Recently you may have received a cold call from someone using an old-style linear sales script. You probably recognized it as a cold call because the person sounded a bit robotic and kept talking without allowing the conversation to "breathe."

If you’ve been selling for a while, chances are you’ve been asked to use sales scripts yourself. Consequently, you’ve probably used them because they were the only way you knew to start a cold calling conversation.

Here are some questions you need to ask yourself:

• How do you really feel when you use a script?

• How do your potential clients feel when they know you’re using a script? (And they do know.)

• How many sales are you losing because you’re using a script?

When people call me and ask how they can throw out their scripts and cold call the natural way, the first thing I do is ask them whether they’re willing to role-play with me using their script.

After a few moments of listening, I gently stop them and tell them they’re sounding like a totally different person from the one who called me and talked with me so naturally about their sales issues. You know what they always say. "Ari, you are so right. When I use a script, I feel as if I can’t be myself. I feel like a robot or an actor, and it’s awkward and uncomfortable. Is there any way I can be myself again?"

Here are five ways to throw out your linear selling script and be yourself again:

1. Admit that Scripts Make You Sound "Scripted"

When you begin your sales script, potential clients detect the very subtle change from your natural voice to your unnatural scripted voice within seconds.

"Fine," you might say, "I’ll just work on making myself sound natural." However, that in itself creates a conflict. You can’t "work at" being natural. Really, you either are or aren’t.

2.  Start your Cold Call as a Conversation, not a One-Way Pitch

If you’re used to scripts, you’re probably wondering, "How the heck will I know what to say without a script?"

You might want to ask yourself why you think you won’t know what to say, because the reason for that is important. It means you’re basing your cold call on what you have to offer, and not on what’s important to the prospect.

Pitching your solution as soon as you begin a cold call is one of the biggest problems with linear sales scripts. That’s because you trigger sales pressure by doing that. This causes potential clients to react with defensiveness or immediate rejection.

3. Create Openings Rather than Forcing a "Yes"

Selling scripts are designed to be linear and step-by-step so you can move cold calls in the direction you want them to go. From the traditional cold calling point of view, that direction is toward a "yes." The belief is if you don’t get a "yes" at the beginning of the cold call, you’re not "selling." However, that’s the biggest problem with scripts. They give you only one path to follow.

If you can start a conversation that triggers a "What do you mean?" response from your potential client, then you’ll find you can explain yourself in a natural way. It creates a two-way dialogue, which in turn lets you learn what you need to find out. You flow with the conversation without feeling you’re getting off-track.

4. Tape-Record yourself talking with someone you know. Then Record yourself Reading your Script.

Have you ever heard yourself calling a potential client and reading your script? The answer is probably not. Most people who use scripts think they sound natural because they’ve never actually heard themselves before.  If you do this simple exercise, you’ll hear the same kinds of differences I hear when people role-play with me.

In our day-to-day relationships, we simply want to get to know and communicate with others. However, when we go into cold calling using scripts, we have an agenda, which is to make the sale. People sense this immediately and put up their guard. Between our hidden agenda and their reaction, there’s no chance to build trust through communication.

5. Set a New Goal for your Cold Calls

Focus on simply opening the conversation rather than trying to control it, so that potential clients feel comfortable telling you the truth about their situation. We've been taught for too long that we have to control the process. We never stop to think that scripts make it impossible for us to be flexible in how we communicate.

Surrendering your use of a script probably seems scary. Nevertheless, when you are able do this, you can begin to engage total strangers on the phone in ways that feel as comfortable as calling a friend. Yes, it’s possible, and don’t let anyone tell you that it’s not.

In online marketing business like affiliate marketing, no traffic means no sales. Once you are promoting a product or service in you web page, you need to have more visitors that can be potential consumers to your products and services. I guess everyone will agree if I said that obtaining enough highly targeted traffic is the key to success in affiliate marketing business. This method is proven to be effective if you’re promoting or reselling product or service online. One of the best and most secured marketing strategies that affiliate marketers can employ is the strategy of paying for performance. Paying for performance could mean giving a commission to a sales person only when new sale is made. Also, you can avoid spending any marketing bucks because every cent you use up has either come from sale or will generate a sale in the future.

And one of the proven and most efficient ways of acquiring sales in affiliate marketing business is by drawing laser-targeted traffic towards your web site and converting them to sales by means of “Pay-Per-Click” Search Engines (PPCSEs).

Overture claims to be the Internet’s best pay-per-click search engine. It is the world’s leading resource of Pay-For-Performance search on the web. And what’s more enticing about Overture? When you advertise in Overture Premium Listings, your site will absolutely appear in the leading U.S. search engines like Yahoo, InfoSpace, MSN, Netscape, AltaVista, Lycos and more. PPCSEs like Overture can bring impressive sales because they permit you to pay for performance by means of attracting precisely targeted traffic to your niche. Overture’s secret is to drive laser-targeted traffic to your website by proposing or bidding on keywords that are related to the product or services that you are offering. Overture drives targeted traffic by keeping you away from the general keywords that are very common and usually come expensive and by casting a wide net of laser-focused keywords that are more targeted, not so expensive, and with high conversion rate. I’ll tell you, attracting laser-targeted traffic through Overture is nothing but a “Win-Win” Situation.

Overture’s strategy also allows your visitors to respond. Bear in mind that one-time sales can’t be a key in creating a highly-profitable business especially online. You can only achieve this through PPCSEs like Overture, which gets your site visitors to respond. And once it happens, you can constantly market and sell your products to them.

Other things that will surely attract lifetime customers to your site are offering valued customer discounts, giving seasonal and special offers especially to your repeat customers and any other incentives to purchase.

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Deciding to buy a car is a major decision, given that the purchase itself is such a major one. Buying a car online has many advantages. There are many car sites available such as http://www.buyyourcar.co.uk. Sites such as this one will give you many choices without having to go to a number of different dealerships, which can take a lot of time. But buying a car online can seem risky to some and there are often many questions associated with making this kind of purchase online.

The first thing many people want to know when buying a car online is how these websites work. Websites that sell and advertise cars online work as middlemen between the consumer and the dealership selling or advertising the car. Because they have market leverage, they can often negotiate a better price for the car than you could by yourself. The website will then advertise and sell you the car for less than you could obtain the car for direct; the car will be cheaper than buying directly from a dealer. These websites than either charge the dealer per sale or a set advertising cost, either way you can save loads of money.

Because there are so many online websites out there, it’s possible to buy a car from somewhere that is not in your local area. Sometimes, this may mean buying a car that is from the other side of the country. There are many companies that will be glad to deliver the car to you and sometimes this is a service that the online dealers will provide free of charge.

However, you can also search for cars within a certain area. This is another advantage to buying cars online. Doing this is not only easy but it is also very quick. The search will narrow down for you the type and model of cars that you are looking for and will let you know which ones are available in your area. This can quickly narrow down your search, taking the time and hassle out of buying your car.

Another advantage to buying your car online is you can often register at the online sites. Registering usually requires some very basic information and this allows for the company to not only find out what kind of car you are looking for but they will also often send you email updates when a new listing comes in on a car of your choice. This can help the consumer get a better deal faster.

There are numerous advantages to buying a car online. It saves the consumer from being pressured into high sales tactics while giving them more time to find exactly the car that they are looking for. Searching online for a car also gives one opportunity to look at cars from different areas, broadening their search and making sure that they really are getting the best deal available.

Preparation

Make the difference between the development of current clientele and market prospecting. In the first case, contacts are identified and are established in the client’s account. Therefore, is convenient to organize a presentation since Conferenceware automatically generates the information required for an invitation, the description, schedule and the mode for voice broadcasting within the format of a new message. From there, you just have to select the persons you want to invite among your contacts. Consequently, a copy of the invitation is saved in each of your contact’s file, in your CRM software. In the case of prospecting by WEBinar, the list of registered persons is imported in CSV format in order to automatically build contact information in your CRM software.

Progress

The objective of commercial presentations is usually to get information regarding the prospect’s business problematic and to identify the persons with power among the organization that have the weight to make the buying decision making. Is through the interactive questionnaire that is possible to evaluate the preoccupations in terms of problems along with the buying criteria of each of the persons influencing the process. While meeting with them, you are able to identify each person’s role within the acquisition, user, evaluator, and their level of knowledge, beginner or expert as well as their attitude: ally, neutral or hostile. In the case of acquired clients, the interactive questionnaire is precious to evaluate their loyalty particularly their disposition to make referrals.

Follow up

The report of a reunion indicates not only the participants but also the answers they have provided to the questions submitted: problems, retained buying criteria, loyalty index. From there, you should be able to prepare a differential proposal, showing by the grade of pertinence, your understanding of the client’s needs. Moreover, by recording a meeting, in which voice and image are synchronized, it can be replayed to check the fine tuning and be kept in the file as an attachment to opportunity.

You've had a fire.  The fire department has come, put the fire out and all you see is one big mess. Upon closer investigation questions come.

I. What method do we use to remove the soot and charcoal to evaluate the damage?

- High pressure water blasting leaves behind water in electrical components, equipment and insulation, if not properly removed will cause unwanted corrosion and rot, increasing cleanup, damage and long term maintenance costs.

- Soda blasting leaves water and soda behind, which requires additional cleanup, increasing cleanup, damage and long term maintenance costs.

- Sand blasting leaves abrasive blast media behind, which if not cleaned up properly continues to cause damage in electrical components, gears and bearings.  It continues to fall from horizontal surfaces, cracks and beams years after the job is done, increasing cleanup, damage and long term

maintenance costs.

- Dry ice blasting is the ultimate surface cleaning process, it leaves no secondary waste stream behind.  The only cleanup after the dry ice blasting job is done is the removal of the debris caused by the fire.

II. How do we remove the soot, charcoal and smoke film from masonry and steel surfaces?

- Again this is an excellent application for dry ice blasting. Watch the movie clips on our web site  to see how dry ice blasting cleans soot, smoke and charcoal from different types of surfaces.

III. Will we be able to remove that awful smoke smell?

- The removing of the smell is accomplished by removing the smell source and/or sealing the smell source to encapsulate it. Dry ice blasting removes the soot, charcoal and smoke film, which is the smell source, from accessible areas.

- During a fire air currents carry smoke and soot into cracks, openings and areas not in close proximity to the fire itself, additional cleaning and/or sealing of these places and inaccessible areas may be needed.

IV. Can we accomplish our cleanup without adding hazards to our environment?

- Dry ice blasting is safe and environmentally friendly. Dry ice is pure CO2 in its solid state, it is in its gaseous state in the air around us. When we inhale our bodies use the oxygen and we exhale CO2. Green plants take CO2 from the air and give off oxygen.

- Dry ice blasting is non-toxic, non-conductive and there is no employee exposure to hazardous cleaning chemicals or solutions. Dry ice blasting meets the guidelines of the USDA, EPA, and the FDA.

The first MRP systems of inventory management evolved in the 1940s and 1950s. They used mainframe computers to explode information from a bill of materials for a certain finished product into a production and purchasing plan for components. Before long, MRP was expanded to include information feedback loops so that production personnel could change and update the inputs into the system as needed. The next generation of MRP, known as manufacturing resources planning or MRP II, also incorporated marketing, finance, accounting, engineering, and human resources aspects into the planning process. A related concept that expands on MRP is enterprise resources planning (ERP), which uses computer technology to link the various functional areas across an entire business enterprise.

MRP works backward from a production plan for finished goods to develop requirements for components and raw materials.MRP begins with a schedule for finished goods that is converted into a schedule of requirements for the subassemblies, component parts, and raw materials needed to produce the finished items in the specified time frame, Thus, MRP is designed to answer three questions: what is needed? how much is needed? and when is it needed?

MRP breaks down inventory requirements into planning periods so that production can be completed in a timely manner while inventory level and related carrying costs are kept to a minimum. Implemented and used properly, it can help production managers plan for capacity needs and allocate production time.

Howard Jonas, founder and chairman of IDT Corp., was 14 years old when he started selling hot dogs on a street corner in the Bronx. Today, he runs a multibillion dollar telecommunications company that is listed on the New York Stock Exchange. What is the secret of his success?

The answer, he says, is in his religious commitment and the title of his most recent book, "I'm Not the Boss, I Just Work Here."

Jonas recalls that as a little boy his father told him how the biblical Joseph, a slave of Egypt, rose to be a master of Potiphar's house.

Potiphar was the prime minister of Egypt. Joseph, a lowly Hebrew slave, had one of the simplest jobs in the household - sweeping the floor. Yet, taking a break when more work could be done didn't seem right to Joseph.

One day Potiphar showed up particularly late and all of the servants had left, except for Joseph. Joseph was sweeping the floor just one more time. Potiphar realized that Joseph was a man he could trust because if this slave wouldn't "steal" a moment's rest from him, he certainly wouldn't steal from the household.

"I've kept this Joseph story in mind as I've built my company," Jonas writes. Jonas believes that people who not only accept but embrace life's challenges are truly actualizing God's will for humanity.

Personally and professionally, Jonas has had enormous success. "Success is not a reward," he writes. "Sometimes it's just a sign of having tried hard and often."

But he also has had more than his fair share of failures as he reveals in "I'm Not the Boss, I Just Work Here." Jonas candidly shares with readers a time in his life in which he struggled with severe depression. Jonas says he wrote this book hoping to inspire and encourage others by the example of his response to adversity and the strength of his relationship with God.

"You load thirteen tons and what do you get?" An abundant, clean, affordable source of power in the United States.

The United States is returning to coal to generate electricity. Long-dormant mines are being reopened to gather coal, which generates most of the electricity in the country. Why is coal once again such an important resource?

* Abundance of supply and demand. Currently, 51 percent of the electricity in the United States is generated by coal power and demand for coal is increasing. In the next 25 years, demand for electricity is expected to increase more than 50 percent. Meeting this demand will require that an average of 65 new power plants be built each year.

Fortunately, the United States contains 274 billion tons of coal that can be used to produce energy for homes and businesses. The coal in the United States could last for 250 years, much longer than either oil or natural gas, and has been proven a recoverable reserve.

* A clean energy source. Coal as a clean energy source? How can that be? Between 1976 and 1993, 38 coal technology projects known as Clean Coal Technology, were conducted. One such technology is a NOX (nitrogen oxide) burner, which is currently used or being installed in three-fourths of power plants that use coal. The result of these

technologies was a decrease in emissions from coal-generated electricity. Between 1980 and 2001, emissions of sulfur dioxide decreased 38 percent. Nitrogen oxide emissions decreased 32 percent and emissions from particulate matter (PM-10), a mixture of solid and liquid particles found in the air, dropped 25 percent.

* Affordability. The cost of electricity allows businesses to remain competitive. Businesses spend less on transportation and generation costs with coal than with natural gas or oil. Coal never needs to be shipped across the whole country because mines are located throughout the United States. Furthermore, the cost of coal-generated electricity is approximately one-fourth that of electricity generated by gas, partly because the cost of coal is more stable than natural gas. As a result, more businesses are turning to coal as a source of power.

Quest Minerals and Mining (OTC BB: QMMG.OB) has acquired and re-opened mines in the southeastern United States that were closed due to a downturn in the price of coal. The company's focus is on properties that produce quality compliance coal. In addition to selling coal to utilities and industries, Quest is seeking metallurgical coal to be used in steel production.