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AnchorComm | Sales And Publishing


Guilt, guilt, guilt.  Guilt is a terrible feeling and is often self-inflicted by female entrepreneurs, especially during the holidays.

Most people who work for themselves say they chose to do so because they wanted to “control their time.”  People who value time over money, recognize that time is a precious commodity that cannot be created, bought, or borrowed.  You have to use it wisely or else it is gone.

Having the luxury to control how, with whom, and where you spend your time is one of the bonuses of working for yourself.  So, why is it that an overwhelming number of female entrepreneurs also say they feel guilty when they are not working on their businesses or with a client between the hours of 9 am to 5 pm?

To be truly happy and successful as an entrepreneur, you must break the corporate-created walls of time and learn how to set your day according to your needs and the needs of your clients.  There is no law chaining you to your desk eight hours a day between 9 am and 5 pm.

Here’s my advice: stop feeling guilty about when you are working and when you are not, and ditch the idea of playing by rules set up by other organizations.  Make sure you benefit from the freedoms of entrepreneurship and maximize your time by performing regular activities such as food shopping at off times like 10 am on a Tuesday or having your teeth cleaned at 2pm on a Monday.   You will spend less time waiting in line, you will be less stressed, and actually have more time to devote to your clients and other activities, then if you went on a weekend or during a busier time.

Of course, be sure to take a day or two off completely during the holidays to go gift shopping, ice-skating, or for decorating your home.  Give yourself permission to enjoy your life and do something for yourself, even if it is on a week day between nine and five.  You deserve it.

Have you ever wondered why you seem to hit it off right
away with some customers, while with others it’s more like
oil and water? That’s because we respond intuitively to the
natural chemistry, or lack there of, between temperament

Our temperament style not only determines our behavioral
traits, body language patterns and buying style, but it also
influences our compatibility with other people.

Today we have access to innovative tools such as the
Internet, cell phones, faxes and voice mail all designed to
enhance our communications and support us in selling
more effectively.

Nevertheless, even with all of these technological tools at
our disposal, the alarming number of failed relationships,
dissatisfied employees and lost sales all reflect the fact
that none of us are as effective at understanding others
as we would like to believe.

For example, what about that sale you thought you had
made, but for some unknown reason your prospect
changed their mind and didn’t buy… or at least they didn’t
buy from you. Chances are you lost that sale because of
your inability to recognize and adjust to your prospect’s
preferred buying style. This temperament mismatch is
often referred to as a “personality conflict.”

Research in the field of psychology tells us that we are
born into one of four primary temperament styles
(Aggressive, Expressive, Passive or Analytical).

A person’s temperament style is determined genetically
and has nothing to do with their astrology sign, birth order
or childhood experiences. Our temperament style is also
unrelated to race or gender. Each of these four primary
behavioral styles requires a different approach and selling

Ancient Wisdom
Hippocrates, the father of medicine, is credited with
originating the basic theory of the four temperament styles
twenty-four hundred years ago. Since the days of ancient
Greece there have been many temperament theories and a
wide variety of evaluation instruments, but essentially they
utilize the four temperament styles that Hippocrates
identified. Hippocrates observed that these four styles have
a direct influence on our physiology, character traits and
outlook on life.

The Aggressive or Worker style is:
Extroverted – Determined – Demanding – Domineering –
Controlling – Practical – Self-reliant – Decisive – Insensitive

Their major weakness is “anger management”. Under
pressure the Worker will work harder and may become
ill-natured or explosive.

The impatient and goal-oriented Worker prefers a quick,
bottom line presentation style. They expect you to be on
time and well prepared. They like it when you avoid small
talk and get right down to business.

Workers are generally quick to make a decision. They
are focused on results and ask “what” questions. Keywords
to use when presenting to a Worker are results, speed
and control. Give them options so you don’t threaten their
need for control.

The Expressive or Talker style is:
Extroverted – Enthusiastic – Emotional – Sociable –
Impulsive – Optimistic – Persuasive – Unorganized

Their major weakness is “emotional management”.
Under pressure the Talker will talk more, shop or eat,
and may display an emotional outburst.

The playful and friendly Talker prefers a fast paced and
enthusiastic presentation style. Use a short warm up and
allow extra time in your presentation for them to talk.

Talkers can be impulsive shoppers and are generally quick
to make a decision. The key to making a sale to a Talker
is to keep them focused on the presentation and allow time
for them to express their feelings.

Talkers seek social acceptance and are concerned about
what other people think of them. They ask “who” questions.
Keywords to use when presenting to a Talker are exciting,
fun and enthusiastic.

Keep your presentation big picture and avoid giving them
too much detail. Consider using colorful pictures, pie charts
or graphs when presenting to this style.

The Passive or Watcher style is:
Introverted – Accommodating – Harmonious – Indecisive –
Patient – Polite – Uninvolved – Friendly – Sympathetic

Their major weakness is “self-esteem management.”
Under pressure the Watcher will avoid conflict by sleeping
in longer.

The peaceful and stoic Watcher prefers a slow, deliberate
presentation style. Watchers, unlike the impatient Worker,
require extra time to warm up before you begin talking
about business.

Watchers are very sensitive to conflict or “sales pressure.”
They have a need to accommodate others and tend to ask
“how” questions. Keywords to use when presenting to this
style are family, service and harmony.

Help the Watcher make a decision by giving them assurance.
They dislike having to make decisions and are natural born
procrastinators who love the status quos.

The Analytical or Thinker style is:
Introverted – Thoughtful – Organized – Critical – Shy
Detailed – Pessimistic – Introspective – Secretive – Aloof

Their major weakness is “stress management.” Under
pressure the Thinker becomes withdrawn, depressed and
worries more (panic attacks). They “stress out” and seek

The cautious Thinker prefers a slow, detailed presentation
style and warms up slowly. They are skeptical and typically
research before they purchase. Thinkers want detailed
information and they tend to ask “why” questions.

Keywords to use are logical, safety and quality. Because
they are concerned about making a wrong decision and
appearing incompetent, you can expect the Thinker to
want to take their time.

Their frugal nature will cause them to “shop your numbers”
to make certain they are not paying too much. Because of
their desire for research and their need to avoid making a
mistake, Thinkers often get bogged down in details. They
get what is called “paralyzes from analysis.” Close the sale
with the Thinker by reducing their fear of making a mistake.
Give them evidence, facts, testimonials and guarantees.

While there are certainly many factors that influence the
selling process, by far the most important factor is to identify
your prospect’s preferred buying style. Once you learn how
to quickly and accurately determine your prospect’s
temperament style using body language, you will be able to
close more sales in less time!

John Boe presents a variety of sales training and motivational
programs for meetings and conventions. John brings over
twenty years of experience as an award-winning sales trainer
to the platform. To have John speak at your next event, visit
www.johnboe.com or call 877 725-3750. Free Newsletter
available on website.

In 1957, Earl Nightingale, speaker, author and
cofounder of the Nightingale-Conant Corporation,
recorded his classic motivational record “The
Strangest Secret.” “The Strangest Secret” sold
over one million copies and made history in the
recording industry by being honored as the first
Gold Record for the spoken word. Nightingale,
known as the “dean of personal development,”
concluded that life’s “strangest secret” is that we
become what we think about all day long.

Your belief system, like your computer, doesn’t
judge or even question what you input; it merely
accepts your thoughts as the truth, the whole truth
and nothing but the truth. Think thoughts of defeat
or failure and you’re bound to feel discouraged.
Continuous thoughts of worry, anxiety and fear are
unhealthy and often manifest in the body as stress,
panic attacks and depression.

At the core of Earl’s message, he reveals the incredible
power of positive self-talk, belief and expectation. What
you vividly imagine and hold in your subconscious mind
begins to out picture as your reality. Your belief system
not only defines your reality, but it also shapes your
character and determines your potential.

The placebo effect
The ability of the mind to cure a disease even when
the medicine is known to be worthless is known as the
“placebo effect.” This occurs in medical trials where
doctors give patients sugar pills, but tell them they will
cure their illness. Often it does, even though the pills
contain nothing of medical benefit. The only thing of
value in these medical trials is the patient’s own belief
that the sugar pills will cure them. It’s the power of the
patient’s belief and expectation alone that produces the
improvement in his or her health.

I recently read a remarkable story about a group of
cancer patients who thought they were being treated with
chemotherapy, but were actually given a placebo. Before
their treatment began, the patients were informed about
the complications associated with undergoing chemotherapy
treatment, such as fatigue and loss of hair. Amazingly,
based on nothing more than their belief and expectation,
nearly one third of the patients who were given the placebo
reported feeling fatigued and actually experienced hair loss!

The power of affirmation and positive self-talk
If you had access to a powerful tool that would enhance our
self-esteem and allow you to reach your full potential would
you use it?

A good way to create positive self-talk is through affirmations.
An affirmation is a positive statement that represents your
desired condition or outcome. Interesting enough, your
subconscious mind doesn’t know the difference between a
real experience and a vividly imagined “mental” experience.

When he was a struggling young comedian, late at night Jim
Carrey would drive into the hills overlooking Hollywood and
yell at the top of his lungs “I will earn ten million dollars a
year by 1995.” When 1995 finally arrived, Jim was the star
of the movie “Ace Ventura: When Nature Calls”, for which
he was paid twenty million dollars!

World-class athletes understand the value of affirmation and
recognize the impact of their mental preparation on their
physical performance. They use the power of positive
affirmation to reduce anxiety and increase their expectation
of achievement. To be of maximum benefit an affirmation
must be simple, encouraging and stated in the present tense.
By repeating an affirmation over and over again it becomes
embedded in the subconscious mind.

To be effective your affirmation must be stated aloud…

1. In a positive manner with the focus on what you want. When
you catch yourself saying or thinking something negative about
yourself, counteract the negative self-talk with a positive
affirmation. Start your affirmation with words like “I am…” or
“I already have…” Example: “I close sales with little or no
resistance.”  “I take good care of my customers and they show
their appreciation by referring their friends to me.”

2. In the present tense. Your subconscious mind works in the
present tense, so avoid words such as can, will, should or could.
Example: “I love doing my work and I am richly rewarded
creatively and financially.”

3. With emotion and conviction.

4. Repeatedly. I suggest you read your affirmations each
morning upon awakening and again each night just before
falling asleep. Close your eyes and picture the end result.
Feel the emotions associated with the affirmation.

Here are some of my favorite affirmations:
* Every day in every way I’m getting better and better!
* Everything comes to me easily and effortlessly!
* I love and appreciate myself just as I am!
* I love doing my work and I am richly rewarded creatively
and financially!
* I now have enough time, energy, wisdom and money to
accomplish all my desires!
* Infinite riches are now freely flowing into my life!
* I am relaxed and centered!
* I feel happy and blissful!

Do affirmations really work and can they be used to propel a
person to achieve greatness? As a young boy growing up in
Louisville, Kentucky, 12-year-old Cassius Marcellus Clay dreamed
of someday becoming the heavyweight boxing champion of the
world. When working out in the gym, Clay would continuously
affirm to all within earshot that he was indeed the greatest boxer
of all time! While many felt he was brash and boastful, few people
actually took this 89-pound youngster seriously. Mohammad Ali
used his affirmation to become the undisputed heavyweight boxing
champion of the world and arguably one of the most popular and
recognized sports figures of all times!

“Watch your thoughts, for they become words. Choose your
words, for they become actions. Understand your actions, for they
become habits. Study your habits, for they will become your
character. Develop your character, for it becomes your destiny.”
– Anonymous

You show me a salesperson with high self-esteem, a positive
attitude and a healthy work ethic and I’ll be able to predict his
or her success in advance… I guarantee it.

John Boe presents a variety of sales training and motivational
programs for meetings and conventions. John brings over
twenty years of experience as an award-winning sales trainer
to the platform. To have John speak at your next event, visit
www.johnboe.com or call 877 725-3750. Free Newsletter
available on website.

Meet© Copyright 2005 – John Boe International
P.O. Box 3286 Monterey, CA 93942-3286
Publishing Guidelines: This article may be freely reproduced
electronically or in print, provided it is published as written
and includes contact information. A courtesy copy would be

How Much Does It Cost? How to respond to the — How much does it cost — question. Don’t you just hate hearing this question? I know I used to but now I almost enjoy hearing it because I’m prepared to deal with it. And after reading and digesting this lesson so will you. Rule number one – unless you have asked all of your questions and given your presentation I would encourage you to deflect this question until later. Rule number two – remember it’s QPP – which refers to questions, presentation, pricing. If you don’t stick to this sequence you are headed for heavy discounting and severe erosion of your profitability. The next time somebody asks you, –How much does it cost– respond with these two words. It depends! And then be totally silent. Within a very short period of time your prospect/customer will ask, It depends on what? Let’s use my business as an example. I receive a call from a Vice President of Sales. He’s planning a National Sales meeting in February. He has forty salespeople and he wants to give them professional sales training. I ask and get answers to 12 open-ended questions. I go on to describe my capabilities based solely on his responses to these 12 questions. He comments, “Jim this sounds good – How much will it cost us?” I respond with, “It depends.” He responds, “It depends on what?” “It depends on whether you want to include pre-meeting reading assignments featuring one of my books, it also depends on the length of the training program, and it depends on how you’re planning to reinforce the sales training after your National Sales Meeting.” “It also depends on your interest level in establishing a Learning Library for your sales team and it also depends on how you feel about specialized training (field coaching) for your sales managers.” OK – do you see what I just did here? This is negotiating 101. Never give anything without getting something in return. In essence, what I’ve done here is to say the price of the sales training depends on a bundle of other choices. Literally it says the price depends on the size of the bundle you buy. The bigger your bundle – the better your price. Doesn’t that make a world of sense? Don’t offer one price for one product. The more choices you offer, the higher your probability of achieving success. And besides, most people love choices – it makes the entire decision-making process easier. Send a blank e-mail to this address: join-salesstrategist@host.netatlantic.com to subscribe to my No-Brainer Selling Tips Newsletter

Dan Kennedy is an author, speaker, and an extraordinary marketer. Every
month I get two of his newsletters.  Something caught my eye, in this month’s
issue, that I wanted to share with you.

Many years ago he remembers seeing The Tonight show when it was being hosted
by Johnny Carson. One night in particular his guest was a salesman named
Fred Herman.

Johnny said to Fred, “You’re supposed to be the world’s greatest salesman.
So sell me something.”

Fred picked up Carson’s crystal ash tray, admired it, held it out and asked,
“If you were to buy this ashtray, what would you pay for it?”

Carson stated a price and Fred said “Sold.”

Very basic and pretty simple I’d say.  There’s a powerful lesson to be learned
from this that you can use every day.

Make sure your price is right.

In this case Fred only needed one question to get Johnny to place a value on
his product.

Ask questions to learn everything you can about your buyer’s situation.

Ask questions to identify the buyer’s pain and problems.

Ask questions until you’re able to dollarize the buyer’s problems.

Once you’re able to help the buyer to see how much his problems are costing
him the price of your solutions will pale by comparison.  The bigger the gap
between the size ($) of his problem and the price ($) of your solution – the
less important your product’s price is.

Don’t quote a price until you can dollarize your buyer’s problems.

The price is right when you focus your energy and effort on solving problems.

And speaking of problems – here’s one most sales people have to deal with.
How to optimize your windshield time.  Sure you can use your cell phone and
listen to your radio.

You can also turn your car into a classroom for 20 minutes every day and
listen to CDs.

Use this l*ink to learn more about Day 2 of the “Mize’s” Christmas Special.

Let’s go sell something . . .

Jim Meisenheimer

How to add value that your prospects/customers can appreciate.

This is so important. Wham Bam it’s very important. Keep reading.

Here is a Meisenheimerism – if you can’t quantify the value there
is no value. After reading this I hope you have a new definition of
Value in mind. It’s got to be in your mind before you can transfer it
to the  customer’s mind.

You’re in sales so I’m going to mention this twice.

1. If you must discount, discount the value of something you’re willing
to give away for free, but only after you have assigned a dollar value to it.

2. If you must discount, discount the value of something you are willing
to give away for free, but only after you have assigned a dollar value to it.

For example:

If you sell equipment and include training, technical service/support, training
manuals, warrantees, and even some accessories be sure you list these in
your proposal as separate line items with the estimated value for each item.
Add up the value for each item and add these words next to the total – No Charge.

Please note, no one can question the value you place on a service you

I can’t over-emphasize how important what I’d just said is.

Other ways to add some value:

=> Simplify your offer – use high-liters and post  it notes to
identify key parts of your proposal.

=> Use odd numbers.

=> Offer dollar discounts not % discounts.

=> Consider adding a personal bio with a family photo in
your proposal. This can create some unbelievable
connections for you.

Adding value is something most salespeople take for granted.
“Like gee whiz’” the customer has eyes he should be able to
see the value of my products and services. Sure they have
eyes but they won’t  see the value unless you spell it out for them.

Don’t make any assumptions about value. To hit a home run you have to
quantify the value so that even a seven year old child can tell you what
something is worth.

When you put a price on your value, it allows you to put that value
into  your price.

You have to put the value into your value – plain and simple.

Jim Meisenheimer
Creator No-Brainer Selling Skills


How can you stay self-motivated and productive in the midst
of turbulent times and a sluggish economy? How do you
persevere as a salesperson when times are tough and
customers seem to be holding on to every penny in fear of
economic uncertainty?

Every challenge, setback and personal difficulty you encounter
in life also brings with it the seed of equivalent or greater
benefit! The key to overcoming adversity is to avoid the
temptation of panic and instead, focus on finding the greater
benefit. Adversity will never leave you where it found you; it
will either strengthen your character or weaken your resolve.

During the early years of WW II Nazi submarines, operating
in wolf packs, roamed the frigid waters of the North Atlantic
with impunity sinking an alarming number of British military
and merchant ships. Hitler was confident that his U-boats
could blockade England and eventually starve the British
people into submission.

In the summer of 1940, while the Battle of Britain was being
played out over London, the Germans unmercifully sank over
300 British military and merchant ships. Prime Minister Winston
Churchill, fearing the negative impact these devastating losses
might have on the nation’s morale, ordered the information
withheld from the public. In an effort to reduce the appalling
number of casualties lost at sea, Churchill instructed the British
Royal Navy to begin a study to determine what, if anything,
could be done to save more lives during sea rescue.

While interviewing the survivors an interesting discovery was
made. To their complete astonishment, the researchers noted
that the survival rate for the younger, presumably more
physically fit sailors was remarkably lower when compared to
their older shipmates. The study concluded that the older sailors
had a significantly higher survival rate due to the fact that they
had overcome more adversity and therefore, had developed
greater confidence in being rescued than the younger, less
experienced sailors.

The head of the research project, Kurt Hahn, was so moved by
this discovery that he created the Outward Bound program.
Hahn designed the Outward Bound program, utilizing a series
of progressively rugged challenges, to mentally and physically
prepare young British sailors to cope with the adversity of naval
combat. Today, the Outward Bound program works with troubled
youth to help them develop greater confidence and self-image.

I find it interesting that people faced with similar adversity
often experience remarkably different outcomes. Some people
become weakened, some become hardened and some become
stronger. If you place a carrot, an egg and a coffee bean into a
pot of boiling water, each reacts in a completely different manner
to their conditions. The carrot goes into the boiling water firm and
comes out soft; the egg goes in fragile and comes out hardened;
while the coffee bean turns the hot water into coffee by releasing
its flavor and aroma!

While you may not fear a U-boat sinking your ship, you may find
yourself challenged to stay afloat in today’s unpredictable and
choppy business waters. Selling in these challenging times
demands determination and personal fortitude. Having the will to
persevere when times are tough is a characteristic commonly
found among self-made millionaires. Are you a quitter? The last
time you failed, did you stop trying because you failed or did you
fail because you stopped trying?

Thomas Edison documented 10,000 failed attempts to develop the
electric light bulb. A reporter asked the great inventor how it felt to
have failed 10,000 times trying to invent the light bulb. Edison
responded, “Young man, I didn’t fail 10,000 times trying to invent
the light bulb, I simply documented 10,000 ways that it wouldn’t
work.” Imagine how different our world would be today if Edison
had been a quitter.

You must expect to encounter detours, roadblocks and potholes
of adversity along the road of life. The next time you are faced
with adversity, learn from it and know that you are becoming a
much stronger person because of it!

John Boe presents a variety of sales training and motivational
programs for meetings and conventions. John brings over
twenty years of experience as an award-winning sales trainer
to the platform. To have John speak at your next event, visit
www.johnboe.com or call 877 725-3750. Free Newsletter
available on website.

Category: Motivation
© Copyright 2005 – John Boe International
P.O. Box 3286 Monterey, CA 93942-3286
Publishing Guidelines: This article may be freely reproduced
electronically or in print, provided it is published as written
and includes contact information. A courtesy copy would be
appreciated. John Boe International P.O. Box 3286
Monterey, CA 93942-3286 Office: 831-375-3668

Virtual printers are often used to write postscript files for PDF or to print to a high-end printer at a service bureau. The use of a virtual printer allows you to create a color postscript if your network printer is only black and white, or to print a file with a larger image area than your network printer may allow.
To begin, download Adobe PostScript Printer Description Files (PPD) from http://www.adobe.com/support/downloads. There are five Distiller PPD files. You will be using Acrobat Distiller. (Acrobat Distiller CS and Acrobat Distiller CT represent Chinese Simplified and Chinese Traditional, etc.) To install the PPD file on Mac OS X, copy the ppd into the following location: Mac OS X Volume > Library/Printers > PPDs > Contents > Resources > en.lproj.
PPD files describe the fonts, paper sizes, resolution, and other features that are standard for PostScript printers. The Acrobat Distiller PPD enables you to create PostScript files that are optimized for PDF.
1. From the Go menu in Mac OSX, choose Applications.
2. Open the Utilities folder and double click on Print Center (OS 10.2x) or Print Setup Utility (OS 10.3).
3. Click the Add Printer button.
4. Choose IP Printing (OS 10.2x) or LPD/LPR (10.3) from the pop-up menu.
5. Type “localhost” (without the quotation marks) in the LPR Printer Address field.
6. If you wish to give this printer a unique name, deselect Use Default queue on server (10.2x) and type a name into the Queue Name field.
7. Choose Acrobat Distiller from the Printer Model pop-up menu.
8. Click Add.
When you want to save a file as a PostScript document, select Print in the application you’re working with, then select the localhost printer from the Printer pop-up menu. Choose Output Options from the Copies & Pages menu, enable the Save As File option, and select PostScript from the Format menu. Click on Save and, in the resulting Save To File dialog box, name the file and click on Save again.
Acrobat 6 – Edit Text
You can edit and make corrections to an Adobe PDF document using the TouchUp Text Tool. Use the TouchUp Text tool for minor text edits in a PDF document. For more extensive revisions, edit the document in its original application and recreate the PDF. The font must be embedded in the document or installed on the system to edit text.
To edit text using the TouchUp Text tool:
1. Choose Tools > Advanced Editing > TouchUp Text Tool.
2. Click in the text you want to edit. A bounding box outlines the selectable text.
3. Do one of the following:
• Choose Edit > Select All to select all the text in the bounding box.
• Drag to select characters, spaces, words or a line.
4. Copy, delete or add text to a text selection using one of the following methods:
• Enter new text to replace the selected text.
• Press Delete or Choose Edit > Cut to remove the text
• Choose Edit > Copy to copy the selected text.
5. Click outside the selection to remove the highlighting.
To edit the text attributes:
1. Choose Tools > Advanced Editing > Touch Up Text Tool.
2. Click in the text whose attributes you want to edit.
3. Open the TouchUp Properties dialog box – Control-click (Mac OS) or right click (Windows) and choose Properties.
4. In the Touch Up Properties dialog box, select the Text tab.
Change any of the following: Font, Font size, character spacing, word spacing, scaling, offset, fill and stroke.
To add new text to a document:
1. Choose Tools > Advanced Editing > TouchUp Text Tool
2. Option-click (Mac OS) or Ctrl-click (Windows) to open the New Text Font dialog box.

cont. from page 7
3. Select the Font and writing mode to use and click OK
4.    Enter the new text.
Cursor Looks Like Cross Hairs in Adobe Photoshop CS
Adobe Photoshop displays tool cursors as cross hairs instead of brush size or the default tool cursor (e.g., brush, eraser).
Solutions – do one or more of the following:
Solution 1
Release the Caps Lock key.
Solution 2
Deselect the Precise option in Photoshop’s Preferences dialog box by choosing File > Preferences > Display & Cursors and deselecting the Precise option under Painting Cursors and Other Cursors.
Export Illustrator CS to legacy Illustrator format
1. Choose File > Export.
2. Type a filename, and choose a location for the file.
3. Choose Legacy Illustrator EPS (*.EPS) as the file format, and click Export.
4. In the Legacy EPS Options dialog box, select the version of Illustrator with which you want your file to be compatible.
5.    Set additional options, and click OK.
Creating Hanging Indents – InDesign, PageMaker and Quark
Aligned hanging indents are easy to create and give a printed piece a more professional appearance. This method can be used in any layout program including InDesign, PageMaker and Quark.
1. Use a Tab stroke in between the first definer and the text. In this sentence type:
1. Text. No spacing between the period and the text, only the tab code.
2. Highlight the text and create the Tab setting. Often .1875” will be appropriate for a single digit or bullet, and .25” will work well for a double digit numbering system.
3.    Enter a Left indent the same value as the tab setting (.1875”).
4.    Enter a First Line Indent with a negative value of the Left indent
•    Enter a bulleted item following a numbered set by increasing the left indent twice the value of the original indent (.1875 x 2 = .375”). First Line indent does not change. Create a tab stop equal to the value of the First Line indent.
Slayton Solutions is a software support specialist. 515-360-8100; support@slaytonsolutions.biz.

Asset Management is a hot term in our business. Ten years ago, most newspaper designers had never heard the term. Now, one of the most frequently asked questions when I visit a newspaper is “What are our options for asset management?”
Basically, asset management means keeping up with all the photos, ads, text and other files which are created in mass when assembling a newspaper. I can remember a time when many newspapers had a physical library, a room or building which held all the archives of photos and pages from days gone by. This library would be maintained by one or more librarians. Much, if not all, of this information is now kept on a single server or workstation at most newspapers.
Managing photos is of utmost importance. Who knows which of the hundreds of photos held on a single memory card will be needed months, years or decades in the future? This is where Portfolio 7, by Extensis, comes in. While Portfolio will work with other types of data, it is primarily a tool designed to end the chaos of naming, tracking and accessing photos. The latest version of the application adds several important features which make Portfolio a good fit for many newspapers.
Basically, Portfolio works as follows: After going through a simple installation process, click on a button to create one or more catalogs. A catalog is simply a collection of photos. Photos may be catalogued by subject, date or any number of categories. For testing purposes, I created a catalog titled “sports,” which I filled with illustrations and photos of ball players, bowlers, golfers and other sports-related subjects. Items can be added to a catalog, individually or in large groups, by selecting a folder and instructing Portfolio to include a single photo or all the items in the folder (including subfolders, if desired). Catalogs can contain thousands, even millions, of files. Keywords can be added to photos, allowing users to search by filenames, keywords, custom field content and more. With the latest version of the pro

gram, this “metadata” travels with the files independently, meaning the keywords become available to other applications for searches. After creating catalogs and adding keywords, users can search Portfolio for photos from single or multiple catalogs.
Suppose I wanted to search for a photo of a baseball player who played for a local school in 1986. I could click on the search button in Portfolio, then enter keywords such as “baseball,” “tigers,” and “1986,” among others. Portfolio could display photos with any or all of these keywords, depending on the settings.

Version 7 includes several new features that make it valuable for more than archiving photos. The ability to convert cataloged images (individually or as a group) to JPEG or TIFF format, along with specific resolution and size, is pretty handy. Photographers will appreciate the ready to use EXIF support for digital photos. The ability to publish your work on the web, directly from Portfolio, as well as one-click CD/DVD publishing and archiving make the upgrade to version 7 even more attractive. My favorite new feature, hands down, is the Portfolio Express Palette. This floating palette makes the contents of your Portfolio catalogs instantly available within any application at any time. It allows you to find, copy, open and use any file you’ve cataloged, without even launching and using Portfolio.

In most applications, you can even drag a file from the Express Palette directly onto the page without having to leave the layout program. I tested this feature in several applications. It worked like a charm in InDesign, Creator 7, PageMaker and Illustrator. After reading the user’s guide for a solution to using the Express Palette in QuarkXpress, I placed an extension into Quark’s Xtensions folders and was able to use this feature perfectly in versions 4, 5 and 6.

There are several variations of Portfolio 7. The two most important to newspapers are Portfolio 7 Server, which allows the use of catalogs throughout a network, and Portfolio (for single users). Available on both Windows and Mac platforms,

Portfolio 7 lists for $200 US/$260 CAN/$280 AUS. Upgrades from previous versions are available for half that amount. Portfolio Server lists for $3200 US/$4100 CAN/$4800 AUS. Download a free full-function demo at http://www.extensis.com.
Kevin Slimp is a favorite speaker and trainer in the newspaper industry. He can be reached at kevin@kevinslimp.com.

(c) Teleconcepts Consulting 2003 http://www.teleconceptsconsulting.com There are only 4 outcomes to any sales situation: a sale, no sale, a continuance and an advance. The first two outcomes are easy to comprehend. But the line between continuance and advance is the line between mediocre reps and immensely successful reps. If you’re interested in reducing the sales cycle, working on better qualified leads and generating more sales, pay attention. Cntinuance Unfortunately, the vast majority of reps are superb at “continuing” a sale. A continuance is where it appears that the sale cycle is being closed but in reality, it is only being extended. This is sometimes a tough concept for reps to understand. Here are some examples to illustrate what I mean: * I’ll send you some product brochures in the mail * I will give you a call sometime next week to discuss the proposal * Give the sample a try and we’ll review it latter on * I’ll fax you the material and we’ll go over it * Let’s meet sometime next month and we’ll assess your need then On the surface, these statements would suggest that the sale is moving forward. Not so. Did you notice the two common denominators? 1. There is no firm commitment on behalf of the prospect or customer to take specific action. 2. There is no firm follow up date. Some sales will, of course, occur but if you are interested in getting more sales in less time, and if you would like to disqualify those clients who are not actually interested in your product or service, then you must learn to “advance” the sale. The Advance The advance differs from a continuance in that it gets the client to take a specific action within a given timeframe. Here’s how the above examples would look/sound like with an advance: * I’ll send you a product brochure on Nite-White in the mail and what I would like to recommend is that we review these together next Thursday. How does 10:15 look to you? * I’ll give you a call next week to discuss the MEA proposal. Suppose we schedule Wednesday at 2:20? * I’ll be glad to provide you with an Atrium sample. Specifically when will you use it? What is the criteria for evaluation? What I would like to recommend is that we set up an appointment for Friday, at 8:30 a.m. to review your evaluation. How does that sound? * I’ll fax over the material right now. Can you review them so that we go over documents together in about 45 minutes? * Let’s set up an appointment for next month, say the 15th, at 2:45. At that time we can reassess your situation. Is that date okay with you? Do you see the difference? Each example suggests a specific action that must or should be taken by the client. This creates active participation from the client which moves the sale further through the cycle. Next, each example has a specific time frame for the accomplishment of the action which creates commitment. This is a powerful one-two sales punch. If… If the client will NOT commit to any action or follow up, it suggests that perhaps their interest is not particularly strong at this point in time. If the client will NOT commit to the action, then withdraw the advance. For example, “Ms. Finn, I get the impression that perhaps now is not the best time to send the literature. If it is not possible to set up a review date, perhaps it would be best if we waited and I call you at a later date.” It takes guts to do this but what it really does is allow you focus only on genuine sales opportunities. You don’t waste time “watering dead plants.” This is an extremely powerful technique. Use it and advance the sale!

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