• cherub book series

    Cherub Books

    Cherub books by Robert Muchamore are so popular with kids. The first book in the series is "The Recruit". The Recruit tells James Adams' story from the day his mother dies. Read about his transformation from a couch potato into a skilled CHERUB agent. Lauren, Kyle, Kerry and the rest of the cherubs are introduced to us for the for the first time. James foils the biggest terrorist massacre in British...
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  • A typical beer kit

    How to Make Beer - Part 1

    Ingredients If you are a beginner, or just want to play it safe, start with a good kit. I love Coopers Kits, as you can tell. For your initial brews, choose a kit plus 500 grams of light malt. Tip 1: Never use dextrose or cane sugar - always use malt.  Light malt (powdered or liquid) is a good start, but just remember that malt ferments less than dextrose, so you may want to work on about 25% more than the ...
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  • Winff_Toppy

    Convert Topfield MPEG files to a Standard PC Format

    Converting Toppy TRF-2400 recorded files for PC playback Unfortunately, Topfield 2400/2460 files won't play in Windows Media Player. Toppy suggest you install KMplayer. The Topfield Video files are recorded in the MPEG2 TS (transport stream) format.  To compound this, if you want to edit the files you record, most editing software including Sony Vegas Pro won't handle this format. I have found that the best sol...
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  • TEAC HDR3500T DVR Picture in Picture

    Teac HDR3500T PVR Review

    The HDR3500T Personal Video Recorder (PVR) is a digital video recorder which can record 2 shows at once onto the built in 500GB hard drive or record through the units two USB ports. The USB ports can play various multimedia as well including DIVX and MP3. It competes directly with Topfield, Beyondwiz and TiVo but is substantially cheaper - you can buy it from the Good Guys for $346! The PiP (Picture in Picture) fe...
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  • Heavenly Rich Chocolate Mousse

    7g sachet gelatine 125m1 boiling water 250g Lob dark chocolate, melted 300m1 thickened cream, whipped 2 egg whites 1. Combine gelatine and boiling water and mix until the gelatine has dissolved. Allow gelatine to cool. 2. Mix the melted chocolate and whipped cream together in a large bowl. Add gelatine. 3. In a small bowl using the StickMaster with whisk attachment, whisk the egg whites to stiff peak stage and...
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  • Maximum-security

    Cherub Books - Maximum Security

    Cherub agents normally go on a mission only to befriend people. This time James Adams and Dave have to go into a maximum security prison called Arizona Max and befriend a fellow inmate and break him out.
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  • Killing_cover_big

    Cherub Books - The Killing

    Leon has been lucky and has only done small crimes but he’s finally made a lot of money, and police start wondering how he got it. So they see what MI5 can do and they let Cherub handle it. To James Adams and Dave it sounds easy get in and hassle for infomation but then they find out that The Only Boy That Could Have Helped Them Fell To His Death Thirteen Months Earlier.
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  • How to Make Beer - Part 2

    Three days in... By now, you should have a fermenter bubbling nicely.  You are now looking for an opportune time to rack your brew. This gets it off that initial mass of yeast, which causes "yeast taint". You need to judge this - you  want to pick a time when the bubbling is starting to slow but has definitely not stopped. Tip 5: Until now, the airlock is just an indicator of brewing activity. The bubbling is C...
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  • nexus one

    Nexus One Review

    The Nexus One is the next big thing to hit the mobile phone market. It has been lunched to compete directly with the Apple iPhone. It can be purchased directly from Google online store. This is the best Android powered phone to date. It’s also the fastest and most elegant smartphone on the market today, solidly beating the iPhone in most ways. In this rapidly evolving market there is sure to be something better ...
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  • qualifying

    Qualifying Checklist

    This simple 10 point check-list will help you determine whether all bases have been covered, so you have the maximum likelihood of closing the deal: Have all NEEDS been agreed with the customer (What are they? How did you agree them?) Do you have an effective SOLUTION? (What is it?) Is your solution financially JUSTIFIABLE? (How do you know?) Is the expenditure in the BUDGET? Is FINANCE available? (How...
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  • class a

    Cherub Books - Class A

    A thrilling book with James Adams, Kerry and Kyle and Nicole to go and befriend Keith Moores son and daughter and bring him to justice. Keith Moore is a cocaine drug dealer and goes to Miami for a holiday. James is invited and takes the chance for the mission and ends up killing a man.
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  • Marinated Chicken Wings

    24 chicken wings, halved 2 cloves garlic, chopped 2cm piece green ginger, roughly chopped cup soy sauce cup olive oil 2/3 cup honey 1/2 teaspoon Chinese five spice powder pepper to taste. 1. Place chicken wings into a baking dish and pierce skin with a skewer. 2. Place remaining ingredients into a small bowl. 3. Using the StickMaster, process until smooth. Pour over chicken wings and allow to marinate for...
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  • sales funnel

    Selling and the Sales Funnel

    With similar competitor products, the differentiator becomes your impact on the customer. Selling is motivating customer commitment: transferring knowledge / information understanding the customer's needs convincing the customer that you have something they need understanding your competition standing out from the competition talking to the right person The Sales Funnel is a way to ensure you...
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  • iPad

    iPad by Apple

    Evidence was discovered that Apple was interested in the name "iSlate, prior to settling on "iPad". A search in the Canadian trademark database reveals that Apple's dummy corporation Slate Computing, LLC applied for a trademark for "iPad" under the categories of handheld mobile digital electronic devices with a broad range of applications. This application was filed in July 2009 -- much more recently than the...
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  • presentation wheel features and benefits

    Presenting the Solution

    Features are facts that can be proven. Needs are a solution that a customer is seeking. Benefits are when a Feature meets a Need. 1 Links to Features.... "One of the products..." "a Nice thing about..." "A unique feature of..." "An important component..." "The advantage..." "A service we provide..." "Our product is especially designed..." "You'll be pleased to know..." 2 Links to Benefits... "As ...
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  • Topfield TRF2400 Review

    Topfield TRF-2400 Masterpiece Review

    The Topfield TFR 2400 Masterpiece is a PVR (Personal Video Recorder) which can record up to 4 channels simultaneously, while allowing you to watch any one of them, or a recorded program on the hard drive. It is superior to other models as it also has video inputs, which mean you can connect analog sources to it and record them. Other features such as IceTV, Flickr and YouTube are available when you connect the...
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  • Use this utility to change your Login Image in Windows 7 whenever you want

    Change Windows 7 Login Screen Free Utility

    Use this utility to change your login image in Windows 7 whenever you want... Are you tired of looking at that boring Windows 7 screen when you are logging on? Now you can use this utility to let you change your Windows 7 login image whenever you want. Just make sure the images are JPEGs which are less than 256kB and you are good to go. Download it HERE
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  • Android 2.3 tv box rockchip RK2918

    Android 2.3 TV Box Media Player Review

    Android TV Box 2.3 media players are just hitting the market. These units are very affordable, use low power, and offer incredible flexibility over custom media players like the Noontec A3 and Asus O!Play devices. The specific unit we are reviewing is the Android TV Box Smart HDD Player and online video Player model K830, manufactured by KIM, and running Android TV Version 2.3. - Android 2.3 TV Box - 1.2 GHz R...
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  • Folder Settings

    Fix card readers not recognized in Windows 7

    1. From the Start menu, choose "Documents" 2. From the top menu, select "Organize", then "Folder and Search Options" 3. Un-tick "Hide empty drives in the Computer Folder"
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  • Peach Yogurt Mousse

    825g can peaches, drained 1/4 cup caster sugar 1/4 cup cream 200g natural yogurt 3 teaspoons gelatine dissolved in 2 tablespoons boiling water 1. Place peaches and sugar into a large bowl. 2. Using the StickMaster process until smooth. 3. Add cream, yogurt and dissolved gelatine. Process until combined. 4. Pour into individual serving dishes and refrigerate for several hours or until set. 5. Serve decorated...
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Sales

Sales Tools and Techniques

Counteracting the Price Question

Oct 27th

Posted by admin in Counteracting Price Question

No comments

You will often get a prospective customer argue over price. Here is a way of handling that objection.

  1. Ask the question – “Compared to what?”
  2. How much is that price?
  3. Express the DIFFERENCE
  4. Compare the benefit based on the difference

As an example, if arguing $125 for a competitor product vs $140 for yours, discuss the difference, which is $15

presentation wheel features and benefits

Presenting the Solution

Oct 27th

Posted by admin in Features & Benefits

No comments

Features are facts that can be proven. Needs are a solution that a customer is seeking. Benefits are when a Feature meets a Need.

1 Links to Features….

“One of the products…” “a Nice thing about…” “A unique feature of…” “An important component…” “The advantage…” “A service we provide…” “Our product is especially designed…” “You’ll be pleased to know…”

2 Links to Benefits…

“As a result…” “A great benefit to you…” “This will enhance…” “Therefore, this will eliminate…” “Which means to you…” “This will save…” “What this gives you…” “Consequently,…”

3 Link it back to Needs…

“Another element…” “You also mentioned…” “Another aspect…” “You also indicated…” “In addition…” More >

sales funnel

Selling and the Sales Funnel

Oct 27th

Posted by admin in Sales Funnel

No comments

With similar competitor products, the differentiator becomes your impact on the customer.

Selling is motivating customer commitment:

  • transferring knowledge / information
  • understanding the customer’s needs
  • convincing the customer that you have something they need
  • understanding your competition
  • standing out from the competition
  • talking to the right person

The Sales Funnel is a way to ensure you have understood the customer’s need. This will give you the clarity to understand whether the solution you have will meet this need, so you can progress to closing the sale.

The approach has 5 steps.

1. Motivator 2. Open Neutral Question (ONQ) 3. Open Leading Question (OLQ) 4. Closed Question (CQ) 5. Summary 6. More >

Handling an Objection

Apr 11th

Posted by admin in Qualifying

When you encounter an objection from a potential customer, do this:

  1. PAUSE
  2. “Tell me more…”
  3. Empty the customer Ask – “Is there anything else?”
  4. Lock the customer Ask – “If I were to …. would you …”
  5. Present a counter solution
  6. Confirm the details

The Rules for handling a sales objection are:

  • RECOGNIZE IT
  • ASK THE QUESTION – “Do you have any problems with … Are there any issues we haven’t discussed?”
  • SEIZE THE MOMENT

And remember,

  • Never take it personally
  • Listen and be interested
  • Don’t blame
  • Stay calm
qualifying

Qualifying Checklist

Apr 1st

Posted by admin in Qualifying

This simple 10 point check-list will help you determine whether all bases have been covered, so you have the maximum likelihood of closing the deal:

  1. Have all NEEDS been agreed with the customer (What are they? How did you agree them?)
  2. Do you have an effective SOLUTION? (What is it?)
  3. Is your solution financially JUSTIFIABLE? (How do you know?)
  4. Is the expenditure in the BUDGET? Is FINANCE available? (How do you know? How much is it?)
  5. What is their BASIS OF DECISION? (What are their evaluation criteria?)
  6. What is their DECISION MAKING PROCESS? (Who are the players? How do you know what roles they are playing?)
  7. Do More >