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The Happiness Factor
2008-03-01 18:38:00
Alex Shalman has designed an interesting project which he has designated the Happiness Project. It began with a series of interviews with thirty four individuals and has extended its realm to include a number of bloggers and writers who answer five questions pertaining to happiness on their blogs. First of all, please realize that happiness is not the same as joy. There is a fundamental difference. Happiness is temporary, often dependent upon current conditions. It is emotional, a state of mind, one that often changes like the wind. Joy is much deeper, usually not dependent upon current states or material items. It has more to do with our sense of peace and personal value. It is definitely more spiritual. I believe that as a society, we are losing our sense of joy as we are focusing more upon economic conditions, worrying about everything and losing out on life's many blessings. The horrifying levels of prescription drugs written for depression, anxiety and gastric problems te...
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Sales Article Featured on Salesopedia
2008-02-26 23:08:00
My recent article, "Selling: An Effective Conversation," is this week's featured article on the sales mega-site Sales opedia! Article s, podcasts, advice, materials to advance your sales career as well as a host of sales publications and services are offered there. Please visit and benefit from this wonderful resource!  Clayton Shold, owner of Salesopedia, interviewed me for this week's edition. The podcast, discussing sales advice for the times is available here for your enjoyment.  If you enjoyed this post, please bookmark it and subscribe!  ...........................Daniel SitterAuthor Stumble It!
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Will Your Sales Plan Deliver Results This Year?
2008-02-25 12:30:00
Seth Godin gave some timely and prudent advice for real estate agents in a recent post. His hard-hitting advice is actually quite relevant to every salesperson and entrepreneur who would listen. He pulled no punches and as usual, had a great deal of wisdom to offer. Listen up salespeople... you cannot afford to miss this lesson. While addressing a large group of real estate professionals, Godin advised them that due to current economic conditions, it is now time to quit! As expected, he effectively got their attention. Many took his advice, actually having been searching for some time for someone to give them permission to indeed quit, and left the room at that point. The remaining agents then heard the rest of his speech, the message that was meant for the true professionals and committed members of their profession. "Now, if you’re still with me, you’ll be glad to know that the competition for attention just got smaller. The agents who built their business on low inte...
More About: Sales , Results , Plan , Year

Sales Road Less Traveled
2008-02-22 14:26:00
In his classic work, The Road Not Taken, poet Robert Frost presents the case for making decisions, often where such choices may challenge conventional thinking. He provides introspection upon the choices we make daily and how these decisions compile to affect our lives. He makes no secret of the fact that the road to enlightenment is often more challenging than the norm. The Road Not Taken Two roads diverged in a yellow woodAnd sorry I could not travel bothAnd be one traveler, long I stoodAnd looked down one as far as I couldTo where it bent in the undergrowth Then took the other as just as fairAnd having perhaps the better claimBecause it was grassy and wanted wearThough as for that, the passing thereHad worn them really about the same And both that morning equally layIn leaves no step had trodden blackOh, I kept the first for another day!Yet, knowing how way leads onto wayI doubted if I should ever come back I shall be telling this with a sighSomewhere ages and ages henceTwo...
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Sales Force of One
2008-02-18 13:44:00
Leave it to Scott Ginsberg to some up with a video sales training winner. In this 3-minute entertaining and informative video, Scott convincingly professes the validity of your sales efforts, even if you are the only salesperson for your company of one. In fact, we must always remember that regardless of who we work for, we are in effect, self-employed, actually working for ourselves.We are typically not selling our company, our products or our services until we first sell ourselves. That first impression is what our prospects are actually buying. They are "buying into" our understanding of their need and our ability to solve their problems and provide solutions. We are selling ourselves first. They must accept us as viable or nothing else matters. This is why working on ourselves is important. Think for a moment of all of your hours spent each month working out, developing your body for maximum appeal and energy. Think of the hours spent in front of the mirror making ce...
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Subway Now Understands Viral Sales
2008-02-15 15:09:00
Subway's commercials have created quite a buzz in both sales and marketing communities as well as in the general populous. I googled the term "subway commercials" and the number of references came back at over 250,000. There are forums and discussion groups established just for this topic. YouTube has dozens of their commercials featured in all of their cinematic glory. Jared Fogle, the famous college student who lost 245 pounds eating Subway sandwiches, was the inspiration for much of Subway's marketing and resulting sales growth for the majority of this decade. In fact, Jared may have single-handedly altered the direction of the entire fast food industry. Their marketing people did not grasp the concept at first, but soon saw the light. Subway's corporate mentality, where they thought they knew what their customers desire, interfered with their creativity and understanding of the market. Thankfully, they were paying attention. In their commercial below, the woman or...
More About: Sales , Viral , Subway

Superior Selling Skills Mastery News
2008-02-15 14:46:00
Please forgive this blatent self-promotion, as I am quite excited to announce that my lastest book, Superior Selling Skills Mastery is available on Amazon.com featuring a revised back cover which now includes the testimonial endorsement received from Brian Tracy, mentor to millions, perhaps the best known and most respected sales authority in the world. Thank you Brian. Amazon has also enabled the "Look Inside" feature to enable the examination of a sampling of its content and rear cover. Take a look! If you enjoyed this post, please bookmark it and subscribe! ...........................Daniel SitterAuthor
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Selling With Superior Customer Service
2008-02-12 13:14:00
My APC backup power supply (UPS) decided to malfunction a mere 6 months after I purchased it. As a higher capacity model, I expected greater life and performance than initially furnished. I have purchased many of their UPS devices in the past and have been generally satisfied with their lifetime, performance and reliability. Since APC units produce a desired "stepped sine wave" power supply and their reliability has not been an issue, I have remained a loyal customer for years. Actually, I currently own and utilize three of their products. I located and read my product documentation to retrieve their customer service phone number and discovered that the unit was manufactured either in India or Bangladesh. Suddenly, I was less than optimistic about receiving any kind of satisfying customer support.  After a 12 minute wait and many various "we're sorry to keep you waiting" messages on their toll-free number, a young woman answered, introduced herself and ...
More About: Selling , Customer Service , Service , Customer , Superior

Sales Performance and Responsibility are Both Yours
2008-02-09 19:38:00
Recently, I read the following amusing and relevant business story: At their annual conference, the manager of a dog food company asked his sales team how they liked their new advertising program. "Great!" they replied, "it's the best in the business." He then asked them what they thought of the product. "Fantastic!" they replied. He then asked them what they thought of the company's sales force. As expected, their response was immensely complimentary. They felt they were the best sales force imaginable. "Okay then," said the manager, "if we have the best brand, best product, best packaging, best advertising and the best sales force, then why are we in 17th place in our industry?  After a prolonged period of awkward silence, someone blurted out "it's those dogs... they just won't eat the stuff!"The fact of the matter is that ultimately, we are each responsible for our training, product understanding, market awareness, c...
More About: Performance , Sales

Viral Sales and Social Networking
2008-02-07 14:41:00
Alli, the new over-the-counter brand of prescription drug Xenical from Glaxo-SmithKline, gets it. Their marketers understand the emergence and importance of social networking as a new media marketing tool, as evidenced in their latest commercial. They have created a huge buzz surrounding their new product addressing a huge, hungry market; No puns intended! Their latest ad clearly displays the power of word-of-mouth viral marketing. It displays people conversing via email and phone extolling the benefits of this new product. The ad then begins to accelerate the layering of these images so that we can more easily perceive the word-of-mouth methodology and viral growth of their message. It works; and they understand it.At DoshDosh, Maki has posted an impressive, detailed listing of forty-seven social media sites. Brandon Fritz has also assembled a listing of fifty social media sites categorized by market segment. These lists will continue to grow and change over time. One thing is ...
More About: Social , Social Networking , Networking , Sales , Viral

Sales Lessons From The Apprentice
2008-01-18 22:16:00
Watching the Apprentice on television last evening proved to be far more than solely an entertaining experience. Knowing in advance that Gene Simmons, the self-proclaimed god of women, would take charge over the female celebrity group, I could not resist watching. Frankly, I was somewhat surprised at what happened during the hour. It provided many valuable lessons that we can all benefit from.  1. Know Your Goal Before You Begin Taking Action.Gene delegated the initial responsibility of meeting with the client to two team members. If instead, everyone on his team were present, he would have benefited from the perspectives of each as they moved towards satisfying their customer and the goal that they had in mind. The women who met with the Kodak executives failed to listen carefully and fully grasp the desired goals of their customer. Gene Simmons, their leader, never knew what the customer actually wanted as he was too busy constructing a campaign that he thought was import...
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Flush Away Your Selling Issues
2008-01-16 14:58:00
Baggage is fine for carrying-on short flights and overnight car trips, but nagging personal baggage can paralyze your sales efforts. What do you carry around with you that is constantly weighing you down, limiting your flexibility and holding you back? Most of us carry the burden of something; usually more that we should. Why do we and how does this behavior impact our selling? Psychologists tell us that the roots of these burdens are usually veiled the twin culprits of guilt and fear, two negative emotions that can cripple your career. As human beings, we are a sum of our parts. It is unrealistic to assume that emotional baggage in our lives will not overflow into our sales efforts as well. While I certainly am not a psychology expert nor is this an attempt to solve everyones issues, there are indeed daily adjustments that can be made to improve our outlook, expectations and results. My own experience has demonstrated that there are specific techniques that can be of help. These ...
More About: Selling , Issues , Flush

The Selling Strength of Influence
2008-01-13 18:32:00
I was recently struck by a comment made by a panelist on a television news program. He made the statement to the fact that it was a weakness for candidates to hire advisers who were more intelligent than themselves. He felt that the candidate should be the most intelligent person on the team. Come on... how realistic is that? Is not the point of having a team of advisers to surround yourself with ultra-intelligent and highly informed individuals with various backgrounds to provide valuable insights and advice based upon their expertise? Granted, decision-making rests with the leader, in this case the candidate, but the role of adviser is a critically important one, providing insights and advice filtered through their unique expertise and experience. It has been said that "we are a product of the five people we hang around with the most." That includes all influences, not simply personal ones. It infers that we are shaped by what we read, what we listen to, which philosophie...
More About: Selling , Influence

George Carlin - Modern Man or Salesman
2008-01-12 22:23:00
George Carlin, in one of his incredible displays of writing and oratory talent, delivers a superb monologue entitled the Modern Man, from his Life Is Worth Losing DVD. As I listened to him perform, it became clear to me that he easily could have been describing himself as a salesperson. Although there is much humor and sales banter to be enjoyed here, he often simultaneously speaks the truth. Perhaps he should have entitled this performance, Modern Salesman . May we all speak so eloquently! If you enjoyed this post, please bookmark it and subscribe!  ...........................Daniel SitterAuthor Stumble It!
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Ideas Sell
2008-01-09 16:08:00
All great sales and marketing strategies begin as a fertile idea. Entrepreneurial spirit, creativity and fresh ideas go hand in hand. My new Idea Sell ers logo reflects this thinking. The "swooshes" capture and highlight the words "Ideas Sell" in an effort to remind us that all of our ideas are important and worthy of our further scrutiny. Ideas do indeed sell. The action we undertake on a valid idea is critical to the success of our goals. Consider the word "change." It might be associated with any number of thoughts. If you think of money, it becomes the coins received back from your dollar after a purchase. If you have a baby, change involves a nasty diaper. It could refer to replacement of one thing for another. Change could refer to a transfer, such as changing planes. It might also reflect transformation such as a change of seasons or perhaps an alteration of circumstances. Change is possibly the most utilized word and projected idea in this ea...

Old Sales Message is a New Sales Message
2008-01-07 15:43:00
Xerox Corporation is one of the most widely recognized brands in the world. Most of us tend to use the generic term "xerox" both as a noun and a verb when speaking of the copy or duplicating process. We say "please xerox that and send it to me." The generic use of their name is as prolific as Kleenex and Band-Aids. Xerox as a company grew at an extraordinary pace in the 60's and 70's. They devised and deployed a sales training school that served as the model for every professional sales training program that would follow. I actually participated in a derivative of this infamous program in the early 80's. It was quite comprehensive and challenging. Their model was based upon their sales successes and expectations from their sales force. Joe Wilson, the CEO of Xerox in 1960, starred in an early company video that was shown to all new employees as part of their orientation program. His message conveys truths that transcend time and speak to us today as well. H...
More About: Sales , Message , Mess

4 Steps to Realizing Your Sales Potential
2008-01-04 18:18:00
"Here’s an interesting thing about potential. It gives us the capacity to become, well, larger than ourselves" says Robert Hruzek at his Middle Zone Musings blog. He continues "Like a shadow on a wall, our own potential is, well, much bigger than we are. But here’s the thing – until it’s unleashed and realized, it’s still just a shadow: two-dimensional and insubstantial." Exactly! So the question becomes; how do we unleash our potential? Our potential for what? We have potential in many areas such as earnings, sales, profits, family harmony, work/life balance, contribution to society, literary, creativity, physical, spiritual, emotional and so on. Granted, many of these areas overlap, creating a synergy that can energize us once a trigger is released. Malcolm Gladwell introduced us to the concept of the Tipping Point several years ago, crystallizing in our minds the point at which an idea transforms from being obscure to becoming mainstream. Growth ...
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Your Sales and Entrepreneurial Success Formula
2008-01-02 14:31:00
Sales success is a complex topic often viewed through a variety of definitive lenses. After searching the world over, consulting with numerous mathematical geniuses and studying seemingly endless statistical data, I have discovered the true definition of selling success! Newton, Franklin, Edison and Einstein would be so proud! In simplest terms, expert sales success is scientifically defined as follows: N(U*R)/T + (O * P) = S         N = leverage of your networkU = your effortsR = your resourcesT = timeO = opportunityP = preparationS = sales success Well, you do not necessarily need to be a math genius to understand the success process, yet a clear understanding of how entrepreneurial success is derived is crucial to its achievement. Please note how the various components interact, especially the leverage factor. Leverage is our key to exponential growth. We each have the same 24 hours/day available to us, yet given similar resources, some entrepre...
More About: Formula , Sales , Success

A New Sales Year is Upon Us
2007-12-31 13:40:00
Happy New Year ! Some will say "thank goodness 2007 is over" or "I hope 2008 is a better year." Many however, will see the new year as presenting themselves with a clean plate, a fresh start, a chance to begin again. Is that your view? Are you excited? Tomorrow is the first day of your New Year and the rest of your life! What are you expecting and anticipating in the next twelve months? 2008 will become exactly what you think about it being. Your very thoughts and self-talk will drive your journey through the coming  year. What will be steering you? What attitudes will you take into the new year? Here are eight suggestions that will make a huge difference: Leave behind your baggage from 2007 and prior. Start fresh. Set the bar higher. Develop greater personal and professional expectations for yourself. Take personal responsibility for your current position and desired expectations. Set new goals and devise a written plan to achieve them. Do it now. D...
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What is a Salesperson?
2007-12-30 03:06:00
A friend sent me this somewhat dated yet interesting commentary on the life of a salesman. It appears to have been written in the mid 1950's judging from the original references to a salesman instead of salesperson and the computer cited was called a Univac. Forgive me please Mr. Anonymous, for I have slightly updated the content.  A salesperson is a pin on a map to the sales manager; a quota to the factory; an overloaded expense account to the auditor; a bookkeeping item called "cost of selling" to the treasurer; a smile and a wise-crack to the receptionist; and to buyers, a purveyor of the balm of flattery. A salesperson needs the endurance of Hercules; the brass of Barnum; the craft of Machiavelli; the tact of a diplomat; the tongue of an orator; the charm of a playboy, and a brain as quick as a next-generation computer. She must be impervious to insult, indifference, anger, scorn, complaint, and the effects of drinking all night with a customer. She must be ...

Consumer Driven or Calendar Driven?
2007-12-27 14:51:00
Where is the Land O'Lakes egg nog? I happen to be a self-proclaimed connoisseur of this wonderful, creamy concoction. To my knowledge, I have sampled every national brand and many regional brands from across the country. Surprisingly, I have only located two brands that I consider superior and Land O'Lakes egg nog is clearly the best, at least for my palette. My only real gripe is the limited and seasonal availability of this deliciously sweet dairy treat. A quick review of the ingredient labels of most egg nogs reveals many less-than-desirable ingredients such as high-fructose corn syrup and a myriad of artificial flavorings and preservatives. Not so with the egg nogs from C.F. Burger and Land O'Lakes. Here you will only find fresh cream,sugar, eggs, vanilla and nutmeg. No aftertaste and rich, natural flavor is consistently delivered. All that is great, IF you can find these rich, wonderful drinks. The calendar drives the supply cycle of most egg nog brands. It starts to app...
More About: Consumer , Calendar

Have a Wondrous and Joyous Christmas
2007-12-24 15:51:00
It's Christmas Eve and the sun is shining. We are truly blessed. Seth asked the question this morning "What does Santa look like?" A question like that instantly makes me think of what Christmas is really all about. It amazes me how we ever arrived at the commercialized event we celebrate today when the first Christmas was actually as simple and timeless as the birth of a Child in a barn. So, I suggest that Santa actually looks like Love in action, wherever it may be found. He just happens to wear a red suit! Merry Christmas to you and yours! If you enjoyed this post, please bookmark it and subscribe! ...........................Daniel SitterAuthor Stumble It!

A Man, Two Gloves and a Dream
2007-12-23 13:39:00
Tommy Gainey is a regular 31 year-old guy from quaint and quiet Bishopville, SC. Until recently, he has worked nine-hour shifts for years at a nearby manufacturing plant assembling water heaters. At first glance, he appears to be a rather typical southern man. BUT... Tommy Gainey is distinctly different. He has a passion, a dream and a plan. He knows where he is going and has a will-not-be-denied attitude. "Two-Gloves ", as he is affectionately called in golf circles because of his unorthodox two-glove grip and baseball-like swing, is a self-taught, uniquely-styled, hard-hitting champion golfer who has just made the cut for the PGA Tour. To say that he worked hard on his goal would be an understatement. He has dreamed of being a pro golfer since high school. All his life, Gainey has been passionate about golf. His biggest obstacle was not talent, but finances. He would work an extra job for money to play golf whenever possible. His friends believed in him too, finally backing...
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Top Sales Article of 2007 Award
2007-12-17 19:30:00
This past weekend, the elite panel of judges at Top Ten Sales Article s have awarded my "Creating a Sales Superstar" article as the Article of the Month for December. Yeah! That same article is also one of only nine articles selected out of a field of 360 nominations to compete for the coveted "Top Sales Article of 2007 Award " on December 31st. A full 50% of the Top Sales Article of 2007 award selection is derived from reader votes while the remaining 50% is determined by the panel of distinguished judges. As you would expect, I want to win! My competition has already ramped up their promotional efforts. Your help is both needed and appreciated!  Please click here to vote for Daniel Sitter. Thanks. If you enjoyed this post, please bookmark it and subscribe!  ...........................Daniel SitterAuthor Stumble It!

Success Magazine is Back!
2007-12-17 18:16:00
Great news! Success is back! The capable and talented Darren Hardy has been named the Publisher and Editorial Director to the new SUCCESS magazine - the "iconic publication which has profiled the extraordinary achievers of our time for over a 100 years. Previous people who have sat in this chair as Publisher/Editor before me include Napoleon Hill, W. Clement Stone and Og Mandino so it is an honor for sure." "We are completely redesigning and upgrading the quality, image and depth of the magazine - creative design, photography, editorial and end product look and feel. The objective is to return the publication to its roots as the preeminent and premier personal development magazine – What Achievers Read” says Hardy. He goes on to say "We will also make quite a stir in the publication world as we will be marrying what some call “old media” with a very progressive “new media” web platform which will allow users to engage WITH the magazine AND with ea...
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How To Be A Successful Entrepreneur
2007-12-17 15:45:00
So, you want to be an entrepreneur. Good for you! That decision may the most exciting step forward you have ever taken. Entrepreneur ship is a way a life, a choice, a decision to move in a particular direction. Entrepreneurs are all about innovation, about seizing an opportunity. Are you a self starter? Can you make timely, tough decisions? Are you in 100%? This is not an article about the necessary mechanics of starting a business, rather one focusing on the entrepreneurial mindset necessary to effectively and profitably operate your new business. How's your vision? Not your eyesight, but your ability to clearly see your goals materialize, to understand the marketplace, and be clearly focused and single-minded. How are your nerves? Can you handle the pressure of the nay-sayers? How are your decision-making skills? There is little room for fence-sitting as an entrepreneur. Can you make things happen? Others will seldom see your opportunity as you do and certainly will not ...

Creating a Sales Superstar
2007-12-04 15:37:00
Salespeople are not born that way, they are made. Like any other profession, selling is a choice that requires the development of both a skill-set and passion. While an extroverted personality is a plus, it is not a requirement. While most casual observers might concede that talented sales superstars are great talkers, the reality is that they are far better listeners and are empathetic with their customers. Erica vanderLinde Feidner is the consummate salesperson, although it appears that she does not consider herself as such. She has international notoriety as a musical genius and fine Steinway piano expert. However, she sees herself as a matchmaker, seeking to connect her clients with the right piano. She is driven by an passionate understanding of the chemistry between artist and her musical instrument as a form of self-expression. "Successful piano salespeople aren't necessarily accomplished pianists. Most can play at least a little, but it's not an occupational neces...
More About: Sales , Creating , Superstar

Litemind Group Writing Project Results
2007-12-03 05:02:00
Every so often, it becomes necessary to take a brief hiatus from my usual sales, selling and personal growth topics that I frequently write about. Recently, I participated in Luciano Passuello's Lists Group Writing Project on his Litemind blog. A premise of the project required each participant to vote for at least three of their favorite articles from the group of submissions. As you might expect, a project such as this contains a variety of information from a diverse group of writers. It is actually somewhat difficult to select which is "better" as most have something valid to say. I have therefore chosen to vote for those articles which "spoke" to me through their content and style. I have voted! My favorites are as follows: 1. 7 Powerful Tips to Overcome Failure by Donald Latumahina  2. Escape the Rut by Catherine Kunst 3. 9 Ways To Achieve Success in Life by Adebola Oni 4. 18 Tips to Become a Productive Blogger by Monika Mundell I encourage you ...
More About: Results

Save Sales Time and Money: Print Your Own Postage
2007-11-30 17:57:00
In business, particularly in the sales arena, time is money! Our selling time is both a precious and valuable asset that must be utilized in the most productive manner possible. As any craftsman will tell you, there is a proper tool for every job, one that will help to ensure your success with the project at hand. It is the same in business. I utilize many tools and services on a regular basis that help me to be the most efficient, effective and productive with my sales time. Although email and RSS feeds are the dominant means of disseminating information to our customers and prospects, the use of our good, old-fashioned US Mail remains a necessary part of our everyday business activities. I maintain a PO Box for my business mail which requires regular visits to my neighborhood Post Office, however 24 hour access enables me to avoid any traffic and line issues. I no longer have to wait in line to mail anything, and you can do the same. This freedom has saved me hundreds of dolla...
More About: Money , Sales , Time , Print , Save

3 Factors Alone Determine an Entrepreneur's Sales Success
2007-11-28 19:26:00
Many entrepreneurs view the task of selling their ideas, products and services as an undesirable necessity. Some are fearful at the prospect of calling and visiting others in the hopes of growing their business. The Web is full of articles and stories documenting their disdain for selling. Sales is neither a job that they typically enjoy nor one for which they are particularly skilled and well-prepared for. What is to be done? Who is going to do the selling? Entrepreneurs and small businesses often lack the budget needed for employing a sales professional. They often become the lone salesperson for their fledgling company. There are many skills to be learned, techniques to be mastered and sales closes to be remembered. It soon becomes readily apparent that sales is a tough requirement on unfamiliar ground. Many actually find it quite uncomfortable, perhaps formidable. For entrepreneurs, effective selling skills can be broken down into three basic components which dictate the ent...
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