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BUT HELP THE CUSTOMER TO BUY|BUT HELP THE CUSTOMER TO BUY | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02680.wav |
I once heard a sales trainer narrate the following story, which was possibly a scene on a television talk show.|I once heard a sales trainer narrate the following story, which was possibly a scene on a television talk show. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02681.wav |
The talk show host asked the sales trainer,|The talk show host asked the sales trainer, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02682.wav |
The sales trainer asked, ‘What would you really like to buy?’|The sales trainer asked, ‘What would you really like to buy?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02684.wav |
There was a pen lying on the table, so the man said, ‘Sell me this pen.’ The trainer asked, ‘Why would you want to have that pen?’ The man said,|There was a pen lying on the table, so the man said, ‘Sell me this pen.’ The trainer asked, ‘Why would you want to have that pen?’ The man said, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02685.wav |
The trainer then asked, ‘Why else would you like to have this pen?’|The trainer then asked, ‘Why else would you like to have this pen?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02687.wav |
The man replied, ‘It is branded, it will give me prestige, aesthetically it looks nice|The man replied, ‘It is branded, it will give me prestige, aesthetically it looks nice | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02688.wav |
and these are good enough reasons.|and these are good enough reasons. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02689.wav |
The trainer asked, ‘What do you think this pen is worth?’|The trainer asked, ‘What do you think this pen is worth?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02690.wav |
The man said, ‘I would say somewhere about thirty five dollars.’|The man said, ‘I would say somewhere about thirty five dollars.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02691.wav |
It’s worth about thirty five dollars.’ The sales trainer said, ‘Well, in that case I will let you own it for thirty five dollars!’|It’s worth about thirty five dollars.’ The sales trainer said, ‘Well, in that case I will let you own it for thirty five dollars!’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02692.wav |
Just analyze the above transaction. Who sold what to whom?|Just analyze the above transaction. Who sold what to whom? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02693.wav |
In fact, the buyer really bought the product, but the sales professional was in control because he directed the entire conversation by asking the right questions.|In fact, the buyer really bought the product, but the sales professional was in control because he directed the entire conversation by asking the right quest... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02694.wav |
This is a great example of good professional selling.|This is a great example of good professional selling. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02695.wav |
In other words, the buyer sold himself.|In other words, the buyer sold himself. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02696.wav |
Chapter Eighteen: Listening is Caring.|Chapter Eighteen: Listening is Caring. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02697.wav |
CARDINAL RULE: a good communicator is a great listener.|CARDINAL RULE: a good communicator is a great listener. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02698.wav |
In communication, there are two elements involved: giving and receiving information.|In communication, there are two elements involved: giving and receiving information. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02699.wav |
Both are important, but listening is a little more important because it shows a caring attitude|Both are important, but listening is a little more important because it shows a caring attitude | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02700.wav |
and it makes the other person feel significant, which in turn makes them more receptive to your ideas.|and it makes the other person feel significant, which in turn makes them more receptive to your ideas. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02701.wav |
Does it motivate them? The answer is YES.|Does it motivate them? The answer is YES. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02702.wav |
Selling is asking pertinent questions, fact-finding, getting information, LISTENING VERY CAREFULLY|Selling is asking pertinent questions, fact-finding, getting information, LISTENING VERY CAREFULLY | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02703.wav |
and then offering solutions.|and then offering solutions. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02704.wav |
Ninety per cent of the solution lies in properly identifying the problem.|Ninety per cent of the solution lies in properly identifying the problem. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02705.wav |
Selling is about problem-solving. Problems can only be uncovered and accurately identified if one listens carefully.|Selling is about problem-solving. Problems can only be uncovered and accurately identified if one listens carefully. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02706.wav |
LISTENING VERSUS HEARING: There is a difference between listening and hearing.|LISTENING VERSUS HEARING: There is a difference between listening and hearing. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02707.wav |
Listening is active, hearing is passive.|Listening is active, hearing is passive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02708.wav |
Listening is emotional, hearing is physical.|Listening is emotional, hearing is physical. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02709.wav |
Active listening takes this a step further and goes beyond just the spoken words to looking for hidden messages and recognizing feelings. A man comes home from work and switches on the T.V.|Active listening takes this a step further and goes beyond just the spoken words to looking for hidden messages and recognizing fe... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02710.wav |
The children want to talk to their father. He says, ‘Go ahead, I am listening’ and he keeps switching channels.|The children want to talk to their father. He says, ‘Go ahead, I am listening’ and he keeps switching channels. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02711.wav |
After the kids said what they had to, there was no response except a blank and then he asks,|After the kids said what they had to, there was no response except a blank and then he asks, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02712.wav |
‘What did you say?”|‘What did you say?” | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02713.wav |
He has heard their voices but not really listened to what they said.|He has heard their voices but not really listened to what they said. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02714.wav |
CREATING A POSITIVE ENVIRONMENT:|CREATING A POSITIVE ENVIRONMENT: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02715.wav |
One. While listening, avoid creating distractions such as playing with a pen or the paper weight or tapping your fingers.It creates competition for your mind.|One. While listening, avoid creating distractions such as playing with a pen or the paper weight or tapping your fingers.It creates competition for your mind. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02716.wav |
Two. Most people do not communicate they simply take turns talking.|Two. Most people do not communicate they simply take turns talking. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02717.wav |
While one is speaking, what is the listener doing in reality? He is thinking of what he has to say next.|While one is speaking, what is the listener doing in reality? He is thinking of what he has to say next. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02718.wav |
When the speaker becomes the listener, he does the same thing.|When the speaker becomes the listener, he does the same thing. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02719.wav |
Both are speaking, nobody is listening.So, slow down, listen to the prospect, and collect your thoughts before responding.|Both are speaking, nobody is listening.So, slow down, listen to the prospect, and collect your thoughts before responding. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02720.wav |
The more prepared you are, the better you will be at responding.|The more prepared you are, the better you will be at responding. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02721.wav |
Remember, two monologues do not make a dialogue.|Remember, two monologues do not make a dialogue. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02722.wav |
Don’t interrupt.|Don’t interrupt. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02723.wav |
It is bad manners and even if you think you know what the other person is about to say, you might be making a wrong assumption.|It is bad manners and even if you think you know what the other person is about to say, you might be making a wrong assumption. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02724.wav |
Four. Acknowledge and encourage the other person by nodding your head, smiling|Four. Acknowledge and encourage the other person by nodding your head, smiling | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02725.wav |
and occasionally saying ‘yes’ or something to that effect.|and occasionally saying ‘yes’ or something to that effect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02726.wav |
Recognize and acknowledge others’ feelings.|Recognize and acknowledge others’ feelings. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02727.wav |
Five. Maintain eye contact, without staring at the other person. Don’t keep looking around the room or outside as that makes the other person wary.|Five. Maintain eye contact, without staring at the other person. Don’t keep looking around the room or outside as that makes the other person wary. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02728.wav |
Rephrase and paraphrase to show that you understand.|Rephrase and paraphrase to show that you understand. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02731.wav |
Nine. Don’t finish the other person’s sentence show respect.|Nine. Don’t finish the other person’s sentence show respect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02732.wav |
Ten. Keep the conversation focussed and to the point.|Ten. Keep the conversation focussed and to the point. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02733.wav |
Eleven. Don’t behave as if you know it all.|Eleven. Don’t behave as if you know it all. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02734.wav |
Twelve. Don’t act as if by listening you are doing them a favor.|Twelve. Don’t act as if by listening you are doing them a favor. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02735.wav |
EVALUATE THE COMMUNICATION|EVALUATE THE COMMUNICATION | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02736.wav |
Take a short time-out in the middle of a discussion to reflect on how things are progressing.|Take a short time-out in the middle of a discussion to reflect on how things are progressing. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02737.wav |
Sometimes, the subconscious mind needs a little time to process information to think of new ideas.|Sometimes, the subconscious mind needs a little time to process information to think of new ideas. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02738.wav |
You can excuse yourself politely and speak to a colleague.|You can excuse yourself politely and speak to a colleague. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02739.wav |
This needs to be done very carefully to ensure that it doesn’t offend the prospect. One can say something like,|This needs to be done very carefully to ensure that it doesn’t offend the prospect. One can say something like, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02740.wav |
“With your permission can I just take a break for two minutes to get fresh air?’|“With your permission can I just take a break for two minutes to get fresh air?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02741.wav |
Analyze the above scenario. Do you have to give reasons for wanting to get some fresh air?The answer is no.|Analyze the above scenario. Do you have to give reasons for wanting to get some fresh air?The answer is no. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02742.wav |
By the way, this is not uncommon, especially at the time of major negotiations.|By the way, this is not uncommon, especially at the time of major negotiations. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02744.wav |
This little break would give you time to ask yourself the following questions: Are you doing most of the talking?|This little break would give you time to ask yourself the following questions: Are you doing most of the talking? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02745.wav |
Have you understood what the customer wants? Are you being cool, calm and collected?|Have you understood what the customer wants? Are you being cool, calm and collected? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02746.wav |
What can you tell from the buyer’s non-verbal language?|What can you tell from the buyer’s non-verbal language? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02747.wav |
Active listening will give you clues and help you identify buying motives.|Active listening will give you clues and help you identify buying motives. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02748.wav |
For example, an unsure body language generally brings out a verbal objection.|For example, an unsure body language generally brings out a verbal objection. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02749.wav |
Generally, sitting or standing crossarmed represents that the person is either holding back or resisting in some manner.|Generally, sitting or standing crossarmed represents that the person is either holding back or resisting in some manner. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02750.wav |
A positive body language is a signal of encouragement.|A positive body language is a signal of encouragement. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02751.wav |
How do you encourage a prospect to speak and to share more information?|How do you encourage a prospect to speak and to share more information? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02752.wav |
A good salesperson should speak less and listen more.|A good salesperson should speak less and listen more. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02753.wav |
He should listen very attentively and actively to what is said and what is unsaid|He should listen very attentively and actively to what is said and what is unsaid | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02754.wav |
by analyzing both the verbal and nonverbal.|by analyzing both the verbal and nonverbal. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02755.wav |
A prospect will only speak if he feels comfortable.|A prospect will only speak if he feels comfortable. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02756.wav |
and is encouraged by the salesperson through his questioning technique and his positive intervention, with remarks such as:|and is encouraged by the salesperson through his questioning technique and his positive intervention, with remarks such as: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02757.wav |
One. “That sounds very interesting. Two. ‘Can you elaborate a little more?’|One. “That sounds very interesting. Two. ‘Can you elaborate a little more?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02758.wav |
three. ‘Great timing!’|three. ‘Great timing!’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02759.wav |
The salesperson should be smiling and nodding as this shows acknowledgement and encourages the other person to speak.|The salesperson should be smiling and nodding as this shows acknowledgement and encourages the other person to speak. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02760.wav |
Another way to get the prospect to talk is to rephrase or paraphrase the feedback.|Another way to get the prospect to talk is to rephrase or paraphrase the feedback. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02761.wav |
While doing this, the salesperson should use some key words mentioned by the prospect, as it shows connection.|While doing this, the salesperson should use some key words mentioned by the prospect, as it shows connection. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02762.wav |
It also reconfirms that your interpretation is in line with his thinking.|It also reconfirms that your interpretation is in line with his thinking. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02763.wav |
This is how the salesperson should bring it up: One.|This is how the salesperson should bring it up: One. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02764.wav |
‘Mr Prospect, just to clarify my thinking, does this reflect what you meant.|‘Mr Prospect, just to clarify my thinking, does this reflect what you meant. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02765.wav |
Two. “Mr Prospect, just to reconfirm...’ BARRIERS TO EFFECTIVE COMMUNICATION|Two. “Mr Prospect, just to reconfirm...’ BARRIERS TO EFFECTIVE COMMUNICATION | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02766.wav |
There are three broad categories of barriers - physical, emotional and intellectual.|There are three broad categories of barriers - physical, emotional and intellectual. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02767.wav |
Physical - Barriers such as noise distraction, doodling, drumming with fingers or playing with a pen/paperweight,|Physical - Barriers such as noise distraction, doodling, drumming with fingers or playing with a pen/paperweight, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02768.wav |
a non-conducive environment, constant disturbance or not maintaining eye-contact.|a non-conducive environment, constant disturbance or not maintaining eye-contact. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02769.wav |
Do you maintain appropriate distance between you and the prospect to create warmth and avoid discomfort?|Do you maintain appropriate distance between you and the prospect to create warmth and avoid discomfort? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02770.wav |
Physical barriers could also include ill health,|Physical barriers could also include ill health, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02771.wav |
tiredness, etc.|tiredness, etc. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02772.wav |
Have you been to a social event where you noticed several people enjoying, laughing and having fun till one person walks in|Have you been to a social event where you noticed several people enjoying, laughing and having fun till one person walks in | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02774.wav |
and there is a pin-drop silence.|and there is a pin-drop silence. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02775.wav |
The reverse is also true. Everybody in the room is lukewarm and one person walks in and brightens the place.|The reverse is also true. Everybody in the room is lukewarm and one person walks in and brightens the place. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02776.wav |
Seek to build empathy and trust by observing your verbal and non-verbal communications|Seek to build empathy and trust by observing your verbal and non-verbal communications | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02777.wav |
and show the prospect that you are connected|and show the prospect that you are connected | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02778.wav |
and that you believe he is important and respected.|and that you believe he is important and respected. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02779.wav |
Intellectual:|Intellectual: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02780.wav |
“What you say, I will evaluate, and what I say, you will evaluate”.|“What you say, I will evaluate, and what I say, you will evaluate”. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02781.wav |
Based on this interpretation, we accept or reject.|Based on this interpretation, we accept or reject. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02782.wav |
A bad presentation would lead to intellectual rejection.|A bad presentation would lead to intellectual rejection. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02783.wav |
Use everyday spoken language that buyers understand. Seek to build rapport and influence through layering of positive actions and agreements.|Use everyday spoken language that buyers understand. Seek to build rapport and influence through layering of positive actions and agreements. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02784.wav |
As you achieve this, the prospect will increasingly feel that you are a credible professional.|As you achieve this, the prospect will increasingly feel that you are a credible professional. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02785.wav |
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