What a great webinar, Clinical Insight into Vitamin B 12, presented by Dr. Roman Pawlak, Associate Professor of Nutrition at East Carolina University. There were many questions that could not be answered in the time allotted. Dr. Pawlak has answered those questions in this blog.Missed the webinar? You can still earn 1.0 CPEU by watching the recording and completing the evaluation at https://militaryfamilieslearningnetwork.org/event/22090/Q. Does everyone using metformin become vitamin B12 deficient?I am unable to predict whether a specific patient develops vitamin B12 deficiency. I can say, however, that both metformin dose and duration of use have been associated with low vitamin B12 status.Q. Can you explain ferritin again and how iron metabolism is impacted by vitamin B12 deficiency?Simply, if ferritin levels are not depleted yet Hg is indicative of inadequate iron status, the low Hg may be related to inadequate B12 rather than iron. This is because Hg concentration reflects both iron intake and stores. When ferritin level is normal or high, Hg level should not be low even when intake is inadequate. Thus, low Hg in the presence of normal ferritin may be indicative of an impairment in Hg synthesis related to inadequate B12 rather than subnormal iron status.Q. What about the anemia of chronic disease? Won’t you see a low hemoglobin and possibly increase ferritin in anemia of chronic disease.This is a completely different condition. It is related to inflammation and is associated with low Hg and normal or elevated ferritin. In addition, you will also see elevated markers of inflammation.Q. What causes the variation in vitamin B12 losses?Nutrient losses depend on a variety of factors. Generally speaking, when the status of a given nutrient in inadequate losses is lower as the kidneys are doing their best to conserve that nutrient. In one of the studies that I included in the presentation, authors reported that “the rate of loss was a fixed percentage of the total body store of vitamin B12, regardless of the store size: the larger the body store, the larger the losses.” Nutrient losses may also be related to kidney function. Nutrient losses also depend on the life stage and are usually lower in adolescents, and pregnant and lactating women.Q. I have been vegan for 5 months and my B12 came back at a toxic level 1888 pg/mL, even though I was only taking the recommended amount of B12 supplement MOST days. Why would this be?I do not know. One possible reason is a discrepancy between the dose of a supplemented stated on the label vs. its actual dose. Cases of vitamin D toxicity have been reported when the actual doses of the supplement were many times higher than what the label stated. Perhaps this may be the case here?@ this will not fully answer your question but “The IOM did not establish a UL for vitamin B12 because of its low potential for toxicity” reference: https://ods.od.nih.gov/factsheets/VitaminB12-HealthProfessional/#h8B12 is generally considered not to be toxic. However, adverse health effects of very high B12 have been reported. They mainly show as dermatological symptoms that include redness and itching of the skin.Q. So my 1888 B12 level indicates MTHFR defect?In order to determine whether or not you have the MTHFR gene defect, you need to have the analysis done for that specific defect. Low or high B12 cannot be used in the determination of your MTHFR gene status.Q. I’ve heard that blood-related consequences of vitamin B12 deficiency (anemia) are reversible but cognitive and neurological changes are not. Is that true?Hematologic symptoms of B12 deficiency can be very rapidly reverse, while the impact on neurological symptoms depends on a few factors, including the types of symptoms, their severity and the patient him/herself. Symptoms, such as tingling, feeling pins and needles and even restless leg syndrome can be relatively quickly reversed. However, neurological symptoms can include paralysis and walking difficulties (check out my article on my website www.drromanpawlak.com for more symptoms), which would be much harder, and in some cases, impossible to treat. Also, neurological symptoms in infant and children will take months or even years to treat with varies degree of recovery.Q. When B12 is deficient you will find ferritin to be low, while it will be high in iron deficiency? I just want to make sure I’m understanding that correctly.Simply, if ferritin levels are not depleted yet Hg is indicative of inadequate iron status, the low Hg may be related to inadequate B12 rather than iron. This is because Hg concentration reflects both iron intake and stores. When ferritin level is normal or high, Hg level should not be low even when intake is inadequate. Thus, low Hg in the presence of normal ferritin may be indicative of an impairment in Hg synthesis related to inadequate B12 rather than subnormal iron status.Q. Serum B12 <200 but normal homocysteine and normal MMA — is it just the early stages of B12 deficiency?Both homocysteine (Hcy) and methylmalonic acid (MMA a test may be used to help diagnose an early or mild vitamin B12 deficiency) depend on more factors than just B12, including more nutrients (eg. folate). Regardless of Hcy and MMA status, I am convinced that serum B12 < 200 (regardless whether pmol/L or pg/ml) is inadequate. I cannot say whether it is an early stage or not but I am convinced that it is inadequate.Q. How easy is it for the consumer to track B12 intake? The yogurt and milk in my fridge don’t list B12 content.In my opinion, considering that many foods contain B12 and that there is a huge variation in the amount of B12 in these foods and considering that B12 content if further depended on food preparation method (e.g. cooking, heating, etc.), it would be extremely difficult to actually assess intake. Consumers who may be in one of the groups with a high risk of inadequate B12 status should be advised to request a B12 assessment at their annual checkup. The problem with that is, a handful of physicians is able to correctly interpret B12 lab reports.Q. How much nutritional yeast is recommended?2-3 Tbsps/dayQ. How effective is a multivitamin (MVI) in treating B12 deficiency?Any amount of ingested B12 may help in maintaining B12 status. However, cases of B12 deficiency among individuals taking MVI have been published. Thus, I wouldn’t rely on MVI. Periodically assessing B12 status should be a prudent practice to make sure the status is adequate.Q. Is there a way to know when it is time to go to injectable B12 rather than oral forms?Both B12 injections and oral supplements have about the same outcomes in terms of B12 treatment and maintenance of B12 status. The difference is the frequency of application. In treatment, injections are usually given daily or every other day for just a few times followed by monthly maintenance therapy, while supplements are given daily long term. Also, injections may be associated with mood swings. People feel better in the few days following the injections and progressively worse in days just prior to the next scheduled injection.Q. How (what lab testing) is MTHFR (methylenetetrahydrofolate reductase mutationtest may be used to detect two relatively common mutations in the MTHFR gene that are associated with elevated levels of homocysteine in the blood) deficiency diagnosed? When would you suspect it?One needs to go to a physician and request the test to be performed. Tests are usually done when patients show signs of B12 deficiency and laboratory tests confirm low B12 and elevated homocysteine.Q. I often see elevated serum B12. Can you address some reasons why elevated serum B12 may occur, and if there could still be underlying deficiency despite elevated serum levels?Elevated B12 is usually seen in patients with liver disease, including liver cancer. Also, since B12 is water soluble and, in normal conditions, the kidneys should get rid of the “extra” B12, high B12 may reflect kidney insufficiency. High B12 may also be found among patients with leukemia. Patients with unusually high B12 can still be deficient in B12. This is because serum/plasma B12 reflects both B12 found in the haptocorrin and holotranscobalamin. The bulk of B12 in serum is found in the former, which has no physiological function. It is this B12 protein carrier (haptocorrin) that is elevated in the presence of adverse health conditions, which accounts for the high serum B12. Thus, a patient may have high B12, accounted for by high haptocorrin, and be B12 deficient, indicative by low holotranscobalamin status.Q. Can you repeat how platelet count may be indicative of B12 status?B12 deficiency results in pancytopenia (abnormally low status of all blood cells). So, low platelet count may reflect inadequate B12 status. By the way, the same may be true of white blood cells as their synthesis is also dependent on B12 status.Q. Has anyone studied the effect of Statins on muscle degeneration in older adults who are Vita B12 deficient?I have seen some references to statins and B12 in a few websites but I do not remember seeing a study that showed an association of B12 status with statins.Q. Can over supplementation also cause elevated b12 serum levels (in excess of 1000) in the absence of cancer or other problems with the liver.Yes. This is why a supplemental dose should be verified with biochemical evaluation on B12.Q. What is the recommended dose for EPA/DHAIOM did not specify a dose. However, studies have shown that when it comes to reducing CVD risk, a dose of between 250 to 500 mg/day is needed. A higher dose does not show any additional protective effect.
This quick video tutorial details goes over nine different ways you can execute an eye-catching freeze frame in Premiere Pro.Top image via ShutterstockRegardless of the kind of video work you’re involved with, freeze framing will inevitably come up at some point. Fortunately, Dylan Osborn is back at it again with this excellent quick tip tutorial video that demonstrates nine different ways to freeze frame in Premiere Pro! These brief lessons will equip you with everything you need to use the eye-catching technique in your next edit.Let’s go over a few basic “how-to” options addressed in the video.Option 1: Shift+EThe tutorial starts by demonstrating the Export Frame shortcut Shift+E that allows you to choose the image format and save where you want. If you want to use the frame in your sequence right then and there, click Import into Project.Option 2: Add Frame HoldIf you want to perform the same action without creating a separate file, you can freeze the clip right on your timeline with the Frame Hold option. Clicking Add Frame Hold cuts the clip and turns the rest of it into a still image. This is extremely quick — however, the rest of your footage will be gone and you’ll have to drag the remainder of the clip back onto your timeline.Option 3: Insert Frame Hold SegmentInsert Frame Hold Segment places a two-second still in the middle of a clip. This option keeps the remainder of your clip in the timeline. This is my preferred method for most of the freeze framing I do — usually in the middle of a scene for expositional or comedic effect.Regardless of what your project is, keeping the clip in the timeline is an essential safety measure (just in case you’re doubting the overall direction of the scene).In addition to exploring topics like Frame Hold Options, this masterful tutorial covers choosing the frame head under the Playhead, the clip’s In or Out Point, or a Specific Timecode from the Source Clip or Sequence Timecode.I recommend checking out the rest of Osborn’s channel out for more expert video editing advice!Are you a fan of the freeze frame? Have you used it in your projects in the past? How do you pull it off? Share in the comments below.
Here are four simple solutions for fading out audio while working in Premiere Pro.Top image via Shutterstock.If you’re just getting into editing or aren’t accustomed to working with audio, transitioning and cutting can be tricky. Distinguishing when to fade out or make a hard cut is up to you, but knowing how to make the transition will benefit all of your future projects. Let’s take a look at some different ways to end a track.Fade OutHard audio cuts are rare. More than likely, if you’re working on corporate video, a documentary, or your own content, you’ll find that, at some point, you’ll need to fade to black or simply dissolve into the next scene. Doing this will require your audio to follow suit and fade out. Fading out your audio is a quick little audio transition that you can apply to the end of your clip. Constant power and exponential fade will allow you to make the transition as gradual as you’d like.Hard Cut on BeatOne of the recent trends to hit the silver screen involves trailers with audio cut to sync with the music. Take this Kong: Skull Island trailer, for example. Cutting on the beat can ramp up the pace of your edit and thematically close your scene. If you’re dealing with music, cutting on the beat can be simple, even if the song doesn’t quite reach the point you want it to during playback — or if it isn’t as long as you’d hoped. This process is simple with Adobe Audition’s Remixing feature. Cutting to the beat depends on knowing how the software reads audio files in your timeline and how you can manipulate them with your video.ReverbEnding a track with reverb requires a few more steps, but is is still straightforward. Find the beat where you want the reverb to begin, cut it, isolate the clip, then nest it. This will open the clip in a new sequence. Then, you’ll add black video to the new sequence, which will allow you to extend the audio clip for as long as you want the reverb to last. Finally, apply the reverb and drag out the echo. (The preceding tutorial also covers the effect in Avid and Final Cut Pro X.)KeyframingThe problem with using default audio transitions is the lack of control over the effects. With keyframing, you can pinpoint the exact time and location of your transition. This customization will make your edit more precise and rewarding for your audience.Know of any other ways to end audio tracks in Premiere Pro? Share in the comments below.
In Resolve, there are two settings menus: the system preferences and project settings. First, let’s look at the system preferences, which you can find by navigating to DaVinci Resolve > Preferences. Let’s look at a few settings that you may need to change when first loading up resolve.Memory and GPUThe very first window is the Memory and GPU panel; in here, you can limit how much RAM Resolve uses. Now, the more you allocate to Resolve, the less there is for other processes, which may, in turn, make things worse. However, if you find that Resolve is behaving sluggishly, see if you can increase the memory in this panel. (Even though I have 16gb installed, I can only use up to 75 percent.)Audio I/OI often switch between using my monitors and headphones, and sometimes, if it’s open when you’re changing the system volume, Resolve can get confused. If that’s ever the case, head into the Video & Audio I/O, and here you can configure your audio output.Alternatively, if you want to keep your system volume oriented to the monitors, you can use this panel to change from the system default to your headset. On a basic level, I think these two are the only options you need to know. Although, I would say, for good measure, read up on the autosave feature.Project SettingsIf the system settings affect the hardware, the project settings affect the project and software, like the resolution and frame rate. To get here, you need to head to the bottom right, where we have a cog icon. Let’s first look at timeline resolution because this can sometimes catch people out.As I mentioned in Episode 3, you set your timeline resolution when you create a project, when you create a timeline, or when you first import a clip that doesn’t match the default settings — Resolve will ask if you want to make adjustments. If for example, you want to switch from 4K to 1080p so you can crop the 4K footage, you would open the project settings, and change the timeline resolution to 1080p. (However, look at what happens when we do this — see video.)The 4K footage in the viewer has remained the same scale. If we were to insert a 4K file onto a 1080p timeline, then we would have to decrease the scale of the 4K file to fit into the viewer completely, right? But Resolve has an image scaling process that will change how your footage interacts with a timeline with a different resolution.To adjust these properties, we need to drop down one panel to Image Scaling. Here, you will find an Input Scaling option, which controls the resolution of mismatched media. The default says “scale entire image to fit,” which is what happened to our footage. However, we can change that to “center crop with no resizing,” and when we do so, the image in the timeline has resorted to its recorded resolution.There may be a time when you’re working with 4K and you want the majority of clips to decrease in scale, leaving only a few at the default size so you can crop and zoom in and so forth. Well, changing the entire timeline properties is going to be cumbersome. So, instead, after changing the timeline resolution, close the settings panel, select the 4K clip that you want to keep at default size, open the inspector, and scroll down to the scaling section. Here, instead of using the project settings, change them to crop, which will then override the 1080p project setting.Optimized MediaLet’s look at one more basic setting that may improve your Resolve workflow if you feel like playback is sluggish. There’s no denying that Resolve needs a somewhat-powerful machine to operate efficiently. However, even my computer, which is reasonably well-kitted-out, struggles with high-resolution files with a significant data rate. There are two things we can do to lighten the load. We can go to Playback > Proxy mode and lower the resolution of the playback.You can see the drastic decrease when I switch playback to a quarter resolution. (It’s important to remember that when you’re doing this, you’re not doing anything to clips of the timeline; it’s just a playback setting.) However, as you can see, this isn’t ideal if we’re editing footage that requires close analysis of the details in the shot. Everything is blurred. So, what we can do is generate optimized media.To do this, you right-click on a clip and select “generate optimized media.” Resolve will then create a proxy file at a lower resolution and format for real time playback. But what resolution and format? Well, let’s head back to Project Settings > Master Settings and scroll until you reach Optimized Media and Render Cache. Here you can choose what resolution and format you want for these files.So, we’ve only skimmed the surface of editing in Resolve in this miniseries; there’s so much more to this software, but as with most things, you’ll primarily learn by running into an obstacle, searching for a solution, and implementing the fix. So, if you do get stuck, you can find a library of solutions here.We hope, if you’re entirely new to editing in Resolve, that after this crash course you’ll have a basic understanding of how to edit with the software. Good luck!Interested in the tracks we used to make this video?“Relaxing in Vermont” by Chill Study“Brooklyn Drive” by Chill Study“Be Gentle” by Ben BeinyLooking for more DaVinci Resolve tutorials? Check these out.DaVinci Resolve 15 Video Crash Course — Delivering Your ContentDaVinci Resolve 15 Video Crash Course — Working with Audio on The Edit PageDaVinci Resolve 15 Video Crash Course — The Edit ToolsDaVinci Resolve 15 Video Crash Course — The Edit PageDaVinci Resolve 15 Video Crash Course — The Media Page In part 6 of our six-part video series The DaVinci Resolve 15 Crash Course, we take a look at the basic settings you need to know to use all these tips.In the final episode of the new editor-friendly Resolve 15 crash course, we’re going to cover the remaining settings you need to know to put all these tutorials to use. Don’t worry though: we’re not diving headfirst into technical jargon and advanced settings — we’re just going to cover the settings that new editors might want to check before getting started in Resolve.If you need to brush up on the series, you can watch the first episode here.All right. Let’s get started.
Cover image via Children of Men (Universal).Looking for more filmmaking tips and tricks? Check out these articles.Production Tips: The Four Secrets of a Successful DocumentaryVideo Tutorial: Determining The Best Lens for Your ProjectThe Best Quotes from Directors, Editors, and Everything in BetweenTutorial: Removing Audio Pops and Recording Audio DifferentlyHow to Change the Color of Exterior Lights in After Effects How you move your camera in your projects can affect the tone and message of your shots. Here’s what to consider before hitting record.When tracking action through a location, there’s a limit to the number of pans, tilts, and cuts we can use to depict the scene. Even if a few pans could depict the action, it may not be what’s best for the overall style of the film or mood of the scene. Remember, the camera is essentially the silent narrator of your project, dictating when your audience sees new information, exactly what that information is, and (depending on the angles, lighting, and so on) how your audience interprets it. Often, what’s best for the action is to actually follow it. Of course, there are several ways to accomplish this, but they typically fall within two visual styles: handheld and stabilized.For the sake of this article, the terms “handheld” and “stabilized” will be pretty broad. For instance, when I refer to a stabilized shot, I’m referring to shots without camera shake, wherein the camera appears to float through the scene. On the technical side, this might be the result of a number of approaches: dollies, gyroscopic gimbals, etc. Handheld will refer to any shooting style with the human element of some level of camera shake.First and Third PersonA striking difference between a stabilized and a handheld shot is the relationship between the audience and the action. As in a novel, think of this as third person omniscient and first person points of view. A stabilized shot seems almost ethereal, floating through the space, unaffected by its surroundings, able to access any area of a scene as it chooses.In Boogie Nights (above video) more stabilized shots are appropriate because not only is it a tale that’s being recounted to us, but at times, we venture off into areas of the story that the main character (Dirk) would have had no access to or knowledge of. Stabilized camera movements help convey this feeling.On the other side, we have handheld, which makes us feel as though we are part of the action, moving around the characters, limited by the physical space and objects around us in the scene.However, with The Office, handheld is perfect because, yes, the show is a mockumentary, but it still immerses the audience. It gives us the intimate feeling that we work at Dunder Mifflin, with all these crazy characters. Quite often, the camera literally spies on our coworkers, through blinds or over a desk, etc. It puts us there in the moment. Let’s take a look at how those two styles can shape the way an audience interprets that information.Control and ChaosThe camera movements here are so controlled and steady, carefully and coolly gliding through the scene as we follow the always-in-control James Bond. It conveys his own control over the situation, his confidence in his skills as he walks on the ledge of a building in preparation for an assassination. The camera isn’t remotely frantic until the gunfire begins, but even then, his aim is steady!Contrast James Bond with this iconic scene from Children of Men. The main character, Theo, has zero control over his situation. In fact, he’s only alive because rebels took his captors by surprise. The camera comes as close to being Theo’s point of view, without becoming a literal POV shot. We follow what his eyes follow, we see objects as he sees them. The camera puts us in Theo’s shoes as he desperately runs through this war zone, hoping for the best. (Shout out to Emmanual Lubeszki for absolutely nailing this oner.)At the end of the day, you may choose stabilized or handheld, purely for the visual aesthetics. As director, that’s your choice. But keep in mind that everything in film, not just camera movement, will have an impact on your audience’s perception of your story.Sometimes you have to make your camera movement choices according to your budget. With low- to no-budget, you may have to go handheld. Just be creative by finding ways to make it work for your story — and the mood of the scene. But if you’re dead set on shake-free, smooth motion, there are hundreds of home remedies to help you out. Here’s just one to get you started.
Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now Tweets you can use to share this episodeThe developmental journey of people and the craft of sales, on this episodeClick To TweetCan an organization have a change immunity?Click To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address below Podcast: Play in new window | Download (Duration: 54:04 — 49.6MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSAnthony was incredibly honored to have Bob Kegan as his guest on this episode of In The Arena. Bob is a psychologist who teaches, researches, writes, and consults about adult development, adult learning, and professional development. The focus of his work is to explore the possibility and necessity of ongoing psychological growth throughout adulthood and to connect the dots between that growth and professional and career development. This is an important conversation with a handful of foundational concepts that every sales professional needs to understand, so be sure you take the time to listen. The Immunity To Change and the Process of Sales, with Bob Kegan – Episode #75Click To TweetThe developmental journey of people and the craft of sales.When you stop to think about the human experience you begin to realize that not everyone is at the same place of maturity or thinking at the same time. Depending on both age and experiences, we all grow in our capacity to reason, think, and assess what’s going on around us at different paces. That means that you can’t apply a one-size-fits-all approach to any discipline or type of interaction. Each person is more effectively addressed when their stage of development is clear in the mind of those interacting with them. This episode dives into those developmental stages and highlights how an understanding of them can be used to further the conversations surrounding sales decisions.Why is change so difficult for some people?Change – whether it has to do with habits or living conditions – is difficult for many people to process and deal with. Some people are so averse to change that they are unwilling to flex in any way when something outside their version of “normal” happens. Bob Kegan calls this “Immunity to Change” and says that it’s developed in a number of ways. But similarly, it can be overcome in a number of ways – and if sales professionals are to make headway in convincing prospects that proposed change is not only necessary but good, they need to understand how to overcome change immunity. Bob Kegan sheds light on the phenomenon on this episode.Why is change so difficult for some people? Find out on this episode of In The ArenaClick To TweetCan an organization have a change immunity?While it’s clear that individuals often are resistant to change of various kinds, it’s also possible that an entire organizational culture can have the same kind of immunity to change. It’s fashioned through the type of leadership, values, and interactions that are demonstrated within the organization over time and it’s not easy to overcome. On this episode, Bob Kegan discusses the possibility of organizational change immunity and what sales professionals can do to move the needle toward health and needed change, on this episode.Do you need to change your sales approach?Many of the salespeople who listen to this episode of the podcast will get bogged down in the minutia of the conversation. It is about developmental psychology, after all. What does it have to do with sales? It has a direct correlation to the effectiveness of a salesperson in understanding prospects and clients and thereby addressing them according to their place in the human developmental process. Are you willing to learn some fairly deep stuff for the sake of upping your sales game? Will YOU change to ensure that you’re not spinning your wheels by trying the same things that don’t work, over and over?Do you need to change your sales approach? Find out on this episode of In The ArenaClick To TweetOutline of this great episode Anthony’s introduction to Bob Kegan, today’s guest. What is a developmental psychologist and what do they study? What science shows about the continued development of the brain into adulthood. How Bob has discovered the deeper realms from which the human mind perceives reality. The general stages through which a human being’s grow over time. Using developmental psychology to address prospects where they are. Discerning stages of growth from an actual pathology. Why people seem to have an immunity to change and what can be done to help them. Do organizations have the same kind of change to immunity? The things Bob has studied that have had the most influence on him. How these things can help you understand your prospects and clients.Our Sponsors:Heroic Public Speaking – Michael Port’s incredible public speaking programThe Only Sales Guide You’ll Ever NeedResources & Links mentioned in this episodewww.MindsAtWork.com – Bob’s websitewww.PreOrder.TheOnlySalesGuide.com – Anthony’s book site.1422117367 0674445880 The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on SoundcloudConnect with AnthonyWebsite: www.TheSalesBlog.comYoutube: www.Youtube.com/IannarinoFacebook: https://www.facebook.com/iannarinoTwitter: https://twitter.com/iannarinoGoogle Plus: https://plus.google.com/+SAnthonyIannarinoLinkedIn: https://www.linkedin.com/in/iannarino
Q: Why did you write The Lost Art of Closing?A: There is a massive gap in the area of closing. The ideas that are available to salespeople no longer match the reality of selling today. The idea that the one final commitment is what is necessary to win business is no longer true. There are at least ten commitments in a complex sale, and many of them are much tougher to gain. The truth of the matter is that gaining the earlier commitments makes the final ask simple and straightforward.Q: That’s a good reason.A: Yes, but that isn’t all. I write books for salespeople. One of the things that I have always struggled with was reading books that didn’t provide me with the answers. They were more theory than action, and while no one loves theory more than I do, I want to be able to put what I read to immediate use. So both The Only Sales Guide (TOSG) and The Lost Art of Closing (TLAC) are prescriptive. They’re the books that I would have wanted when I started selling.Q: What’s wrong with the old closing techniques?A: The closing techniques from decades ago are transactional. Most of them were developed to work in a B2C sale, and they’re based on tactics, tricks, and tie downs. Listen, there is a reason that salespeople have a negative stereotype, even if it no longer matches reality. A lot of that negative stereotype is the direct result of how we sold, how self-oriented we were, and the hard sell tactics we used. Those techniques are relics of the past, and they have no place in the present.Q: You also believe the idea of “overcoming objections” is no longer accurate.A: I do. That language suggests that you are doing something to someone. It hints at a contest, and that is how it was taught and trained. It’s no longer useful. The right way to think about what we do now is that we are resolving our client’s concerns. They aren’t objecting; they’re expressing their fears, what they perceive as risks. We have to help them resolve these concerns so they can move forward and make the changes they need to make to produce better results.Q: That sounds soft.A: I assure you it isn’t. I want to be very clear in what I say here. You are going to have very difficult conversations with your clients, and it can be a real challenge to help people do what is right, even when they believe they need to change. The Lost Art of Closing deals with those conversations because that is what is necessary to win deals and make change. If you think that anything here sounds “soft,” wait until you start dealing with gaining the commitments. There is nothing soft about helping people change. What this book is about is the skillful means for doing so.Q: Why do you work so hard on a book launch?A: You write a book so that you can help people with some idea, some way of thinking or doing something different. You write with a group of people in mind, the people you want to help. You want to get the book in their hands. That doesn’t happen by accident or chance. I market the books because I want people to do better work, to produce better results now. Plus, I am a salesperson. Why on earth would anyone buy a book on sales from someone who won’t try to sell their own book? Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now
Take control of the process and keep your deals progressing forward, and meet with the people who are at work while they have a smaller workload and more time for you.
Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now If you have to choose between being overconfident in your abilities or lacking confidence, it’s better to be overconfident.If you lack confidence, then you will not try. You will have already failed in your mind, and by picturing failing in your mind, you will give up before you have even tried.It isn’t polite to suggest that one be overconfident. It smacks of arrogance, maybe even the kind of arrogance that comes from the incompetent who blusters about how exceptional are their skills. But that isn’t the kind of overconfidence you need to give things a go. The kind of overconfidence I am referring to is the kind that propels you to take action, well aware that you might fail, but deeply believing that you can figure things out and succeed.The kind of overconfidence I am talking about reminds me of a quote from Zig: “Confidence is going after Moby Dick in a rowboat and taking the tartar sauce with you.” In this story, there is a dangerous whale, a boat that is too small for the mission, and the confidence that would cause you to bring the condiments necessary for when you finally succeed. There is nothing here that guarantees success or a reasonable timeline.No one who masters their craft does so on the first try. Nor do they gain competency—or mastery—without first failing. They live on the plateau far longer than they would like, and much of the time they are not aware of the progress they are making. Over time, their competence grows to match their confidence, a competence that cannot grow and develop without the courage to try.Those who achieve mastery all have one thing in common: they had enough confidence to believe in themselves and start.
In The Only Sales Guide You’ll Ever Need, I wrote about Me Management, or what some would call self-discipline or habits. The acquisition editor from the first publishing company read the book and asked me why I would start a sales book with discipline, noting that everyone hates self-discipline. I argued that my observation of successful salespeople—and successful people more generally—were disciplined about the most critical factors that lead to success.Learn Anthony’s core strategies & tactics for sales success at any level with The Only Sales Guide You’ll Ever NeedWilling oneself to do the work necessary to succeed is one of the primary differences of the successful, an unwillingness being a large part of lack of success.Disciplines are not easy to keep, as anyone who has ever tried to keep a disciplined nutrition or exercise program will attest. You can just easily struggle with disciplines like avoiding your email first thing in the morning, reviewing your prior week and planning the next week on Sunday, or spending time on your most important projects or initiatives every day. Whatever the discipline you need to keep, it’s easy to fall off the horse—or to be thrown off by some unanticipated or unexpected event.Falling Off is Not Failing: Maybe the most important belief about disciplines is that falling off is not failure, and framing it that way may increase your desire to give up the discipline—which might be giving up on the future self you are building. Falling off the horse is an event and a very human one at that. Disciplines worth keeping aren’t always easy to build.Don’t Postpone Starting Over: There is no reason to postpone starting over. You don’t need to wait for the calendar to change. Tomorrow is not better than today and later isn’t better than right now. Keeping your discipline five days out of seven is better than keeping it three days out of seven. Just start again.If disciplines were easy to keep, everyone would keep them, and everyone would enjoy the rewards of having done so. Once you lose the discipline, it’s easy to give up altogether. If some result is important enough for you to keep a discipline, the best thing you can do is to get back on the horse. Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now
Seven persons were arrested on Sunday for their alleged involvement in the murder of a sarpanch candidate in Ganjam district on the eve of the panchayat elections recently. Two prime accused, Mantu Khandala and Satyaban Prusty, sarpanch and samiti member candidates respectively, and their five supporters were arrested for the murder of Bulu Pradhan (35), also a sarpanch candidate in Bramhanachhai panchayat, said Inspector In-Charge of Hinjli police station Prasant Kumar Sahoo. Bramhanachhai panchayat is in Sheragada block under Hinjili constituency, from where Chief Minister Naveen Patnaik was elected to the Assembly. With the arrest of seven persons, a total of 31 people have been arrested so far in the case, he said. Earlier police had arrested 24 people in connection with the incident of February 22 night. They said some more persons would also be arrested soon. Pradhan succumbed to injures sustained in group clash in the village between the supporters of two rival groups on the eve of the panchayat elections. Eight others had also sustained injured in the clash, the police said. State Election Commission had postponed all the elections of the three-tier panchayats in Bramhanachhai panchayat following the incident.
The Uttar Pradesh government on Monday cleared the confusion over its action against slaughter houses in the State, saying it was acting only against illegal abattoirs.“We are acting only against illegal abattoirs. Licenced slaughter houses are requested to stick to the norms,” Health Minister Siddhartha Nath Singh told reporters here.“The licenced slaughter houses should comply with the norms mentioned in the licence and need not fear,” he said. “No orders have been issued to take any action against any shop selling chicken, fish or eggs. They need not fear,” he clarified.Mr. Singh directed the officials that they should neither act in overenthusiasm nor overstep their jurisdiction.Citing an instance, he said, “One of the norms mentioned in the licence is installation of CCTV cameras on the premises of the slaughter house. If this norm is not complied with, then instead of ordering the closure of the slaughter house, a notice may be issued to its owner, and he be instructed to take necessary remedial steps within a specific timeframe.”Noting that the National Green Tribunal (NGT) had insisted on closure of illegal slaughter houses, he said, “iN 2015, the NGT observed that illegal slaughter houses are a concern for the environment, while insisting on their closure. However, the previous government did not do anything to ensure their closure.”Meat sellers across the State on Monday went on a strike against the crackdown on illegal and mechanised slaughterhouses.
A middle-aged woman lounging outside her house, a couple of children fighting over who will throw the next ball, and a bunch of elderly men taking drags on their hookah.This is how the streets of Sirsa, where the headquarters of Dera Sacha Sauda is located, looked like on Monday, as opposed to the violence it witnessed on Friday. While residents of the three villages closest to Dera — Bajekan, Begu, and Nezia Khera — heaved a sigh of relief, his supporters still waited for a miracle. Some, however, who were worried for their future employment. Sitting outside a ‘pucca’ house at Bajekan, along with a few friends, 28-year-old Kashmir, a BA student, told The Hindu that he was sick of the autocratic ways of the Dera. “They would take out processions every now and then. They would block the way, not allowing normal commute. They would take the law in their hands,” he said.Lal Chand, a daily wager and autorickshaw driver, said: “They grabbed villagers’ land by force. Over the years, they started compensating but one would have to part with land even if they were not willing to. Ours was one of the most affected villages because of its proximity [to the Dera],” he said.Employment woesAmong those who expressed content at the sentence were those who worried about their next month’s salary. These residents belonged to Nezia Khera village, which houses factories and institutes owned by Gurmeet Ram Rahim. “We accept and honour the verdict and his punishment, but what will happen to our jobs. We don’t worship him, but he was our employer,” said Sarvan Kumar, a labourer who claimed to be working at the Dera’s farms. But there are followers who believe that a miracle would bring the Dera chief home. Bain Singh, 63, security supervisor of a factory, said that what happened with the Dera chief was “a conspiracy”. “It’s all the work of the government which wanted his land. I’ve seen dead people come alive because Papaji touched them. I am sure he’ll be back home soon,” he said. Lakhbir Singh, 21, said: “Whatever happened with him is wrong.”“We revered Satnam Singhji but a lot of us lost trust in Ram Rahimji because of his ways. He wears fashionable clothes, makes movies, sings songs, our elder generation felt betrayed,” Vikram Singh, 28, said.
Retired IAS officer B.B. Mohanty has been arrested on charges of raping a 23-year-old woman in 2013, police officials said here on Tuesday. Mohanty was arrested on Monday night. He was the chairman of the Rajasthan Civil Services Appellate Tribunal at the time the FIR was registered. He was suspended by the government and later retired.
New Delhi: The home ministry has asked Left Wing Extremism (LWE)-affected states to distribute 15 lakh solar lamps to students in the 35 worst affected districts until all villages are electrified. Till October, 734 Maoist-related incidents were reported across the country and 2017 could be the first time that such incidents have remained below the 1,000 mark, said a senior government official. In 2016, 1048 incidents were reported and 925 were reported till October. Home Minister Rajnath Singh is learnt to have instructed states to expedite the process of distributing the solar lamps so that students don’t suffer for want of electricity. The official said though the recruitment by Maoists has seen a declining trend, the government wanted to reach out to the youth in villages.“There is no electricity in villages in LWE-affected districts. While the electrification work is in progress, it has been decided to address the problem by providing the solar lanterns. They have already been procured and would be distributed by the power ministry,” said the official. The pilot project will be extended to other areas once the stock has been supplied to the 35 districts. “States have been asked to send their requirements. The next step would be to install television sets. People living in these areas should be exposed to news and entertainment,” said the official.Home ministry has also decided to link telecom towers with optical fibres as the mobile towers were unable to bear the load of many calls at one time.Mr. Singh is also said to have asked the states to take “ownership” in leading operations against the Maoists and called for an “aggressive approach” to solve the menace, which has claimed over 12,000 lives in the past decade.The home ministry has asked Central armed police forces to actively co-ordinate with the states as there was a “need to depute shadow intelligence officers” to track prominent targets associated with LWE. As of now 118 battalions of CAPFs, amounting to a little over a lakh personnel, are posted in LWE-affected states.The 35 worst LWE-hit districts: 1. Telangana (1): Khammam2. Bihar (6): Jamui, Gaya, Aurangabad, Rohtas, Jehanabad, Arwal.3.Chhattisgarh (8): Dantewada, Bastar, Kanker, Surguja, Rajnandgaon, Bijapur, Narayanpur, Sukma.4. Jharkhand (10): Chatra, West Singhbhum, Palamau, Garhwa, East Singhbhum, Bokaro, Lohardaga, Gumla, Latehar, Hazaribagh.5. Madhya Pradesh (1): Balaghat.6. Maharashtra (2): Gadchiroli , Gondia.7. Orissa (5): Gajapati, Malkangiri, Rayagada, Deogarh, Sambalpur.8. Uttar Pradesh (1): Sonebhadra.9. West Bengal (1): Paschim Midnapur.In these districts, 358 bank branches, 752 ATMs and 1789 new post offices have been sanctioned.
When snow blocks the main road from Kargil to the Zanskar Valley in Ladakh for a month from January as temperatures drop 15 to 35 degrees below zero, another route opens up for the villagers and the trekkers who come for the thrill and a once-in-a-lifetime experience. The Zanskar river, flowing through the wide, deep canyons of the Himalayan ranges, freezes on the upper reaches, leading to the formation of Chadar, or blanket of ice.The “frozen river trek” is not just about walking on ice. It’s the same route through which the villagers ply their trade. With weather changing ever so frequently and water flowing rapidly beneath the ice, the challenges multiply. The ice formation changes by the hour. Many trekkers break the frozen surface as they walk with their spike shoes, making the walk treacherous. They slip and topple. It’s not for the faint-hearted.The growing reputation of the toughest, wildest frozen river trek in the world, on social media, has started attracting more tourists than serious trekkers here. Rampant commercialisation threatens the region’s culture and the fragile ecosystem. At another level, the trek is about oneness of mind, body and soul — summing up the essence of Buddhism practised here. The numb fingers, frostbite, pain from fractured limbs and swollen toes are trophies from the journey, cherished mementos of a harsh trek.”This is my third visit and every time I come here, I discover something unique. The landscape is brutal and stunning and you can see different shapes the ice takes,” Ramida Vithoonsaritsilp, a trekker says.
The police in western Uttar Pradesh has launched a crackdown on BSP leaders for their alleged involvement in orchestrating violence during the Bharat Bandh on April 2. Days after it arrested former BSP MLA from Hastinapur in Meerut, Yogesh Verma, the police have now arrested two more senior functionaries of the BSP. Among the latest to be arrested include the Muzaffarnagar district BSP president Kamal Gautam and Manish, son of Dharmpal Singh, former BSP MLA from Hapur, from Delhi on Thursday on charges inciting and indulging in violence. ‘False cases’While the BSP leadership alleged that the BJP government was framing them on false cases, police officers said they have sufficient evidence to book the BSP leaders. The Senior Superintendent of Police, Muzaffarnagar, Anant Dev Tiwari, told The Hindu that Mr. Gautam was arrested after initial police probe allegedly highlighted his involvement in inciting the protesters. ‘BSP leaders had a role’“The initial probe showed call records, video and pictures substantiated that the BSP leaders had a role to play in inciting the protesters. The police are further probing the extent of their involvement in inciting violence,” Mr. Tiwari said. As part of its crackdown on people who indulged and incited violence during Bharat Bandh, the UP Police are also probing the role of Mayor of Meerut city, Sunita VermaThe ADG Meerut Zone, Prashant Kumar, told the media on Friday that the police was probing the role of Mayor Sunita Verma along with her husband Yogesh Verma who is in jail for the violence which took place during Bharat Band in Meerut. Interestingly, many senior leaders of the Samajwadi Party, the new ally of the BSP in the State, came out to defend the BSP leaders in Meerut. The Meerut city SP president Rajpal Singh told The Hindu that the ruling BJP was trying to “harass and play vindictive politics after BSP defeated the BJP in the local body elections in the city.” Sunita Verma, BSP leader and also the Meerut Mayor, told The Hindu that she and her husband were being “framed in false cases”.
A leopard, which had suffered critical injuries in an attack by cows in Gautala wildlife sanctuary in Aurangabad recently, died on Friday morning, a forest official said. The feline was being treated at the Manikdoh Leopard Rescue Centre, near Junnar, in Pune district. “After the leopard killed a calf at Bhambarwadi Shivar in Gautala on Monday morning, a herd of cows charged at it. One of the cows lifted the leopard on its horns and flung it in the air,” Forest Officer Raosaheb Kale said. The leopard suffered fractures on its backbone and internal injuries in the attack.
The BJP’s key allies in Uttar Pradesh, the Apna Dal and the Suheldev Bhartiya Samaj Party, have expressed “displeasure” with it for allegedly not taking care of its alliance partners and said they were “open” to taking their own course of action in the run-up to the Lok Sabha election.‘Free to make decisions’ While the Apna Dal said it was “free to make its own decision”, the SBSP went a step ahead asserting that its option to join the Samajwadi Party-Bahujan Samaj Party alliance in the State for the upcoming general election was open.“Some differences cropped up between the Apna Dal and the BJP. We had given them time till February 20 to resolve the issues, but there is no answer from the BJP. It appears they are not interested in taking care of their allies,” Apna Dal leader and Union Minister Anupriya Patel said in Bareilly on Friday.“Now, the Apna Dal is free to make its own decision. A party meeting has been called to chalk out our future course of action,” she said.The party, a crucial ally of the BJP in Uttar Pradesh, had won two seats — Mirzapur and Pratapgarh — in the 2014 Lok Sabha election.In Ballia, Uttar Pradesh Minister and SBSP chief Om Prakash Rajbhar on Friday accused the BJP of creating confusion and not fulfilling his party’s demands.The SBSP, which has four MLAs in the 403-member Assembly, had contested the Uttar Pradesh civic polls separately. Mr. Rajbhar said he was in talks with Trinamool Congress chief Mamata Banerjee, Shiv Sena chief Uddhav Thackeray, Rashtriya Janata Dal leader Tejashwi Yadav, SP president Akhilesh Yadav and BSP chief Mayawati, and a decision on retaining or severing ties with the saffron party would be taken after February 24. Asked about the possibility of him parting ways with the BJP, he said, “The option of tying up with the SP-BSP alliance or with any other party is open. We can go anywhere.”
Eight retired police chiefs have demanded action against Bihar policemen for allegedly torturing and killing two men in police custody.Two suspects, Gufran Alam, 30, and Taslim Ansari, 32, who were picked up by the Sitamarhi police in an alleged case of motorcycle theft, were found dead on March 7 with nails hammered into their bodies.“We (former DGPs) condemn the alleged custodial torture of two men at the Dumra police station in Bihar’s Sitamarhi district that eventually caused their death. Third-degree’ [torture] is simply not acceptable and reflects poor professional skills,” the statement said.The signatories include Julio Ribeiro, former DGP Punjab, Prakash Singh, former DGP U.P., Assam and BSF, P.K.H. Tharakan, former DGP Kerala, Kamal Kumar, former DGP National Police Academy, Jacob Punnoose, former DGP Kerala, Sanjeev Dayal, former DGP Maharashtra, Jayanto N. Choudhury, former DGP Assam and NSG and N. Ramachandran, former DGP Meghalaya.