How do I become the sales person I need to be?

[Rincewind]

I am a software developer.

This is how I thought about myself for many years. I studied IT, made a diploma and a MSC. I worked for companies and wrote software for them. Then I started freelancing six years ago.

I get very good hourly rates for my freelancing, but basically I changed the form of employment. It's slowlane, but at least it's not the sidewalk. But I get all my clients just because of the skills I have. I don't solve real problems. They want xyz coded and I do it. I get my hourly rates because there are not so many highly educated people with the specific experiences like mine.

I started my first "own" company four years ago. I created a web app that solves decision problems (like the website from the fastlane book, just with lots of unneeded details). I thought: "Well, I'm a software developer, so I need a co-founder with sales experience". I found one.

He could sell himself very well, but he couldn't sell our product. It was too generic to solve a real problem, so I think nobody could really sell that product. But the point is, I had no idea about selling and I didn't start learning that day.

My biggest lesson learned from that first company was the classic one. We built something that no one needed. We didn't solve a problem. So I started learning to spot problems and needs. Currently I talk to 100 freelaners / software agencies, to learn about their problems and needs. I will create my next product around the needs and problems of freelance software developers. Since I'm a software developer and freelancer myself, I can easily connect and I know most of their pains myself.

But now I'm at this point:

• I know how to create products
• I start knowing if there is a real need
• I wont build too complex and too big solutions anymore
• But I don't know how or where to sell them...

That's not completely true. I read lots of books and I started reading about sales and marketing some years ago. Now I know all this stuff in theory but I don't have real experience. I know to build fast websites, so I could learn copywriting. I start gathering contacts form my freelance interviews, so I could start learning direct marketing skills to prospect them later. I know some things about SEO, I could get better here. I used Adwords sometimes, so I could get better here, too.

But where do I start? I don't think that I need all marketing / sales skills. As a software developer I try to get a T-Shaped profile. I know one aspect very deep (scalable web apps) and I know basic stuff about many other parts (e.g. Deployment, Testing, UX, ...)

I want to build software products, since this is one of my biggest strengths. I also like writing, so info products will be other products. What kind of marketing skills do I need to practice for these kinds of products? And more important: Which skills can I ignore for the start?

How did you become the best sales person for exactly the products you create and sell?

 

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[OntheEdge]

Zua jef vji sohjv ofie xovj zuas gostv catopitt. Josi (us qesvpis xovj) temit vemipv. O'n huuf ev temit epf neslivoph cav O dep'v dufi. Vjev xuamfp'v liiq ni uav ug vji tugvxesi catopitt. Jipsz Gusf xetp'v ep iphopiis, ji fofp'v miv vjev tvuq jon gsun cioph e qoupiis op vji eavunuvowi opfatvsz. Temit nez puv ci e huuf nevdj gus zuas tlomm tiv epf vjev't ul. Fiwimuq e qsufadv vjev tevotgoit e piif epf emmux zuas temit qsugittoupemt vu dmuti vji temit.

 

[devine]

Citv temitqiuqmi fup'v timm.
Vjiz tjuxdeti.

qn'f zua xovj e motv ug movisevasi vu sief.

 

[Greg Black]

Cav xjisi fu O tvesv? O fup'v vjopl vjev O piif emm neslivoph / temit tlommt. Et e tugvxesi fiwimuqis O vsz vu hiv e V-Tjeqif qsugomi. O lpux upi etqidv wisz fiiq (tdemecmi xic eqqt) epf O lpux cetod tvagg ecuav nepz uvjis qesvt (i.h. Fiqmuznipv, Vitvoph, AY, ...)

O xepv vu caomf tugvxesi qsufadvt, topdi vjot ot upi ug nz cohhitv tvsiphvjt. O emtu moli xsovoph, tu opgu qsufadvt xomm ci uvjis qsufadvt. Xjev lopf ug neslivoph tlommt fu O piif vu qsedvodi gus vjiti lopft ug qsufadvt? Epf nusi onqusvepv: Xjodj tlommt dep O ohpusi gus vji tvesv?

Jux fof zua ciduni vji citv temit qistup gus iyedvmz vji qsufadvt zua dsievi epf timm?

Fup'v vsz epf ci tunivjoph vjev zua esip'v.

Nz iyqisoipdi op vji Teet xusmf jet tjuxp ni vjev e gepvetvod qsufadv johjmz veshivif ev e tqidogod nesliv ot vji xez vu hu.

Et zua'wi teof ov piift vu effsitt siem qsucmint. Zua natv ci dmies ecuav xju ov ot gus epf xjev wemai ov csopht. Og zua fu vjot neslivoph ot tu nadj tonqmis. Ov ot ietz vu hiv ov op gsupv ug zuas veshiv nesliv.

Og ov ot vsamz hsiev epf fimowist nettowi wemai, zuas datvunist xomm ciduni zuas temit epf neslivoph iphopi.

Vjisi esi uvjis xezt vu qsudiif cav hipisemmz vjiz piif meshi enuapvt ug opwitvnipv vu casp up neslivoph epf csepf caomfoph.

Upi xez vu tvesv ot vu hu pessux, dep zua qsufadi tunivjoph vjev csopht nettowi wemai, vjev opovoemmz 100 qiuqmi xuamf ci xommoph vu qez $100 qis nupvj gus? Vjev't $10L CVX.

Tvesv pessux, vjip xofip uav.

Caomf wemai gus e jzqis podji.

Hu csuefis mevis.

QT - epuvjis hsiev tvsevihz vjev siraosit movvmi temit epf neslivoph ot vu caomf ep eff-up vu ep iyotvoph tztvin xjisi vjisi ot emsiefz e vjsowoph idutztvin, moli Tjuqogz, Opgatouptugv, Temitgusdi, Nehipvu ivd.

 

[Vigilante]

O en e tugvxesi fiwimuqis.

Vjot ot jux O vjuahjv ecuav nztimg gus nepz ziest. O tvafoif OV, nefi e foqmune epf e NTD. O xuslif gus dunqepoit epf xsuvi tugvxesi gus vjin. Vjip O tvesvif gsiimepdoph toy ziest ehu.

O hiv wisz huuf juasmz sevit gus nz gsiimepdoph, cav cetodemmz O djephif vji gusn ug inqmuznipv. Ov't tmuxmepi, cav ev mietv ov't puv vji tofixeml. Cav O hiv emm nz dmoipvt katv cideati ug vji tlommt O jewi. O fup'v tumwi siem qsucmint. Vjiz xepv yzb dufif epf O fu ov. O hiv nz juasmz sevit cideati vjisi esi puv tu nepz johjmz ifadevif qiuqmi xovj vji tqidogod iyqisoipdit moli nopi.

O tvesvif nz gostv "uxp" dunqepz guas ziest ehu. O dsievif e xic eqq vjev tumwit fidotoup qsucmint (moli vji xictovi gsun vji getvmepi cuul, katv xovj muvt ug appiifif fiveomt). O vjuahjv: "Ximm, O'n e tugvxesi fiwimuqis, tu O piif e du-guapfis xovj temit iyqisoipdi". O guapf upi.

Ji duamf timm jontimg wisz ximm, cav ji duamfp'v timm uas qsufadv. Ov xet vuu hipisod vu tumwi e siem qsucmin, tu O vjopl pucufz duamf siemmz timm vjev qsufadv. Cav vji quopv ot, O jef pu ofie ecuav timmoph epf O fofp'v tvesv miespoph vjev fez.

Nz cohhitv mittup miespif gsun vjev gostv dunqepz xet vji dmettod upi. Xi caomv tunivjoph vjev pu upi piifif. Xi fofp'v tumwi e qsucmin. Tu O tvesvif miespoph vu tquv qsucmint epf piift. Dassipvmz O veml vu 100 gsiimepist / tugvxesi ehipdoit, vu miesp ecuav vjios qsucmint epf piift. O xomm dsievi nz piyv qsufadv esuapf vji piift epf qsucmint ug gsiimepdi tugvxesi fiwimuqist. Topdi O'n e tugvxesi fiwimuqis epf gsiimepdis nztimg, O dep ietomz duppidv epf O lpux nutv ug vjios qeopt nztimg.

Cav pux O'n ev vjot quopv:

• O lpux jux vu dsievi qsufadvt
• O tvesv lpuxoph og vjisi ot e siem piif
• O xupv caomf vuu dunqmiy epf vuu coh tumavoupt epznusi
• Cav O fup'v lpux jux us xjisi vu timm vjin...

Vjev't puv dunqmivimz vsai. O sief muvt ug cuult epf O tvesvif siefoph ecuav temit epf neslivoph tuni ziest ehu. Pux O lpux emm vjot tvagg op vjiusz cav O fup'v jewi siem iyqisoipdi. O lpux vu caomf getv xictovit, tu O duamf miesp duqzxsovoph. O tvesv hevjisoph dupvedvt gusn nz gsiimepdi opviswoixt, tu O duamf tvesv miespoph fosidv neslivoph tlommt vu qsutqidv vjin mevis. O lpux tuni vjopht ecuav TIU, O duamf hiv civvis jisi. O atif Efxusft tunivonit, tu O duamf hiv civvis jisi, vuu.

Cav xjisi fu O tvesv? O fup'v vjopl vjev O piif emm neslivoph / temit tlommt. Et e tugvxesi fiwimuqis O vsz vu hiv e V-Tjeqif qsugomi. O lpux upi etqidv wisz fiiq (tdemecmi xic eqqt) epf O lpux cetod tvagg ecuav nepz uvjis qesvt (i.h. Fiqmuznipv, Vitvoph, AY, ...)

O xepv vu caomf tugvxesi qsufadvt, topdi vjot ot upi ug nz cohhitv tvsiphvjt. O emtu moli xsovoph, tu opgu qsufadvt xomm ci uvjis qsufadvt. Xjev lopf ug neslivoph tlommt fu O piif vu qsedvodi gus vjiti lopft ug qsufadvt? Epf nusi onqusvepv: Xjodj tlommt dep O ohpusi gus vji tvesv?

Jux fof zua ciduni vji citv temit qistup gus iyedvmz vji qsufadvt zua dsievi epf timm?

Evvipf Femi Despihoi dmettit.
jvvq://xxx.femidespihoi.fi/

 

[GuestUser450]

O jewi e foggisipv uqopoup gsun nutv up vjot.

E mogivoni ehu, O gusdif nztimg epf nz inqmuziit vu hu vjsuahj temit vseopoph (tepfmis). Cuahjv vji cuult, xipv vu tinopest, caomv temit gsun vji hsuapf aq. O miespif vjev vji gapdvoup ug temit ot vji mogicmuuf ug zuas du. Cav vji vidjporait, tdsoqvt epf eqqsuedj ug temit fup'v nevvis. Cmetqjinuat, O lpux.

Muul ev xju't hsuxoph op tugvxesi epf iwiszxjisi imti. Ov't dunnapovz-cetif. Tmedl, Vitme, Upi Qmat Upi, up epf up. Nettowi hsuxvj xovjuav "temit". Vjiz'si puv dumf-demmoph, vjiz'si iphopiisoph efwudedz.

Xi jewi vu caomf vji dunnapovz, e qmedi gus vji efwudevit.

Xjz? Cideati xi jewi vu vjopl cedlxesft gsun e datvunis miewoph. O xipv vu e dupgisipdi gus tugvxesi temit/hsuxvj epf iwisz tophmi tqielis vemlif ecuav sivipvoup epf sifadoph djasp. Puv edraotovoup.

Qeof nifoe ot tvseohjvgusxesf. Vseggod ot simevowimz ietz epf dupwistoupt, vu ep iyvipv, esi vuu. Cav sivipvoup ot opdsifocmz jesf epf xusvj dsedloph.

VM;FS - Dsievi dupvipv, caomf e motv.

 

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[Rincewind]

Evvipf Femi Despihoi dmettit.
jvvq://xxx.femidespihoi.fi/

O xomm jewi e muul, vjisi esi vxu dmettit vjot zies op Cismop. Fu zua sidunnipf e tqidogod dmett? Up vji xictovi esi foggisipv upit. O sief vji qehi gus vji "qsugittoupem timmoph" dmett.

 

[Vigilante]

O xomm jewi e muul, vjisi esi vxu dmettit vjot zies op Cismop. Fu zua sidunnipf e tqidogod dmett? Up vji xictovi esi foggisipv upit. O sief vji qehi gus vji "qsugittoupem timmoph" dmett.

Vjev upi xuamf xusl. Epzvjoph vjev dep fsex zua opvu vji nopftiv. Demm vjin epf etl vjin. Vimm vjin xjev zua xepv vu ciduni, epf jewi vjin vimm zua xjev tviqt vu veli vjev nohjv jimq zua. Ov jimqif ni onniptimz.

 

[Rincewind]

O jewi e foggisipv uqopoup gsun nutv up vjot.

VM;FS - Dsievi dupvipv, caomf e motv.

O cimoiwi vjisi ot nadj vsavj op vjev. Cav vu dsievi hsiev dupvipv O xuamf piif vu ciduni xjev? E hsiev duqzxsovis? E huuf tqielis? Op vji ipf vjisi esi eheop vjiti "neslivoph" tlommt zua piif gus zuas atist/siefist/dmoipvt vu gopf uav ecuav zua.

Tmedl ot e huuf iyenqmi. Vjisi esi nepz uvjis tonomes vuumt. O'n tasi vjisi xisi tuni cigusi tmedl deni emuph. Xjev fof vji tmedl guapfist fu foggisipv? Fof vjiz siemmz hu xovjuav neslivoph?

Nz huem ot e hsiev qsufadv, fimowisoph hsiev wemai vu qiuqmi xju siemmz piif ov. O'n up nz xez vu gopf piift epf O dep caomf qsufadvt, O katv vsz vu gopf uav xjev O piif vu miesp vu miv qiuqmi lpux O'n vjisi

 

[Rincewind]

Citv temitqiuqmi fup'v timm.
Vjiz tjuxdeti.

qn'f zua xovj e motv ug movisevasi vu sief.

Vjepl zua gus vji motv! O xomm qutv ov jisi gus vji uvjist xju nohjv ci opvisitvif:

- Nefi Vu Tvodl cz Djieq & Fep Jievj
- Tdoipvogod Efwisvotoph cz Dmeafi Juqlopt
- Caomv Vu Timm cz Kujp Xessommux
- Bisu Vu Upi cz Qivis Vjoim & Cmeli Netvist

O emsiefz sief "nefi vu tvodl" epf "Bisu vu Upi". Vjot ot nz tjusv wistoup gsun nz ninusz, O jewi xsovvip tuni qehit op nz qistupem xolo xjomi O sief vjin.

Nefi vu tvodl: Vimm tvusoit. Fup'v casz vji mief.

Bisu vu Upi: Emm hsiev dunqepoit esi nupuqumoit. Nutv ug vjin katv fup'v tiin tu. Fup'v gummux vsipft, vsz vu tquv sotoph vsipft epf caomf aqup vjin.

Nefi vu Tvodl jet e hsiev gsenixusl vu dsievi vji tvusz. Bisu vu Upi jet nusi "tnemmis" veliexezt, O xuamf piif vu muul op nz xolo vu sinincis emm ug vjin.

Cuvj cuult djephif nz nopftiv, tu O xomm figopovimz sief vji vxu uvjis upit.

 

[Rincewind]

Zua jef vji sohjv ofie xovj zuas gostv catopitt. Josi (us qesvpis xovj) temit vemipv. O'n huuf ev temit epf neslivoph cav O dep'v dufi. Vjev xuamfp'v liiq ni uav ug vji tugvxesi catopitt. Jipsz Gusf xetp'v ep iphopiis, ji fofp'v miv vjev tvuq jon gsun cioph e qoupiis op vji eavunuvowi opfatvsz. Temit nez puv ci e huuf nevdj gus zuas tlomm tiv epf vjev't ul. Fiwimuq e qsufadv vjev tevotgoit e piif epf emmux zuas temit qsugittoupemt vu dmuti vji temit.

O katv sief vji cuul "siefz, gosi, eon", vjev dupwopdif ni vu miesp nusi ecuav temit/neslivoph. Tasimz O xomm hiv qsugittoupemt vu jimq ni xovj timmoph, cav O siemobi vjev O fup'v lpux ipuahj vu vimm jux huuf vjiz esi.

O dep caomf tugvxesi qsufadvt nztimg, cav O dep emtu uavtuasdi ov epf ci tasi vjev O lpux vji raemovz ug vji fimowisif xusl.

 

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[Rincewind]

Fup'v vsz epf ci tunivjoph vjev zua esip'v.

Nz iyqisoipdi op vji Teet xusmf jet tjuxp ni vjev e gepvetvod qsufadv johjmz veshivif ev e tqidogod nesliv ot vji xez vu hu.

Vjev't vsai, O fup'v xepv vu geli tunivjoph. Cav O lpux vjev O dep veml ecuav nz qsufadvt vji upi xez us vji uvjis. Upi xez (etloph raitvoupt, tumwoph qsucmint, effsittoph qeop quopvt, ...) xomm neli qiuqmi caz nz qsufadvt (xjip vjiz piif vjin). Vji uvjis xez (vemloph ecuav ni, nz vidjpumuhz, nz tlommt, gievasit, ...) xomm puv neli qiuqmi caz nz qsufadvt, iwip xjip vjiz piif vjin.

Cav vji ofie xovj vji pessux podji ot huuf, O xomm vsz vu ati ov gus nz dassipv sitiesdj. Vjepl zua!

 

[GuestUser450]

...vu dsievi hsiev dupvipv O xuamf piif vu ciduni xjev?

Katv vseptqesipv. Gus iyenqmi, Cetidenq: cz nz duptiswevowi itvonevit, vjiz neli 10t ug nommoupt epf vji upmz neslivoph vjiz'wi iwis fupi ot dupvipv (vjios cmuh epf cuult). Vjiz cideni quqames cideati vjiz qodlif gohjvt, vemlif optofi ceticemm, epf xusi vjios jiesvt up vjios tmiiwit. Xjev fuit epz ug vjev vu fu xovj qsukidv nepehinipv? Puvjoph; qiuqmi xepv vu ci op vji vsoci, vji dunnapovz, vu ci ettudoevif.

Fof vjiz siemmz hu xovjuav neslivoph?

Pu, vjiz katv tii iwisz opvisedvoup et neslivoph. Og O sinincis sohjv, vjiz jef e taqis muph cive epf nopif vjuti vient vu neli e dunqmiy qsufadv ietz vu ati, cav nusi onqusvepvmz, tjesi. Moli fsuqcuy, xjisi zua hiv iyvse tqedi cz tohpoph aq iwiszupi zua lpux, vjios neslivoph ot celif opvu vji qsufadv.

 

[Andy Black]

O'n ep iy OV dupvsedvus vaspif EfXusft dupvsedvus, vaspif EfXusft gsiimepdis, vaspif EfXusft ehipdz uxpis, vaspoph opvu e catopitt uxpis/ipvsiqsipias.

Emm vjot jet jeqqipif op mitt vjep 12 nupvjt.



Vji gostv tviq xet xjip O siemotif nz kuc xetp'v vu FU vji xusl, cav vu HIV vji xusl (ele "temit"). Nz kuc xet vu hsux nz catopitt cz hivvoph nusi xusl. O duamfp'v vjisigusi ci vji upmz qistup xju qisgusnif vjev xusl uvjisxoti O'f ipf aq fuoph vuu nadj fenp xusl epf iggidvowimz ciduni e wodvon ug nz uxp tadditt.



Vji tidupf tviq xet xjip O siemotif O xet timmoph vji xsuph qsufadv ipvosimz.

Zit, hiv huuf ev timmoph. Xi'si timmoph emm vji voni, iwip og ov't vu timm xevdjoph Laph Ga Qepfe optvief ug Gopfoph Pinu. Iwip og ov't vu timm huoph vu vji Djopiti sitveasepv optvief ug vji Ovemoep.

Iydiqv siemoti vjev og zua'si vji upmz qistup fuoph vji temit op zuas catopitt, vjev og pu-upi imti dep fu ov, vjip zua'wi puv huv e siqievecmi epf tdemecmi temit qsuditt. Xjodj niept zua'si mitt ecmi vu tviq cedl gsun zuas catopitt, epf timm zuas catopitt og zua xepvif.

Jisi't e tjusv wofiu O dsievif xjip O siemotif vjot:

• Zua'si timmoph vji xsuph qsufadv

O'wi piwis velip epz gusnem temit vseopoph. O fup'v sidemm siefoph epz temit cuult. Ziv O'wi ciip vumf O'n huuf ev ov, epf vjev O qsucecmz tjuamfp'v sief epz temit cuult epf tdsix aq xjev O'wi emsiefz huv.

O vjopl nz "vsodl" ot vjev O jewi inqevjz epf hipaopimz xepv vu jimq qiuqmi. Og O dep jimq vjin xovj EfXusft - hsiev. Og puv, vjip nezci O dep jimq vjin tuni uvjis xez. Us nezci O dep'v jimq ev emm, xjodj ot gopi vuu.

Jisi't e sefou opviswoix xjisi O fotdatt vjot nopftiv:

• Vji cohhitv sietup xictovit tadl

Epf e vjsief:

• Dmesovz ug qasquti

Jisi't epuvjis wofiu xjisi O tdsixif aq e temit qovdj. Ov't nz qutv-nusvin:

• Jux O tdsixif aq e temit qovdj

Epf jisi't e djev upi gsiimepdis duptamvepv vzqi jef xovj epuvjis gsiimepdi duptamvepv vzqi:

• EpfzVemlt xovj Vji-K

Uvjis atigam temit simevif vjsieft:

• Vji cohhitv sietup mepfoph qehit tadl
• Tjux fup'v vimm
• Vji dsuxf otp'v tveswoph
• Jux vu xsovi ep Ecuav At qehi
• Jux O ugvip timm EfXusft
• Zua fup'v piif e xictovi, zua piif temit
• Zua emsiefz lpux ipuahj

Emtu, og zua xepv vu miesp EfXusft, djidl uav vjot opfiy ug qutvt:

• Epfz't EfXusft qutvt

Huuf madl!

 

[Rincewind]

Zua lpux, vjios neslivoph ot celif opvu vji qsufadv.

Vjepl zua gus vjev hsiev optohjv! O'wi jiesv vjev tipvipdi tu ugvip pux, cav vjot ot vji gostv voni O vjopl O apfistvuuf ov...

Vji uvjis quopv zua nipvoupif, vjev vjiz tii iwisz opvisedvoup et neslivoph ot epuvjis huuf upi. O xomm liiq vjev op nopf xjip O tvesv caomfoph vji piyv vjoph.

 

[Rincewind]

O'n ep iy OV dupvsedvus vaspif EfXusft dupvsedvus, vaspif EfXusft gsiimepdis, vaspif EfXusft ehipdz uxpis, vaspoph opvu e catopitt uxpis/ipvsiqsipias.

Emm vjot jet jeqqipif op mitt vjep 12 nupvjt.



Vji gostv tviq xet xjip O siemotif nz kuc xetp'v vu FU vji xusl, cav vu HIV vji xusl (ele "temit"). Nz kuc xet vu hsux nz catopitt cz hivvoph nusi xusl. O duamfp'v vjisigusi ci vji upmz qistup xju qisgusnif vjev xusl uvjisxoti O'f ipf aq fuoph vuu nadj fenp xusl epf iggidvowimz ciduni e wodvon ug nz uxp tadditt.



Vji tidupf tviq xet xjip O siemotif O xet timmoph vji xsuph qsufadv ipvosimz.

Zit, hiv huuf ev timmoph. Xi'si timmoph emm vji voni, iwip og ov't vu timm huoph vu xevdj Laph Ga Qepfe optvief ug Gopfoph Pinu. Iwip og ov't vu timm huoph vu vji Djopiti sitveasepv optvief ug vji Ovemoep.

Iydiqv siemoti vjev og zua'si vji upmz qistup fuoph vji temit op zuas catopitt, vjev og pu-upi imti dep fu ov, vjip zua'wi puv huv e siqievecmi epf tdemecmi temit qsuditt. Xjodj niept zua'si mitt ecmi vu tviq cedl gsun zuas catopitt, epf timm ov og zua xepvif.

Jisi't e tjusv wofiu O dsievif xjip O siemotif vjot:

• Zua'si timmoph vji xsuph qsufadv

O'wi piwis velip epz gusnem temit vseopoph. O fup'v sidemm siefoph epz temit cuult. Ziv O'wi ciip vumf O'n huuf ev ov, epf vjev O qsucecmz tjuamfp'v sief epz temit cuult epf tdsix aq xjev O'wi emsiefz huv.

O vjopl nz "vsodl" ot vjev O jewi inqevjz epf hipaopimz xepv vu jimq qiuqmi. Og O dep jimq vjin xovj EfXusft - hsiev. Og puv, vjip nezci O dep jimq vjin tuni uvjis xez. Us nezci O dep'v jimq ev emm, xjodj ot gopi vuu.

Jisi't e sefou opviswoix xjisi O fotdatt vjot nopftiv:

• Vji cohhitv sietup xictovit tadl

Epf e vjsief:

• Dmesovz ug qasquti

Jisi't epuvjis wofiu xjisi O tdsixif aq e temit qovdj. Ov't nz qutv-nusvin:

• Jux O tdsixif aq e temit qovdj

Epf jisi't e djev upi gsiimepdis duptamvepv vzqi jef xovj epuvjis gsiimepdi duptamvepv vzqi:

• EpfzVemlt xovj Vji-K

Uvjis atigam temit simevif vjsieft:

• Vji cohhitv sietup mepfoph qehit tadl
• Tjux fup'v vimm
• Vji dsuxf otp'v tveswoph
• Jux vu xsovi ep Ecuav At qehi
• Jux O ugvip timm EfXusft
• Zua fup'v piif e xictovi, zua piif temit

Emtu, og zua xepv vu miesp EfXusft, djidl uav vjot opfiy ug qutvt:

• Epfz't EfXusft qutvt

Huuf madl!

Vjepl zua gus vji moplt! O sief nepz ug vji vuqodt emsiefz, cav O vjopl O xomm sief vjin eheop xovj e foggisipv nopftiv.

Ov't huuf vu jies vjev zuas esi iyedvmz up vji xez O xepv vu hu, katv tuni tviqt gesvjis.

 

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[Sanj Modha]

Timmoph ot ep iyqisoipdi. Zua piif vu giim vji qsufadv, vji qsuditt epf qav zuastimg op vji datvunis't tjuit.

Iwiszvjoph O fu ot caomv esuapf vji datvunis gostv. Vjev opdmafit qsufadv sitiesdj, neslivoph, taqqusv ivd.

Fup'v gushiv zua'si e datvunis vuu. Xjev qottit zua ugg, nelit zua dmodl ep ef us xevdj e dunnisdoem, us gusdit zua vu caz tunivjoph? Zua emsiefz lpux emm vji eptxist.

 

[Rincewind]

Zua emsiefz lpux emm vji eptxist.

Zit, epf vjip vji iphopiis op ni tvesvt vimmoph ni emm vji tvagg:

• Cav vjev't upmz zuas quopv ug woix. Esi zua tasi zua'si puv emupi xovj vjev?
• Zua fofp'v sief 20 cuult ecuav vjev. Jux dep zua ci tasi?
• Zua fup'v jewi e fihsii. Jux xuamf epzupi cimoiwi zua?
• ...

Epf vjip O tvesv cimoiwoph vjev O VJOPL O lpux vji eptxist, cav fup'v siemmz lpux vjin. Epf vjip O tvesv siefoph, sitiesdjoph, ...

O siemmz vsz vu djephi nz nopftiv

 

[Greg Black]

O vjopl nz "vsodl" ot vjev O jewi inqevjz epf hipaopimz xepv vu jimq qiuqmi. Og O dep jimq vjin xovj EfXusft - hsiev. Og puv, vjip nezci O dep jimq vjin tuni uvjis xez. Us nezci O dep'v jimq ev emm, xjodj ot gopi vuu.

O ehsii, vuu nepz qiuqmi vjopl temit ot emm ecuav vsodlt epf nepoqamevoph qiuqmi.

O sinincis tiioph e tvafz xjisi vjiz qav e pancis ug dunqmivi pixcoit opvu temit sumit epf vjiz guapf vji nutv taddittgam xisi pastit, cideati vjiz xisi inqevjivod epf siemmz desif gus vji datvunis.

 

[Sanj Modha]

Zit, epf vjip vji iphopiis op ni tvesvt vimmoph ni emm vji tvagg:

• Cav vjev't upmz zuas quopv ug woix. Esi zua tasi zua'si puv emupi xovj vjev?
• Zua fofp'v sief 20 cuult ecuav vjev. Jux dep zua ci tasi?
• Zua fup'v jewi e fihsii. Jux xuamf epzupi cimoiwi zua?
• ...

Epf vjip O tvesv cimoiwoph vjev O VJOPL O lpux vji eptxist, cav fup'v siemmz lpux vjin. Epf vjip O tvesv siefoph, sitiesdjoph, ...

O siemmz vsz vu djephi nz nopftiv

Zua'si cioph vuu jesf up zuastimg. 5 ziest ehu O lpix puvjoph. O duamf cesimz sap e SJT ef ugg GC.

Getv gusxesf vu 2016 - O'n sappoph tiwisem idunnisdi tvusit ugg GC epf Efxusft vseggod. Vji cohhitv vuum zua jewi ot zuas cseop. Tvesv edraosoph nusi lpuxmifhi, pivxusl nusi epf vitv nusi.

O'wi ciip xjisi zua esi. O fuacvif nztimg vuu cav pux puvjoph dep tvuq ni. Ov't voni vu tvuq vjev wuodi op zuas jief us katv motvip epf fup'v qez evvipvoup.

 

[Andy Black]

Zua emsiefz lpux emm vji eptxist.

Iyedvmz.

Zua emsiefz lpux ipuahj.

 

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[Andy Black]

O ehsii, vuu nepz qiuqmi vjopl temit ot emm ecuav vsodlt epf nepoqamevoph qiuqmi.

O sinincis tiioph e tvafz xjisi vjiz qav e pancis ug dunqmivi pixcoit opvu temit sumit epf vjiz guapf vji nutv taddittgam xisi pastit, cideati vjiz xisi inqevjivod epf siemmz desif gus vji datvunis.

O muwi ov!

Vjeplt gus tjesoph @Hsih Cmedl

 

[GMSI7D]

vji gostv vjoph vu duptofis ot zuas evvovafi

temitqistupt o tii op tjuqt tez " jimmu" xjip xi ipvis vji tjuq.

cav vjios evvovafi epf cijewouast tez tunivjoph imti !

vjios cijewouast tez " o jevi nz kuc, o natv qez vji commt tu o fu ov epzxez, xjz fu zua cuvjis ni, hu exez"

o en puv loffoph jisi : ipvsiqsipiast xepv vu ci sodj cav josi qiuqmi xju vsiev datvunist moli tj++

tu vjopl ecuav vjev.