[postlink]http://newbestmotivator.blogspot.com/2009/05/ego.html[/postlink]

A POEM hangs on and old grave in Delhi, the burial site of an Islamic saint. The poem was written by Muhammad Iqbal, a Moslem poet from the Indian continent who composed it when he was twenty-seven years old. He wrote in praise of the great Sufi saint Nizamuddin Auliya.

This was around about the year 1903, and at this time Iqbal was still very close to Sufism. Two years later he left for Europe. He studied at Cambridge, London and Munich, and there, in the lively activity of Europe, he found a valuable model. "Through their ambition for action,' he wrote,'the Western nations have towered over the other nations of the world'. According to Iqbal, the literature and ideas of the West provide the best guide for Eastern nations wishing to appreciate the 'secret life'.

Iqbal was not without criticism of the West, and in this he differs little from other Islamic or Eastern thinkers. However, Iqbal, who regarded modern western thinking as the 'director descendant' of the culture of medieval Islam in Spain and Sicily, later voices more strident criticism of something existing in his own past--Sufism.

Iqbal's poem on Nizamuddin Auliya's grave remains, even though Iqbal himself changed. He was no longer a devotee of Sufism. "Mysticism is the sign of decline of a nation ,'he is quoted as saying. 'All religious teaching that obstructs the flowering of the human identity' is something 'worthless'. In other words, Iqbal had become an 'activist' who saw self as one with the wave: "If I roll, I exist. If I stop, I no longer exist'. But Sufism is passive. The Sufis stress the striving for 'extinction of self' within the Almighty. There, human identity is blottedout. To Iqbal, this is not what should happen. As Rajmohan Gandhi wrote in his work Understanding the Muslim Mind, "Iqbal hoped for man to become a gem, an emerald, not a drop of water.'

Iqbal did not seek union (wisal) with God, but firaq or separation. He wrote in a poem that in union there is the desire for death, but in separation there is the enjoyment of searching.

Man is not just a creature that lays down his head with faint whining in God's lap. Man does not need to speak as Chairil Anwar did when he knocked on God's door:'I am lost, destroyed'. Man is rather God's partner, His creative colleague. Man has his own independence. In a collection of Iqbal's poems, Payam-i-Mashriq, Iqbal relates a conversation between man and God: 'You created the night--but I turn on the light. You created the clay--but I make the pots. You created the wide expanses--but I create the gardens.'

Iqbal goes on to speak further of that important pivot of his wellknown philosophy, khudi. This word can mean 'self' or 'ego' or 'identity'. To Iqbal, its meaning is close to 'declaration', 'reality', of ,'self-realisation'. For Iqbal sees that Adam (meaning man was sent into the world from Heaven not in order to be punished, but rather to be God's representative. Man is not burdened with sin, but rather is given freedom, and it is this that Iqbal calls 'the freedom of human ego'.

The difficulty for man is that this freedom is often frightening. Therefore,man calls upon laws and sets limitations. But how far, for how long and by whom? For those living souls who give birth to wisdom and poetry and those active minds that engender new ideas and discoveries cannot all merely be handed established time-worn limits ad infinitum. Here lies man's capacity to not become 'lost and destroyed'.

So, how can man's khudi move freely and yet not deviate? If we read the writing of Rajmohan Gandhi, Mahatma Gandhi's grandson,who seems to endeavour to understand Iqbal's teaching in the book quoted above, the Iqbal himself finally unable to find a satisfactory answer to his complex problem.

On 20 April 1938 Iqbal died. We recall a line of his last poem, sad and anxious: 'another wisdom will follow--but then again, maybe not'.

Ego

[postlink]http://newbestmotivator.blogspot.com/2009/05/winters-tale-by-william-shakespeare.html[/postlink]

LEONTES, king of sicily, and his queen,the beautiful and virtuous Harmine, once lived in the greatest harmony together. So happy was Leontes in the love of this excellent lady, that he had no wish ungratified, except that he sometimes desired to see again, and to present to his queen, his old companion and school-fellow, Polixenes, King of Bohemia. Leontes and Polixenes were brought up together from their infancy, but being, by the death of their fathers, called to reign over their respective kingdoms, they had not met for many years, thought they frequently interchanged gifts,letter, and loving embassies.

At length, after repeated invitations, Polixenes came from Bohemia to the Sicilian court, to make his friend Leontes a visit.

At first this visit gave nothing but pleasure to Leontes. He recomended the friend of this youth to the queen's particular attention, and seemed in the presence of his dear friend and old companion to have his felicity quite completed.They talked over old times; their school-days and their youthful pranks were remembered, and recounted to Hermione, who always took a'cheerful part in these conversations.

When, after long stay, Polixenes was preparing to depart, Hermione, at the desire of her husband, joined her entreaties to his that Polixenes would prolong his visit.

And now began this good queen's sorrow; for Polixenes refusing to stay at the request of Leontes, was won over by Hermione's gentle and persuasive words to put off his departure for some weeks longer. Upon this, although Leontes had so long known the integrity and honourable principles if his friend Polixenes, as well as the excellent disposition of his virtuous queen, he was seized with an ungovernable jealousy. Every attention Hermione showed to Polixenes, though by her husband's particular desire, and merely to please him, increased the unfortunate king's jealousy; and from being a loving and true friend, and the best and fondest of husbands, Leontes became suddenly a savage and inhuman monster. Sending for Camillo,one of the lord of his court, and telling him of the suspicion he entertained, he commanded him to poison Polixenes.

Camillo was a good man; and he, well knowing that the jealousy of Leontes had not the slightest foundation in truth, instead of poisoning Polixenes, acquainted him with the king his master's orders, and agreed to escape with him out of the Sicilian dominions; and Polixenes, with the assistance of Camillo, arrived safe in his own kingdom of Bohemia, where Camillo lived from that time in the king's court and became the chief friend and favourite of Polixenes.

The flight of Polixenes enraged the jealous Leontes still more; he went to the queen's apartement, where the good lady was sitting her little son, Mamillus, who was just beginning to tell one of his best stories to amuse his mother, when the king entered, and taking the child away, sent Hermione prison.

Mamillus, though but a very young child, loved his mother tenderly;and when he saw her dishonoured, and found she was taken from him row be pure into prison, he took it deeply to heart, and drooped and pined away by slow degrees, losing his appetite and his sleep, till it was thought his grief would kill him.

The king, when he had sent his queen to prison, commanded Cleomenes and Dion, two Sicilian lord, to go to Delphos, there to inquire of the oracle at the temple of Apollo,if his queen had been unfaithful to him.

When Hermione had been a short time in prison, she was brought to bed of a daughter;and the poor lady received much comfort from the sight of her pretty baby, and she said to it,"My poor little prisoner,I am as innocent as your are."

Hermione had a kind friend in the noble-spirited Paulina, who was the wife of Antigonus, a Sicilian lord;and when the lady Paulina heard her royal mistress was brought to bed, she went to the prison where Hermione was confined; and she saidto Emilia, a lady who attended upon Hermione,'I pray you, Emilia, tell the good queen, if her majesty dare trust me with her little babe, I will carry it to the kin,its father; we do not know how he may soften at the sight of his innocent child." "Most worthy madam," replied Emilia, "I will acquaint the queen with you noble offer; she was writing today that she had any friend who would venture to present the child to the king". "And tell her," said Paulina," that I will speak boldly to Leontes in her defence ," "May you be forever blessed," said Emilia, "for you kindness to our gracious queen!" Emilia then went to Hermione, who joyfully gave up her baby to the care Paulina, for she had feared that no one would dare vent to present the child to its father.

Paulina took the new-born infant, and forcing herself into the king's presence, notwithstanding her husband, fearing the king's anger, endeavoured to prevent her, she laid the babe at its father's feet, and Paulina made a noble speech to the king in defence of Hermione, and she reproached him severely for his inhumanity, and implored him to have mercy on his innocent wife and child. But Paulina's spirited remonstrances only aggravated Leontes' displeasure, and he order her husband Antigonus to take her from his presence.

When Paulina went away, she left the little baby its father's feel, thinking when he was alone with it, he would look upon it, and have pity on its helpless innocence.

The good Paulina was mistaken: for no sooner was she gone than the mercilles father order Antigonus, Paulina's husband, to take the child, and carry it out to sea, and leave it upon some desert shore to perish.

Antigonus, unlike the good Camillo, too well obeyed the orders of Leontes; for he immediately carried the child on ship-board, and put out to sea, intending to leave it on the first desert coast he could find.

So firmly was the king persuaded of the guilt of Hermione, that he would not wait for the return of Cleomenes and Dion, who he had sent to consult the oracle of Apollo at Delphos; but before the queen was recovered from her lying-in, and from her grief for the loss of her precious baby, he had her brought to a piblic trail before all the lords and nobles of his court. And when all the great lord, the judges, and all the nobility of the land were assembled together to try Hermione, and that unhappy queen was standing as a prisoner before her subjects to receive their judgements, Cleomenes and Dion entered the assembly, and presented to the king the answer of the oracle, sealed up; and Leontes commanded the seal to be broken, and the words of the oracle to be read aloud, and these were words: --"Hermione is innocent, Polixenes blameless, Camillo a true subject, Leontes a jealous tyrant, and the king shall live without an heir if that which is lost be not found." The King would give no credit to the words of the oracle: he said it was a falsehood invented by the queen's friend, and he desired the judge to proceed in the trail of the queen; but while Leontes was speaking, a man entered and told him that the prince Mamillus, hearing his mother was to be tried for her life, struck with grief and shame, had suddenly died.

The Winter's Tale by William Shakespeare (part I)

[postlink]http://newbestmotivator.blogspot.com/2009/05/proverb.html[/postlink]

A BAD BEGINNING MAKES A BAD ENDING

The multistorey (multistoried) building was destroyed only by a small earthquake because the foundation was too law. A bad beginning made a bad ending.

BAD NEWS TRAVELS FAST

He thought that all of the boys knew that he had been defeated in the fight. As people said that bad news travelled fast.



CALL A SPADE A SPADE

He took some money from her bag and said the borrowed it. But she told him he stole it because she decided to call a spade a spade.



DEAD MEN TELL NO TALES

The robbery witnesses were killed by the robbers. They believed (in) the proverb, 'Dead men tell no tales.'



EARLY TO BED EARLY TO RISE, MAKES A MAN HEALTHY, WEALTHY AND WISE

She told her son to go to bed early. Because he was weak lately. She loved to follow the proverb, 'Early to bed and early to rise, makes a man healthy, wealthy and wise.'



FACT ARE STUBBORN THINGS

He said he could defeat the new fighter. But in the ring, he was knocked out only in the first round. His opponent said, 'Fact are stubborn things.'



GARBAGE IN, GARBAGE OUT

He always complained about his meal. What she served was far form nourishing. So how he could work hard with such undernourished meal. But he didn't say a bit that what he sent home was less than half of the money he earned. He was a real stingy husband. So what she served was a reflection of what she received. It was a case of garbage in, garbage out.



HABIT IS SECOND NATURE

When he was a child, he used to set an alarm clock for five o'clock. Now he still wakes up at five o'clock. Waking up at five o'clock has become his habit and habit is second nature. He thinks it's impossible to break his habit. Even on Sundays he wakes up at five o'clock.



IDLE FOLKS HAVE THE LEAST LEISURE

He had nothing to do. And he spent his time only to avoid work. Every time his mother ask him to help her, he always answered that he had no time. It seemed that he didn't enjoy the time he had. It was true that idle folks had the least leisure.



JACK IS AS GOOD AS HIS MASTER

They and their children regarded their maidservant as their family member. Because she had been with them for a long time. Besides, they thought that Jack was as good as his master.








Proverb

[postlink]http://newbestmotivator.blogspot.com/2009/05/reflections.html[/postlink]

There is a Chinese story about mirrors and humans. In the time of the Yellow Emperor, it is told, the world of mirrors and the world of humans were not separated as they are now. They differed from each other. There were no beings, colours or shapes that were the same. The two kingdom lived peacefully side by side. The inhabitants of each kingdom could go in and our through mirrors that divided them.


But one night the creatures from the kingdom of mirrors attacked the earth. They had terrific force. Even so, the bloody conflict ended in victory for the kingdom of humans. The Yellow Emperor used magic. The attackers were forced to retreat, and they lost.

The enemies were imprisoned in the mirrors. As punishment they had to copy--like in a dream--whatever humans did. Their power had been taken from them, as also their forms. They were made into mere obedient reflections of the human image.

Yet this situation is not eternal. One day to come, as the storyteller, the Emperor's magic will be end. The mirrors-creatures will free themselves. At least this is how Jorge Luis Borges writes it, who put this story--or even created it himself--in his Book of Imaginary Beings published in 1957.

A narrative, as Borge himself once said, is 'an axis of innumerable narrations'. This tale about mirrors and humans becomes, amongst other things, a parable. A post-modernist thinker, Jean-Francois Lyotard, for example, consider this tale as a story about modern man who conquers the world outside himself. Modern man, this argument goes, builds the world outside just as the Emperor cast a spell on the mirror creatures: making it imitate his own form exactly.

In this interpretation, the Emperor can maintain his position only as long as he represses those mirror creatures, and keeps them on the other side. The existence of The Powerful one depends on this tethering. His Majesty can say 'I am' precisely because he has made that other side reflect himself.

It seems there is indeed a mechanism within people to go on conquering nature--a mechanism that has to make reality outside of oneself seem frozen: like an object to be formulate, concept, theories, or planning objectives. For only with formulate, concept and planning can I have power over the world. And in this way, too, the 'other' creatures or people,over there, are merely projections of myself, or parts that follow whatever comes from myself.

In the beginning there is self depends. In the end there is death. Making everything frozen, acquiescent, and incapable of further variation,is like becoming King Midas--everything he touched turned into gold: perfect, brilliant, but dead.

This is the violence towards the plural world--unsuspected. Eventually it becomes a lie--and also violence--towards oneself. Changing others to become units uniform in number,becoming just group samples, is the same as viewing a swift river as merely a grouping of the elements H2O. Seen this way, man lives no longer within the flow of time--something free.

'Time is the substance from which I am made,' writes Borges in Labyrinths.'Time is a river which carries me along, but I am the river; it is a tiger that devours me, but I am the tiger; it is the fire that consumes me, but I am the fire.'

Reflections

[postlink]http://newbestmotivator.blogspot.com/2009/05/sacred-poetry.html[/postlink]

If sacred texts merely books of law without poetry, humans would have been living a long time with barren spirits. The Bhagavad Gita, the Bible, the Koran: in the midst of our contemporary experience, one thing we need is to revive the poetry found within them.


And this doesn't mean merely to translate them with verbal decoration or to read them in a beautiful style. The poetic translation of the Koran pioneered by Mohamad Diponegoro in Indonesia some years back, or Nyoman S. Pendit's attempts with the Bhagavad Gita, proved they did not have to ornament. For we do not need such ornament. More fundamental to the revival of the poetry of sacred texts, is actually to revive our own spirituality. To me this means a renewal of attitude, so as to be able to accept sacred texts as not just a kind of code of criminal law.

For indeed, God spoke in human language, in poetry. And poetry, with its symbolism,its rhythm, with all its energy, does no dictate. Poetry is speech to the soul, which involves the acknowledgement of the other as a person, with all that this implies. Accepting sacred texts as living poetry means to accept the word of God not as a decree, but rather as an invitation to dialogue;not as intimidation, but rather as the bestowal of love. In this way, we free ourselves from a biased, confining view about God and mankind; God as a kind of tyrant, and humans like His colonised subjects, already exiled, and forever distrusted.

Too often we are asked to be in fear of Him, and we all too frequently forget that we can actually be attracted to Him and love Him. Henry Miller, in his autobiography, write that once he suddenly noticed on a wall in Chicago writing in ten-foot high letters: Good News! god is Love! as though this good news had to be made into a headline--even though this 'news' was not actually any new truth. For this not-new truth had been long stifled, and mankind had, for a long time, not known of it. We know the character Hasan in Achdiat K. Mihardja's novel, The Atheis: he suffers because since his childhood God has been depicted to him as the Owner of Hell, speaking only of threats and never of consolation.

A God who does not cheer is a God depicted not as the All-loving and All-forgiving, but rather as the All-hating. And if so, he is a futile creator. For then our life loses its meaning, man is just one absurd product. And then we forget that life is a gift, that the world is not a cursed place of exile, that man is important, a caliph on earth, and not a hunted dog.

To accept the important meaning of man is actually our problem now. If we believe there is no coercion in religion, if we are open enough to live within the poetry of God's words and not merely to live within His threats, then we have to trust man with his freedom. For God bestows upon us what Iqbal calls the 'freedom of human ego'. For the relationship between man and God, which these days is called a relationship between 'I-and-Thou' is a relationship of Subject-to-subject. It is only through the poetry of sacred texts that this kind of relationship can be experienced: my self is not submerged, but rather emerges, with a living spirit, in liberty. In short, a relationship without ambition, where humans can give thanks within a situation of devotion and intimacy, a direct contact without any other person as intermediary--for in the end, poetry cannot be determined by a go-between.

Indeed, in the end, the conversation of God with man in poetic experience is not determined by third party. We can get assistance from someone else to interpret the Word of God, but then it is up to us to determine our attitude. Through poetry, the words of God convey not merely His being, but also His mystery. For in the meeting transformed by poetry, language is enriched, approaching comprehensive depiction, and portraying realities that cannot be completely clarified by analysis. Poetic articulation does not speak of details, bit by bit. Its articulation contains its own ambiguity, and yet can still communicate. Through poetic language such as this God can appear in our hearts,creating an inner experience, which made the poet Chairil Anwar write:

Although it is truly difficult
to remember the all of You

He experienced the mystery of God, which opened up all kinds of possibilities of interpretation, without there ever being fullness of depiction. No one can resemble God, and no one can claim to have found the one and only Truth of Him. That is why God gives each of us the opportunity to relate to Him. In this way, to revive that poetry of sacred texts means to open the door to a free, authentic and individual communication between God and man. To revive that poetry means to avoid the tendency of stasis in our system of belief. Faith cannot be transplanted, religion cannot be regimented, and interpretation about God cannot be monopolised.

I think we need awareness like this in our times.

Sacred Poetry

[postlink]http://newbestmotivator.blogspot.com/2009/05/from-loser-to-winner.html[/postlink]

Some years ago, an acquaintance of mine with a number of years' experience in various types of financial sales decided to sell life insurance. After working for a number of companies, with diminishing results, he ended up with a company selling debit life insurance. In selling this type of life insurance, the salesman solicits door and collects the premiums either weekly or monthly. My acquaintance has a snapshot of himself dressed in baggy trousers in which he is dejected looking, slouching, and clutching his debit book.The picture was taken in a grimy parking lot outside a rundown diner.

Shortly after this picture was taken, he obtained a reprieve with an opportunity to sell rather sophisticated financial services to major corporations. Because this work entailed meeting the treasurers and financial vice presidents of major companies, he spent his last dollars on a decent pair of shoes, a couple of suits, and a new overcoat. Today, many years later, he is one of the more successful people in the industry. He has had the snapshot enlarged and enclosed in plastic, and it has a place of honor on his desk. He has also given it a tittle-'"The Loser." He says he keeps it as a reminder of less fortunate days.

Recently, I asked him what had changed a loser into a winner in this case. He told me this:

"I spent every waking hour learning about my product. I wanted to know everything that pertained to it, an I am continuing to learn about it today. As a result of this study, I decided that I know my product as well as anyone in the world. Certainly, I knew more about it than any of those people to whom I was attempting to sell it.

Before every days' prospecting, I had a talk with myself. I told myself that I was the worlds' greatest salesman and that I was doing these people a substantial service in sharing my knowledge with them. Somehow this talk buoyed me up and gave me real confidence. This attitude seemed to come through to those I dealt with. Soon I began to enjoy real success, and my confidence increased even further. When difficulties arose, I asked myself what the worlds' greatest salesman would do in this case. Whatever the answer, I had usually failed to do it. When I began to attempt to act like the worlds' greatest salesman, I came close to becoming one."

Today this man, 20 years older than in the picture, stands straight and radiates enthusiasm, knowledge, and confidence. Clearly, his attitude and frame of mind have had a very positive effect.

From Loser to Winner

[postlink]http://newbestmotivator.blogspot.com/2009/05/speaking-techniques-for-salesperson.html[/postlink]

You learn to develop the necessary speaking techniques by practice, by analyzing your successes and failures, and by continuing to learn as you work. Some techniques to assist you in being a more effective speaker are suggested here.


In person or on the telephone, it is generally better not to try to tell jokes. Even professional comedians bomb occasionally, and in telling jokes there is always the chance of offending someone or some group. Since you don't know your prospects' sensitivities, why risk offending them? Since you are not a professional comedian, why risk embarrassing yourself? Wry, self-deprecating remarks are sometimes useful, since they can't threaten your listener and they may indicate that you don't take yourself too seriously. They also allow you to express criticism of conventional wisdom in a pleasant way. Sarcastic remark directed to others, however,are always out of place; they do only harm.

Most salesperson tend to speed up their speech as they become emphatic or excited. Learning to slow down, particularly for emphasis, is very necessary. A small card with the word slow printed on it to be carried with you into an interview or laid beside the telephone while calling can be helpful. If your listener don't understand you, you might as well not be talking. In any complicated presentation it is important to check the listeners' reaction as you proceed. Do they understand? Go back over the salient points of your presentation. Do they agree? Ask for assent. The longer the presentation, the more important it is to repeat the salient points and check for understanding and agreement.

Varying the pitch and volume of your voice is the best way to indicate emphasis and keep the listener interested. Even the best speaker who has no change of pace can be boring. Dropping the volume to almost a whisper can be as effective as shouting. A drumbeat rhythm can be most emphatic.

In personal interviews with a single individual or speaking before a group, looking your audience in the eye is the only way to be sure of their attention. Eye contact is vital in retaining interest, and it indicates determination and sincerity. These are qualities you want to project.

A set, memorized presentation is usually not desirable. It may appear as if the message were "canned" and perhaps uncertain, and it often seems to lack sincerity. What you should memorize is a list of the salient features of your product and its presentation. Then you can deliver your presentation in a manner which suggests that it has been expressly prepared for the listener. You also avoid the problem of being interrupted in a memorized speech, and then perhaps being unable to gather your thoughts again and continue. Such a situation can be fatal to any salesperson. If you really understand and know what you are attempting to say, you can welcome interruptions and still press on with your main points.

When speaking before a group, avoid a stationary position such as behind a lectern. Movement is necessary to maintain interest, as a gestures,and both are virtually useless if you are hiding behind something solid. Some public speakers grasp lecterns as if they were drowning and were afraid their last support was slipping from their grasp. Such a posture might inspire sympathy but not confidence in you, and that is what you are seeking. Gestures below the waist, which can give the appearance of uncertainty, hesitancy, and lack of confidence, should be avoided. To be certain the microphone is mobile and in working order and that any other equipment, such as speakers or projectors, to be used in a presentation to a group is operative, they should be tested well in advance.

Flip charts can be useful as an aid in exampling a complicated problem or its solution. They should not be used as a crutch or as a substitute for knowing your business. In using such charts, care must be taken to maintain eye contact and to vary the pitch and volume of voice. Other aids, such a projectors or movies, are good for presenting complex, visually oriented presentations before large groups.However, they lack spontaneity and may cause listeners' interest to drop off. In financial sales, I doubt that such charts or other aids should ever be used.

Using hand-held cue cards for any major or involved presentation, particularly before a group,is an absolute necessity, however. You need not try to hide them or apologize for them. Merely state that you have a lot of points to cover and data to present, and you want to be sure to be absolutely accurate.That is all that need be said. Such cards should be numbered to help you cover all major points in order. This also helps you see the trend of your thought should the cards become mixed. The cards should be printed large enough to be read without glasses (if you need them). You may want to remove your glasses to gesture, or it may be impractical for one reason or another to wear them. By using cue cards, youcan be assured of giving fully understood presentation which covers all the points,and you will still appear to be speaking in an impromptu manner.

In one-on-one, in-person interviews, you should try to be relaxed but not too relaxed, at ease but not sprawling. Generally, it is wise to let the prospect or client set the ton as far as small talk is concerned. In some parts of the country, such as the South and West, at least 15 minutes is needed for small talk, whereas in some of the major cities such as New York or Chicago, 3 minutes could be considered being overtalkative. In any event, getting to the point is never a mistake.

As in dealing with a group, eye contact is important, but it should not be challenging. Some people use the technique of looking at the other person's nose or mouth, rather than always looking directly at the eyes. It may be wise to look those in the eye who seem to welcome it, and glance only periodically at those who seem to be made uncomfortable by this practice.

Regardless of what other sales aids you may use in an interview, you should always have a large lined pad and pen available to illustrate your points or make computations.As you engage in more interviews, you will become more sensitive to the reaction you are receiving from the other party. Sometimes you will find that you are receiving attention. This may be due to factors beyond your control, such as events that occurred directly before you meeting, or it may be due to the other person's disinterest in your product. Sometimes the best way to find out is to ask:"I am getting the feeling that I'm not reaching you. Is there something I've missed?"

Talking over the telephone differs from direct interviews in several ways. Usually you will speak to a secretary first. It is wise to tell the secretary who you are, who you represent, and your purpose, so your call can be properly announced. Once you get to speak to your client or prospect you should have some point of interest ready to grasp his attention, since you may have less than 60 seconds to make an initial impact.

Compared to personal interviews, you are operating at a serve disadvantage in telephoned contacts because you may be calling at the wrong time and not realize it, and you can't see the other party's face and gain any reaction from it. You also can easily be cut off before you can obtain all the facts or tell you entire story. Thus an initial impact is much more important than it is in a face-to-face conversation. Before you place a call you should have some idea of what will interest the other party most, and you should be prepared to make this points as quickly, as possible in your conversation. If the point is not made quickly, it may never be made. It is important to be both direct and brief in telephone conversations. It is seldom effective to make complete sales presentation by telephone.

In many cases you will be unable to reach the party you are calling on the initial call. The information you have given the secretary--your name, company, and the complete purpose of your call--should then be left as a message.In the event repeated calls are necessary to make contact, the accumulated weight of your calls assist you in getting through. If you have not left message, every call is considered as if it were the first one.

Putting into practice these suggestions for improving your speaking ability may not make you a polished orator, but you should be able to hold your own in most of the sales situations you encounter. In any case, you will have laid the foundation for greater confidence and continuing improvement.


Speaking Techniques for Salesperson

[postlink]http://newbestmotivator.blogspot.com/2009/05/differing-by-goenawan-muhammad.html[/postlink]

Every December there are always people who slowly turn the key in the door of their rooms and listen to the world asking:
are we really all the same? Every December: when people think about human rights, about the universal yet problematic in humanity, and about commonplace matters like commercialised Christmas, or, in quick succession, the changing year.

Every December there are always people who buy cards and write an address at the top: are Christmas, the month of Ramadhan and the days of Id, really witnesses to a one God and varied humanity, in a life that is basically calm, peaceful, where people can exchange greetings, write cards, declare their longing or condolences, or just send some news? Or is it one God, diverse humanity, and times that are never the same?

Every December there are always people who read page three in the newspaper and cannot reply. There are so many dilemmas outside the front door. A few weeks after December 1991, People magazine told of the murder of Tina Isa.

Tina was the daughter of a family from the West Bank in Palestine that had migrated to America in 1985, when she,the youngest child, was only around three years old. On that December day,Tina was found stabbed to death. It was not difficult for the police to find who had killed this sixteen-year-old-girl. The murderer was her own father.

The father murdered her because he believed that Tina had brought shame on the family and his own sense of honour. She worked at a fast-food restaurant, and was dating a young black man, a school friend. Zein, the father, did not allow it. He wanted to marry off Tina in the same way as he had married off his older daughters: choosing a husband was the father's prerogative. But Tina protested, resisted her father with harsh words, and finally one night, while her mother held her arms and body, the father stabbed her. Die, My Daughter, Die ! is the title of the article in People, January 20, 1992.

'Anyone growing up in the Middle East knows that being killed is a possible consequence of dishonouring the family', People quotes an anthropologist who was born and raised in Jerusalem. Could Zein be sentenced? Isn't one entitled to have authentic customary law?

To differ is what human rights are about. The paradox of human rights is that their starting point is something universal--whereas the universal can be interrogated byt the particular, which is not necessarily the same as what is assumed by that universality. If there is anything that constantly teases us, it is the matter of 'differing' and its meaning in life.

Perhaps, in the beginning, there was differing. But 'the beginning' did not appear, ready, from out of nowhere: even it was a product of differentiation,of difference. Everything that exists gets its identity through being different,and every existing being is always within a situation of comparison with the other. Differing, therefore, cannot be ensnared. In Javanese, the word beda,which is the same as the Indonesian word beda for 'differing', can mean 'differing' or 'other', but it can also mean 'tease'--a teasing that is playful and enjoyable. In other words, something that has no final purpose of having a final 'product'. It has no teleology.

About thirty years ago, Emmanuel Levinas spoke of le visage de l'autrui.He spoke of the 'face' (le visage) and how the other person, who appears before and within us in a concrete way, cannot be abstracted, cannot be formulated, because he or she always transcend what I say and comprehend about him or her. Levinas spoke of the l'autrui,or what in Javanesse is called liyan, meaning 'that which is differing' but can also mean 'the other'. To Levinas,it is in the meeting with and admission of le visage de l'autrui that human ethical moments occur. We do not meet desiring 'product'. We meet with and in something that is infinite.

But here again is a tease: in life there is the infinite, but there is also a need for the infinite, a violent one. Tina was murdered. Zein was imprisoned. Justice often demands a balance, as is represented in its symbol. Justice also demands that there be a uniform standard, like scales. Justice-on-the-scalesis halted differing. In justice, a third party will always be present.

And yer every December there are people who ask:who is represented by the judge, by the third party? It is true that she represents something that can be accepted by all parties? In other words: something universal? Or is that universal merely the victory of those who appear and do the most talking? Suddenly there is a need,a longing perhaps, for 'the same'. In Malay, the word for fellow being is 'sesama' or 'the same'. And thus we meet the world.

The world is q conversation between these differing sesama or fellow. Christmas and Id are spread wide with songs, cards, and objects that cross boundaries because of money and trade--many and varied, but yet with a pattern that has often become similar. Maybe here a relative difference that is no absolute, teases and fascinates. Not hate, anger and murder.Not for mutual indifference, mutual exclusion, nor violence to wipe out the different--to submerge infinity within totality, the submerge the infinite within that which is round, one, whole, solid, stuck, uniform, cruel.

Differing by Goenawan Muhammad

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A person with the characteristics of intelligence, empathy, sympathy, and ego strength has the greatest chance of success in big financial sales. But merely having the these characteristics is not enought; the salesperson must also project an image which is inoffensive to everyone and inspires confidence. The way a salesman of financial services talks and the way he looks often will determine whether he will ever get beyond the first contact.

HOW TO GET YOUR STORY ACROSS

No one can please everyone all the time, but a salesperson, has to try. Some years ago I telephoned the president of a small southern textile company. We chatted, and it became apparent that, although his company did not require my product, they might in a few years. I said good-bye, sent the president a brief form letter, and marked the file to recontact him in about two years.

When,after two years, I telephoned him again. I identified myself and my company. I was amazed at this response.

He : You called me before, didn't you?
Me: Yes sir, I did call you about two years ago, more or less.
He : Didn't I tell you then we don't need your product?
Me: Yes, you did, but that was two years ago, and the world keeps turning and changing, so I
thought I'd check with you again.
He : That's the trouble with you fast-talking salesman. You don't listen. You're pushy. All you
Yankees are the same.

To this prospect I was a fast-talking, high-pressure "Yankee" salesman, even though I was calling from Baltimore, which is well below the Mason-Dixon Line, and my approach was quite leisurely, perhaps even too low-keyed by some standards.

Developing a speaking technique which, if less than golden tongued, is at least not tongue-tied, requires empathy. Depending on the prospect or client, you may have to "machine gun" facts or approach your presentation as leisurely as you would a summer stroll. Both techniques may be used at different times with the same prospect. You let him set the tone of your discussion, or you react to his attitude in such a way as to arouse his interest, curiosity, greed, or other emotions.

The best speaker can be the worst salesman because he lacks knowledge of this product. A slow-speaking, knowledgeable expert can coax agreement from the most reluctant prospectby his sincerity and obvious grasp of the facts, despite a poor delivery.

Your best chance of success in speaking to others is to know yourself, your strengths and your weaknesses, and then to build on your strengths in conversation and learn to correct your weaknesses. By being yourself, a unique individual, you enhance your effectiveness because you will be relaxed and sincere. These are qualities that are going to sell; they should be showcased, just as an actor does.

Analysis of speaking ability

You can improve your speaking ability by analyzing it in different situations before a group, with and individual face to face,or using the telephone. Because it is difficult to rate yourself, the best way to do this is to make presentation of these types accompanied by an associate who will take notes, record your strengths and your weaknesses, and then critique you as soon as possible.After you have made the necessary improvements and corrections, the same associate should accompany you as you engage in the same types of encounters and then reexamine your performance using the same criteria.

In evaluating telephone sales technique, only one side of the conversation is available to the associate. This is usually enough to allow obvious flaws to be picked up, however. Telephone presentations can be followed with instant evaluation, which is most valuable in making corrections.

Depending on your expertise,it may take weeks or years before you feel fully confident speaking in any sales situation. The more experience you obtain, the more quickly you will be able to improve your techniques. Practice may not make perfect, but it always makes better.

To a great degree, your progress will depend on your mental attitude. If you view speaking to others as a painful chore, it will remain difficult. If you vie it as an opportunity to enjoy yourself as soon as possible after every speaking experience and to attempt to be completely objective. After every call you can rate yourself on a scale of 0-10 on your:

1. Ability to project your personality.
2. Eye contact.
3. Voice control.
4. Body movements and gestures.
5. Use of sales aids.
6. Content of the presentation.
7. Ability to answer questions and objections.
8. General audience reaction.

Whether you are working with an associate or evaluating yourself, you should make it a point to keep records on your weaknesses and strength, suggested changes, and ratings. By comparing these periodically, you will be able to pinpoint areas of progress and areas which need more work.



Projecting the image of success by Milton M. Harris

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