Download Active Meditation: The Western Tradition by Robert R. Leichtman, Carl Japikse PDF

By Robert R. Leichtman, Carl Japikse

This can be a transparent, sensible description of all points of meditation. The authors exhibit humans how one can enhance relationships, be extra inventive, heal the feelings, and so on.

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Extra resources for Active Meditation: The Western Tradition

Sample text

A lot • . . high profits • . . the fastest, etc. While these examples of puffery are stock-in-trade for the advertising business, as a Buyer you don’t take them seriously. No one else does either. As Sellers, we want to be taken seriously by everyone we meet. We have tons of money involved, oft times survival itself. ” 27 Puffery and Representation Representation, on the other hand, is provable, defendable, and believable. ” Representations are facts proven as stated—figures, testimonials, expert opinions, published articles, or any other hard information about the product or service from a reputable source.

A Proof Statement example: “PanDowdy Computer can save you 65% of your computer support costs (State the Benefit) according to an Iris & Company survey of 62 user firms (Prove the Benefit). ) Using the Proof Statement helps you persuade in several ways. It makes you look honest. It also makes you look prepared and competent. Honesty, preparation, and competence—these traits take salespeople to the top. There is no way to stop them. On this level of sales, there is little competition. The Proof Statement is such an obvious selling move one would think that most folks have their Proof Statements together.

Until you have established trust and a working relationship, the personal side of the sales call suffers. A sale can happen in 90 seconds. Sometimes it takes years to make a trusting friend. A Mission Statement is a snapshot of your business; it sets the scene for a cold call, a first meeting, or the meeting agenda. It’s your story in 40 words or less that explains why you are taking up the Buyer’s valuable time. It often explains your real business—the Benefits you sell in the marketplace. It’s also used to introduce yourself on a cold call, any time you are asked about your business, or as an opening line in requesting an appointment by telephone.

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