Making The Sale...
 

A little while ago I saw the documentary, "Salesman". It's a documentary where they followed Bible salesman around in the late 1960s. You really see the ups and the downs, the good and the bad of selling "door to door"...

Now, I love great salespeople! They're the people who "sell" to you when you don't realize it... Anyway, having done some face-to-face selling myself in the past, I know it's not always the easiest path to travel... And can even be "frightening" (the same way getting up on stage can be fearful)!

Anyway, in "Salesman", you could see some people were terrible salespeople. (The main guy, Paul, wasn't doing too well.) But you also noticed his demeanor... He was down in the dumps, moaning about his problems in selling, making excuses, and so on... Whereas, those who were selling well, were pretty chipper!

Now, you might say that the chipper salesmen were happy because they were making sales! And Paul was down in the dumps because he wasn't making sales... But...

What if it was the other way around?

Maybe the happy salesmen were making sales because they were cheerful and happy! (And enthusiastic about their product!) And what if Paul wasn't doing too well because he was down in the dumps... No matter how you try to mask it, it's hard to mask how you really feel completely...

Anyway, what I'm coming to is this interesting quote from Zig Ziglar I just came across...

Sometimes I love to browse through bookshops. You can browse through various books and learn a lot, and get a lot of ideas. It's fun! (Though it can also be expensive if you have a habit of buying all the books... As I tend to do!) Anyway, that's how I found this quote.

Here's the quote from Zig Ziglar... He says...

Anyway... Any thoughts on this, or experiences?

Cheers :)

Dien

Re: Making The Sale...
 

This is why some car lots and vacuum cleaner sales jobs are given to new recruits without any sales experience. They get excited about a two-day training workshop get tossed out the door and their enthusiasm makes them the sales.

After a little while, they start getting more comfortable with the business and their enthusiasm decreases. Their sales start decreasing. At this point they either need to learn HOW to sell, or they will be shoved out the door in favor of other new recruits coming along.

Some of these guys will "get it" but most won't. Those who can maintain the enthusiasm can transfer this feeling to the prospect and then move into the role of the assistant buyer, who naturally assumes the sales and then has the prospect making a commitment of some sort -- whether it is filling out the warranty card, or signing something.... At this point the prospect isn't really committed yet, but he feels he has made the buying decision even if he hasn't said he will "take it" yet.

Best Regards,
Steve MacLellan

Re: Making The Sale...
 

Hi Steve,

Thanks for sharing that information... I didn't know about all that regarding "new recruits". Completely fascinating! (And this is all very important for business - since there's no business without a sale!)

Thanks for sharing it!

Best wishes,
Dien

It STARTS with a Want...
 

Um... Actually, there is no business without someone Wanting something.

Don't matter how Brilliant a Salesman you are, if'n the person does not WANT what you are offering you will NOT make a sale.

Just try and sell me a CD of 50 Cent or M&M. I wouldn't listen to them if Given them so I ain't buying them no matter how good the Salesman.

Michael Ross

Give me my stress-relief wrist band!
 

Hi Michael,

I agree, it starts with a want...

Of course, even if it is something you want... you go through fluctuations of how much you want it, and what priority it takes among all the other things.

For example, let's say that you sometimes feel that you really want a stress-relief wrist band...



However - although you want it - there are also a lot of other things you'd like to spend your money on. Maybe you'd also like some new seat covers for your car, and you'd also like a new audio course on CDs you've heard about. Because of your limited cash, you can't buy them all right away. Do you spend your money on those other things first, or on the stress-relief wrist band?

Now, let's say you're in a store where they sell the stress-relief wrist band, and you're having a look at it. A salesperson comes up to you. He asks if he can help you, but he looks kind of bored, and he's obviously hoping for the hours to go by so he can quickly go home. You'd probably be more likely to say "no, just looking", then go away.

But, now let's say you're in another store which also sells the stress-relief wrist band, and you're again having a look. A salesperson again comes up to you, and notices you're looking at the sales-relief wrist band. She says, "Wow! I see you're looking at the sales-relief wrist band. I have one of those myself, and I also bought one for my husband. They really work, I love it! There's nothing better than to go home after a hard day's work, to slip on my stress-relief wrist band, and relax!"

Now, surely you're more likely to buy... This person obviously likes it, and is even providing a testimonial! I think you're much more likely to buy in the second case than the first case. And it follows what Zig Ziglar says... The second salesperson obviously likes the product, and is even enthusiastic about it, and she has helped to transfer her feelings about it to you. Whereas the first salesperson was pretty bored and ho-hum, and also probably transferred some of those emotions to you... Which would make you want to go home quickly too!

Anyway, even if someone already wants something, there are always other competing "wants" meaning a decision is required... But your point is taken.

Cheers,

Dien

Michael Ross, you are a brillant realist, grounded in ways of the world...
 

You are a positive skeptic able to separate the wheat from the chaff...the fluff from the reality.

You Michael Ross will not have the wool pulled over your eyes, you've got a Pit Bull tenacity for the truth...and you demand accuracy in writing...

you say what you mean, and you mean what you say...

You have shown us that you are a Capiatlist..and you know and understand that as individuals who take responsibilty for their own lives..that the future is as bright as the SowPub Sun...

YET, you also have a keen eye on the ways of the world, and the bigger picture isn't as bright as it could be, right?

You see things on an International scale, some of that unique perspective you bring is mind boggling. You are a 10th degree black belt Hikuta master when it comes to reality, and seeing things as they are.

You can see the youth and their potential...to drag the whole world down...to maybe make it a better place...but the view probably appears bleak through those NO rose colored glasses you wear.

We must understand this youthful generation if we can impart our wisdom and help guide them and give them a path that will lead to individual accomplishment, happiness and make them independent people.

We can gain that understanding by observing, by knowing what the influences are in their life. We must walk in their shoes while maintaining a clear eye and a clearer mind.

What is going into the minds of our future? What are they hearing? What are they listening to and why?

You surely want to be able to help avoid any major catasophes a given indivdual will make...that may impact so many of us...and to help the wayward youth to see the errors of their ways, right?

How can you do that if you don't understand? I too would never have spent a penny on a 50 cent or a M&M CD...I wouldn't even touch them with a ten foot didgeridoo...until I heard my beloved daughter listening to them.

I was astounded and baffled. This is an honors college student. An award winning "leader" of youth...why, oh why would she listen to this garbage, this crap, this utter nonsense...

And so I asked her and she told me..."Dad, I have to know what the other kids listen to so I can speak in a language they understand and relate too."

I thought of an old English teacher who said, "A man convinced against his will is of the same opinion still."

I thought of how Elmer Wheeler got me to "get in step" with people and that lesson has been priceless in my sales life.

I thought of how Ben Franklin would loan out books, how Abe Lincoln would write compassionate letters to his "enemies"...

Actually, I THOUGHT!

And Michael, you are nothing if not a thinking man...you've proven that over the years.

You are one of the most keen and brillant thinkers that visits this forum...and I have a small favor to ask of you...

Michael, I'd like to send you a couple of CD's. CD's you'll hate. CD's you will never want to listen to...ever...CD's that you may very well use for target practice with your boomerang.

The reason I want you to have these hated CD's is simple...YOU might be the only person I know who can help us solve the puzzle of the future...tell us WHY these CD's have such a grip, have such a hold on the youth of today.

YOU should be able to decipher the hidden code that these guys use, and help us identify the hot buttons these guys are pushing to sell millions of dollars of crap to our youth.

Imagine Michael a few months from now once you have cracked the code...and we're able to get inside the minds of today's youth...using the secret messages of these modern svengalis...

Couldn't we make an influence? Couldn't we derail many of the wayward youth off the track of destruction and crassness? You will be doing the future a great service by helping us to understand what the messages are in these best selling, making the 50cents and M&M's of the world into multi-millionaires and people of influence over the youth of today.

We need your help Michael. We need you to give us a clue. I'd like to send you two CD's Michael, at my expense. All that I ask is that you supply a small amount to cover the shipping and handling costs of these CD's, and, you won't even have to do that until you've had a chance to listen the "devils" and explore their influences. Then, once a month, I'll send you the latest HOT CD, for your consideration and you'll supply just the postage and handling, fair enough?

Michael Ross, the future is depending on you. We must find a way.

Simply send an email to: _______ and we'll pack up and ship out the latest CD's to you.

Respectfully,

Gordon "Puff Geezer" Alexander

PS. And if you make the request within the next 7 days, we'll include a special CD, at NO cost to you, of Tiny Tim singing his favorite Australian folk ballads, such as "Tip Toe through the Pygmies"....but hurry, you only have 7 days and the clock is ticking.

(Do I need say my tongue is firmly planted in my cheek? Ah, I just did)

Re: Making The Sale...
 

Yes, the place to to get your first objection is at the door. Once you agree and show some empathy for their concerns (without ever confronting the actual objection) the sale is in the bag.

LOL

Thanks Gordon for the reminder.

Best Regards,
Steve MacLellan

Speaking of Web Masters and first web sites...Steve MacLellan is the MAN...
 

http://homebusiness-websites.com/1st...s-website.html

If you don't have a site on the Net that is sending you some cash...don't wait another day...

OH, I'm not an affiliate..."TOOPID ME"...but I can testify from personal experience that Steve MacLellan is the MAN when it comes to help with building websites and his work found here:

http://homebusiness-websites.com/1st...s-website.html

Is a BARGAIN. A must have if you haven't yet gotten started. Get it today. In fact, get it NOW while you're thinking about it.

Gordon Jay Alexander

PS. Steve knows I like to put up and TAKE down sites like a bee in flower garden buzzes from flower to flower

Thanks for the plug Gordon
 

If no one wants it, I probably have a spare vacuum, car or some CD's laying around:D

Best Regards,
Steve MacLellan

BUT.....
 

When I walk into a Car Dealership "wanting a car"....it is the "master salesperson" who can "Sell" me the car "I think I want"!

Same with most of the Advertising Programs I've "sold" over the years;
I know that people in business "want" customers and "more business", however...there a many ways to "try" and get customers and more business. It is "up to me" to get these people to realize that they "want MY" method of getting "customers and more business".

This goes with most products and programs.

People "want" a "refrigerator". It's the advertising of the company selling refrigerators and salesmanship of the salesperson....that causes the person "wanting" a fridge, to buy the fridge from a specific company and a specific salesperson.

It's the master salesperson who can sell someone a product or program where the prospect had no idea they "wanted" the product or program.

"Master salespeople" can "create wants"....and get a sale where the prospect did not realize they "wanted" the product.

Don Alm......... "Master Salesman"

Re: Michael Ross, you are a brillant realist, grounded in ways of the world...
 

Do you really want to know the reason?

I can let you in on the secret... if you really want to know.

Re: Here's an example....
 

Many years ago I came across a guy who had created a "Portable Water Purify" that would purify water from the tap with a carbon filter.

Their first attempt at marketing this product was placing them in hardware stores and running ads telling the benefits of the product and where to get it.

This did not sell many units.

I asked if I could have 100 units on consignment for 30days. They agreed. So, I put 20 units in my car and went to a local suburb and knocked on doors. When the housewife opened the door I asked her if she'd be willing to "test" a new water purifier for a week....on a "free trial" basis.

I would get her "Attention".....then I built her "Interest" by explaining the difference in water that she's drinking now and "purified" water.... demonstrating with a "Taste test"....thus building her "wanting" my product and then...."closing" by offering a Free 1-week Trial.

I'd leave the unit with her and be back in a week and either pick up a unit of pick up a check for it.

These people had no idea they "wanted" a Water Purifier....prior to my knocking on their door. I then "built that want" and wound up selling a high percentage of the units I left as a Free Trial.

This is called, "The Puppy-Dog" sale.

Worked for me.

Don Alm

Ankesh, please spill the beans! :)
 

Hi Ankesh,

I wanna know! Please spill the beans...! :)

By the way, on a related note, there's an interesting book called "the Manual" by a band called "The KLF". They had worldwide #1 hits in the late 1980s and early 1990s, with songs like "Justified and Ancient" and "3 am eternal". How did they do it?

They stole!

In their book, "The Manual", they explain how while melodies are protected by copyright, beats are not. So they'd go around to the dance clubs to hear which beats were "hot" (based on audience reaction). Then, they'd incorporate those beats into their own songs.

Also, just like infomercials often use "stars" of the past, and just like many movies build on earlier successes (such as by remaking earlier TV series) - they used the same principles in music. So they had a hit in the UK called "Doctoring the Tardis" which remade an old TV theme (from the British show, "Dr. Who"). Also, in the song "Justified and Ancient", they brought in the talents of Tammy Wynette to sing vocals - which also got them some attention (and that song was a worldwide hit)!

And other bands have had #1 hits studying and following the principles they laid out in "the Manual"...

However, I ain't studied the secrets of hip hop... :)

Cheers,

Dien

Gordon and Michael....pls correct me if I am wrong. LOL..
 

Gordon and Michael,

Please correct me if I am wrong ...but "M&M's" ....Melt in your mouth..not in your Hands.

"Eminem" is a famous rapper that sells millions of records.

Were You referring to another M&M group?? :->

And Gordon, I agree with your daughter. WHOLEHEARTEDLY. When you are speaking with this audience, it helps a LOT when you speak in a Language they understand and relate to...

It is NOT a necessity by any stretch of the imagination, but it does help to connect.

It depends on what you are trying to accomplish in your presentation.

Funny timing of the post. I am actually sitting here preparing a Public Speaking Workshop/Course for the Leadership program up at the University here.

I am so excited. I am actually here right now in the computer lab at the campus, surrounded by some of the YOUTH you mentioned in your post. I'm here amongst them, listening to how they speak and what they are interested in.

Hmm let's see. The guy next to me is playing a Tetris type game and listening to music.

Another student to my right is doing home work.

And the girls behind me is checking here facebook profile.

Perhaps, I'll sprinkle in some HIP HOP anecdotes, And Showcase EMINEM as a great communicator for my presentation??

I'm sure there is a tie in somewhere here.

:->

Well, as the youth say

"ANYWAAAAYS"

I GOTTA' GET BACK to THE BOOKS!

Thanks for "M&M" laugh Break :->

Duane Adolph

You did mean "Eminem" ....right??

Re: The Reason Behind Hip Hop's Success
 

Thanks Dien :)

1.

Todays extreme is tomorrows mainstream.

As Chartreuse says: "you must understand the extremes if you want to understand the future because that’s where the middle (the mainstream) comes from."

2.

While Eminem and 50 Cent have earned the most out of Rap / Hip Hop - its influence could be seen well before they came to the scene.

Tupac has been rapping since 1991.

Wu Tang Clan started in 1993. (They have a fascinating story of how they banded together to become famous and conquer the hip hop market.)

But in the 1990s - only a select niche listened to Hip Hop. Most of these artists as well as listeners were African American.

In the 1990s, Hip Hop was the extreme. In 2000 - it became the mainstream.

3.

“Every generation needs a new revolution.” - Thomas Jefferson

How could the white kids rebel?

Kids started wearing baggy pants and listening to Hip Hop. It started out as a form of rebellion. (Rebellion to what? Read a bit below...)

Chuck Berry and Elvis Presley have become Tupac Shakur and Eminem, and the Baby Boomers' reaction to them is much like their own parents' reaction to Chuck and Elvis. But instead of saying, "Take a bath, cut your hair and get a job," we're saying, "Pull those pants up, spin that cap around and wash your mouth out with soap." - Roy H. Williams

A point is to be made about "Peer Pressure." Most kids didn't understand Hip Hop. But still liked it. Why? Because their friends liked it.

Every big phenomena has only a handful trend setters. While most are trend followers. Its the same with Hip Hop too.

4.

But if rebellion was all it was, Hip Hop would have been a fad. It isn't. The reason for that?

The trend setters loved Hip Hop for what it conveyed and what it stood for. In one phrase:

Down with fakery.

In one word, they craved:


The revolt was against years of accumulated hype. Against perfectionism.

"I'm stupid, I'm ugly, I'm dumb, I smell. Did I mention I'm stupid?" - Eminem

Do you now understand why "Be Real" has been the Hip Hop mantra?

This rebellion against hype can be seen in other arenas too. Roy H. Williams said it best in a workshop I attended:

Yesterdays James Bond is todays Jason Bourne.

James Bond was always dressed perfect and rode the hottest car with the best gadgets. Jason Bourne? Has amnesia. Rides banged up cars he stole. Has no super weapon.

The last James Bond movie didn't do as well as it used to do 10 years ago. The last Jason Bourne movie?

It may have started out with Hip Hop and kids. But the whole world is revolting against perfectionism. Give us authenticity instead.

Action Summary:

Its ok to have faults and reveal them.

If you want the world to like you and buy from you, be authentic*. Be yourself. Don't sugarcoat your faults (instead - try fixing them). Be real.

* Don't fake it. Remember Janet Jackson. Her stunt blew up in her face not because she showed a boob on TV. But because she faked it and was found out.

Spotting New Trends...
 

Hi Ankesh,

Thanks... That's very interesting... And I think you're right!

As you point out, you could say the same for practically any new "trend", I think. Nowadays, everybody uses computers, but 30 years ago, they were mainly used by geeky hobbyists (which is the background people like Bill Gates and Steve Jobs came from). So, 30 years ago, they were "extreme"...

Fascinating - certainly gives you a lot of food for thought. What are the "extremes" of today which will become the "mainstream" of tomorrow?

Another example I can think of is body piercing, lip piercing, belly-button piercing, and so on. That used to be extreme, but it's much more mainstream nowadays. (It's probably still a little bit "extreme", but a lot less than it used to be.)

Your comments on "authenticity" are good too. I like to think that "authenticity" will always be in "vogue", but I dunno. However, Milli Vanilli (for those of us old enough to remember) fell from grace due to lack of authenticity...

Thanks Ankesh! Some great "gold" there... :)

Cheers,

Dien

P.S. If you haven't already, check out Ankesh's BlogClout How To Grow Your Blog Traffic blog (if you have an ounce of marketing blood in you). There's some great stuff there too. :)

Re: Spotting New Trends...
 

Precisely. I forgot who said this, but the quote went like:

The future is already here. Its just unevenly distributed.

Not all the extremes of today will become the mainstream of tomorrow. But quite a few will. I've long been fascinated by what new thing remains a fad and what new thing hits the mainstream. Which idea has legs?

I think, the understanding of the past helps a lot in predicting the future.

For example, I just read about a new sport that I predict will be quite big in the next 10-15 years. The sport is "Urban croquet."

Its a modification of croquet - and can be played anywhere. You don't need to search for gardens to play the game on. The game was created by an industrial designer for her thesis.

I think its only been played on a couple of college campuses till now. But it has the potential to go big. Because something like it has already been a grand success before. And there aren't any big resistance factors to slow the growth of the sport.

Its one of the few "outdoor" games that girls and boys can play together - and have an equal chance of winning.

Another big hit I think will be the segway. It will come down in price once the patents have expired. And then you'll see segways everywhere.

Because - they require no fuel to run. And are easier to drive then the bicycle. The only thing stopping its success is the high prices.

Even with the high prices, they are growing by 50% each year. And selling I think about 30,000-35,000 Segways a year. If they start costing as less as bikes do, millions of people will buy them.

Another new sport that will then gain prominence is "Segway Polo." Playing polo on Segways instead of on horses.


I don't think authenticity will ever be out of vogue either. But there is a pendulum between "Style" and "Substance."

Sometimes, the society will focus on style more than substance. Other times, they will focus more on substance than style.

980 Bux Used?
 

Dien,

Thanks for the reference.

The book "The Manual" is $980 bux used on amazon...??

Must have been some kinda book :->

Excellent Post Ankesh! and a question :->
 

Ankesh,

Thanks for the "Hip Hop History...Marketing" lesson.

Here's a piece of Hip Hop Trivia that someone had told me in a conversation.

Do you know where the "baggy pants" style originated?

I'm talking about "Hip Hop Heads" wearing their jeans down below their buttocks.

Any idea??

Re: Excellent Post Ankesh! and a question :->
 

Thanks Duane.

I've heard that baggy pants originated from prison - but am not sure if thats true or just a myth...

Baggy Trousers - Madness
 

Duane,

Thanks for asking about Baggy Pants.

I heard... it started due to Hand-Me-Down clothes. Obviously the big brother's clothes were too big. BUT, for some reason, some kids thoughts those kids in hand-me-downs were Cool and off it goes. (And it's now pushed as cool.)

This makes sense as I've heard from several parents bewildered why their children want to Act and dress like the School Drongos who they think of as Cool for some reason.

And while I am here... Ankesh... there is Nothing Authentic about those Rappers - and Rap Crap started BEFORE the 90s. It started in the 80s.

You cannot tell me 50 cent and M&M are Authentic when they don't even use their real name. It ain't about being Authentic... it's about being Controversial. And if it upsets the kids parents then the kids go for it.

From the Beatles with their Long Hair to the gyrating hips of Elvis... it's all about the Controversy. Just ask Madonna.

Michael Ross

Re: Excellent Post Ankesh! and a question :->
 

Hi Ankesh,

Thanks for Playing :->

THAT was what I heard as well. Specifically "Chuck D" from the old Hip Hop Group Public enemy had come to our city for some kind of symposium.

And I heard he "Schooled" the attendees on what the real deal was with the baggy trouser.

I believe it is fact. Here is what on Historian said.

http://www.journalgazette.net/apps/p...template=apart

"The style originated in prisons and picked up steam with the hip-hop scene, said Southern University History Department professor Raymond Lockett.

"Prisoners are not allowed to have belts and shoe laces. Since they can't have belts, their pants are saggy and our young people are picking up that style.

"A lot of people are making a lot of money with our youngsters with that style of dress," Lockett said."

So I believe it did originate from prisons.

Pretty Interesting.

Here is a review of some of the thoughts from one of Chuck D's university presentations. He shares his thoughts on MORE than just baggy pants.

http://www.expressnews.ualberta.ca/article.cfm?id=5350

Re: Baggy Trousers - Madness
 

Hmm Hand Me Down clothes ? I never heard that one before.

Hmm, In my reply to Ankesh's post above I have a link to Chuck D's presentation at a university. While the article does not discuss his views on baggy pants. The article does state that Chuck D encourages Critical thinking

Thought you might find some of what he says interesting.


D on current rap music and hip hop stars:

"Someone performed a lobotomy on rap music and hip hop...It's debatable whether the soul is still there...More and more you see rappers who don't have words in their vocabularies."

eg. Chuck D on education

"Remember, human beings are the most valuable, most important resource on the planet...If money is your God, then you'll tap dance for governments, for anything. Leave here tonight with your own mind to think for yourself. Don't be a robot."

D on consumerism and how corporations market their goods:

"The feeling is that if you ain't buying something then you ain't nothing. [It's as if] you have to suck up to some corporation to legitimize your existence."

He some interesting views on government I think you'll find...interesting as well.

http://www.expressnews.ualberta.ca/article.cfm?id=5350

Here's the gist of it...
 

Duane,

I believe they Gave it away as a PDF or Doc or Txt file some time back.

I read it. Ain't nuth'n special. Just...

Visit nightclubs and see what Beats gets them up and dancing.

Buy those songs

Take them to a Recording Studio and ask the Music Programer to create something which incorporates those beats.

Hire the people as needed - musicians, reps to get it into the stores, etc.

And try to get Accounts for everything so you Pay for it after you've made the sales instead of as you are going.

The book also had a money back guarantee... they guaranteed to refund the $39 purchase price if you followed their directions and didn't get a number 1 hit. Of course, getting $39 back from them would be the least of your problems as you'd be in the hole to tens of thousands of dollars.

Michael Ross

Re: Here's the gist of it...
 

Hi Duane and Michael,

I think "The Manual" by the KLF is still floating around online as a text file, if you search for it...

As well as incorporating popular beats (as Michael said), I think they had some advice on lyrics too... Use lyrics that will "grab" what the kids are interested in!

People have credited "The Manual" with creating worldwide hit songs for them. One example was the hit song "Tubthumping" by Chumbawumba (#6 on the singles charts in the USA, #2 on the singles charts in the UK), released in 1997. I got that "factoid" from the Wikipedia entry on The Manual. :)

You can listen to Tubthumping on Youtube. I think it's pretty catchy!

Cheers, :)

Dien

Re: Making The Sale...
 

Gordon, there's no big secret to their 'success', really. It's basic pop psychology.

Listen to the rhythm...can't you feel it? Of course you can...it's the heartbeat you heard in utero with the volume selectively turned up. Note the selectively...that's a clue to the influence factor.

Mama's hearbeat was constant and fairly steady...and definitely rhythmical. So is rap et al...BUT it also has some accented tones, beats, etc that emphasize certain words and phrases...and thus the negative influences. The fact that the perpetrators have their own agenda, and look, talk, and act like some of the young people wish they could in their rebellious moments, just adds to the scenario. No secrets...just pure manipulation over a basic, soothing, back to the womb comfort level that soothes the soul while being adversely influenced in a blissfully unaware mode. Baby talk for the youth of today.

Don't listen to the words...read them instead...and you'll 'get' the real message without the influence and manipulation. The goal? Segregating folks into easily manipulated groups to break down the fabric that keeps people, societies, and nations working together. Remember divide and conquer? Same thing.

Sandi Bowman