The Sales Training Series: Know What You're Selling
No, You Don't Know What You Are Selling - Yet!You know your product, its features and its benefits. You have a well-rounded presentation that explains all of this, complete with visual aids. So why waste a prospect's time with chitchat? Shouldn't you launch straight into your presentation?No, you shouldn't, and here's why. No matter how good it is, your generic presentation casts your product or service as a commodity, not as a solution to the particular customer. Customers don't care about your products; they care about their own problems and opportunities. They want to know that you understand their problems before you start talking about how your wares can "solve" them.You think you have a cool product presentation? So does every competitor you've got.When salespeople understand their customer's needs before presenting their products, the presentation can be tailored to hit specific hot buttons. This also avoids many objections that commonly arise later in the sales cycle.To find o

How To Save Money On Utility Bills
You can save hundreds of dollars each year on electricity. How? There are a lot of ways. Here's just a few you can try. Save on Electricity Make certain that any new appliances you purchase are energy-efficient. This is especially important for air conditioners and furnaces. Information on the energy efficiency of most major appliances is found on Energy Guide Labels.Enroll in load management programs and off-hour rate programs offered by your electric utility company. This can save up to $100 a year in electricity costs. Call your electric utility for information about these cost-saving programs. Save on Home Heating A home energy audit can identify ways of saving hundreds of dollars a year on home heating and cooling. Ask your electric or gas utility if they can do this audit. The audits are free or are offered at a low cost. If they cannot, ask them to refer you to a qualified professional. Save on Telephone BillsOn one very popular web site there were 260 posts from both sexes commenting about forgiving and forgetting infidelities. I read every one of them. With one exception, the perception conveyed was that one party was an innocent victim of the other’s philandering. It seemed to me that everyone was looking at adultery as a cause of marital discord. From my perspective, there are only rare exceptions to the fact that adultery, cheating, or affairs are SYMPTOMS of long standing marital problems. The cause occurred possibly even before the marriage vows were uttered.

Let’s go back to the beginning of a relationship. What really happens before two people decide to get married? They have been dating and checking each other out. You all know that women do the choosing. Men respond to a woman’s signals and a relationship moves forward at a pace governed by the woman’s appetite. So how does a couple who is totally in love and committed to each other end up in the predicament dictated by an affair?

I think the predicament results from the general consensus of opinions and expectations generated by a marriage. In all of the posts that I read it seemed that "being married" automatically presupposed that fidelity is the most precious aspect of the marriage. It appears that everything that could go wrong would be tolerated, everything except infidelity. I do not support tolerating infidelity. What I’m wondering is what are the reasons that people actually get married? Do they get married because they are in love? Want to have sex? Want exclusivity? Want emotional, financial, sexual security? Want to have children? It seems like the thing to do? Or do they get married because they have found someone with whom they are career compatible, financially balanced, sexually attracted, intellectually well-matched, culturally congenial, religiously aligned, madly in love, with whom they want to procreate and raise children according to mutually agreeable standards? Do all people get married for the same reasons? I don’t think so.

I believe that some people get married for love, some for lust, some for status, some for money, some for security, some for convenience, some to have children, some looking for parental guidance, some for business reasons etc. etc. And if that is true, why is it that everyone who gets married expects adherence to the same standards as far as fidelity is concerned? The expectation seems to be that everyone gets married for passionate, romantic love and fidelity is the highest value of marriage.

I don’t presume to have all the answers, but possibly some suggestions as to the seeds of infidelity. Let’s start with a couple who declare that they are in love and want to commit to each other. They are starry eyed and the state of "in love" creates a certain blindness and denial especially when this person seems to be almost perfectly aligned with the important values you have designated to be essential in the person you are going to marry. So this person lies to you about something or breaks a promise to you, or does something that totally violates your ethics, but you love him/her and he/she is so perfect otherwise. It’s just a small thing and you can certainly tolerate a little thing like that. After all, you are getting married and that means you can work it out. Love conquers all. Here is the problem. Love doesn’t solve anything. People come to agreement or negotiate boundaries and decide to be together because they want to be together. They choose marriage. I think the rules of marriage and the boundaries that each couple wants to live by must be negotiated. Obviously each and every scenario cannot be discussed ahead of time, but the individual standards of each partner in each marriage must be decided prior to the vows. When a woman/man settles (that includes compromises, tolerates, sells out) on a value that is significant to her/him, the bond is compromised. It makes it okay to do it again, whatever "it" is. <

signals and a relationship moves forward at a pace governed by the woman’s appetite. So how does a couple who is totally in love and committed to each other end up in the predicament dictated by an affair?

I think the predicament results from the general consensus of opinions and expectations generated by a marriage. In all of the posts that I read it seemed that "being married" automatically presupposed that fidelity is the most precious aspect of the marriage. It appears that everything that could go wrong would be tolerated, everything except infidelity. I do not support tolerating infidelity. What I’m wondering is what are the reasons that people actually get married? Do they get married because they are in love? Want to have sex? Want exclusivity? Want emotional, financial, sexual security? Want to have children? It seems like the thing to do? Or do they get married because they have found someone with whom they are career compatible, financially balanced, sexually attracted, intellectually well-matched, culturally congenial, religiously aligned, madly in love, with whom they want to procreate and raise children according to mutually agreeable standards? Do all people get married for the same reasons? I don’t think so.

I believe that some people get married for love, some for lust, some for status, some for money, some for security, some for convenience, some to have children, some looking for parental guidance, some for business reasons etc. etc. And if that is true, why is it that everyone who gets married expects adherence to the same standards as far as fidelity is concerned? The expectation seems to be that everyone gets married for passionate, romantic love and fidelity is the highest value of marriage.

I don’t presume to have all the answers, but possibly some suggestions as to the seeds of infidelity. Let’s start with a couple who declare that they are in love and want to commit to each other. They are starry eyed and the state of "in love" creates a certain blindness and denial especially when this person seems to be almost perfectly aligned with the important values you have designated to be essential in the person you are going to marry. So this person lies to you about something or breaks a promise to you, or does something that totally violates your ethics, but you love him/her and he/she is so perfect otherwise. It’s just a small thing and you can certainly tolerate a little thing like that. After all, you are getting married and that means you can work it out. Love conquers all. Here is the problem. Love doesn’t solve anything. People come to agreement or negotiate boundaries and decide to be together because they want to be together. They choose marriage. I think the rules of marriage and the boundaries that each couple wants to live by must be negotiated. Obviously each and every scenario cannot be discussed ahead of time, but the individual standards of each partner in each marriage must be decided prior to the vows. When a woman/man settles (that includes compromises, tolerates, sells out) on a value that is significant to her/him, the bond is compromised. It makes it okay to do it again, whatever "it" is.

al security? Want to have children? It seems like the thing to do? Or do they get married because they have found someone with whom they are career compatible, financially balanced, sexually attracted, intellectually well-matched, culturally congenial, religiously aligned, madly in love, with whom they want to procreate and raise children according to mutually agreeable standards? Do all people get married for the same reasons? I don’t think so.

I believe that some people get married for love, some for lust, some for status, some for money, some for security, some for convenience, some to have children, some looking for parental guidance, some for business reasons etc. etc. And if that is true, why is it that everyone who gets married expects adherence to the same standards as far as fidelity is concerned? The expectation seems to be that everyone gets married for passionate, romantic love and fidelity is the highest value of marriage.

I don’t presume to have all the answers, but possibly some suggestions as to the seeds of infidelity. Let’s start with a couple who declare that they are in love and want to commit to each other. They are starry eyed and the state of "in love" creates a certain blindness and denial especially when this person seems to be almost perfectly aligned with the important values you have designated to be essential in the person you are going to marry. So this person lies to you about something or breaks a promise to you, or does something that totally violates your ethics, but you love him/her and he/she is so perfect otherwise. It’s just a small thing and you can certainly tolerate a little thing like that. After all, you are getting married and that means you can work it out. Love conquers all. Here is the problem. Love doesn’t solve anything. People come to agreement or negotiate boundaries and decide to be together because they want to be together. They choose marriage. I think the rules of marriage and the boundaries that each couple wants to live by must be negotiated. Obviously each and every scenario cannot be discussed ahead of time, but the individual standards of each partner in each marriage must be decided prior to the vows. When a woman/man settles (that includes compromises, tolerates, sells out) on a value that is significant to her/him, the bond is compromised. It makes it okay to do it again, whatever "it" is.

fidelity is concerned? The expectation seems to be that everyone gets married for passionate, romantic love and fidelity is the highest value of marriage.

I don’t presume to have all the answers, but possibly some suggestions as to the seeds of infidelity. Let’s start with a couple who declare that they are in love and want to commit to each other. They are starry eyed and the state of "in love" creates a certain blindness and denial especially when this person seems to be almost perfectly aligned with the important values you have designated to be essential in the person you are going to marry. So this person lies to you about something or breaks a promise to you, or does something that totally violates your ethics, but you love him/her and he/she is so perfect otherwise. It’s just a small thing and you can certainly tolerate a little thing like that. After all, you are getting married and that means you can work it out. Love conquers all. Here is the problem. Love doesn’t solve anything. People come to agreement or negotiate boundaries and decide to be together because they want to be together. They choose marriage. I think the rules of marriage and the boundaries that each couple wants to live by must be negotiated. Obviously each and every scenario cannot be discussed ahead of time, but the individual standards of each partner in each marriage must be decided prior to the vows. When a woman/man settles (that includes compromises, tolerates, sells out) on a value that is significant to her/him, the bond is compromised. It makes it okay to do it again, whatever "it" is.

small thing and you can certainly tolerate a little thing like that. After all, you are getting married and that means you can work it out. Love conquers all. Here is the problem. Love doesn’t solve anything. People come to agreement or negotiate boundaries and decide to be together because they want to be together. They choose marriage. I think the rules of marriage and the boundaries that each couple wants to live by must be negotiated. Obviously each and every scenario cannot be discussed ahead of time, but the individual standards of each partner in each marriage must be decided prior to the vows. When a woman/man settles (that includes compromises, tolerates, sells out) on a value that is significant to her/him, the bond is compromised. It makes it okay to do it again, whatever "it" is.

According to the Man/Woman Strategy that I subscribe to, women have the power in relationship and their job is to provide appetite, which challenges the man who loves her to produce results. The man who wants to please his woman will produce those results as long as she believes in him and respects him as the producer. The other component in this neat little package is the sex. Men will do anything for sex. Women love sex as much as men do; it’s just not socially acceptable for them to say so. Men get their pleasure from a woman’s pleasure and "most women lie to men about their satisfaction" which leads to the giant gap in the presumption that marriage presumes passionate, romantic love and fidelity are the highest values. Women on the whole are not able to maintain the level of energy and self esteem necessary to always validate for a man what sexually satisfies her. Thus the communication regarding sex gets distorted. Men, unless someone instructs them, can not be expected to know what areas of a woman’s body are responsive to erotic touch. It’s different for every woman (man too). So here’s what happens. Women get pregnant. Pregnancy creates enormous changes in a woman’s body and physiology, which at times do not make sex appealing. Women become mothers. Parenting, especially mothering is a 24-hour job, which includes massive sleep deprivation, and instincts, which consume even the most, prepared. Generally, both men and women have jobs, which consume time and energy. Women also feel responsible for the upkeep of the home. Not that men do not, but somehow for a woman five million years of homemaking has become instinctual. So what does this entire story mean? It means life gets in the way of relationship and unless some time and energy is devoted to the relationship as an entity, that state of "in love" that everyone marries into will disintegrate.

There are exceptions, but generally speaking most people do not intend to cheat on their spouse after the wedding nor do they intentionally pursue an affair. So here is how an affair begins. One or the other partner is not getting his/her needs met for whatever reasons. That person encounters someone at work, or at a party, or in the neighborhood, who notices him/her and sees something that attracts. There is nothing like a flirtation to restore a sense of self-esteem. Initially, the married person resists but enjoys the attention. That person then goes home to his/her spouse and hints that he/she needs more attention. The spouse at home who assumes that because they are married, everything is great and there is always time for taking care of the spouse later, ignores the hint That, my friends, is the beginning of the affair. When one partner seeks emotional or physical or intellectual support from someone of the opposite sex outside of the marriage, the seeds have been sown.

The marriage is taken for granted. The almighty wedding ring is supposed to be able to bind people to their vows automatically. This is the false presumption that leads us to the incorrigible statistic that 80% of marriages are affected by infidelity. Marriage doesn’t work by itself. It takes two people who pay at