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Sam Pearce Veteran user Ontario, Canada 309 Posts |
Hello, I did a search and it didn't come up with anything so I thought I would start a new topic.
Yesterday, when I was at a area restaraunt I noticed a program for an uppcomming reunion in the area, so I thougth to myself, I should call them up and see if they need any more entertainers. So I called them and left a message, and the next morning, there was a message on my awnsering machine saying that they were interested about me doing some entertainment. This was my first try at cold-calling and it was a great success! This is what I said: (this was for a reunion/festival type show) Hi, this message is for ########... My name is Sam Pearce, I'm a magician and I entertain at events such as festivals and special occasions with my magic, and regarding the #########, I was wondering if you needed any entertainment spots filled?... I'm avavible on #########, do these date(s) interest you, if they do, give me a call back at #######. Thanks, bye. What do you guys/girls say when you ring someone up? Thanks, Sam Pearce |
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joshlondon Regular user 169 Posts |
I don't cold call. I believe in direct response mail, that way they call me and subconsciously I have the upper advantage. You got very, very lucky on that call, only 1% of cold calling works, plus takes up so much time to get to that 1%.
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Paddy Inner circle Milford OH 1571 Posts |
When I cold call and get a machine I do not tell them why I called. I just say "Hello this is Peter will #### please call me as soon as you can? Thank you." The message you left they can ignore, however if they call back you can explain the benefits of having you as an entertainer. And I have never had anyone who called me back be angry with me for that message.
Peter |
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magic4u02 Eternal Order Philadelphia, PA 15110 Posts |
I use cold calling to "Qualify" a lead only and NEVER as a direct sale approach. The difference lies in the fact that I do not sell to them when I call on the phone. The idea of my cold calling technique is to make sure that the contact information that I have on my lead generation lists is accurate and I have the right "decision maker's" contact information. This is the art of qualifying a lead.
Qualifying a lead in this manner can make a HUGE difference directly to your return rate on your mailings that you send out. Keep in mind that your starter lead list is probably not accurate. In many ways, the contact information you found may really only be a "gate-keeper" and not realy the person who will ultimately decide whether you get hired for the gig or not. Because of this, I cold call to find out who this decision maker is and get their information. I usually just say something very simple and direct like this: " Hi my name is Kyle Peron and my wife and I are magicians specializing in Family-friendly magic and illusion shows for festivals and events much like the one you are hosting this year. I was wondering if I might confirm with you the correct contact person so that I might be able to send them our information packet for possible consideration? Thank you so much (person's name". This is very simple, very direct and I am not selling to the person on the other line. I am being freindly and in a short period of time I am only stating who I am, what I do and why I am calling. I also am asking them permission in the way that I ask. This is a much better approach for me because it does not come across to them as being too director harsh. I also find that asking the person's name or listening to it, can be very useful. I like to get to know the person I am talking with and calling them by their name and saying thank you, is a polite way to come across in a friendly manner and to get them to want to help me. I also never leave a message on an answering machine. My method of qualifying a lead, really works much better when I can talk directly to someone on the phone. Part of me being an "active" style marketer means I tune in to the person's needs and by listening to them, that is the first way I can lock into these needs and use them to my advantage by offering them solutions that address these needs. If the person on the other end gives me the contact information I am seeking (and more then 90% of them do), I use this information and enter it into my contact management software (ACT). Some of what I ask for are as follows: - Contact person's name: Now if you are working festival style events like I do.. ALWAYS make sure you ask for the entertainment chairperson. This is important that they know up front that you are not a vendor. Vendors are handled differently at festival events then the entertainment. - Contacts phone number - Contacts e-mail address - Find out if they have a website or confirm the website info that you do have. This information helps me to be able to actively market to this decision maker in the best manner that works best for me. It also allows me options for doing my 2 step follow up process for any new lead I am actively seeking. It keeps me in control. I hope this may be of help to you. Please let me know if anyone has any questions. I would be happy to go over what I do, how I do it and why it works for me. Kyle
Kyle Peron
http://www.kylekellymagic.com Entertainers Product Site http://kpmagicproducts.com Join Our Facebook Fan Page at http://facebook.com/perondesign |
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Dannydoyle Eternal Order 21219 Posts |
First of all cold calling has a much higer return than does direct mail.
If you want to learn to be a salesman, which you do, don't spend a lot of time looking to the magic community. Look to the sales community. Take some sales courses. Learn to answer objections before they even come up. Learn to turn objections into declerations of sales. learn to ask for the sale. If these terms are foreign to you, you need to take a sales course. Sales is an art form, and a game at the same time. I keep repeating that Xerox has a PSS sales course, which is their features and benifits course. It teaches you how to show your features, and how they benifit your client. The advantage to a cold call is you at least have someone your talking to. A cold call does not scare a salesman at all. They know they will eventually sell one. Do yourself a favor and type in Xerox PSS features and benifits into a search engine, and buy the thing. Worth its weight in gold. Danny
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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JesterMan Veteran user Maryland, USA 319 Posts |
Sam, I think Danny hit it on the head; cold calls are an effective tool for sales professionals, and professional training can help you improve your skills, and your effectiveness. If you want to make a decent living in this business, you must treat it like a business. (Or figure a way to get to be Leo D's friend for a few years.)
I usually do the actual 'call' face to face, if they are in my area. I will stop in, hand the person at the reception area a balloon creation, and see if the person I need to speak to is available. This is usually after doing what Kyle has suggested above; verify the contact person. Like Kyle, I am not aiming to make the sale over the phone. (It happens at times, but usually the call is a prelude to a visit.) I ask for the time when the target person is most likely to be free to talk before I go. With offices, it will usually be necessary to set up a formal appointment. With restaurants, they usually just tell me when they will be there, and say to stop in. Sometimes, I will drop in, if I am in the area, but I don't expect to see anyone, just get the business intelligence. The last time I did this, I got lucky. The lady at the desk took the balloon right back to the target person, and I hear from down the hall, "HOW CUTE!!" Ka-CHING! She came right up the hall to see me, and I didn't even ask. I am now discussing having 5 balloon artists there for an upcoming event. They also book magicians on a regular basis, but this event is better for the balloon 'airtistes'. By the way, I also gave the receptionist another balloon, after she let her boss take the first one. ALWAYS be nice to the 'gatekeeper'. They can make you, or break you down! I also spend about three hours a week networking with other sales pros (in three different areas around the big city near me), and we pick each other's brains about opportunities in each area. Then, when I make calls from their referrals, it isn't a cold call. I can say that John Smith (whom they already know and trust) suggested I give you a call to discuss your upcoming open house, or whatever. What do the pros in sales like better than cold calls? Referrals! I am focusing on marketing to businesses for this, but I often get other types of referrals, too. In terms of learning the skills for effective sales calls/cold calls, and overall salesmanship, I frequently hear about the Xerox program, and also the granddaddy of them all; Dale Carnegie. Best of luck! (Of course, you create that.)
JM
Balloons, Magic, Mayhem & More! www.AArdvarkEntertainers.com www.JesterMan.com "... destined to take the place of the MudShark in your mythology... " FZ |
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Dannydoyle Eternal Order 21219 Posts |
Jester the only problem with Carnegie, he didn't really put the info into an easily understandable format. but he was amazing to say the least
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Care to clarify what you mean by your comment, Dannydoyle?
I have all the Dale Carnegie books (even the corporation titles), and have also taken both the Carnegie Course in Communication, Human Relations, and Leadership, and also The Dale Carnegie Sales Advantage Course. I found everything to be understandable (in print, classroom, and applied), and use the sales skills I learned everyday. - Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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Dannydoyle Eternal Order 21219 Posts |
I thought it was obvious. It is not as clearly put out or as easily available. I have taken BOTH courses and find the Xerox course easier to understand to those without a sales spacific background.
I also believe I mentioned it was amazing to say the least. Which I don't believe needs clarification, but to provide that, it was a compliment. So to clarify I was being complimentary, but feel that Xerox has a better marketing and teaching department. Also the industry standard for sales people worldwide is the Xerox course. I seem to have offended you but it is only an opinion. If you have taken both courses also, then by all means give yours. Dosn't make mine right, makes it a place to start. By it I mean the Carneige, when I said IT was amazing.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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TheDean Inner circle Reno, Nevada 2164 Posts |
30+ years in success support industry, presenting, speaking and training Corporate America on Success and Sales, Influence and Persuasion and I have NEVER heard of "The Xerox Course" or sales training, unless you mean a COPY of the Carnegie course... Hehehehehe! (That was a JOKE!)
I love learning new stuff everyday. Anyplace to see (or get more information) this "Xerox Sales Course" training program that is supposed to be “the industry standard”? Love to know more… “Enquiring Minds Want To Know!” I am at your service and In HIS Service, Deano <><
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success! "Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…" (*Marketing Doctor) |
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Dannydoyle Eternal Order 21219 Posts |
Xerox Pss features and benifits........look at any search engine....hard to believe you wouldnt know it
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Danny -
I didn't mean to imply I was offended (I wasn't). I was just asking for clarification. Glad to hear you sharing passionately about something that works well for you! Thanks! - Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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keithmagic Veteran user 375 Posts |
Dean and others -
Visit http://www.hawaiibusiness.cc/hb32005/default.cfm?articleid=1 and learn about PSS and the Xerox sales force training. In the real corporate world, it is still kind of the gold standard, particularly in sales rep type industries. Keith Stickley http://www.howtobookfestivals.com
Author of "The Festival Entertainer" The Professional Entertainer's Guide to Booking and Working Outdoor Fairs, Festivals, and Events.
Available at http://www.howtobookfestivals.com |
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Skip Way Inner circle 3771 Posts |
Cold calls are not dead...especially for commercial and corporate clients. Call it what you will, but making a list of 'target clients' must include people you do not know. Your first call is always a 'cold call,' with the intent of a scheduled meeting always in focus. If you do not make cold calls, then you must have already established a broad client base with referrals (warm-calling) to fill your day and your wallet. Cold Call prospecting will always be one of the basic sales tools that helps create a successful career.
For me, Cold Calling is finding out who the decision maker is, calling them, sending them information and then setting up the appointment. By then, if you've done everything right, you've broken the ice and you have laid a foundation to making the sale during the appointment. Some people are concerned about the "Do Not Call" list with cold calling. The 'Do Not Call' list only applies to residential telemarketing and does not apply in business-to-business sales. On a quiet day, nothing is more productive than cold-calling potential customers. Since we sell a targeted product, there is almost never an issue over whether the commercial or corporate client will need what I'm selling -- it's just a matter of when they'll need it. Nearly every company...every restaurant...every retail business entertains or treats their employees and customers at some point each year. Cold calls, properly done, can help you position yourself for each of these potential clients. Of course, while I'm getting their e-mail or fax number from them to send information, I ask if there's an issue NOW that I might be able to help them resolve. Prospecting is at the core of what we do as professionals who live on the fruits of our own labors. Anyone who thinks of themselves as a salesperson and doesn't prospect is called an 'order taker. Skip
How you leave others feeling after an Experience with you becomes your Trademark.
Magic Youth Raleigh - RaleighMagicClub.org |
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TheDean Inner circle Reno, Nevada 2164 Posts |
I DID a Google right after I posted using various search terms and nothing of real matching significance came up for me either. I didn’t know “the magic key phrase or mystery letters” that would get discernible results like PSS (Still don’t know what that is either!) Hehehehehehe
I guess I will find out more... I'll check into it. No big deal here, just never had heard of it till here, now. THANKS for the tips! I am at your service and In HIS Service, Deano <><
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success! "Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…" (*Marketing Doctor) |
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Dannydoyle Eternal Order 21219 Posts |
Dean, did you check the posting above? All you really have to do is click no searching necessary.
As Keith mentioned it is a sales rep industry "gold standard" to be sure. If this does not clarify for you then it will be tough to be clearer. How can you be in the industry for 30 plus years and not know about it? In the sales idustry they are LEGENDARY not an exageration. Maybe the confussion comes from I am speaking from a CORPORATE AMERICA point of view. Not our magic community, not the success industry where you don't actually have to be qualified to be in it. YOU very well may be, and probably ARE, but it is not necessary. I am speaking from the point of view of SALES in general. Sales skills, features and benifits and that type of thing. Since the 70s Xerox has sold their opinions of how to do things to everyone from Auto dealerships to Kodak. Skip your right be an ORDER MAKER not an ORDER TAKER. Anyone can sit and answer the phone. Luck is what drives this business. Ringing someone elses doorbell is what makes you busy. Dean, all I can say is you may need better search engines, or maybe better sales training. If you can't find the Xerox course in a search engine there is a link provided above which clarifies better than I could possibly hope too. But if after 30 years in the business and you STILL havn't run into it, well I hope this helps you in some way. Donald, Glad to clarify. Carneige is amazing! I agree. IT WORKS well I agree. Glad to see someone trained in sales doing magic too!!! By luck driving this business Skip, I meant that ORDER TAKER. It was a bad thing HA HA
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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TheDean Inner circle Reno, Nevada 2164 Posts |
DannyDoyle:
Dean, did you check the posting above? DEAN: Yep I did... as I said, Thanks for the tips. (And the links, I could have said that too I guess.) DannyDoyle: All you really have to do is click no searching necessary. DEAN: Did that... thanks. See above. DannyDoyle: As Keith mentioned it is a sales rep industry "gold standard" to be sure. If this does not clarify for you then it will be tough to be clearer. DEAN: Cool... like I said in my first post... I LOVE learning something new everyday. DannyDoyle: How can you be in the industry for 30 plus years and not know about it? DEAN: That is how life works my friend... You know stuff I don’t, I know stuff you don't, and so on... It's pretty simple really. DannyDoyle: In the sales idustry they are LEGENDARY not an exageration. DEAN: Like I said... Thanks for the tips. DannyDoyle: Maybe the confussion comes from I am speaking from a CORPORATE AMERICA point of view. DEAN: Nope, no confusion brother... I am a "CORPORATE" Trainer, and Presenter. Though I have worked for IBM, Apple, American Express, Prudential Life... and more that it serves to mention here for the sake of this post, I have not had the good fortune of "Training" for Xerox, even though I have "performed" for them on a few occasions. No big deal bud... no need to get worked up. Just sharing together. No one knows EVERYTHING ya' know. Right? DannyDoyle: Not our magic community, not the success industry where you don't actually have to be qualified to be in it. YOU very well may be, and probably ARE, but it is not necessary. DEAN: This is interesting. Not sure what THIS has to do with me not knowing about the Xerox training program. The FACT of the matter is, in EVERY SINGLE INDUSTRY, no one "HAS" to be qualified to be in that particular industry... Yes, it’s SAD, but unfortunately all to true. - No one has to be "qualified" to do magic but they do. We see it all the time. - No one has to be qualified to be in sales, but they do. We see it all the time. - No one has to be qualifies to be in business at all, but they DO, we see it all the time. Again I agree it's sad that there are immensely unqualified people in EVERY industry, but I still fail to see what that has to do with me not knowing about his one sales training program. I have never said I "Know it all" by a loooong shot. All I was saying was THANKS for the post, insight and share so that I could go about my business and simply learn something new... no need to get your feathers ruffled my Café' friend. DannyDoyle: I am speaking from the point of view of SALES in general. DEAN: Yep, so was I. No big mystery there. DannyDoyle: Sales skills, features and benifits and that type of thing. Since the 70s Xerox has sold their opinions of how to do things to everyone from Auto dealerships to Kodak. DEAN: Yep... get it. DannyDoyle: Skip your right be an ORDER MAKER not an ORDER TAKER. Anyone can sit and answer the phone. Luck is what drives this business. Ringing someone elses doorbell is what makes you busy. DEAN: Yep, such is the nature of success and business since the beginning of time and beyond. Accept that I will say that “Appropriate and Skilled ACTION” is what really drives successful business, NOT the old definition of LUCK. Our definition of "LUCK" is: - Labor - Under - Correct - Knowledge ... IF that is what you meant by "LUCK Drives this business", then and only then do I agree. (See above) DannyDoyle: Dean, all I can say is you may need better search engines, or maybe better sales training. DEAN: 1) As stated, I used Google... is that not good enough? And though stuff came up about Xerox and even a cursory mention of the fact that they "DO" sales training, but no direct link in my searching to the place that explains the gold standard of sales trainings is all about. That's all... no biggy. Thanks for the link Keith and I will continue to explore this info on the net. Again, no need to get mean spirited and talk down to me JUST BECAUSE I want to learn something new brother. and then DannyDoyle sez: “...or maybe better sales training.” 2) What he heck does THIS have to do with what search engine I use or that fact that I ask a question about this Xerox training deal so as to LEARN something to be able to help others grow??? Personal snips and attacks serve no one brother... Not that it matters, my success support and sales trainings have delivered loads of real RESULTS for the business relationships I continue to support for decades. I keep getting asked back based on the real results they get form my help... I guess it works. - - That is not to say that I don’t have anything to LEARN… “we ALL do” and THAT is WHY I SIMPLY ASKED. Again, no need to attack and belittle me here. AND, like I said from the very beginning... I LOVE to LEARN new stuff all the time. That is all I am guilty of just THAT in this case, and yet you have assumed and extrapolated that somehow, simply because I didn’t know what YOU knew that I am somehow less of a professional and need a better Google and Sales training. Is that RIGHT, fair, balanced based on the simple request for more information or even supportive to another brother here at the Café'? I don't think so bud. I don’t know you… YOU don’t know me, yet you reply as if you know me, my heart, intentions and event the super simple request for a super simple answer or my quest to LEARN something new. DannyDoyle: If you can't find the Xerox course in a search engine there is a link provided above which clarifies better than I could possibly hope too. But if after 30 years in the business and you STILL havn't run into it, well I hope this helps you in some way. DEAN: I never passed the "Walking on Water" class over at the YMCA. Never said I was perfect, just ASKED a simple question for information so I could LEARN. NOW look what happened... I’m puzzled. DannyDoyle: Donald, Glad to clarify. Carneige is amazing! I agree. IT WORKS well I agree. Glad to see someone trained in sales doing magic too!!! DEAN: I too am VERY familiar with the Carnegie training... have even asked and blessed to be able to facilitated a training or two for them... and LOTS of Google Returns for Carnegie! - Woo Hoo! AGAIN... not trying to rise any hairs here and I'm NOT sure why you are so aggressive towards me brother but all I am trying to do is make life better for myself and others I support. (As well as others who would never have asked BECAUSE of what JUST happened here. – If I knew I was gunna’ get slammed, I would have never asked… others didn’t. [and YES, I KNOW this to be true due to the E-mails I received about the replies]) I am at your service and In HIS Service, Rev. Dean Hankey <><
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success! "Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…" (*Marketing Doctor) |
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Donald Dunphy Inner circle Victoria, BC, Canada 7563 Posts |
Danny (or others who are knowledgeable on this subject) -
Another couple of clarification questions I have, are these: Is the Xerox training only available as a manual you can purchase seperately, or is it only classroom-based training, or is it actually both? Also, are non-Xerox professionals allowed to take the classroom-based training? Have you also taken the classroom-based training, and what was that experience like? Unless I am mistaken, it sounds like you might be referring to a manual, as opposed to classroom-based training, so I am just asking these questions to understand better. - Donald
Donald Dunphy is a Victoria Magician, British Columbia, Canada.
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TomBoleware Inner circle Hattiesburg, Ms 3163 Posts |
I have heard good things about the Xerox sales force, but I too had no idea they taught outside sales personnel. Isn’t this only a few X-Xerox sales people teaching a sales program using early Xerox sales principles?
Nope, I don’t think the course (?) Is that well known. Maybe it’s new. For a good understanding of selling features and benefits, and plain selling in general, study the history of the cash register. Can you imagine selling merchants a high priced fancy box to keep the money in, when the cigar box worked so well. The Xerox sales people probably had it easy compared to the NCR folks. Ok, my sales tip for the week. When applying for a sales job, just before going in, beat your knuckles on the sidewalk until they are bloody red. During the interview, when they ask about your hand. Tell them it’s from knocking on doors. Works every time. Tom
The Daycare Magician Book
https://www.vanishingincmagic.com/amazekids/the-daycare-magician/ My Blog - https://boleware.blogspot.com/ |
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Dannydoyle Eternal Order 21219 Posts |
Donald,
Many companies are providing sales training courses that are the Xerox course. It is a manual yes. You can take the Xerox course through many other companies. I have not done it for a lot more years than I care to remember, but it is worth hunting down the way to attend one of the credited course seminars. Thanks for asking. PM me and I can perhaps find more info without taking up too much space here if you would like. Dean, You seem to forget when you mention how I belittled you that you called the Xerox course a COPY OF THE CARNEIGE CORUSE! Did you omit that from your memory? Sure you followed it with That was a joke, but it still seemed snippy and as if you were not only belittling me, but anyone who took the course. You follow that with telling me that in 30+ years you NEVER capital letters NEVER heard of it and give a rundown of your qualifications. Then your next post contains something hinting about how you don't even know what PSS is with exclimation points after it. Usinig sarcastic words like magic key word phrases and "mystical Letters". Oh right you said Its a joke. So that makes it less snippy? If I said "It was a joke" would you be less angry? OH then you end with I am at your service and in HIS service like I am supposed to automatically assume your not being sarcastic? Ok tip #1 here learn to use the "quote post button" this will save you immense amount of time typing and scrolling. Tip #2. When you sign up on this they spacifically caution you AGAINST using jokes and sarcasam, as they don't translate well to the medium. You say you were joking I say you were being snippy to use your words. This will get agression out of me every time it is done. Tip #3. Do some research before being funny or sarcastic. It will help. Tip#4. Do me a favor and drop the hurt kitten act. YOU are the one who was sarcastic and trying to play it off. You certianly got more than you wanted to hear, but that may be a good lesson. Lets just pretend I added "Just Joking" at the end of the post. That seems to wash away all sins of sarcasam and belittling now dosn't it? OK add "Just Joking" that way nobody has hurt feelings. Bottom line friend is you should not jump in and try to belittle others, while hiding it with alleged humor. At least be honest about it and call it what it is. I would at least respect that. As for your profession, I can only assume you are qualified. I choose to assume you are mind you as none of us here can actually provide adequate proof of such. I just assume you are who you say you are. Dean don't jump on me then say " I was only joking" and we should be OK in the future Danny
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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