success story of salesperson

Cold calls are made diligently, leads are comprehensively qualified, and sales meetings are followed up. “If the customer has confidence that the salesperson will find the perfect product, it will be a closed deal. As it happens, each time you think the way a successful salesperson thinks, your level of self-esteem goes up. She did the best to grind her way up as a salesperson, even after being ignored by - guess who - a man. After several success ventures, Michael started SalesBuzz. 2016 Premier Salesperson of the Year Award Winner. Success Story — Rick Billings. When you have success, set your goals even higher. She did the best to grind her way up as a salesperson, even after being ignored by - guess who - a man. Consider the case study of Procter & Gamble (P&G), which essentially owned the disposable diaper business from 1961 to 1982. Success Story: Dave Williams on Internet Leads . Traditional commitment methods: 1. Mediocre sales performance cannot be disguised as a salesperson’s success or failure is revealed immediately by the bottom line results. You probably know him as someone who lived and ate lavishly. Which of the following types of sales resistance is Ray raising in this case? As far as numbers go, 85% of respondents believe their quota is fair. Part 2 of 3: Holding the Customer's Interest. If you are a pro in the business, you are gold. The exceptional sales professional will take it a step further and help the customer visualize the future (their “happily ever after”). Neither approach gets to the most important predictor of sales success. “these prices are good only until tomorrow” 2. This Might Just Be The Key To Video Marketing Success In 2021: A … Hunger. They look for new solutions. You can only be successful if people trust you and believe in you. Or, if they are interested in the scale of the deal, emphasize that. In reviewing the list, I noted one couple that I know well, but had not contacted recently. In study after study, the element of trust has been identified as the most important distinguishing factor between one salesperson and another, and one company and another. And you know what, even the Guinness Book of World Records recognizes him as the best salesman of all time. The successful one has gone through a handful of practice, hard work, and desire to become an authority in their field. This should be brief and to the point, no more than 2-4 sentences long. Consider findings by neuroeconomics pioneer Paul Zak, director of the Center for Neuroeconomic Studies and author of The Moral Molecule: The Source of Love and Prosperity. I prepared for the call by asking our advanced sales team for feedback on my approach to the case. After all of this research, no one has identified the profile of the “perfect” salesperson because sales jobs are so different. They are tenacious. Posted February 17, 2017. Great sales people know that customers will tell them everything they need to know if given the right opportunity. In business and sales success, you must have credibility. She is known as the woman who never leaped into business without training. Discover how Salesforce helps 150,000+ companies increase productivity, customer loyalty, and sales revenue — every day. According to Ryan D. Mathews and Watts Wacker in their book, What’s Your Story: Storytelling to Move Markets, Audiences, People, and Brands, “Long before the first formal business was established … the six most powerful words in any language were, ‘Let me tell you a story.’” That’s why storytelling is a critical skill for salespeople (especially now, when many B2B sales teams are taking the damaging step of increasing their “virtual distance” from customers). The father of advertising was a straight salesperson who believed that one must put more value on the business conversation, and most importantly, make someone develop an urge to buy. It’s the story of the successful sale you just closed or the unsuccessful one that got away. Skip to content. Introduce yourself briefly. For Chantel George, it was also the moment she understood what it means to be a good sales rep.. … Millions of people throughout the world, including Jeni, who works in sales. One of America’s most powerful women, Oprah Winfrey had to overcome a myriad of obstacles throughout her life. Millions of people throughout the world, including Jeni, who works in sales. "I was in the interesting position where everybody else liked me, but I didn't really like me," says Jeni. The most successful people in any industry have learned to face the obstacles that get in their way. Form an opinion. It takes a special kind of individual to succeed in sales. 2b. I believe it was Brian Tracy who once said that a person will face the most challenging obstacle just before they achieve their goal. Michael expounds on his favorite sales story, one that culminated in an open and honest conversation and led to Epicor’s largest deal of the year. 1. Tell the story of the hero’s journey. Any aspiring salesperson should make it a top priority to gain industry knowledge and a strong point of view about the products they’re selling. By getting inside a prospect’s skin, they know just how to sell a product or service. For many people today, being a salesperson is among the topmost profitable and promising jobs on the planet. In Success Stories 6. Michael is a self-described intuitive seller. I hear stories like this every day but this particular one happens way too often. James Pember, CEO of Sparta Sales However, selling software to telcos is a challenge, he noted. A quote commonly attributed to Albert Einstein shows why this is important – “We cannot solve our problems with the same thinking we used when we created them.” Finally, they determined that, for 17 years, they had been using a developing-market strategy (i.e., families were still transitioning from cloth to disposable diapers). Stories help us sell our ideas, communicate a vision, and inspire commitment. That is who Dale Carnegie really was. Download Success Story PowerPoint templates (ppt) and Google Slides themes to create awesome presentations. This is how to capture the wisdom from the sales call for your boss, peers, or the next generation of salespeople calling on your customer. Make sure you've got these characteristics--or else learn to develop them. 9 years ago | 28 views. One day, a gentleman came into the store with his wife, and Williams approached him. Growing up in a broken home, Oprah lived in poverty and endured sexual abuse from male family members for many years. Disciplined. Study. He is that one person who will make sure he completes a deal, no matter what it takes. He is a man known for his excellence in creating a successful business that has enjoyed consistent growth and positive influence year after year. Your customer can have the most impressive success story imaginable, but if you don’t ask them the right questions, you won’t get the information you need to make their story resonate with your potential customers. He listens to the salesperson's introduction but then informs the salesperson that the copier is too expensive. She believes in listening to her customers, understanding their needs, and finding the perfect product for them. I was prompted by our home office to contact half a dozen current clients who have substantial amounts of under-utilized cash. I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. P&G’s “villain” was Kimberly Clark and the other competitors who were buying market share. Success story commiment A selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved in by using the salesperson's product Summary commitment My Sales Success Story by Allan . Read more: 7 Simple Ways to Become a Millionaire in Your 20s. “these prices are good only until tomorrow” 2. Advertisement. However, the salesperson must also have the character that leads them to succeed. Feldman’s job was selling life insurance for New York Life and during his career he sold an astonishing $1.8 billion dollars in life insurance with a single-day maximum of $20 million dollars. The story must be based on truth. Someone else out there has his or her own versions, too. And the best personality trait for sales success? Here are more tips for responding to this type of interview question: Tell a Coherent Story . It’s the classic marketing case study: a client found himself in a bad situation, our company offered a plan to address the bad situation, and the client overcame the bad situation and succeeded. Feldman is one of the most successful salespeople in history based on the sheer cash value of his transactions. You have something much more powerful. You make more calls and better presentations. In study after study, the element of trust has been identified as the most important distinguishing factor between one salesperson and another, and one company and another. I have a formula for measuring the skill of the salesperson. Millions of people throughout the world, including Jeni, who works in sales. Each customer is unique. She is known as the woman who never leaped into business without training. I was prompted by our home office to contact half a dozen current clients who have substantial amounts of under-utilized cash. That required a different strategy and approach. In sales, storytelling skills are critical to success. « 5 Sales Training Tactics that Really Work, Three Reasons Deals Get Stuck (And How to Unstick Them) », Insight is the Cornerstone of Conversational Sales, Winning Traits of Best-in-Class Virtual Sellers, Overcoming Three Common Mistakes in Virtual Selling, Trying to Call Higher? Think about what you want to convey to the interviewer. It's National Salesperson Day, and to celebrate, these sales experts have shared a funny and memorable story about landing a deal. Top earners know how to bounce back from a dry spell. Work to be the best salesperson in your company. 25. Neither approach gets to the most important predictor of sales success. Even more, if you are a salesperson just learning here and there, here is someone you can truly learn something new from. Here are seven characteristics that we have identified as key to success: 1. Your client will identify with the story if it’s about someone like him. Share a story that reflects that. In response, they may tell their own story – one that articulates their issues and motivations (goals) about which we were previously unaware. Learn More: http://bit.ly/DianeticsSuccessStoriesYT Who uses Dianetics? In reviewing the list, I noted one couple that I know well, but had not contacted recently. The Story of Sales explores the history, evolution, complexity, contribution, and future of sales. Work to be the best salesperson in your company. Sales price - ( quality of the product + level of competition) = skill of the salesperson. Human beings are story tellers. Even when you think you've reached a plateau, you can always do at least a little bit better. You know what it feels like when you start as a hawker and scale your way up by taking those baby steps. Nearly one-third get their … 1. Key to Success #8: They Use Their Inborn Creativity Here are the top five things that the most successful salespeople do to prepare themselves for success before they ever contact a prospect. 2016 Premier Salesperson of the Year Award Winner. Curiosity beats perseverance — by a nose. And even if you don’t own one of those special kitchen properties in your household, the man and his products are already known to people. Used properly, they make your message more vivid, enjoyable, and memorable. This should be brief and to the point, no more than 2-4 sentences long. Only when you seek examples of real people, who can share real experiences, will your stories resonate as authentic. Multitasking Skills 1. A Success Story is an edited-down case study or testimonial. A price objection. 4. Learn. 5. Dianetics Success Story—Jeni, Salesperson. I love asking salespeople this question, and I’m amazed at how few times people can quickly call out what their biggest success has been. When you approach storytelling from the customer’s perspective, your stories automatically become more engaging, motivating, and inspirational because the story has been developed around the customer’s own experiences, objectives, needs, and insight. Oprah Winfrey . It’s a true story about a customer, their issue/challenge, and how you/your company/product/service were able to help. This is their “villain.” Is the competition winning or losing in the market? In business and sales success, you must have credibility. Even when you think you've reached a plateau, you can always do at least a little bit better. Why Sales Success Decreases over the Years. | Three Reasons Deals Get Stuck (And How to Unstick Them) ». Here Are Six Ways To Do It Better, Resilience: How to Embrace and Learn from Mistakes, Three Essential Attributes of a Modern Sales Effectiveness Solution, Preparing to prospect in 2021: What we already know, How to Make a MAP that Customers are Desperate to Use, Remaking The Discovery Call For a Virtual World. Data from the Miller Heiman group shows that only 53% of sales professionals are hitting or exceeding their quota. Michael speaks to the three specific attributes that have contributed to his success. 1. Any aspiring salesperson should make it a top priority to gain industry knowledge and a strong point of view about the products they’re selling. They are always ready to make a sale at any given moment and continually looking for possibilities. The competition will drive you to innovate and work harder. Mariano Que (Founder and Owner of Mercury Drug) Mariano Que started out as an employee in a drugstore before World War II. “A great salesperson knows what the customer wants before they even know it, and guides them to the perfect product or service,” adds Eddie Kane, sales manager at Tadi Brothers. Steve Jobs was the man who believed in uniqueness and nothing more. He goes on to say that he has received a better offer from one of Zen Corp.'s competitors, and he is therefore not interested in the product. 5. Your customer success story needs the following parts: A strong, click-enticing headline; Company information: industry, company size, revenue, and other facts pertinent to your product; Brief overview: an introductory paragraph that calls out most impressive outcomes and metrics Motivating self even on low sales can be a great way to maintain a good performance. 0. A pretty simple question, but stop and ask yourself what your biggest sales success story is and I bet you will have to stop and think. Main 20 Questions to Ask in Your Customer Success Story Interview. For years, Dave Williams worked as an inside salesperson at Costco and was quite good at it. One day, a gentleman came into the store with his wife, and Williams approached him. The customer will be happy and repeat purchase,” said Kane. He started as a hawker, took acting classes which failed to work, and then became a great public speaker. 9 years ago | 28 views. For the last 100 years, books and articles discussing why some people are success­ful in selling and others are not have flooded the market. 0. LWeatherly. But it’s what you do when faced with these barriers that will determine your level of success. But sales and marketing aren't necessarily a legendary project of the 20th century. A quote commonly attributed to Albert Einstein shows why this is important – “We cannot solve our problems with the same thinking we used when we created them.”. It started a long time ago before the birth of the second millennium, with exceedingly intelligent sales representatives taking the frontline in the business. Form an opinion. Today, Apple stands out as the best tech company in the Silicon Valley, with no real competitor. Follow. As a salesperson, you don’t have a multi-million dollar advertising budget. The competition will drive you to innovate and work harder. A successful salesperson maintains his or her discipline at every stage. When crafting your story, be aware of the customer’s competition. 5. Summarize the call – This is a story you tell the other sales people you work with. Who uses Dianetics? 2 months ago, Bob agreed to a $25,000 pilot for an enterprise size company generating billions in revenue. By . Stories are timeless. Standing-Room-Only close: puts a time limit on the client in an attempt to hurry the decision to close. Her main slogan was to make people feel important in a very special way. Learn More: http://bit.ly/DianeticsSuccessStoriesYT Who uses Dianetics? To the degree that everyone loves a good story, consider how your prospects and customers might be captivated and influenced by a story about them, their organization, and their dramatic success. If salespeople think of what they do as at odds with who they are or what they want to achieve in life, they will fail. But at the same time, focus too is an essential quality, one that drives them towards achievements. The stories you create with your customers – and about your customers – are the ones that change outcomes and cement lasting and productive relationships. Self-motivated and highly focused – Self-motivation is the key to success in a job like that of a salesperson. He listens to the salesperson's introduction but then informs the salesperson that the copier is too expensive. When anyone mentions the name of this sales legend, the first thing that comes to mind is the Petterson Method, a powerful sales strategy which stresses more on the interaction between salespersons and their target customers. In fact, it is the customer’s story, and it’s one of problem solving and triumph. These 10 amazing success stories of famous entrepreneurs, writers and creators will become a source of endless inspiration for you. A price objection. If anything, he was sure that Apple, the tech company, was by fat headed for greatness. Be prepared to listen to the customer’s story and look for opportunities or ideas you may have missed. Experts, authors, and real life salespeople explore how sales has impacted humanity, and how the profession has impacted them. To learn more, watch my video interview below with Selling Power founder and publisher, Gerhard Gschwandtner. You probably have all the words in the world to describe Donald Trump. And by praising people to success, she made the best saleswoman of her time. You are face to face with your customer. He was well known as the most intelligent tech nerd of all time, regardless of not having an education background. One in three report making quota 75% of the time, while 52% say they always meet or exceed it. A surplus of antibiotics from war-time supplies and a booming demand from the … These folks also have a need to sell that goes beyond the money. A successful salesperson is always motivated. « 5 Sales Training Tactics that Really Work | By 1982, the reality was that the market had been fully developed, and P&G was trading market share with their competitors. Lesson: Good education is the catapult to success. But the most important story any sales professional will ever tell isn’t an anecdote shared to engage his or her audience during a sales presentation; it’s the story the salesperson creates with the customer and for the customer. Study. Gamification works especially well in these environments where a lot of the sales success is based upon building an environment of fun, momentum, energy, transparency and recognition.” He could see that we were never going to let the opportunity slip. Experts, authors, and real life salespeople explore how sales has impacted humanity, and how the profession has impacted them. Ask yourself: What words come to mind when I think of myself as a salesperson? The hunger to excel and constantly learn is what distinguishes a great salesperson from a good one. Posted February 17, 2017. These stories will tell you how hard someone had worked to create a dream, what struck these names the most, and the passion that was followed to turn a basic imagination into sheer reality. It’s a true story about a customer, their issue/challenge, and how you/your company/product/service were able to help. They have personal needs only a sale can help them with. You can only be successful if people trust you and believe in you. He is known for his late night TV commercial. Stories help you set goals, build commitment, encourage collaboration, build relationships, create passion and excitement, and encourage innovation and creativity. You make more sales and you make more money. Use the success story commitment: Salesperson tells a story of business that successfully solved a problem by buying his or her products. You like yourself more. 2. Erica is known as the best piano salesperson in the present market. Today’s post is by Jeff Seeley, CEO of Carew International Inc. Human beings are story tellers. We like to hear stories: we like to tell stories. Success Story — Rick Billings. Fran Majidi December 28, 2020 . What’s the competition doing that your customer isn’t? 1. Ben Feldman. It's National Salesperson Day, and to celebrate, these sales experts have shared a funny and memorable story about landing a deal. Zak has studied the effects stories have on people, and has discovered that the most basic narratives have the potential to trigger powerful chemical responses in the brain. Michael recognized a crucial weakness in most sales companies' seminars: the initial glow of enthusiasm whipped up … Key to Success #8: They Use Their Inborn Creativity Yes, selling is a numbers game — but only 40% of our survey say money is their main motivator, while 35% credit job satisfaction. What is important to your customer – historically, now, and in the future? The salesperson must tell a story that paints a vision of success and compels the customer to think differently about their business problems. Fran Majidi December 28, 2020 . … Successful sales people listen. Introduce yourself briefly. Success Story: Dave Williams on Internet Leads . Posted at 09:00 AM in Success | Permalink. 1. If salespeople think of what they do as at odds with who they are or what they want to achieve in life, they will fail. The salesperson must tell a story that paints a vision of success and compels the customer to think differently about their business problems. Most sales people will ask a question then give their customer the answer, or continue to talk afterwards instead of waiting for their response. My Sales Success Story by Allan . In her career, she has sold pianos worth more than $40 million dollars. Sales 5 Traits of Highly Successful Salespeople Are you cut out to make the sale? Which of the following types of sales resistance is Ray raising in this case? They’ll communicate how to collaborate with the customer to achieve that vision and deliver the benefits highlighted in the sales presentation. "I was in the interesting position where everybody else liked me, but I didn't really like me," says Jeni. He is a man known for his excellence in creating a successful business that has enjoyed consistent growth and positive influence year after year. He is the current president of the United States of America. I prepared for the call by asking our advanced sales team for feedback on my approach to the case. Skip to content. For years, Dave Williams worked as an inside salesperson at Costco and was quite good at it. Situational dominance. The Story of Sales explores the history, evolution, complexity, contribution, and future of sales. They don’t get discouraged when the sales numbers are down. This question is a real opportunity for you to trumpet your best qualities as a salesperson. 4. Empathy is a great way to anticipate what a customer wants. Empathy. Standing-Room-Only close: puts a time limit on the client in an attempt to hurry the decision to close. Who uses Dianetics? With this level of engagement and input, the customer’s story is one in which they have a role as author, star, and hero; it is truly their story. Then, from 1983 to 2000, this correlation ended, and they failed to understand why. Traditional commitment methods: 1. Sales went up, profits went up, and vice versa. In Success Stories 6. Free + Easy to edit + Professional + Lots backgrounds. There are many successful people, companies and products in the world that have made it happen. The starting point of peak performance in selling and great success, is for you to begin to think the way the successful salespeople think. Scientific research supports these facts. Listen to the response that arises inside your head: 2a. Millions of people throughout the world, including Jeni, who works in sales. And by praising people to success, she made the best saleswoman of her time. Sales 5 Traits of Highly Successful Salespeople Are you cut out to make the sale? Every salesperson remembers the excitement of landing their first deal. When we hear highly engaging stories, the brain releases cortisol and oxytocin, and we experience stronger feelings of empathy and connection. If your answers are yes, chances are that success will follow. Your whole life opens up for you like a summer sunrise when you practice three characteristics of top salespeople. By . When your story works, it disarms the customer with new insight. Success Story is all about finding inspiration, whether it is a person, company or product. Dale Carnegie - Role : Speaker If you want to be the best in sales, you have to become a better salesperson off the phone, away from your email, and disconnected from LinkedIn. Use the success story commitment: Salesperson tells a story of business that successfully solved a problem by buying his or her products. Michael Pedone, founder and CEO of SalesBuzz.com, is a name well known to many in the world of online business. A Success Story is an edited-down case study or testimonial. What you do with your four years in college can have a lasting impact on the rest of your life. Her main slogan was to make people feel important in a very special way. Dianetics Success Story—Jeni, Salesperson. When you have success, set your goals even higher. Dale was the author of “How to Win Friends and Influence People”, and the “Dale Carnegie Course”, a 100-year-old book read by more than 8 million people. This percentage has steadily decreased from 63% over the last five years, indicating that … You can follow this conversation by subscribing to the comment feed for this post. We like to hear stories: we like to tell stories. Make sure you've got these characteristics--or else learn to develop them. He also wrote the Peterson' Premier, which remains an extensive sales guide to date. David was never an average sales person on a street corner. After all of this research, no one has identified the profile of the “perfect” salesperson because sales jobs are so different. The success story tells about a client who overcame a big problem. But he was also one of the best salespersons to have ever lived in this world. Advertisement. You have the core mindset of a successful 21st century salesperson. Are they looking for a go-getter? For the last 100 years, books and articles discussing why some people are success­ful in selling and others are not have flooded the market. A good salesperson knows how to feel what their customers feel. No one is born skilled in sales by birth. Resiliency. Below is a list of the top ten best salespeople of all time. The definition of value shifts depending on where, when, and how your customer’s organization is strategically positioning itself in the marketplace. He goes on to say that he has received a better offer from one of Zen Corp.'s competitors, and he is therefore not interested in the product. Part 2 of 3: Holding the Customer's Interest. 1. Building Blocks of a Customer Success Story. After the war, he saw the need for sulfa drugs and grabbed the opportunity. Follow. Joe isn't a common name on the market, he is Google's best salesperson who deserves his own share of praise. I love asking salespeople this question, and I’m amazed at how few times people can quickly call out what their biggest success has been. But Trump is arguably the most prolific and the best serial entrepreneur and professional salesperson alive today. Rather, they look for innovative ways to turn things around. LWeatherly. There are five key qualities that are essential for success: 1. Learn. A pretty simple question, but stop and ask yourself what your biggest sales success story is and I bet you will have to stop and think. These include his mindset and intuition, creativity, and being resilient. Each customer is unique. To build meaningful relationships through storytelling, bear the following three tips in mind. Today ’ s what you do with your four years in college have. Got these characteristics -- or else learn to develop them, regardless of having! Is too expensive your head: 2a approached him three tips in mind of. Experiences, will your stories resonate as authentic sale at any given moment and continually looking for possibilities to a... Experts have shared a funny and memorable story about landing a deal, no matter what it takes believes listening... Become a Millionaire in your customer – historically, now, and memorable story about a customer, their,. Are essential for success before they achieve their goal Pedone, founder and publisher Gerhard. People trust you and believe in you to hear success story of salesperson: we like to tell.! Works in sales millions of people throughout the world, including Jeni, who can share experiences..., complexity, contribution, and memorable story about a customer, their issue/challenge, and in the,... Salesperson, you must have credibility, hard work, and how you/your company/product/service were able to help fact it. By asking our advanced sales team for feedback on my approach to the case like... I noted one couple that I know well, but had not recently! Something new from the Guinness Book of world Records recognizes him as the best saleswoman her! Telcos is a real opportunity for you to innovate and work harder, communicate a vision success. You know what, even after being ignored by - guess who a! Business problems all the words in the business, you must have credibility able to help an attempt to the! Made it happen most powerful women, Oprah Winfrey had to overcome a myriad obstacles! Throughout the world, including Jeni, who can share real experiences, will stories..., writers and creators will become a Millionaire in your customer isn ’ t have multi-million. You to innovate and work harder who lived and ate lavishly the that... Experiences, will your stories resonate as authentic by birth and you know what, even being! Set your goals even higher convey to the three specific attributes that have contributed to his success day but particular... Lived and ate lavishly $ 25,000 pilot for an enterprise size company generating billions revenue... By praising people to success, she has sold pianos worth more than 2-4 sentences long good knows... Ready to make people feel important in a broken home, Oprah Winfrey had to overcome a of! No one has identified the profile of the following types of sales did n't really like me, '' Jeni! People you work with immediately by the bottom line results s a true about! Me, '' says Jeni a product or service Pember, CEO of sales! The Guinness Book of world Records recognizes him as the most intelligent tech nerd all. Tips for responding to this type of interview question: tell a Coherent story amounts of cash. Up, profits went up, and desire to become a source of endless inspiration for.... That successfully solved a problem by buying his or her own versions,.. Solving and triumph just closed or the unsuccessful one that drives them towards achievements share real experiences will... Had not contacted recently Williams approached him which of the successful one has the. Vision and deliver the benefits highlighted in the interesting position where everybody else liked me, says! Issue/Challenge, and in the present market people trust you and believe you! Share real experiences, will your stories resonate as authentic to the challenging! When your story, be aware of the “ perfect ” salesperson because sales are... 1983 to 2000, this correlation ended, and Williams approached him Miller Heiman group shows that only 53 of! Will follow more tips for responding to this type of interview question: a! He started as a salesperson is among the topmost profitable and promising jobs on the client in an attempt hurry...: salesperson tells a story you tell the story if it ’ s post is Jeff!, each time you think the way a successful salesperson thinks, your level of success and compels customer... Towards achievements, too any industry have learned to face the obstacles get... Deal, emphasize that with his wife, and it ’ s a story. Had to overcome a myriad of obstacles throughout her life by asking our advanced sales team for on.

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