hidden inside lion or bear paws. The back is shaped like that of an animal, is he wearing an animal sin? The tail is that of a fox covering his erect penis.
My copy of the Animal Master is at www.mask-and-more-masks.com/The-Shaman-of-Trois-Freres.html
Around this figure there are many comments and speculations as to its true nature. It is general accepted that he is a figure in a mask and animal disguise. That he has some spiritual / magical significance to the animals surrounding him makes sense. It is also widely thought that he is a shaman.
Below the shaman there is a plethora of animals drawn over the top of each other. Almost like a sketch pad. I know at times I draw in this manner. I try forms and shapes sometimes they flow from the pencil at other times it seems much harder to achieve the effect that I want. As I scribble the page becomes full of overlapping images too busy to cope with. Ideas and notation. A place to be returned to in the future for a captured image to be reworked.
But that's me and perhaps many other modern day artists. What of the artist in the dark of those caves? These images created, was it 14,000 years ago, or longer? Who really knows?
Can we assume that these artist of the paleolithic period were not of the same mind set as now? Art for us is a process of recording, expression, a reflection of our inner nature and sometimes of the divine. What were these artist expressing or communicating?
Lets accept one thing before I continue in this vein. It would seem that some natural talent was used by the artist in these times as the quality of painting and use of line shows to us. Often the figures were enhanced by colour sprayed through a tube, the paint blown from the mouth. Were these artists part of the magical process or were they paid in some way? Did they come from within the tribe or from elsewhere? Was it the Shaman who created the art for his own rituals?
Most of these questions are impossible to answer. What is possible is to use the knowledge that we have of tribal peoples and their traditions.
The shaman or healer or priest / holy man / woman is a figure still in existence today in some cultures. In fact the shamanic knowledge is being handed on to certain members of Western cultures. Shamanic practices have been well documented by anthropologists over the last 150 years.
The shamanic practices through out the world have several features in common. The shaman is a link to the spirit world. By going into a trance the shaman enters the other world and communicates with the spirits of animals or ancestors. These spirit guides help the shaman to resolve problems for individuals or whole groups. The spirit world is divided into three sections
Middle Earth where we live
The Underworld land of spirits and the dead
The Upperworld the place of Gods and Guardians
To reach a state of trance the shaman has several methods, dance, meditation and drugs being the main ones. When he enters the other world the shaman seeks his spirit guide to help him resolve his quest.
In these early times as in more recent recorded events the shaman would communicate with the spirits of the animals who, would be or had been killed. Keeping a balance to the order of nature was necessary. At times of shortage he would communicate with the spirits to help him bring food to his people. At times of drought he would sing for rain.
This still does not answer the question as to why these pictures are there hidden deep in a dark cave away from prying eyes. As the shaman enters trance he begins the journey into the underworld the cave could well represent that journey. The pictures on the walls are the images seen on the journey. This could simply be a way of recording a spirit journey. A way to hold the images. It could even be used as a teaching device for new initiates. Perhaps this is why there so many overlapping animals.
Can you imagine the impact of such paintings on the uninitiated visiting the cave. In the dim light the images would have been clearer and brighter than today. The shaman could well have been dressed as the picture. The drum would be beating. Incense could well be burning. Certainly a great setting in which to induce hallucinatory experiences, or if you prefer, induce the beginning of a journey into the spirit world.
There are many other depictions of what have been called Animal Masters in caves around Europe and Asia. They link with the antlered and horned figures of Nordic mythology and Pan in Greek mythology. Whatever the true explaination is you can allow your imagination to run over the possibilities and no doubt add to my speculation.
Biblography
Van James Spirit and Art: Paleo-shamanic Iconography See www.theosophical.org/questmagazine/janfeb04/james
George Frazer The golden Bough
Nevill Drury The Shaman and The Magician
Michael Harner The Way of the Shaman
©Ian Bracegirdle 2005 http://www.mask-and-more-masks.com
You may use this article freely on condition that you include this copyright line and URL and that people who subsequently use this article follow the same conditions. Thank you for accepting these conditions.
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Smoking
My research on cigarettes began in 1998. I called Brown and Williamson and personally requested a list of ingredients. You know, it behooves me that people (smokers) could smoke a product that does not even list the ingredients on the package, but when you understand how many ingredients go into cigarettes, then it makes sense and becomes understandable why the ingredients are not on the box. There are over 700 ingredients in one single cigarette, including a new strain of genetically engineered tobacco with a nicotine level ten times higher in potency than normal nicotine; caffeine, sugar, salt, rum, alcohol, codeine, menthanol (rocket fuel), and uric acid (yes, they even use piss or pee).
Most smokers don’t know it, but the cigarette papers are dipped in opium (the true addictive agent of cigarettes). However, one ingredient among the other 700+ really stands out. This ingredient is “Civet Cat Absolute.” Now what in the hell is civet cat absolute? Well, as a researcher, I did the research and was shocked and amazed to find out that civet cat absolute is an umbrella term for a liquid that is obtained from the rectum of the civet cat. What is this ingredient used for? One reason is that it is a pheromone. Pheromone affects behavior in certain mammalian species. Why does pheromone have to be in cigarettes? Your guess is as good as mine.
Every time you put a cigarette into your mouth, symbolically you are placing a white male phallic symbol into your mouth. It’s a power thing. Yes, cigarettes represent the white male phallic (cigars represent the black man’s penis). Cigarettes were created in part by Sigmund Freud’s nephew in a campaign to make women feel liberated and powerful. Power is a male attribute.
In addition to the power thing, cigarettes also help women to lose weight by seriously impairing appetite. Why is Virginia Slims marketed only to women under the slogan, “It’s a woman thing”? Because subliminally, the initial message is: Virginia (a female name) is slim (skinny). The ultimate subliminal message (to women) is: Virginia Slims can help you stay slim by smoking this particular brand. You see, obesity, weight loss, being thin or slim is a female preoccupation in this country, hence the slogan, “It’s a woman’s thing.”
“He who smokes is a walking billboard advertising himself as fool to the world!”
For the sake of our environment and human health, especially our youth – stop being a weakling and an idiot who smokes.
The law of reciprocity is nowhere to be found in smoking cigarettes or anything else.
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Perhaps you are playing a naughty nurse and her patient, and you need to see if your patient is having troubles with orgasms. Well, the best way to check this is to see what 'happens' when a penis pump is used. Hmmmm, how does that feel?
Or then the other role play you can use is police and bad guy (or girl). You’ll have to use some cuffs to restrain the criminal and then examine him or her for hidden weapons. Of course, you might think that a vibrator (which makes a good hidden weapon by the way) will get the female criminal to talk a little easier. Bring her to peaks and valleys of pleasure, but not to the ultimate climax until she confesses all. And then want to be bad all over again.
Of course, if you have a maid scenario, you can also be a master of toys that you need to test on her, or that she needs to use on you. That sounds like fun—toymaker and test subject. I wouldn’t mind that one at all. Product testing at its best.
Doing it for yourself
A hot game that a lot of couples like to try is mutual masturbation with sex toys. As men are the visual gender, they love to watch a woman use a vibrator on herself. But that doesn’t mean that the man is left to drool, he can use a penis pump at the same time. See who has an orgasm first. Or last. Who can wait it out? The alternative to this game is that one person could find a remote control vibrator or other discreet vibrator for their partner to use. Play the game of ‘who knows when it will turn on’ with the remote control. It’s sure to create sexual tension. Or with the mini vibrator you can give your partner a schedule of times to use it, as well as places. Do it out in the open for a great rush. Dark parking garages are always hot, or have your partner use it while they drive to meet you. Wet with anticipation is the key. Don’t allow the partner to orgasm until you want them to. Or when you want to watch. Of course, there are some people (you know who you are) who have an active fantasy life and can use sex toys to get pleasure when you’re by yourself. Close your eyes, pinch and caress your breasts or chest, imagine that special person and then taunt yourself with a vibrator or a penis sleeve while you sink into the pillow screaming your own name.
When in cuffs…
Sex toys and bondage is the ultimate combination. With a helpless partner, you have a whole bunch of tools of pleasure at your disposal to use. Fasten their arms and legs in cuffs and then see how many times and ways you can pleasure them. Vibrators are essential, but put on a blindfold to heighten the experience. They’re never know they’re/it’s coming. You can also use a little anal play in the bondage game. Use the vibrator and an anal plug at the same time for a filling good time. The effect is amazing. And who can resist a little spank with a paddle or whip when you have the person tied on their stomach?
For a the more adventurous
Other sex toys can be as simple as a feather to create anticipation without any release. Run the feather over the blindfolded person’s body (in bondage or not) for a stunning effect. If you like a little pain mixed with your pleasure, nipple clamps can be just the thing to hurt so good. The slightest tug on these clamps will create a rush of blood to the nipples and intensify the pleasure. These come with a feather too! Sex toys can be used in a variety of ways and areas. It’s really your imagination that guides you. And don’t forget the lube to keep the play going for hours.
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Because you and all other unenlightened people have split personalities to various degrees of amount and intensity, we are all Dependent Vampires, stealers of energy.
The only way out is through the advanced techniques of Meditation Energy Enhancement. To connect to a higher level of energy, which can never fail and to integrate these split off parts of your personalities back into the Central Soul Stem. Then we do not need the energy and attention of people around us. We start to give energy. Everyone becomes happy in our presence!
Then we can comfortably destroy these negative split off thoughtforms which exist with our and everyone’s minds, in our lives.
Only when we become enlightened do we become Independent.
Until that time we can depend on people not to be able to fulfil their promises, without a lot of penalties. This is the Law of Moses.
We can depend on people to follow their childish split personalities.
The problem with monogamy has always been boredom because as I explained, the traumatised childish split personality will use any childish excuse to cut off the flow of sexual energy. They are not logical.
Because of this, the initial passion drops off pretty rapidly in a typical relationship, but not the lust of sexual desire. Eventually, the right (or wrong) set of circumstances come together and you have infidelity. It’s not that people are bad, just they are split personalities.
To be a split personality is to be childish, to be emotional, and to have expertise with sexual energy. Its just that you, the main personality is not in charge of it.
For men and women, being sexual means they sometimes think with what is between their legs instead of what is inside their head. But a split personality is single minded , ruthless and often as not, amoral.
A split knows only desire, and when the hot sexual energy is active, you might as well be dealing with an addict. At such a moment all a split can think of is how to get the next fix. At such times there are few split personalities alive who can resist the inviting smile on a pretty woman’s face, or the parting of her legs.
As you know, there are plenty of reasons to choose not to forgive and forget. But what if you have created a long beautiful life together and your partner is a wonderful parent to your children?
What if you feel just as much to blame for the infidelity because you had pushed them away for too long, some independent, childish, emotionally dependant split off parts of your personality having stopped the flow of your unconscious sexual energy from base chakra to base chakra. From Penis to Ovary using the psychic sex connection.
What if they had made an honest effort to work things out with you but you just kept pushing them away because of the lack of energy flow caused by one of your split personalities?
Having stopped the flow of sexual energy from base chakra to base chakra. From Penis to Ovary using the Psychic Sex Connection.
What then?
Just because you want to forgive them doesn't mean that you can forgive them. How do you forgive and forget? The bible may tell us to turn the other cheek, but how? How do you do it? There's a big difference between saying, "I forgive you" on a generic spiritual level and saying, "I forgive you" on a personal heart to heart level.
The key to real forgiveness must involve trust but how can it when people are just following their emotions? And how can you trust a split personality? And this is the case with 99.99% of humanity.
At some level you have to really believe in your heart of hearts that you can trust this person to never ever repeat such a painful choice again.
Well, I believe that you must forgive the person anyway. With childish split personalities you can say, "Forgive them Lord, They know not what they do"
Jealousy and the ego necessity for a monogomous relationship will cause all the problems within us because we want the other person to love us and to be there only for us. We force people to be monogamous, to be chattel, or we throw them out
If you don't really believe that they will be subservient to you, then your selfish ego isn't really going to forgive them and the underlying resentment will eat away at whatever is left of the foundation of your relationship.
The most important barometer of how easy or hard it is to forgive is how they behave after the event. Do they browbeat you with comments like, "Look I said I'm sorry. Get over it already."
Or are they beating themselves up for having caused you this pain? Are they offering to jump through hoops to prove to you that they have learned a horrible lesson and will make damn sure it never happens again?
The intensity of their apology and their willingness to allow you to feel the pain of it will have a direct impact on your ability to heal from the infidelity and on their ability to rebuild trust in your eyes.
If they demand that you simply trust them on their word and they have done nothing to show you that they are taking full responsibility for the broken trust, then leave them.
It's not your fault that they broke the trust even if you were not emotionally available to them, the breach of trust was done on their part. You can't force yourself to trust someone again.
Just like when our teenagers lie to us and have to earn back our trust, it's no different between adults whether the trust was broken in a marriage or a business relationship. It's their job to recreate that. They need to find their own way back.
The fact is, Only when we become enlightened, when we have healed all the split off parts of our personalities do we become able to fulfil our promises.
Until then we must forgive, and expect infidelity. The brains are emotionally in the balls when the Splits are in charge.
As Tolkien says, "Evil Is" And it is true that some people are more evil that others. And it is this you must really judge.
Only when you have absorbed and healed all your split personalities into the central soul personality.
When there is only One!
Can we trust a person.
Until then we can trust the unenlightened split personalities of all evolutionary levels to break all their promises.
We can trust no-one without a lot of penalties.
We can trust no-one who is not enlightened! This is the Law of the Christ.
History for thousands of years proves this.
Forgive and Forget. Turn the other Cheek. It is only your Selfish Competitive Ego which gets Hurt because you Selfishly Want.
Because you unskillfully trusted a person who always changes their mind. And as the many split personalities take charge, one by one, this is exactly what happens. People change their minds.
Thus you can not trust.
Love them anyway.
You just don’t have to be with them.
It needs an Ancient Advanced Synthesis of Effective Techniques for Gaining More Energy - Meditation, Shaktipat, Energy Circulation, The Kundalini Kriyas, The Five Elemental Paths Of The Chi Of Chinese Alchemical Taoism, The Grounding Of Negative Energies, V.I.T.R.I.O.L, The Art Card Of The Thoth Tarot, Access To Kundalini Energy, Strong Psychic Protection, Learn The Merkaba, Pyramid Protection, Power Tower Protection, Create The Antahkarana, Soul Fusion, Monadic Infusion, Logos Infusion. The Painless Removal Of Stress, Trauma And Negative Emotion
However, to remove these sub-personalities completely, the more Advanced techniques of a Synthesis of Ancient Meditational Techniques are absolutely necessary:-
Leading onto the more advanced Techniques of The Karma Clearing Process. Learning how to clean The Karma From Past Lives, Future Life, Future Lifetimes, Integrating Soul Fragmentation And Retrieval of Inner Children, Selfish Ego Sub Personalites, Life Destroying Strategies, The Aloof, The Interrogator, The Violator, The Selfish Competitive Star, The Vamp Or Don Juan, The Pleaser, The Blamer, The Critic, The King, The Self Destructor, All The Destructive Vows From This And Past Lifetimes,.
Which results in The Creation Of Self Love, Love And Service.
Ponder on this…
