<SPAN style="LINE-HEIGHT: 115%; COLOR: black; FONT-SIZE: 16pt"><FONT face="Times New Roman">I believe one’s fate is created. Reality is naturally multidimensional. It transforms before your own eyes, depending on how you look at it. </FONT></SPAN><BR>

<p>Going down quote road... </p><p> In my travels, riding with sales people, I am amazed at how willing many sales people are to go down the quote road and think that they have something. "We got one boss" I remember hearing my sales guys say... only to find that we were compared to the existing supplier and enrolled in the race to zero margins... even with all the new training available, sales people resist having what I call a "discovery" conversation that could even lead to "no, you are not a fit for us"... and that is the sales person saying no...!</p><p> We can only say no if we know what we are saying yes to in ourselves. A great book by William Ury <strong><em>The Power of a Positive No</em></strong>. Saying no to a quote request is saying yes to "I will not be used, my time will not be wasted and yes I am looking for customers to help solve a problem and not just quote to help them beat their existing supplier down". We sales people have a right to know the reason that a prospect is looking. Our time and our company's time is valuable.</p><p> We can only get the information we need to make an informed decision, the decision of moving forward with a prospect or not, if we engage in a discovery conversation. Our goal is to discover if there is a problem that needs solving, then we diagnose the problem and design the solution if and only if the prospect has agreed to buy our solution if we design it WITH THEM... together with them... or you end the sale... or start with "what did I miss, I thought we were moving forward with our solution?"<br></p>

<br><table border="0" cellSpacing="0" cellPadding="0" width="95%" align="center"> <tbody> <tr><td height="731" vAlign="top"></td><td vAlign="top"><p>Physicists, over the past few decades, have focused on the make up of all and everything in the Universe. Some hypothesize multiple dimensions, some too large for us to see and some too small, all happening at once. Deepak Chopra says, "there is a vernal pool of everything that all is made of, awaiting our desires, to begin the process of creation." It is all a wondrous miracle, more than our human minds could ever grasp, no matter how close we think we are to figuring it all out, the Universe and how it all works is still beyond comprehension. </p><p>There are basic laws at work though, that mystics, prophets, kabbalists, philosophers, rabbis and scientists have discovered and taught about for thousands of years. What is it that we do know for sure you ask? </p></td></tr> </tbody> </table>