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FORMULA FOR SUCCESS|FORMULA FOR SUCCESS | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00646.wav |
One, be passionate about the profession of selling.|One, be passionate about the profession of selling. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00647.wav |
Two, believe in your product.|Two, believe in your product. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00648.wav |
Five, there is no substitute for hard work.|Five, there is no substitute for hard work. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00650.wav |
Six, practice persistence don't quit.|Six, practice persistence don't quit. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00651.wav |
Eight, be knowledgeable about your product, service and industry.|Eight, be knowledgeable about your product, service and industry. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00653.wav |
Nine, get on a continuous education program.|Nine, get on a continuous education program. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00654.wav |
Ten, Evaluate your performance, daily, weekly, monthly|Ten, Evaluate your performance, daily, weekly, monthly | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00655.wav |
and with each evaluation, note three positive things you are doing and three things you need to improve until the next evaluation.|and with each evaluation, note three positive things you are doing and three things you need to improve until the next evaluation. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00656.wav |
Reinforce the positive and replace the negative.|Reinforce the positive and replace the negative. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00657.wav |
Wise people learn from their mistakes but wiser people learn from others’ mistakes.|Wise people learn from their mistakes but wiser people learn from others’ mistakes. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00659.wav |
Twelve, Be enthusiastic - it shows belief in your product and in your profession.|Twelve, Be enthusiastic - it shows belief in your product and in your profession. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00660.wav |
Thirteen, Empathize with your prospect.|Thirteen, Empathize with your prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00661.wav |
Put yourself in the other person’s shoes. Fourteen, Become a high energy person.|Put yourself in the other person’s shoes. Fourteen, Become a high energy person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00662.wav |
It shows you have a clear destination and the determination to achieve it. Avoid burnout.|It shows you have a clear destination and the determination to achieve it. Avoid burnout. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00663.wav |
Fifteen, Build high self-esteem and display self-confidence.|Fifteen, Build high self-esteem and display self-confidence. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00664.wav |
Seventeen, Develop pride in performance. No matter what you do, do it with great pride.|Seventeen, Develop pride in performance. No matter what you do, do it with great pride. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00666.wav |
Let your work speak for you and when your work speaks for you, don’t interrupt.|Let your work speak for you and when your work speaks for you, don’t interrupt. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00668.wav |
Nineteen, Stand by your principles of integrity. Your credibility determines your profitability in life.|Nineteen, Stand by your principles of integrity. Your credibility determines your profitability in life. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00669.wav |
Your goodwill is more than your money.|Your goodwill is more than your money. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00670.wav |
Do the right thing, the first time, every time.|Do the right thing, the first time, every time. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00671.wav |
Twenty One, Autograph you work with excellence.|Twenty One, Autograph you work with excellence. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00672.wav |
I would also recommend that you associate with people of high moral character because positive people reinforce the positive.|I would also recommend that you associate with people of high moral character because positive people reinforce the positive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00673.wav |
George Washington said, ‘Associate yourself with men of good quality, if you esteem your own reputation,|George Washington said, ‘Associate yourself with men of good quality, if you esteem your own reputation, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00674.wav |
it’s better to be alone than in bad company.’ The following statement has a lot of merit,|it’s better to be alone than in bad company.’ The following statement has a lot of merit, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00675.wav |
‘Where you will be five years from now will depend upon the kind of books you read|‘Where you will be five years from now will depend upon the kind of books you read | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00676.wav |
and the company you keep.|and the company you keep. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00677.wav |
How true! Where we are today also is the result of the books we have read and the company we have kept in the last five years.|How true! Where we are today also is the result of the books we have read and the company we have kept in the last five years. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00678.wav |
‘The quality of a person's life is in direct proportion to their commitment to success,|‘The quality of a person's life is in direct proportion to their commitment to success, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00679.wav |
regardless of their chosen field of endeavor.’|regardless of their chosen field of endeavor.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00680.wav |
PR means that, without commercial advertising,|PR means that, without commercial advertising, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00682.wav |
you announce to the world that you exist by providing a useful service to society and making an honorable living.|you announce to the world that you exist by providing a useful service to society and making an honorable living. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00683.wav |
The difference between PR and Advertising is that in an advertisement,|The difference between PR and Advertising is that in an advertisement, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00684.wav |
you promote yourself to solicit business whereas in PR, a third party recognizes you and your work|you promote yourself to solicit business whereas in PR, a third party recognizes you and your work | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00685.wav |
and because of that, people want to deal with you.|and because of that, people want to deal with you. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00686.wav |
PR is a crucial part of gaining credibility, visibility and good will.|PR is a crucial part of gaining credibility, visibility and good will. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00688.wav |
As a good professional, you need to expand your circle of friends.|As a good professional, you need to expand your circle of friends. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00689.wav |
The easiest and fastest way is to volunteer your time in an organization that is constructively involved in community development.|The easiest and fastest way is to volunteer your time in an organization that is constructively involved in community development. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00690.wav |
You will immediately develop a large circle of likeminded friends with mutual respect. It builds goodwill,|You will immediately develop a large circle of likeminded friends with mutual respect. It builds goodwill, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00691.wav |
and shows concern for the community or society,|and shows concern for the community or society, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00692.wav |
provided your involvement is for a cause and not just a strategy for improving sales.|provided your involvement is for a cause and not just a strategy for improving sales. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00693.wav |
Improvement in business happens as a result of mutual respect because like-minded people want to deal with each other.|Improvement in business happens as a result of mutual respect because like-minded people want to deal with each other. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00694.wav |
Commitment to a cause should be genuine and not have an ulterior motive.|Commitment to a cause should be genuine and not have an ulterior motive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00695.wav |
The following are some good organisations to get involved in: .|The following are some good organisations to get involved in: . | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00696.wav |
Eight, Chamber of Commerce. There are many other similar organizations and self-help groups.|Eight, Chamber of Commerce. There are many other similar organizations and self-help groups. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00699.wav |
One can get involved by volunteering the time, donating money,|One can get involved by volunteering the time, donating money, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00700.wav |
(that is, TV, radio and newspapers)|(that is, TV, radio and newspapers) | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00702.wav |
that you are available for discussion when they call guests.|that you are available for discussion when they call guests. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00703.wav |
BRAGGING IS NOT PR. In order to establish credibility,|BRAGGING IS NOT PR. In order to establish credibility, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00704.wav |
some people think that blowing their own horn would help them overcome all the negative perceptions of the buyer.|some people think that blowing their own horn would help them overcome all the negative perceptions of the buyer. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00705.wav |
Many salespeople start bragging about their achievements as a strategy.|Many salespeople start bragging about their achievements as a strategy. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00706.wav |
Unfortunately, most of the time it backfires. People prefer a subdued, humble and soft approach|Unfortunately, most of the time it backfires. People prefer a subdued, humble and soft approach | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00707.wav |
rather than an approach to show how great they are. When a medical doctor approaches a patient for the first time,|rather than an approach to show how great they are. When a medical doctor approaches a patient for the first time, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00708.wav |
the first few seconds or minutes gives the patient a feeling of comfort or discomfort.|the first few seconds or minutes gives the patient a feeling of comfort or discomfort. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00709.wav |
At that point the doctor’s people skills are more crucial than his professional skills.|At that point the doctor’s people skills are more crucial than his professional skills. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00710.wav |
The patient doesn’t care if the doctor came first in his class at medical school.|The patient doesn’t care if the doctor came first in his class at medical school. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00711.wav |
It is both the people-skill and professional-skill that start developing credibility and confidence in the buyer.|It is both the people-skill and professional-skill that start developing credibility and confidence in the buyer. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00712.wav |
Input Determines Output: Your success or failure is determined by the ratio of risk and trust between the buyer and the seller.|Input Determines Output: Your success or failure is determined by the ratio of risk and trust between the buyer and the seller. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00713.wav |
The risk and the trust factor are in inverse proportion.|The risk and the trust factor are in inverse proportion. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00714.wav |
all three scenarios above lead to: high risk.|all three scenarios above lead to: high risk. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00721.wav |
It’s caused by a lack of transparency and also results in further loss of transparency.|It’s caused by a lack of transparency and also results in further loss of transparency. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00723.wav |
It becomes a vicious cycle and can eventually lead to a confrontational relationship.|It becomes a vicious cycle and can eventually lead to a confrontational relationship. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00724.wav |
Always ensure you stay away from such situations as they lead to distrust and suspicion.|Always ensure you stay away from such situations as they lead to distrust and suspicion. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00725.wav |
recipe for success will and skill.|recipe for success will and skill. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00726.wav |
Selling is like cooking a dish. In order to get a delicious dish, you have to have the right ingredients,|Selling is like cooking a dish. In order to get a delicious dish, you have to have the right ingredients, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00730.wav |
right quality and the right proportions cooked at the right temperature and mixed in the right order.|right quality and the right proportions cooked at the right temperature and mixed in the right order. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00731.wav |
If any one of these items is poor, it is a recipe for disaster.|If any one of these items is poor, it is a recipe for disaster. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00732.wav |
It doesn’t matter what the combination is, everything should be positive.|It doesn’t matter what the combination is, everything should be positive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00733.wav |
Chapter Six, Qualities of a Winning Professional|Chapter Six, Qualities of a Winning Professional | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00734.wav |
Cardinal Rule: IF YOU WANT TO CLOSE A SALE, SHOW THE BUYER THE REASON FOR AN URGENCY TO BUY,|Cardinal Rule: IF YOU WANT TO CLOSE A SALE, SHOW THE BUYER THE REASON FOR AN URGENCY TO BUY, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00735.wav |
AND LOSS BECAUSE OF A DELAY.|AND LOSS BECAUSE OF A DELAY. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00736.wav |
Edison said that ‘Success is ninety-five per cent perspiration and five per cent inspiration.’ What are the qualities of a winning professional?|Edison said that ‘Success is ninety-five per cent perspiration and five per cent inspiration.’ What are the qualities of a winning professional? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00737.wav |
Selling is both an art and a science. Selling is an art because you are dealing with humans who are unpredictable.|Selling is both an art and a science. Selling is an art because you are dealing with humans who are unpredictable. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00743.wav |
They are creatures of emotions, and emotions invariably override logic.|They are creatures of emotions, and emotions invariably override logic. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00744.wav |
It is also an art because it takes creativity to be a good sales professional;|It is also an art because it takes creativity to be a good sales professional; | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00745.wav |
involving innovation and uniqueness with each prospect.|involving innovation and uniqueness with each prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00746.wav |
It is a science because by following a certain series of steps, in sequence, your closing ratios and the probability of making the sale become much higher.|It is a science because by following a certain series of steps, in sequence, your closing ratios and the probability of making the sale become much higher. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00747.wav |
It is also a science because it is based on certain principles which if repeated makes the outcome predictable.|It is also a science because it is based on certain principles which if repeated makes the outcome predictable. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00748.wav |
To take the mystery out of selling we need to convert selling from an art to a science.|To take the mystery out of selling we need to convert selling from an art to a science. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00749.wav |
It means we need to follow certain processes and principles consistently|It means we need to follow certain processes and principles consistently | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00750.wav |
in order to get consistent results.|in order to get consistent results. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00751.wav |
A person does not become a professional doctor by just having the desire to be one. He must gain competence, education and training at a medical school to become proficient.|A person does not become a professional doctor by just having the desire to be one. He must gain competence, education and training at a medical s... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00752.wav |
Similarly, a good sales professional must learn the art of applying the principles|Similarly, a good sales professional must learn the art of applying the principles | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00753.wav |
of selling scientifically and with proficiency.|of selling scientifically and with proficiency. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00754.wav |
ESSENTIAL QUALITIES OF A GOOD SALES PROFESSIONAL: One, Healthy Self-Esteem|ESSENTIAL QUALITIES OF A GOOD SALES PROFESSIONAL: One, Healthy Self-Esteem | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00755.wav |
A good professional lives by the motto, ‘Customer first, commission second’.|A good professional lives by the motto, ‘Customer first, commission second’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00756.wav |
They have pride in their performance, company, product and profession.|They have pride in their performance, company, product and profession. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00757.wav |
With this pride, they go out to customers from a position of strength. Their behavior and actions are not apologetic.|With this pride, they go out to customers from a position of strength. Their behavior and actions are not apologetic. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00758.wav |
Two, Good Communicator: Listening and Persuasion Skills|Two, Good Communicator: Listening and Persuasion Skills | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00759.wav |
They are the ones who ask relevant questions and listen carefully to identify the needs of the client and provide the right solution.|They are the ones who ask relevant questions and listen carefully to identify the needs of the client and provide the right solution. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00760.wav |
The unprofessional or the typical salesperson is the one who talks too much.|The unprofessional or the typical salesperson is the one who talks too much. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00761.wav |
In fact, he talks to the point of losing the sale. A good professional explores and uncovers a customer's need.|In fact, he talks to the point of losing the sale. A good professional explores and uncovers a customer's need. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00762.wav |
He is there to assist and help, not to manipulate.|He is there to assist and help, not to manipulate. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00763.wav |
Three, Belief and Conviction.|Three, Belief and Conviction. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00764.wav |
A good sales professional is sincere and excited about his product. Every morning, he gets up looking forward to providing solutions to his customers.|A good sales professional is sincere and excited about his product. Every morning, he gets up looking forward to providing solutions to his customers. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00765.wav |
He feels strongly that those who don’t own his products or use his services are losing out.|He feels strongly that those who don’t own his products or use his services are losing out. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00766.wav |
or being deprived of something valuable. Four,|or being deprived of something valuable. Four, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00767.wav |
Know your company or product The president of a dog food manufacturing company was very disturbed|Know your company or product The president of a dog food manufacturing company was very disturbed | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00768.wav |
because the sales had declined significantly.|because the sales had declined significantly. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00769.wav |
At the annual national conference, while he was addressing a few hundred salespeople and becoming very emotional, he said,|At the annual national conference, while he was addressing a few hundred salespeople and becoming very emotional, he said, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk00770.wav |
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