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How to Write a Sales Script

03.13.2011 by bloggard // Leave a Comment

San Francisco, Many Years Ago: Back in those days, I ran an answering service and later a voicemail company from an office on beautiful, scenic Geary Boulevard.

Fueled by a talk I heard at a trade convention, I began to experiment with ‘scripted’ sales presentations on the telephone. The lady giving the talk had claimed that a scripted sales presentation got more sales than just ‘winging’ it.

But first you got to write down the script!

How to do that?

Well …

In doing my experiments, I found a wonderful way to work out the scripts, to come up with stuff that was powerful. If you just try writing it down, it tends to wander all over the place like a lost dog sniffing after olfactory wonders in the woodland.

Plus, plenty of things that theoretically ought to work … don’t. But my organized method works wonders.

Later, I discovered I could simply sell the voicemail by leading the buyer into listening to my (recorded) presentation on the voicemail itself. These days a lot of selling is done on the internet, and still on the telephone. And there’s a mighty parallel between my older processes and the way things are sold today, on the phone and online.

Here is the method that worked again and again …

(Oh the sheer suspense!)

OK. Enough stalling. Here’s the plan …

(1) At first, if you can, arrange to take calls whenever possible, even if it’s a cheapo product.

(2) Improvise and explain your product as best you can. Answer their questions as best you can.

(3) After just a little time, you will notice that you are saying the same words to every caller, and you will notice that the callers are asking the same questions.

(4) Now write down (or record) those words that you are saying. Make a list of the questions that they most frequently ask, and weave the answers into your presentation.

(5) Now you have a tested and working presentation.

The human is always efficient. We learn not to waste time or energy automatically. Even without much thinking about it, you will notice maybe subconsciously, what ‘worked’ and you’ll repeat that behavior on your next phone call. You’re a human. That’s how a human naturally operates.

Try it. You’ll like it.

Categories // All, bidness, Looking Back, Wisdom Log

Word for Today: Synchronicity

03.13.2011 by bloggard // Leave a Comment

Wikipedia, 6/14/2008: Synchronicity is the experience of two or more events which occur in a meaningful manner, but which are causally un-related. In order to be ‘synchronistic’, the events must be related to one another temporally, and the chance that they would occur together by random chance must be very small.

The idea of synchronicity is that the conceptual relationship of minds, defined by the relationship between ideas, is intricately structured in its own logical way and gives rise to relationships which have nothing to do with causal relationships in which a cause precedes an effect.

Instead, causal relationships are understood as simultaneous that is, the cause and effect occur at the same time.

[You’re thinking of calling Suzie. You reach for the phone, but it rings. It’s Suzie.]

Synchronous events reveal an underlying pattern, a conceptual framework which encompasses, but is larger than, any of the systems which display the synchronicity. The suggestion of a larger framework is essential in order to satisfy the definition of synchronicity as originally developed by Swiss psychologist Carl Gustav Jung.

[Carl was a merry old fellow, and his beard was very good.]

It was a principle that Jung felt gave conclusive evidence for his concepts of archetypes and the collective unconscious. in that it was descriptive of a governing dynamic that underlay the whole of human experience and history social, emotional, psychological, and spiritual.

[For the life of me, I’ve never understood what synchronicity has to do with archetypes, which are images or ideas that we all have in our heads, like fearing bugs. It probably comes from our evolutionary memory embodied in DNA relating to pattern recognition. That is, far enough back, when our grandfather’s grandfather’s great grandfather was a bug, we were afraid of the larger bugs. But I digress …]

Jung believed that many experiences perceived as coincidence were not merely due to chance but, instead, suggested the manifestation of parallel events or circumstances reflecting this governing dynamic.

[Now here I have to agree with Carlos. I think stuff is going on, around and through us, stuff that flows both ways through time, stuff we cannot see anymore than a fish can tell the difference between Bach and the Beatles. This stuff affects us. Peculiar things happen. If you tune in, more of them happen. Wooooo.]

One of Jung’s favourite quotes on synchronicity was from Through the Looking-Glass by Lewis Carroll, in which the White Queen says to Alice: “It’s a poor sort of memory that only works backwards”. Because only if an observer could remember the future could synchonicity be expected and explained.

[My favorite quote from Alice is “No wise fish would go anywhere without a porpoise.” What is yours?]

According to Occam’s razor, positing an underlying mechanism for meaningfully interpreted correlations is an unsupported explanation for a “meaningful coincidence” if the correlations may alternatively be explained by simple coincidence.

The amount of meaningful coincidence which one expects by random chance is higher than most people’s intuition would lead them to believe, an observation known as Littlewood’s Law.

[Hmmm. Littlewood. Perhaps that is as when we say, “Littlewood he know that …” Or maybe not.]

Jung and followers believe that synchronous events such as simultaneous discovery happen far more often than random chance would allow, even after accounting for the sampling bias inherent in the fact that meaningful coincidences are noticeable while meaningless coincidences are not.

[Uh oh. Who are these followers? In every picture I’ve seen, he’s been alone. Now I realize there must have been people shadowing him. Perhaps they were waiting outside the door of his office, in the street, or up your alley. Have you noticed them? I hadn’t. I didn’t notice a thing. That’s scary.]

In psychology and cognitive science, confirmation bias is the tendency to search for or interpret new information in a way that confirms one’s preconceptions and avoids information and interpretations which contradict prior beliefs. Many critics believe that any evidence for synchronicity is due to confirmation bias, and nothing else.

[Confirmation bias! That’s one of my favorites! In fact, it’s right here on The Adventures of Bloggard, listed in the Wisdom Log as Law 23 of Human Perception.]

Wolfgang Pauli, a scientist who in his professional life was severely critical of confirmation bias, lent his scientific credibility to support the theory, coauthoring a paper with Jung on the subject. Some of the evidence that Pauli cited was that ideas which occurred in his dreams would have synchronous analogs in later correspondence with distant collaborators.

[Severely critical. What a shame. Not just critical, but severely critical. Bummer.]

Jung claims that in 1805, the French writer mile Deschamps was treated to some plum pudding by a stranger named Monsieur de Forgebeau. Ten years later, the writer encountered plum pudding on the menu of a Paris restaurant, and wanted to order some, but the waiter told him the last dish had already been served to another customer, who turned out to be de Forgebeau.

[Hot damn!]

Many years later, in 1832, mile Deschamps was at a diner, and was once again offered plum pudding. He recalled the earlier incident and told his friends that only de Forgebeau was missing to make the setting complete and in the same instant, the now senile de Forgebeau entered the room.

[Holy Cow! That must have been pretty scary!]

In fact, Deschamps gives the name as “de Fontgibu”, and also describes him as a Marquis and Colonel who fought against Napoleon under Louis Joseph de Bourbon, prince de Cond – “Oeuvres compltes de mile Deschamps, 1873” and “Echoes from the Harp of France” a collection of works by G.S. Trebutien – since no de Fontgibu appears in French history, this is most likely an invented name and could easily be a purely fictional character.

[Oh.]

In the 1976 film The Eagle Has Landed, the character Max Radl (Robert Duvall) asks a subordinate if he is familiar with the works of Jung, and then explains the theory of Synchronicity.

In the 1980s film Repo Man, Miller’s “Plate ‘o’ Shrimp” theory outlines the idea of synchronicity. The Miller character states that while many people see life as a series of unconnected incidents, he believes that there is a “lattice o[f] coincidence that lays on top o[f] everything” which is “part of a cosmic unconsciousness.”

In the 1983 release Synchronicity by The Police (A&M Records), bassist Sting is reading a copy of Jung’s Synchronicity on the front cover along with a negative/superimposed image of the actual text of the synchronicity hypothesis. A photo on the back cover also shows a close-up but mirrored and upside-down image of the book. There are two songs, titled “Synchronicity I” and “Synchronicity II” included in the album.

For specific examples of the Synchron in action, in the Adventures of Bloggard, see “A Tiny Miracle on Napa Street,” “April’s Mystery Avocado,” and “A Photograph of the Future.”

REFERENCES:
1. from Through the Looking-Glass, by Lewis Carroll, Ch. 5, Wool and Water —

‘It’s very good jam,’ said the Queen.

‘Well, I don’t want any TO-DAY, at any rate.’  [replies Alice]

‘You couldn’t have it if you DID want it,’ the Queen said. ‘The rule is, jam to-morrow and jam yesterday — but never jam to-day.’

‘It MUST come sometimes to “jam to-day,”‘ Alice objected.

‘No, it can’t,’ said the Queen. ‘It’s jam every OTHER day: to-day isn’t any OTHER day, you know.’

‘I don’t understand you,’ said Alice. ‘It’s dreadfully confusing!’

‘That’s the effect of living backwards,’ the Queen said kindly: ‘it always makes one a little giddy at first –‘

‘Living backwards!’ Alice repeated in great astonishment. ‘I never heard of such a thing!’

‘– but there’s one great advantage in it, that one’s memory works both ways.’

‘I’m sure MINE only works one way,’ Alice remarked. ‘I can’t remember things before they happen.’

‘It’s a poor sort of memory that only works backwards,’ the Queen remarked.

2. from Emile Deschamps, in reference to Echoes from the Harp of France —

Simultaneous discovery is the creation of the same new idea at causally disconnected places by two persons at approximately the same time. If for example an American and a British musician, having never had anything to do with one another, arrived at the same musical concept, chord sequence, feel or lyrics at the same time in different places, this is an example of synchronicity. During the production of The Wizard of Oz, a coat bought from a second-hand store for the costume of Professor Marvel was later found to have belonged to L. Frank Baum, author of the children’s book upon which the film is based.

3. from Repo Man, the movie —

“A lot o’ people don’t realize what’s really going on. They view life as a bunch o’ unconnected incidents ‘n things. They don’t realize that there’s this, like, lattice o’ coincidence that lays on top o’ everything. Give you an example; show you what I mean: suppose you’re thinkin’ about a plate o’ shrimp. Suddenly someone’ll say, like, plate, or shrimp, or plate o’ shrimp out of the blue, no explanation. No point in lookin’ for one, either. It’s all part of a cosmic unconsciousness.”

[And you thought it was just … oh, but maybe not.]

Categories // All, Views, Wisdom Log

A Man’s Gotta Do What a Man’s Gotta Do

03.13.2011 by bloggard // 1 Comment

The Panhandle of Golden Gate Park, Summer 1987: On my way back from the store I walked along the eucalyptus trees in the Panhandle. This is an arm of Golden Gate park that extends between Lyon and Fell streets, and it’s a great hangout for bums, lovers, basketball players, and me.

Just ahead of me, on a bench sat a young Hispanic couple. She looked miserable, with eyes red from crying, and just as I passed their bench I heard the young man saying, “A man’s gotta do what a man’s gotta do.”

It was so hard to keep from laughing.

And then I remembered an evening, just a few nights before … [Read more…]

Categories // adventure, All, Looking Back, Wisdom Log

Law 23 of Business Problems

03.13.2011 by bloggard // Leave a Comment

This is a simple law of nature, but one which is very handy:

Every Business has One of Four Problems: Employees, Capital, Machinery, or Inventory

That’s it.

Some businesses have more than one of these problems. Problems aren’t necessarily bad, but the problems do need good solutions if the enterprise is to flourish. If mismanaged, employees will shipwreck you. So will mismanaging your capital, machinery, or inventory.

It’s something to consider when planning a business venture. If you can solve these problems, and if you can locate customers and market successfully to them, the business might do very well. There’s more to life than running a business, but a business can be a good way to finance your life, and lots of people enjoy the challenge.

The astute reader will say, “Oh, but what about personal services businesses?” For example, dogwalkers and bookkeepers and barbers and lawyers. These businesses do not necessarily require any significant amounts of employees, nor capital, nor machinery, nor inventory.

In these cases, you are selling your time, and time is the only commodity in the entire universe which is absolutely limited to you. You are not obtaining the leverage afforded by employees, capital, machinery, or inventory, so in this case the best plan is to (a) earn a lot of money for your time, relative to your needs; (b) enjoy the thing you are doing; and (c) stash away and invest for a rainy day.

Knowing this important secret of the universe, go forth and prosper.

Categories // bidness, Handy Info, Law 23, Looking Back, Problems, Wisdom Log

Dream

03.13.2011 by bloggard // Leave a Comment

Henrietta Texas, 1959: When I was fifteen, my room was a garret built atop our house on Omega Street, and from my windows looking east, I saw her walking up the sidewalk.

Slowly, a stranger, a young girl perhaps fourteen, with dark hair and almond eyes, perhaps two blocks away. Well, I admit it. I had binoculars.

She looked about her as she walked, maybe seemed a little timid. A block before our house, she crossed Omega Street, and vanished from sight up the sidewalk behind the old Baptist Church. I knew every kid in town. I’d never seen her before.

But I was to see her again.

When school started, within a few days I’d learned her name — Linda — and she was absolutely beautiful.

But she was younger than me, a class younger, so I rarely saw her, and in my clumsiness never professed myself. Then, too, I fell in love with three or four other girls soon after.

But on a band trip to the Wichita Falls Swimming Pool, somebody brought a portable radio, and toward the end some of us danced in the gazebo. After a few words, Linda said yes.

Holding her in my arms, with her breasts soft against me, and the scent of her body so near … it was very, very difficult. Sweet and painful all at once.

The song on the radio was “Dream,” by Don and Phil Everly. Even now, hearing in memory the Everly Brother’s voices blending in harmony, I can feel again that longing and lust and sweetness and pain.

I never became involved with Linda. I had joined the school band, playing drums, having been completely inept at football and track. I was busy. I had things to do. There were girls in my own class. I couldn’t really flirt in the hall. She was just too young, just a kid.

And yet, so odd how a memory can persist. I recall the scent of her skin, the touch of her hair swaying gently against my throat, the soft and halting way she followed as we slow-danced together, turning round and round through the white-painted gazebo in the warm summer air, and the Everly Brothers harmony as they sang.

“I can make you mine, taste your lips of wine,
anytime, night or day …

Only trouble is, gee whiz,
I’m dreaming my life away …”

Dreams. They’re the stuff life is made of.

They’re the truth, the dreams.

 

Categories // All, Looking Back, romance, Wisdom Log

Basic Buddhism

03.13.2011 by bloggard // Leave a Comment

India, Long Ago: Gautama Siddhartha sat beneath the Bo tree, and stubbornly refused to rise until he’d reached enlightenment. (He’d tried many other things in that past.) One day, he reached enlightenment.

The enlightenment he attained permitted him to express the basic problem of living–which is how a person can gain freedom from suffering–and his realization is summarized in four points, which are called “The Four Noble Truths” …

  1.  Our experience of living often consists of suffering. For example, we experience suffering from losses, illness, hunger, and death. The suffering comes from our insistent mental reaction against the “bad” thing. That is, we insistently desire to have a thing that was lost, and so we experience suffering. (As an example, you throw away a piece of paper and it is lost but you do not suffer. But you lose the deed to your home and you insistently desire that the situation be different, and you suffer. But if you give away the deed to your home to your child, then you do not suffer.)
    .
  2.  The suffering comes from the “grasping desire” for the thing lost. It is demanding that “what is” be different, and then suffering because it is not different.
    .
  3.  And the answer? To eliminate your suffering, eliminate the grasping desire.
    .
  4.  To eliminate the grasping desire, follow eight important rules. In these rules (called the Eight-fold Path) are proscriptions against the things that often result in unhappiness (such as killing other folks), and prescriptions to engage in practices such as meditation, to learn to still the mind (and thus still grasping desire).

Want to Stop Suffering? Here’s How …

What this means in more modern language is that suffering comes from RESISTANCE to what is. For example, mentally *grasping* after something that you do not have right now. Or mentally *resisting* something that you don’t like. When you compulsively resist, you create–in your mind and in your experience of life–the thing we call suffering.

If you can relearn the mental habit of resisting what is, grasping after what you don’t have, and resisting things you dislike … the suffering in your life and mind fades away. Often immediately.

And remember, those troublesome mental habits are only habits, and habits can be changed. Presuming that (a) you *want* to change the habit, and (b) you’re willing to put in a little bit of practice.

Now, in truth, sometimes you can simply *decide* to let go and cease resistance.

But for most of us, years or decades of bad habits require us to put in a little effort, to *practice* the new way.

Even Shorter:

Want to stop suffering? If yes, then (a) adopt the basis (grasping causes suffering) as a working theory, (b) make an ongoing attempt to increase your skill at “letting go,” and (c) it helps if you learn how to allow your mind to go still, which helps a lot, and which we usually call “meditation.” The Buddhists describe your new understanding and your attempt at relearning as having “Right Mindfulness,” and it’s one item in the Eightfold Path mentioned above.

If you understand the cause and the cure (given here) … if you will attempt to change the grasping … then your suffering will fade away.

And it feels really, really good.

Get it? (Got it.) Good!

 

 

Categories // All, buddhism, enjoying life, Looking Back, making changes, meditation, personal growth, Problems, Wisdom Log, zen

The Christmas Present

03.13.2011 by bloggard // Leave a Comment

Newport Beach, California, December 1985: Taking the Startel job was a colossal blunder. It’s very clear now, but not then. All women wish to be loved, cherished, and protected. I was married to Lori, but I failed miserably to show that I cherished her, and I failed to protect her.

And that brought me the most painful days in my life.

Do you believe that all events are foretold? I do. Lori and I had written our marriage ceremony, and when I gave it to Father Bob Cromey, he read it and said, “There’s nothing in here about commitment. That’s a mistake.”

He was referring to the lines where it said, “I will remain with you as long as it shall please you.” Father Cromey was correct, and so were my written words. I was with her as long as it pleased her.

This was back in the time of books like Open Marriage and such tripe, but I was turned on by these ideas. And although I never became involved with other women, when I began to ignore her, concentrating on work, building the Line Seizer device, working on computers … when I ceased being fun, when I ceased paying enough attention, when I ceased demonstrating cherishing … she started going out, I’m sure of it.

It started innocently enough, with Oz Koosed’s jitterbug class at the Avenue Ballroom. Lori, as tall as I, kept trying to lead. Either I wasn’t strong enough or focused enough. And when it came to a move called ‘The Drop’, I didn’t have the physical strength. This is a movie-move, where the woman, with body rigid, tips over and almost hits the floor. By strength of arms you hold her just inches above the floor. I couldn’t hold her. Big mistake.

She started going out to dance with the brother of a friend. I’m pretty sure it became the horizontal mambo. And idiot that I was, because I’d thought this openness was good, I put no stop to it. That was the beginning of the end.

One thing led to another. When Lori asked me to move out, I yielded to anger rather than handling the danger. Soon after, around my 40th birthday, I was offered and took a job working with Startel in southern California, and moved far away.

Oh, the business reasons made sense. We needed some equipment to advance the answering service we ran together. She already ran operations, and my marketing department already had a manager. I would bring in a lot of money. Blah blah blah.

I loaded our Volkswagen, which blew up in the desert heat along the way, continued in a rented car, and stayed with her folks in Covina while I began selling answering service equipment for Startel Corporation. Then I bought a Pugeot, rented the house in Newport Beach, and really shouldn’t have been so surprised, that first Christmas here in Southern California.

Because late at night on Christmas Eve, lying in the dark together in a bedroom at her parents home, she had something to tell me. I can still hear her voice in the darkness. She said that she’d fallen in love with another man.

I saw my errors crashing around me, shattering like glass, like mirrors, timeless and cruel as stone.

Categories // family, Looking Back, Problems, truth, Wisdom Log

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