Harry Browne’s 5 point sales process.

Harry Browne, in his book The Secret of Selling Anything, Browne presents a 5-step formula that has given the advertising industry a new perspective.  Browne has created a method of selling as a service.  Find out what the customer wants, and help him get it.

  1. Discover the prospect’s motivation.  Ask questions.  Make time and effort to listen to the problems and demands of the prospect.  It is important to identify, or help him to identify, his motivation, this will lead to the next step of the process.
  2. Summarize the motivation. Repeat the motivation of the buyer back to him, and agree with it.  Define it to him or her and give them an opportunity to agree.  This builds a unique trust, the buyer now feels significant because the salesperson took the time to listen to and make an effort to understand his motivation.
  3. Present your product (or service) based on his wants.  At this point, the buyer wants to know if the product will fulfill their needs.  They do not care about ALL the revolutionary features this product or service includes.  Present the relevant benefits that will motivate the buyer first.  The salesperson needs to focus on the buyer’s motivation, and present it based on what the buyer needs to achieve.
  4. Answer his questions.  Most buyers will have objections and doubts, it is the job of the salesperson to help the buyer understand the offer.  Do not ever twist the truth, give them real facts.  It is crucial that the salesperson knows the product or service, and is willing to go out of the way to answer the prospect’s questions.
  5. Close the sale.  End the process with a call to action, and continue to answer any questions that might arise.  If the product or service fulfills the prospect’s needs, this final step should be easy.

This basic process has been proven to attain loyal customers.  The focus of the sale should be on the benefit that satisfies the needs of the buyer.

The Significance of Ancient Greece and the Pre-Socratic’s in Western Civilization.

What is the significance of ancient Greece in Western civilization?  Often, we look at ancient Greece and see a culture far different than anything we see in any form of modern civilization.  However, ancient Greece had a lot of significance in building the  modern world we live in.  This was the first culture to really pursue human reason.   human reason is the one feature that sets humans apart from all of the other creatures. This development of human reason, and the first individuals to apply this human reason, shaped western civilization. There are few brief accounts that modern day scholars have been able to decipher, and from that, we can see that these were real people with real values.

Why is pre-Socratic philosophy significant?  The pre-Socratic philosophers lived in the 6th century B.C., and they were the first recorded philosophers to use their human reason ask questions about life’s existence.  Many of their philosophies are far-fetched, and hard to process.  Their “wacky” answers were not what made them significant, it is the fact that they asked the questions in the first place that is significant.  They were the first group of people to challenge the process and existence of life.  Each one of these individuals had their own theory.  It is really impressive, these people had nothing to base their reason on, and they used human reason to dig deeper and try to learn more.  While they were mostly incorrect in their philosophy, they devoted their lives to finding out what really happened, and without any confirmed facts, that is remarkable.

How important is the concept of historical sanctions in the Psalms?

The book of Psalms is the longest book in the bible.  This collection of praises, is an important account that has established foundations in modern day Christian beliefs.  The concept of historical sanctions is a re-occurring theme throughout the Psalms.

When reading the text, there is a noticeable poetic aspect.  It is easy to think of this as a book of poetic praises, and not challenge the thought of the meaning and representation of these Psalms. However, this book delivers an important literary concept between God and man.

An obvious theme, is that God is above history, and those that obey the law of God are protected and delivered in history.  The righteous found favor in God’s judgment, while the acts of the wicked were despised by God.  God inflicted historical sanctions based on the obedience of man towards God.

As for the righteous, their faith in God was their shield in times of despair.  The righteous received protection and deliverance, while the wicked, received negative reward from the hand of God.  With the idea of God as the ultimate being, sovereign over all things, this is a very logical concept, basic to most ideas of religeon.

From simply reading the Psalms, it is not obvious what historical events are taking place, it was not really intended to be a historical account.  The historical importance taken from the book of Psalms, is the foundational relationship between God and man; how men were delivered in history because of their faith.  A portion of these Psalms were written by David, who was a significant historical figure.  His accounts were in relation to his faith and praises in God, and how God supported him in times of despair, and how God rewarded the obedience of David.

The theme of God being ultimate justice, was basic to this collection of writings.  The God of Israel is all merciful, but He is also all just.  The righteous who obey the law of God, will desire his judgement, as they are inflicted positive sanctions.  The wicked, who see themselves as beyond the requirement to obey God’s laws, will be inflicted with negative sanctions.   God is predictable and reliable in history if man will turn to him and pray to him and humble themselves before him.

The interpretation of this form of biblical language can be dangerous, as several different meanings could be derived from it.  The author could mean something, completely different from what scholars, or any individual who later reads it, interprets from the text.  In the Psalms, there is a lot of imagery used, and it is often odd to modern language.  In this scenario, it is easy to derive a meaning, and take it to heart, but it is important to be cautious in doing this, that we do not interpret a different meaning.

In conclusion, historical sanctions were majorly significant in the Psalms.  The concept of God’s judgement is based on sanctions.  Men with bad ethics, received negative sanctions, and were deprived from protection and deliverance in history.

Western Civilization, lesson 10 essay.

1. Minoan Crete. The history of the Minoan Crete is vague due to lack of archeological evidence.  But it has been proven that this civilization existed and archeologists have found evidence that leads to insights into their civilization.  The Minoan civilization developed and ruled the island of Crete from approximately 3600 to 1400 B.C..  The civilization was lost for a period of time, until the late 19th century, when it was “re-discovered” by British archeologist, Sir Arthur Evans.

This civilization is named after a figure from Greek legend “King Minos of Crete,”  Sir Evans gave them the name “Minoan Crete” because there is no documentation on what they called themselves.  Scholars are unsure of many aspects of this civilization because of lack of literature that present day scholars are able to decipher.

We know little about their religion, but from the art and drawings of the civilization, it is obvious that bulls were of significance.  It is believed that the Minoans were a peaceful civilization, there is no archeological or liturgical evidence that the civilization engaged in wars.  However, evidence was found that leads us to believe that the Minoans offered human sacrifices.  Human sacrifice was not peaceful, but it was found in almost all ancient civilizations.

2. Mycenaean Greece.
Mycenaean Greece represents the first advanced civilization in mainland Greece.  Mycenaean civilization originated and evolved from the society and culture influenced by the Minoan Crete.  Like the Minoans, there is still a lot that remains mysterious about this civilization that scholars just don’t know.  Mycenaean Greece refers to the entire civilization of Greece at that time period from 1600-1100 B.C. which was very much different from the civilization Greece would later become.  The name Mycenaean comes from the name of the city Mycenae in the north eastern section of the Pelopenniasianns.

It was believed that Greek history began in 800 B.C., scholars did not believe there was anything historically recorded prior to that.  In the 19th century, a German archeologist, Heinrich Schliemann was unsatisfied and was determined to find proof of Greek history prior to 800 B.C..  First, he successfully discovers the city of Troy, and later discovers the Mycenaean civilization, in an attempt to find proof of a Greek civilization earlier than 800 B.C..

Mycenaean Greece appears to have been divided into independent cities, each city ruled by a king.  Evidence suggests that these were very war-like civilizations unlike the Minoans.  It is proven that the civilization traveled and traded widely, this can be found through the discoveries of their art in different civilizations throughout the world.  And finally, sometime around 1100 B.C., the civilization collapsed, there are competing theories as to why, but it still remains mystery.

Ethics and Sanctions regarding Noah and the Flood.

The story of Noah and the flood was an issue of ethics and sanctions. Man lost good ethics and God imposed sanctions according to the infractions of men.

God was angered by the attachment of man to sin.  God is all good, and sin, being an act of evil, drives man away from God.  As a christian, I believe that God is the Creator and is sovereign over all things.

It is fairly simple in context, men had bad ethics, and therefore were inflicted with appropriate sanctions.  Men have free will, and at the time of Noah, man chose to stray away from what is purely good (disobedience towards God).  They received sanctions according to their ethical decisions.  The negative sanction was a flood that would demolish man and beast from the earth.

Noah, however, found favor with God, therefore God chose not to inflict these negative sanctions on Noah.  The favor God found with Noah, extended to Noah’s family.  This gives an example of the foundational culture of a household.  Noah’s obedience to God was possibly shared by Noah’s wife and sons, however, there is no account on this.  It is possible that because God found favor in Noah’s obedience, that the descendants of Noah, would also be pure, and would re-populate the earth.  It is also possible that if Noah was a good man, that God chose to not take Noah’s family.  There is not direct account on this, and interpretation is not accurate when the proper details are not included in the original account.

God gave grace to Noah, and instructed him to build an ark.  He also instructed Noah in bringing animals onto the ark.  When the time for the event of the flood had come, it rained for 40 days and 40 nights, and the flood swept man and beast from the face of the earth leaving alive only the menn and beasts that dwelt in the ark.

God signaled to Noah through a dove that the waters had withdrawn from the land, and again, God told man to be fruitful and multiply.

After the flood, God made a covenant with man.  A covenant is an agreement that brings about a relationship between God and his people.  In this covenant, God promised that never again would he repeat the event of the flood.  It is the common belief, that God symbolized this covenant with the rainbow.  Men continued to sin, but this would be settled in a different kind of judgment.  There are different beliefs of the judgment between God and man, but God made a covenant with man that this judgment would never again be the destruction of all mankind.

There were many covenants to follow this one, but this one is considered foundational.  Even among atheists who do not believe in the sovereign God behind this series of events, most of them are familiar with the idea of this covenant.  The story of Noah and the flood, and the covenant is basic to western literature.



Franchise vs. Independent

Starting a business, though it involves risk, can be a very profitable venture.  There are two different ways for an individual to obtain a business.  There are franchise opportunities, and there is potential opportunity as an independent, both can be very profitable.

With a franchise, the aspiring business owner virtually buys a piece of operation from a bigger cooperate business and operates it in a location.  The cooperate business provides them with inventory plans and provide a detailed blue print.

The cooperate business wants the business to succeed, they suppy the businessman with everything they need and set them up for success.  Depending on the franchise, it can involve a major investment, but there is a high probability of success.  If one wants to avoid the risk of going out on their own, and use an already proven idea, a franchise is a great opportunity.

Independent, or “doing your own thing,” is substantially different.  The aspiring businessman must do everything on their own.  If no one has done it before, it is nearly impossible to know whether the business will survive or not.  While there is more risk, there is also a lot more potential reward for an independent business.  All proceeds go to the business owner.  As an independent, the owner gets to make major business decisions, where as with a franchise, the major decisions are made exclusively by the major brand cooperation.  For the innovative business mind, starting as an independent is the superior option.

Aspiring businessmen should look into both options, and invest time in establishing which kind of business they should start.

Proteins vs. Carbohydrates.

Proteins are involved in just about everything a living organism does.  There are many different kinds of proteins, each performing a different series of applications.  Transport proteins serve as transportation in an organism, they get things from one point to another.  The 2 proteins actin and miocin, give the muscle fibers the ability to contract.  Proteins are involved in more than just muscle. Motor proteins move the flagellum in the cilium of a micro organism, such as bacteria.  A majority of motor proteins have the ability to modify their shape in a series of repeatable ways and this is where motion comes from.  These few tasks, along with the tasks of the other 10’s of millions of different kinds of proteins happen on a molecular scale inside the smallest form of life, the cell.

Carbohydrates also play a crucial role in every organism.  A carbohydrate is a molecule consisting 3 different atoms: carbon, hydrogen, and oxygen.  Carbohydrates, along with fats, store energy (calories) for an organism.  It is crucial that living organisms have this means of storing potential energy.

While proteins and carbohydrates perform completely different tasks, they are both essential to all living organisms.

3 Structure Points of a Successful Business.

There are 3 areas of every successful business.  Without solid foundations in these 3 areas, a business will suffer.  These 3 areas are: 1. Sales and marketing. 2. Operations.  3. Finance and administration.

Sales and marketing is how the business presents itself to their prospects.  For a business to survive, it must have customers, and to have customers, and business must have sales and marketing.  Operations is the process of obtaining and developing the product or service and then making it available to potential buyers.  Finance and Administration is the process of handling legal affairs, and of course, the finances of the company.  Each of these 3 aspects are crucial to the structure of a successful company, and without one, the company will fail.

To give an example, I am going to explain how the 3 areas of business apply to a business in my city.  This is a business that I am familiar with because I have a part-time job working at this facility.  This is the indoor flea market.  This is a well known and respected local establishment, and one that I am familiar with.

For sales and marketing, the business uses several online tools, as well as focuses on creating long-term relationships with customers.  Because of  new merchandise coming in every day, the owner has added all of the employees as administrators of the Facebook page, and each one of us writes posts about new and unique items that come in.  The business also really focuses on customer service and creating relationships with the customers, thus most of the locals tell visitors to stop by the indoor flea market.

As far as operations, the flea market does not have to provide the merchandise.  The warehouse is divided into 7′ by 10′ booths that are rented out to vendors who stock the spaces with unique items old and new.  The flea market relies on these vendors to create a unique shopping environment.

For finance and administration, our office manager ensures that the vendors pay their monthly rent, and that the vendors get paid for the items that sold that month.  She also pays employees and assists the owner with the accounting and legal issues.  The owner of the company, ensures that everything is running smoothly and is constantly working to solve problems and improve the business.

Key Events in Hebrew History

The events that took place in the history of the Hebrews had a significant role in the shaping of western civilization.

Abraham, as a majority of people know, was a crucial figure in the history of the Hebrews.  Through a series of events, Abraham chose to take up his life and devote himself to God.  Because of the strength of his faith, he was prepared to sacrifice his own son, Isaac, to God, but God angelically prevented him from going through with this sacrifice (this was the end of the period of time that people were convinced a blood sacrifice was the highest level of worship).  Because of his great faith and works, God promised a land to Abraham and his sons.

Abraham’s son Isaac, had two sons Esau and Jacob.  Esau was older, and therefore possessed the birthright, which meant he would receive the blessings of being the older son, from his father.  Jacob did not like this, so he chose to deceive his elderly father.  Jacob fled because he feared the anger of his brother, which he had stolen from.

Jacob had 10 sons with a woman named Leah, after the death of Leah, he marries her sister, Rachel, the woman whom he initially wanted to marry from the start.  With Rachel, he has two more sons, Joseph, and Benjamin.  Jacob favors Joseph.  On a level, he spoils Joseph, by clothing him in nicer garments than his older brothers, and giving him lighter work.  His brothers are angered by this and they grow jealous.  Joseph builds on their jealousy by telling them of dreams he had, where he was above them.  They became so envious, that they sold him into slavery.

Joseph was then transported to Egypt, where he was bought by the Captain of the Pharaoh’s men.  He was treated well, until he was falsely accused of an offense, and sent to prison.  While in prison, he interpreted the dreams of a couple of inmates, and he interpreted them accurately.  Pharaoh heard of this, and sent for Joseph, for he had been troubled with dreams of his own.  Joseph interpreted Pharaohs dream, and predicted a 7 year famine.  Egypt was able to preserve their resources and prepare for this famine.  When the famine finally did come, Egypt was prepared and survived because of the warning Joseph interpreted from the dream.

During this famine, Joseph’s brothers traveled to Egypt seeking provisions for their families.  Other Hebrews came as well.  Joseph reached out to his brothers, and forgave them for their offense.  Joseph had political power in Egypt, he made it possible for the Hebrews to live in Egypt.  After the death of Joseph, The Egyptians worried that the Hebrews would overpopulate and take over their land, so they enslaved the Hebrews.

Time passed, and the Egyptians still feared the growing population of the Hebrews, so the Pharaoh passed a law that all boys under the age of 2, must be put to death.  During the duration of this law, there was one important baby boy that was spared, this was Moses.  Moses was left by the river and eventually adopted by the pharaoh’s daughter.  Moses was raised in the household of the pharaoh; an unlikely fate for a Hebrew baby.

As Moses approached manhood, he took interest in the fate of the Hebrews, and related to them in different ways.  He once saw an overseer severely beat a slave, this angered Moses to the extent that he killed the overseer.  He feared the consequences of the offense so he fled to the desert.  While he was in the desert, he was instructed by God that he must lead his people from their bondage in Egypt and back to the land promised to Abraham by God.

Through a series of events, Moses succeeds in leading his people from Egypt.  Pharaoh changed his mind and went after the Hebrews, but God provided.  The Hebrews walked through the Red sea that was parted by the power of God and a path was made through it.  However, when Pharaoh and his men attempted in passing through it, it swept them up.

Moses succeeded in delivering the Hebrews from their bondage, to the promised land.  and there, after the death of Moses, they continued to shape Western civilization.

Element of Hierarchy in Genesis 1-3

In the very beginning of time, in the book of Genesis, which is he piece of literature that many believe, is where the origins of man began, there are various elements of hierarchy.  These elements of hierarchy really are the foundations on which the modern world was built.

The book of Genesis is believed by a majority to be the earliest account on man.  Adam was said to be the first man, and his wife, Eve, given to him by God, was said to be the first woman.  God created Adam, he gave Adam a beautiful place to live, he gave him superiority over all the animals, and he was given the task of naming all the creatures of the earth.  When God saw that Adam was lonely, he created the first woman as a fit companion for man.  This woman was given the name of Eve, and she became the companion of Adam.

God laid down a law, and told Adam the positive and negative sanctions of breaking this law.  He told Adam that he and the woman could eat from any tree in the Garden of Eden, except one.  They were forbidden to eat the fruit from the Tree of Knowledge of good and evil.  For if they ate of this fruit, they would die.  If they left this tree alone, they would have eternal life.  It was clear what they must do to please God, and for a period of time, Adam and Eve pleased God in their actions, and stayed strong in their faith.  However, this did not last, temptation and greed took over.

Eve was tempted by the serpent one day while she was in the garden.  The serpent told her that the reason God did not want her to eat the fruit, was because it would open her eyes and make her like a god, and that she would become more powerful than God.  Eve was confused as to what the truth was, she forfeited her faith in God, and believed the lies of the serpent.  After eating the fruit, she gave some to her husband, Adam.  They were immediately ashamed, they realized that they were naked, and so they hid themselves from God.

When God discovered what happened, he confronted Adam and Eve.  Adam blamed the sin on the creation of the woman, he said that he ate the fruit because she gave it to him.  Eve blamed the sin on the serpent.  They found fault in the creation.

Mankind is greedy, this has been true since the very creation of man, and it will probably be true until the end of time.  Mankind has a drive to grow and develop, and that is good in a sense, but when this drive turns into a greedy desire for more power, it is no longer good.  Greed drives faith away, and therefore brings negative sanctions.

God cursed them, but he was merciful and still gave them grace.  God cursed woman with the pain of childbirth, the grace in this is that woman could have children.  God cursed man with scarcity, the grace in this is that man would gain the value productivity and development.  They were cursed with death, but not immediate death.

Whether one believes the book of Genesis or not, it is the foundation of the modern world.