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Selling is considered to be a function of marketing.|Selling is considered to be a function of marketing. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00213.wav |
When sales results are good, Marketing takes credit.|When sales results are good, Marketing takes credit. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00214.wav |
When the sales are bad, the sales department and salespeople are blamed.|When the sales are bad, the sales department and salespeople are blamed. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00215.wav |
WHY HAS SELLING BECOME A BIGGER CHALLENGE TODAY THAN IT WAS YESTERDAY?|WHY HAS SELLING BECOME A BIGGER CHALLENGE TODAY THAN IT WAS YESTERDAY? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00216.wav |
Three, Media has made people more knowledgeable and aware.|Three, Media has made people more knowledgeable and aware. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00218.wav |
Four, There is a term called ‘Caveat Emptor’ which means ‘Buyer Beware’.|Four, There is a term called ‘Caveat Emptor’ which means ‘Buyer Beware’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00219.wav |
That is the old thinking. Today the scenario is ‘Seller Beware’. Why ‘Seller Beware’?|That is the old thinking. Today the scenario is ‘Seller Beware’. Why ‘Seller Beware’? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00220.wav |
This is because the seller is perceived as an expert in his field.|This is because the seller is perceived as an expert in his field. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00221.wav |
The buyer is relying on the seller’s trustworthiness, character and competence to sell him the right product.|The buyer is relying on the seller’s trustworthiness, character and competence to sell him the right product. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00222.wav |
This is where the seller’s integrity is put to test.|This is where the seller’s integrity is put to test. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00223.wav |
People often complain of competition but if you have no competition how could anyone rate or grade you?|People often complain of competition but if you have no competition how could anyone rate or grade you? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00224.wav |
When you have competition, if you are good, you look better and if you are bad, you look worse because people have something or someone to compare you with.|When you have competition, if you are good, you look better and if you are bad, you look worse because people have something or someone to compare you with. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00225.wav |
Success in selling really demonstrates the ‘survival of the fittest’.|Success in selling really demonstrates the ‘survival of the fittest’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00226.wav |
Fitness is the professionalism in a sales professional, which is a learnt trait.|Fitness is the professionalism in a sales professional, which is a learnt trait. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00227.wav |
Isn’t it a small premium to pay for a great life? The profession of selling really is the domain of the elite.|Isn’t it a small premium to pay for a great life? The profession of selling really is the domain of the elite. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00228.wav |
All sales professionals are self-employed entrepreneurs and unless they consider themselves self-employed they will not succeed.|All sales professionals are self-employed entrepreneurs and unless they consider themselves self-employed they will not succeed. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00230.wav |
The real question is - if you are not working for yourself then who are you working for?|The real question is - if you are not working for yourself then who are you working for? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00231.wav |
In a free economy, nothing happens unless a sale takes place.|In a free economy, nothing happens unless a sale takes place. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00232.wav |
A sales professional moves products and services from the producer to the end user.|A sales professional moves products and services from the producer to the end user. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00233.wav |
He keeps the wheels of the economy moving and helps generate income thus playing a very important role in the economy.|He keeps the wheels of the economy moving and helps generate income thus playing a very important role in the economy. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00234.wav |
In fact, without the profession of selling|In fact, without the profession of selling | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00235.wav |
one wonders what would happen to the national or international economy.|one wonders what would happen to the national or international economy. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00236.wav |
Hence, a robust economy strongly depends on good salesmanship.|Hence, a robust economy strongly depends on good salesmanship. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00237.wav |
Many countries have thousands and some millions of salespeople.|Many countries have thousands and some millions of salespeople. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00238.wav |
Just imagine if every salesperson in each company made one extra sale per year or even better per month,|Just imagine if every salesperson in each company made one extra sale per year or even better per month, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00239.wav |
what would happen to the national economy. It would shoot up!!|what would happen to the national economy. It would shoot up!! | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00240.wav |
IT IS A LEARNT PROFESSION|IT IS A LEARNT PROFESSION | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00242.wav |
Every profession needs specialization. An architect cannot perform brain surgery.|Every profession needs specialization. An architect cannot perform brain surgery. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00243.wav |
A doctor cannot represent you in a law suit. A lawyer cannot construct a building.|A doctor cannot represent you in a law suit. A lawyer cannot construct a building. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00244.wav |
Today, more than ever before, college graduates are taking up the profession of selling.|Today, more than ever before, college graduates are taking up the profession of selling. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00245.wav |
In fact, I heard a professor say that over fifty per cent of college graduates (including Engineering graduates) end up into the profession of selling after completing their formal education.|In fact, I heard a professor say that over fifty per cent of college graduates (including Engineering graduates) end up into the... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00246.wav |
The demand for good sales professionals is high but the supply is very low, resulting in a big gap.|The demand for good sales professionals is high but the supply is very low, resulting in a big gap. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00247.wav |
Doctors have to go through medical school,|Doctors have to go through medical school, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00248.wav |
engineers have to go to engineering college but rarely do you find a professional education program for salespeople.|engineers have to go to engineering college but rarely do you find a professional education program for salespeople. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00249.wav |
Anyone can learn the art of selling and excel in this great profession.|Anyone can learn the art of selling and excel in this great profession. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00251.wav |
The problem is not that people cannot learn the art of selling; the reality is that they lack the attitude to learn.|The problem is not that people cannot learn the art of selling; the reality is that they lack the attitude to learn. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00252.wav |
Most people fail in life not because they lack talent,|Most people fail in life not because they lack talent, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00253.wav |
but because they lack a burning desire to succeed.|but because they lack a burning desire to succeed. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00254.wav |
Learning to sell is like learning to ride a bicycle.|Learning to sell is like learning to ride a bicycle. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00255.wav |
Remember the first time when we were learning to ride a bicycle.|Remember the first time when we were learning to ride a bicycle. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00256.wav |
Most probably, we started with a bicycle that had training wheels attached on both sides.|Most probably, we started with a bicycle that had training wheels attached on both sides. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00257.wav |
If you recall the first experience, it was rather scary. We were afraid to fall and get hurt,|If you recall the first experience, it was rather scary. We were afraid to fall and get hurt, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00258.wav |
and our objective was to learn eventually to ride without training wheels.|and our objective was to learn eventually to ride without training wheels. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00259.wav |
As we stumbled when something went wrong, the training wheels protected us till we became proficient enough to balance on two wheels and ride effortlessly.|As we stumbled when something went wrong, the training wheels protected us till we became proficient enough to balance on two wheels and ride effortlessly. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00260.wav |
Just analyze the learning process. It is the persistence, and practice that brings proficiency. The exact same thing is true in learning to sell.|Just analyze the learning process. It is the persistence, and practice that brings proficiency. The exact same thing is true in learning to sell. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00261.wav |
Just like you cannot learn to swim by reading a book,|Just like you cannot learn to swim by reading a book, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00262.wav |
similarly the profession of selling cannot just be learned or taught unless it is practiced on the ground.|similarly the profession of selling cannot just be learned or taught unless it is practiced on the ground. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00263.wav |
This book not only shares with you ‘WHAT’ to do but also ‘HOW’ to do it.|This book not only shares with you ‘WHAT’ to do but also ‘HOW’ to do it. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00264.wav |
This book does not contain theoretical knowledge but contains practical ideas that work and can bring positive results.|This book does not contain theoretical knowledge but contains practical ideas that work and can bring positive results. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00265.wav |
In this book, we shall discuss time-tested, proven principles which make a good professional salesperson.|In this book, we shall discuss time-tested, proven principles which make a good professional salesperson. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00266.wav |
The word I use is ‘principles’ not ‘tactics’.|The word I use is ‘principles’ not ‘tactics’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00267.wav |
This is because tactics are manipulative, whereas, principles are based on foundation of integrity.|This is because tactics are manipulative, whereas, principles are based on foundation of integrity. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00268.wav |
In order for this book to benefit you and show results, it must be read carefully,|In order for this book to benefit you and show results, it must be read carefully, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00269.wav |
completely, and then internalized.|completely, and then internalized. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00270.wav |
Reading without internalizing will not help.|Reading without internalizing will not help. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00271.wav |
Just as an athlete builds stamina by constant practice,|Just as an athlete builds stamina by constant practice, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00272.wav |
similarly a good sales professional builds proficiency with regular practice.|similarly a good sales professional builds proficiency with regular practice. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00273.wav |
My suggestion to you is don’t just read this book, but underline practical ideas and personalize them.|My suggestion to you is don’t just read this book, but underline practical ideas and personalize them. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00274.wav |
They are ready to use and will help lead you towards lasting success.|They are ready to use and will help lead you towards lasting success. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00275.wav |
Whether you are new in the field of selling or a veteran, these ideas will bring fresh perspective.|Whether you are new in the field of selling or a veteran, these ideas will bring fresh perspective. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00276.wav |
The best part of success is it starts with you, it starts now,|The best part of success is it starts with you, it starts now, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00277.wav |
and it starts here!!|and it starts here!! | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00278.wav |
Chapter 3: Pride in the Profession of Selling|Chapter 3: Pride in the Profession of Selling | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00279.wav |
Sometimes, negative perceptions develop towards certain professions given the behavior of some unscrupulous individuals.|Sometimes, negative perceptions develop towards certain professions given the behavior of some unscrupulous individuals. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00281.wav |
Many people consider a salesperson as a fast-talking conman|Many people consider a salesperson as a fast-talking conman | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00282.wav |
who will sell his soul to make a quick buck.|who will sell his soul to make a quick buck. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00283.wav |
He is only interested in commissions at any cost.|He is only interested in commissions at any cost. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00284.wav |
He wants to make a sale by hook or by crook.|He wants to make a sale by hook or by crook. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00285.wav |
Many times, you hear people saying that to succeed you need to learn the ‘tricks of the trade’.|Many times, you hear people saying that to succeed you need to learn the ‘tricks of the trade’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00286.wav |
I disagree! Good professionals learn the trade, they leave the tricks to cheats and crooks.|I disagree! Good professionals learn the trade, they leave the tricks to cheats and crooks. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00287.wav |
Selling with integrity is a noble profession.|Selling with integrity is a noble profession. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00288.wav |
To most people selling is an occupation but to the career-minded, it is a great profession.|To most people selling is an occupation but to the career-minded, it is a great profession. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00289.wav |
I have learnt one thing in my career - a good sales professional will always have a job and a great sales professional will make an above average income.|I have learnt one thing in my career - a good sales professional will always have a job and a great sales professional will make an above average income. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00290.wav |
I feel very strongly that selling is one of the highest- paying professions in the world.|I feel very strongly that selling is one of the highest- paying professions in the world. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00291.wav |
When I decided to go into the profession of selling, some of my friends said,|When I decided to go into the profession of selling, some of my friends said, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00292.wav |
‘Why don’t you get a proper job?’ That was almost thirty- five years ago.|‘Why don’t you get a proper job?’ That was almost thirty- five years ago. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00293.wav |
Today, I am proud of the noble profession of selling and to be a part of it.|Today, I am proud of the noble profession of selling and to be a part of it. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00294.wav |
I feel great pride in being called a sales professional first, and thereafter an author.|I feel great pride in being called a sales professional first, and thereafter an author. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00295.wav |
It is the competence and proficiency of the professional that determines his potential.|It is the competence and proficiency of the professional that determines his potential. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00296.wav |
It is the character of the practitioner that brings goodwill or ill-will to both him and the profession.|It is the character of the practitioner that brings goodwill or ill-will to both him and the profession. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00297.wav |
Why do you go to a doctor ten miles away, bypassing many other doctors on the way? Is he the most qualified?|Why do you go to a doctor ten miles away, bypassing many other doctors on the way? Is he the most qualified? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00298.wav |
Probably not.|Probably not. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00299.wav |
Why do you go to a mechanic ten miles away to get your car repaired, bypassing many other mechanics on the way?|Why do you go to a mechanic ten miles away to get your car repaired, bypassing many other mechanics on the way? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00300.wav |
Is he the most qualified? Probably not! Something tells you that you are dealing with the right person.|Is he the most qualified? Probably not! Something tells you that you are dealing with the right person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00301.wav |
What is that ‘something’? That ‘something’ is called the ‘X’ factor.|What is that ‘something’? That ‘something’ is called the ‘X’ factor. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00302.wav |
What is the ‘X’ factor? It is the feeling that I am dealing with the right person.|What is the ‘X’ factor? It is the feeling that I am dealing with the right person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00303.wav |
That feeling is the trust factor. It is always the intangible spark, which connects us together.|That feeling is the trust factor. It is always the intangible spark, which connects us together. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00304.wav |
Supposing you were offered a product, identical in price and other terms and conditions, by two parties.|Supposing you were offered a product, identical in price and other terms and conditions, by two parties. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00305.wav |
Who would you buy from?|Who would you buy from? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00306.wav |
The answer is obvious; if all other things are equal,|The answer is obvious; if all other things are equal, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00307.wav |
it is the comfort level with the salesperson which will determine who you buy from. What is comfort level?|it is the comfort level with the salesperson which will determine who you buy from. What is comfort level? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00308.wav |
It is the unsaid emotional feeling of ease. People buy more from the heart|It is the unsaid emotional feeling of ease. People buy more from the heart | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00309.wav |
than the head.|than the head. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00310.wav |
A good sales professional not only makes a presentation but he sells himself,|A good sales professional not only makes a presentation but he sells himself, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00311.wav |
his product, and his company in that order. Even if there is a good product from a good company|his product, and his company in that order. Even if there is a good product from a good company | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00312.wav |
but if the prospect is not comfortable with the salesperson, he will not buy.|but if the prospect is not comfortable with the salesperson, he will not buy. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00313.wav |
Selling is as much an inner game as an outer game.|Selling is as much an inner game as an outer game. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00314.wav |
Our inner commitment, belief, pride in performance, integrity and persistence, are all reflected in our performance outside.|Our inner commitment, belief, pride in performance, integrity and persistence, are all reflected in our performance outside. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00315.wav |
The selling profession offers many challenges but also many rewards for those who succeed.|The selling profession offers many challenges but also many rewards for those who succeed. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00316.wav |
For a good salesperson, it can mean a lifetime of prosperity and security for himself and his family.|For a good salesperson, it can mean a lifetime of prosperity and security for himself and his family. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00317.wav |
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