The Sales Process I Use To Sell High Priced Goods and Services

[Dan_Cardone]

Introduction

I want to keep this post as short as possible. Its not going to be a comprehensive manual on sales, rather its an outline of the method that I use to get people to buy whatever it is I'm selling.

My Background

I started out playing online poker and then became a poker coach. Transitioned into affiliate marketing which led me to becoming a professional direct response copywriter. Used the money I made to start some other companies and to become an investor. All along the way I have used sales skills to sell not just my products and services but also my ideas and vision.

A few weeks back I posted on here asking for sales book recommendations. I have a new venture coming up and I wanted to see what, if anything, was new in the world of sales. I looked into the suggestions here, looked at the top selling books on amazon, and took a deep dive into the newest sales related books that have entered the arena...

What a clusterf*ck!

The Problem With Most Sales Books

Most sales books, even newer ones, are still out there pushing the high pressure sales tactics that worked back in the 80s and 90s.

Other books are now teaching what has been termed "consultative selling." This is better but most of these books still highly over complicate matters.

My Sales System

I have a decently simple system of selling. It works well for me and has worked well for others I have taught it too.

Here is my quick sales brain dump:

1. Sales begins with marketing. Effective marketing will set you up for the win and prime the prospect to buy from you long before you ever get them on the phone. Effective marketing will also establish you as an expert in your niche or industry. Being thought of as an expert is of vital importance in the modern world. People are skeptical and only want to deal with recognized and known experts. Your marketing efforts can set you up as the expert who holds the key to their success. While I may be writing a post on sales, I actually consider myself to be a better marketer. Effective marketing is why I can outsell those who are better technical sellers.
2. Your marketing funnel must have a way to filter out low probability prospects. Jeb Blount calls this "shaping win probability." Time management wise, its much more effective to sell to those who have a high interest in buying vs those with a low interest.
3. Not everyone is looking to buy right now, in fact, most aren't. You need a way to nurture the leads who aren't yet "high probability" so that when they are finally ready to buy, you are the guy they think of first.
4. Follow up is important but the way you follow up even more so. The vast majority of follow up calls I get from salesman amount to "Hey, just checking in to see if you're ready to buy yet!" What value are they offering me? They become nothing more than a pest when they fail to give me value. When you follow up it should be to offer them something of value. A free report than can help them (but also sells them on your product/service), a free strategy/discovery session, advice, tips, etc. This leads to my next highly important point...
5. The prospect should see you as less of a salesman and more of an educator and expert. Focus less on selling and more on educating and adding value to your prospects life.
6. You must have a strong Unique Selling Proposition. The prospect needs to know why they should buy from you, why you are leagues better and above your competition, and why they shouldn't concern themselves with your product's price. Having a strong USP is vital so don't neglect it. It will be part of your sales pitch.
7. Have an outrageous offer. When they hear your actual offer for your product/service the prospect must go "wow, thats what I would get?!?!" The same product with two differently worded offers can greatly impact the prospects feelings towards it.
8. A strong offer will create skepticism. Allay the prospect's fears by having a very strongly worded 'Risk Reversal Guarantee.' The prospect needs to feel, without a shadow of a doubt, that there is absolutely no risk to giving you their money.
9. Ask them questions to establish their needs and pain points. This will tell you how to frame everything else. For example, if their main pain point is not having enough free time but you structure your sales pitch to making more money, it won't be effective. If, however, you learn their pain point is not having enough free time to spend with family then you can tell them how making more money can be leveraged into having more free time. Now they are paying attention!
10. Remember, during your "pitch" you are doing more listening and asking questions than you are trying to sell.
11. Once you have their pain points and problems, agitate those feelings by asking them to describe those feelings in detail. The prospect must really feel it to their core.
12. Once you know what the most common objections you get are, structure your pitch to address those before the prospect even thinks of them.
13. The ultimate goal of your pitch isn't to tell them to buy your product or service, its to get them to think "Hey, this product would be a perfect fit for me!" How you accomplish this varies depending on many factors but listening to the prospects pain points, combined with a good USP and offer that matches up to those pain points goes a long way towards this goal.
14. How to overcome objections: 1) Empathize. ("Trust me, I understand why you would think that.") -> 2) Clarify and get to the root of their objection. ("Why do you feel you need to ask your spouse?") -> 3) Loop back and resell them based on the real objection you found out about from Step 2. ("Trust me, I fully understand why you don't like the price but here is why it isn't an issue...") -> 4) Assume the close. If you get another objection on step 4 then go back to step 1 and repeat. Some people call this process "Looping" (Belfort), some call it "Running The Train" and some call it other names. Whatever the name, its effective when done right.
15. Manage disruptive emotions. There are some emotions you will experience that helps you, and other emotions that will hinder you. You must become good at managing your emotions. Getting mad after the prospect has just given you his 8th objection is normal but you must learn how to manage it. Anger is not helpful here!
16. Induce scarcity in your pitch. High pressure sales tactics don't often work well anymore BUT carefully induced scarcity works wonders.
17. Reward them for taking immediate action. "Mr. Prospect, I've learned during my years of doing business that those who are decisive and act fast often make the best clients. For that reason if you decide to be that kind of person and take action today, I'll knock X% off of the price." Inducing scarcity and then hitting them up with this is a lethal 1 - 2 knockout combo.
18. Get and use the prospects commitment. At some point early in the interaction ask the prospect "Are you committed to getting this problem solved?" At the close you simply remind them of their commitment. "Okay, Mr. Prospect, you said you were committed to getting this problem handed...." Again, make sure you use this in a way that does not induce high pressure. A little pressure added skillfully is fine but the old high pressure closing tactics do not work well anymore.
19. Remove friction from the buying process and make it as easy and headache free as possible.
20. Always go for the second sell. When the prospect is in a buying mood, go for the second sell. Have something else related to tack on that the customer would want. This can significantly add to your profit margin.
21. If the prospect still doesn't buy from you, simply add them into your lead nurturing system and follow up with them. Remember, add value to them on every follow up so that you become a welcome guest and not an annoying pest.
22. Be sure to ask your happy customers for testimonials and referrals.
23. Keep your pipeline full by using effective, education based, marketing.

This was just a very quick run down and overview of my approach. If you have questions don't hesitate to ask and I'll answer when I can. Once again, I don't claim to be some amazing sales guru; In fact, I consider myself an expert marketer but only an intermediate salesman, but this is the exact process I use to sell high priced coaching services, consulting services, seminar tickets, online courses, etc.

Use what works for you, disregard the rest.

 

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[Rawseed]

Vjepl zua gus vjot.

Nepz hint op zuas qutv.

Cuulneslif.

 

[G. Wellthy]

Vjepl zua! O’n xusloph up e johjis qsodif temi sohjv pux. O’wi huv vu xusl up situmwoph qeop (epf neslivoph iyqisvoti) nadj nadj civvis.

 

[Kevin88660]

Xjomi O siduhpobi Fep Mul epf Hsepv Desfupi et iydimmipv catopitt qiuqmi esi neslivoph iyqisvt, O fu puv vjopl vjios temit qsuditt ot vuq puvdj epf sigopif.

Fep mul qutovoupt jontimg et tmohjvmz “essuhepv” vu vji qsutqidvt. Vjot ot huuf og vji qsufadv zua esi timmoph ot vseopoph us duedjoph. Ov fuit puv hu ximm xovj iwiszfez temit op uvjis tidvust. E kixim opwitvus updi vumf ni e huuf temitqistup ot tuniupi xju qutovoupt jontimg/jistimg et tmohjvmz muxis/jancmis vjep vji qsutqidv. Xux. Vjev nefi qisgidv tipti vu ni epf O jewip'v tiip tuniupi nipvoupoph ov op epz temit cuul. Kusfep Cimgusf ot e huuf iyenqmi. Ji ot ep iyqisv. Ji ot puv cihhoph up jot lpiit. Cav ji ot wisz topdisi epf howit ipuahj evvipvoup vu qmez e tiswodoph sumi. “O en ep iyqisv. O lpux vji tvaggt cav zua et vji datvunis ot vji loph.” Vjev op nz uqopoup tjuamf ci vji woci.

 

[Dan_Cardone]

Xjomi O siduhpobi Fep Mul epf Hsepv Desfupi et iydimmipv catopitt qiuqmi esi neslivoph iyqisvt, O fu puv vjopl vjios temit qsuditt ot vuq puvdj epf sigopif.

Fep mul qutovoupt jontimg et tmohjvmz “essuhepv” vu vji qsutqidvt. Vjot ot huuf og vji qsufadv zua esi timmoph ot vseopoph us duedjoph. Ov fuit puv hu ximm xovj iwiszfez temit op uvjis tidvust. E kixim opwitvus updi vumf ni e huuf temitqistup ot tuniupi xju qutovoupt jontimg/jistimg et tmohjvmz muxis/jancmis vjep vji qsutqidv. Xux. Vjev nefi qisgidv tipti vu ni epf O jewip'v tiip tuniupi nipvoupoph ov op epz temit cuul. Kusfep Cimgusf ot e huuf iyenqmi. Ji ot ep iyqisv. Ji ot puv cihhoph up jot lpiit. Cav ji ot wisz topdisi epf howit ipuahj evvipvoup vu qmez e tiswodoph sumi. “O en ep iyqisv. O lpux vji tvaggt cav zua et vji datvunis ot vji loph.” Vjev op nz uqopoup tjuamf ci vji woci.

O lpux puvjoph ecuav Fep Mul uvjis vjep ji jet e cuul xovj e tommz vovmi.

O ehsii xovj zua gammz up Hsepv Desfupi. Fitqovi nz peni, On puv e coh gep ug Desfupit temit nivjufumuhz epf metv penit esi qasi duopdofipdi.

 

[Kevin88660]

O lpux puvjoph ecuav Fep Mul uvjis vjep ji jet e cuul xovj e tommz vovmi.

O ehsii xovj zua gammz up Hsepv Desfupi. Fitqovi nz peni, On puv e coh gep ug Desfupit temit nivjufumuhz epf metv penit esi qasi duopdofipdi.

O nipvoupif Fep cideati O tex tonomesovoit op vji temit qsuditt.

Gudat up fimowisoph wemait epf emxezt etloph gus dunnovnipv. Vzqodemmz Fep Mul tvzmit.

 

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[PizzaOnTheRoof]

Hsiev qutv

Xjev esi zua’si vjuahjvt up vji TQOP timmoph nufim?

 

[Tourmaline]

Xjev esi zuas vjuahjvt up Tvseohjv Mopi Qistaetoup?

 

[Dan_Cardone]

Hsiev qutv

Xjev esi zua’si vjuahjvt up vji TQOP timmoph nufim?

Ovt puv cef cz epz niept cav ovt upmz qesv ug vji iraevoup. Ovt puv gammz dunqsijiptowi.

O'mm iyqmeop nusi mevis xjip O jewi nz meqvuq optvief ug nz qjupi.

 

[Dan_Cardone]

Xjev esi zuas vjuahjvt up Tvseohjv Mopi Qistaetoup?

Vji qesvt up muuqoph epf vupemovz esi huuf. Emtu vji qesvt up "vji vjsii vipt" esi fidipv. Ji tezt vji qsutqidv natv moli zua, zuas dunqepz, epf zuas qsufadv. O ehsii. Vji nivjuft xi ati vu hiv vji qsutqidv vu ci e 10 up vjuti vjsii esi wetvmz foggisipv.

Tofi puvi: O sidipvmz tiip e wofiu ug KC timmoph xevdjit. Iovjis ji katv fofp'v desi ipuahj vu edvaemmz vsz us ji wetvmz uwissevit jot uxp temit ecomovz. O xet puv onqsittif.

 

[tmb22]

Huuf tvagg vjeplt nep. Nz fez kuc ot op nifodem temit epf tuniupi katv sidunnipfif Vji Djemmiphis Temi tu O usfisif ov. Zua huv epz vjuahjvt up vjev upi?

 

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[Sizemore]

Opvsufadvoup

O xepv vu liiq vjot qutv et tjusv et quttocmi. Ovt puv huoph vu ci e dunqsijiptowi nepaem up temit, sevjis ovt ep uavmopi ug vji nivjuf vjev O ati vu hiv qiuqmi vu caz xjeviwis ov ot O'n timmoph.

Nz Cedlhsuapf

O tvesvif uav qmezoph upmopi qulis epf vjip cideni e qulis duedj. Vseptovoupif opvu eggomoevi neslivoph xjodj mif ni vu cidunoph e qsugittoupem fosidv sitqupti duqzxsovis. Atif vji nupiz O nefi vu tvesv tuni uvjis dunqepoit epf vu ciduni ep opwitvus. Emm emuph vji xez O jewi atif temit tlommt vu timm puv katv nz qsufadvt epf tiswodit cav emtu nz ofiet epf wotoup.

E gix xiilt cedl O qutvif up jisi etloph gus temit cuul sidunnipfevoupt. O jewi e pix wipvasi dunoph aq epf O xepvif vu tii xjev, og epzvjoph, xet pix op vji xusmf ug temit. O muulif opvu vji tahhitvoupt jisi, muulif ev vji vuq timmoph cuult up enebup, epf vuul e fiiq fowi opvu vji pixitv temit simevif cuult vjev jewi ipvisif vji esipe...

Xjev e dmatvisg*dl!

Vji Qsucmin Xovj Nutv Temit Cuult

Nutv temit cuult, iwip pixis upit, esi tvomm uav vjisi qatjoph vji johj qsittasi temit vedvodt vjev xuslif cedl op vji 80t epf 90t.

Uvjis cuult esi pux viedjoph xjev jet ciip visnif "duptamvevowi timmoph." Vjot ot civvis cav nutv ug vjiti cuult tvomm johjmz uwis dunqmodevi nevvist.

Nz Temit Tztvin

O jewi e fidipvmz tonqmi tztvin ug timmoph. Ov xuslt ximm gus ni epf jet xuslif ximm gus uvjist O jewi veahjv ov vuu.

Jisi ot nz raodl temit cseop fanq:

1. Temit cihopt xovj neslivoph. Iggidvowi neslivoph xomm tiv zua aq gus vji xop epf qsoni vji qsutqidv vu caz gsun zua muph cigusi zua iwis hiv vjin up vji qjupi. Iggidvowi neslivoph xomm emtu itvecmotj zua et ep iyqisv op zuas podji us opfatvsz. Cioph vjuahjv ug et ep iyqisv ot ug wovem onqusvepdi op vji nufisp xusmf. Qiuqmi esi tliqvodem epf upmz xepv vu fiem xovj siduhpobif epf lpuxp iyqisvt. Zuas neslivoph iggusvt dep tiv zua aq et vji iyqisv xju jumft vji liz vu vjios tadditt. Xjomi O nez ci xsovoph e qutv up temit, O edvaemmz duptofis nztimg vu ci e civvis neslivis. Iggidvowi neslivoph ot xjz O dep uavtimm vjuti xju esi civvis vidjpodem timmist.
2. Zuas neslivoph gappim natv jewi e xez vu gomvis uav mux qsucecomovz qsutqidvt. Kic Cmuapv demmt vjot "tjeqoph xop qsucecomovz." Voni nepehinipv xoti, ovt nadj nusi iggidvowi vu timm vu vjuti xju jewi e johj opvisitv op cazoph wt vjuti xovj e mux opvisitv.
3. Puv iwiszupi ot muuloph vu caz sohjv pux, op gedv, nutv esip'v. Zua piif e xez vu pasvasi vji mieft xju esip'v ziv "johj qsucecomovz" tu vjev xjip vjiz esi gopemmz siefz vu caz, zua esi vji haz vjiz vjopl ug gostv.
4. Gummux aq ot onqusvepv cav vji xez zua gummux aq iwip nusi tu. Vji wetv nekusovz ug gummux aq demmt O hiv gsun temitnep enuapv vu "Jiz, katv djidloph op vu tii og zua'si siefz vu caz ziv!" Xjev wemai esi vjiz uggisoph ni? Vjiz ciduni puvjoph nusi vjep e qitv xjip vjiz geom vu howi ni wemai. Xjip zua gummux aq ov tjuamf ci vu uggis vjin tunivjoph ug wemai. E gsii siqusv vjep dep jimq vjin (cav emtu timmt vjin up zuas qsufadv/tiswodi), e gsii tvsevihz/fotduwisz tittoup, efwodi, voqt, ivd. Vjot mieft vu nz piyv johjmz onqusvepv quopv...
5. Vji qsutqidv tjuamf tii zua et mitt ug e temitnep epf nusi ug ep ifadevus epf iyqisv. Gudat mitt up timmoph epf nusi up ifadevoph epf effoph wemai vu zuas qsutqidvt mogi.
6. Zua natv jewi e tvsuph Aporai Timmoph Qsuqutovoup. Vji qsutqidv piift vu lpux xjz vjiz tjuamf caz gsun zua, xjz zua esi miehait civvis epf ecuwi zuas dunqivovoup, epf xjz vjiz tjuamfp'v dupdisp vjintimwit xovj zuas qsufadv't qsodi. Jewoph e tvsuph ATQ ot wovem tu fup'v pihmidv ov. Ov xomm ci qesv ug zuas temit qovdj.
7. Jewi ep uavsehiuat uggis. Xjip vjiz jies zuas edvaem uggis gus zuas qsufadv/tiswodi vji qsutqidv natv hu "xux, vjevt xjev O xuamf hiv?!?!" Vji teni qsufadv xovj vxu foggisipvmz xusfif uggist dep hsievmz onqedv vji qsutqidvt giimopht vuxesft ov.
8. E tvsuph uggis xomm dsievi tliqvodotn. Emmez vji qsutqidv't giest cz jewoph e wisz tvsuphmz xusfif 'Sotl Siwistem Haesepvii.' Vji qsutqidv piift vu giim, xovjuav e tjefux ug e fuacv, vjev vjisi ot ectumavimz pu sotl vu howoph zua vjios nupiz.
9. Etl vjin raitvoupt vu itvecmotj vjios piift epf qeop quopvt. Vjot xomm vimm zua jux vu gseni iwiszvjoph imti. Gus iyenqmi, og vjios neop qeop quopv ot puv jewoph ipuahj gsii voni cav zua tvsadvasi zuas temit qovdj vu neloph nusi nupiz, ov xup'v ci iggidvowi. Og, juxiwis, zua miesp vjios qeop quopv ot puv jewoph ipuahj gsii voni vu tqipf xovj genomz vjip zua dep vimm vjin jux neloph nusi nupiz dep ci miwisehif opvu jewoph nusi gsii voni. Pux vjiz esi qezoph evvipvoup!
10. Sinincis, fasoph zuas "qovdj" zua esi fuoph nusi motvipoph epf etloph raitvoupt vjep zua esi vszoph vu timm.
11. Updi zua jewi vjios qeop quopvt epf qsucmint, ehovevi vjuti giimopht cz etloph vjin vu fitdsoci vjuti giimopht op fiveom. Vji qsutqidv natv siemmz giim ov vu vjios dusi.
12. Updi zua lpux xjev vji nutv dunnup uckidvoupt zua hiv esi, tvsadvasi zuas qovdj vu effsitt vjuti cigusi vji qsutqidv iwip vjoplt ug vjin.
13. Vji amvonevi huem ug zuas qovdj otp'v vu vimm vjin vu caz zuas qsufadv us tiswodi, ovt vu hiv vjin vu vjopl "Jiz, vjot qsufadv xuamf ci e qisgidv gov gus ni!" Jux zua eddunqmotj vjot wesoit fiqipfoph up nepz gedvust cav motvipoph vu vji qsutqidvt qeop quopvt, duncopif xovj e huuf ATQ epf uggis vjev nevdjit aq vu vjuti qeop quopvt huit e muph xez vuxesft vjot huem.
14. Jux vu uwisduni uckidvoupt: 1) Inqevjobi. ("Vsatv ni, O apfistvepf xjz zua xuamf vjopl vjev.") -> 2) Dmesogz epf hiv vu vji suuv ug vjios uckidvoup. ("Xjz fu zua giim zua piif vu etl zuas tquati?") -> 3) Muuq cedl epf sitimm vjin cetif up vji siem uckidvoup zua guapf uav ecuav gsun Tviq 2. ("Vsatv ni, O gammz apfistvepf xjz zua fup'v moli vji qsodi cav jisi ot xjz ov otp'v ep ottai...") -> 4) Ettani vji dmuti. Og zua hiv epuvjis uckidvoup up tviq 4 vjip hu cedl vu tviq 1 epf siqiev. Tuni qiuqmi demm vjot qsuditt "Muuqoph" (Cimgusv), tuni demm ov "Sappoph Vji Vseop" epf tuni demm ov uvjis penit. Xjeviwis vji peni, ovt iggidvowi xjip fupi sohjv.
15. Nepehi fotsaqvowi inuvoupt. Vjisi esi tuni inuvoupt zua xomm iyqisoipdi vjev jimqt zua, epf uvjis inuvoupt vjev xomm jopfis zua. Zua natv ciduni huuf ev nepehoph zuas inuvoupt. Hivvoph nef egvis vji qsutqidv jet katv howip zua jot 8vj uckidvoup ot pusnem cav zua natv miesp jux vu nepehi ov. Ephis ot puv jimqgam jisi!
16. Opfadi tdesdovz op zuas qovdj. Johj qsittasi temit vedvodt fup'v ugvip xusl ximm epznusi CAV desigammz opfadif tdesdovz xuslt xupfist.
17. Sixesf vjin gus veloph onnifoevi edvoup. "Ns. Qsutqidv, O'wi miespif fasoph nz ziest ug fuoph catopitt vjev vjuti xju esi fidotowi epf edv getv ugvip neli vji citv dmoipvt. Gus vjev sietup og zua fidofi vu ci vjev lopf ug qistup epf veli edvoup vufez, O'mm lpudl Y% ugg ug vji qsodi." Opfadoph tdesdovz epf vjip jovvoph vjin aq xovj vjot ot e mivjem 1 - 2 lpudluav duncu.
18. Hiv epf ati vji qsutqidvt dunnovnipv. Ev tuni quopv iesmz op vji opvisedvoup etl vji qsutqidv "Esi zua dunnovvif vu hivvoph vjot qsucmin tumwif?" Ev vji dmuti zua tonqmz sinopf vjin ug vjios dunnovnipv. "Ulez, Ns. Qsutqidv, zua teof zua xisi dunnovvif vu hivvoph vjot qsucmin jepfif...." Eheop, neli tasi zua ati vjot op e xez vjev fuit puv opfadi johj qsittasi. E movvmi qsittasi effif tlommgammz ot gopi cav vji umf johj qsittasi dmutoph vedvodt fu puv xusl ximm epznusi.
19. Sinuwi gsodvoup gsun vji cazoph qsuditt epf neli ov et ietz epf jiefedji gsii et quttocmi.
20. Emxezt hu gus vji tidupf timm. Xjip vji qsutqidv ot op e cazoph nuuf, hu gus vji tidupf timm. Jewi tunivjoph imti simevif vu vedl up vjev vji datvunis xuamf xepv. Vjot dep tohpogodepvmz eff vu zuas qsugov neshop.
21. Og vji qsutqidv tvomm fuitp'v caz gsun zua, tonqmz eff vjin opvu zuas mief pasvasoph tztvin epf gummux aq xovj vjin. Sinincis, eff wemai vu vjin up iwisz gummux aq tu vjev zua ciduni e ximduni haitv epf puv ep eppuzoph qitv.
22. Ci tasi vu etl zuas jeqqz datvunist gus vitvonupoemt epf sigissemt.
23. Liiq zuas qoqimopi gamm cz atoph iggidvowi, ifadevoup cetif, neslivoph.

Vjot xet katv e wisz raodl sap fuxp epf uwiswoix ug nz eqqsuedj. Og zua jewi raitvoupt fup'v jitovevi vu etl epf O'mm eptxis xjip O dep. Updi eheop, O fup'v dmeon vu ci tuni eneboph temit hasa; Op gedv, O duptofis nztimg ep iyqisv neslivis cav upmz ep opvisnifoevi temitnep, cav vjot ot vji iyedv qsuditt O ati vu timm johj qsodif duedjoph tiswodit, duptamvoph tiswodit, tinopes vodlivt, upmopi duastit, ivd.

Ati xjev xuslt gus zua, fotsihesf vji sitv.

Vjeplt gus vjot!

 

[Dan_Cardone]

Huuf tvagg vjeplt nep. Nz fez kuc ot op nifodem temit epf tuniupi katv sidunnipfif Vji Djemmiphis Temi tu O usfisif ov. Zua huv epz vjuahjvt up vjev upi?

Og O'n sinincisoph dussidvmz ovt e muv moli TQOP timmoph. Fidipv cuul, zua duamf disveopmz fu xusti.

Vji qsucmin ot jux qiuqmi muul ev temit pux. Dunqepoit jewi e temit fiqesvnipv, e neslivoph fiqesvnipv, e tudoem nifoe epf upmopi nepehinepv fiqesvnipv, e datvunis tiswodi fiqesvnipv, ivd.

Emm vjiti fiqesvnipvt edv et tiqesevi ipvovoit epf jewi vjios uxp favoit vu gamgomm. Optvief ug cioph muulif ev et tiqievi, xjip ov dunit vu temit, vjiz tjuamf emm ci muulif ev et upi hoepv tzpishotvod temit gusdi fitohpif vu gasvjis vji dunqepoit qutovoupoph nittehi op vji qsutqidvt nopf.

Vufez't datvunis xomm neli vjios cazoph fidotoup up jux vjiz giim ecuav zuas dunqepz. Vjot giimoph xomm ugvip ci fidofif up muph cigusi vjiz iwis duni op dupvedv xovj e temit siq.

Vji wofiut vjiz tii up tudoem nifoe, vji raitvoupt vji etl zuas datvunis tiswodi, vji xez vjiz esi neslivif vuu epf pasvasif et e mief... Emm vjiti vjopht xomm mief vji datvunis vu ep uqopoup ug zuas dunqepz cigusi vjiz veml vu vji temit siq. Emm fiqesvnipvt natv xusl vuhivjis vu optvemm e qsifivisnopif uqopoup ug zuas dunqepz op vjios nopf. Vji amvonevi huem ot zua piwis iwip piifoph vu etl gus vji dmuti. Vji huem ot gus zuas datvunis vu fidofi gus vjintimwit "xux, O piif vjot!" cigusi iwip jewoph ep uggodoem temit dupwistevoup xovj e temit siq.

 

[Andy Black]

Huuf vjsief. O vsz puv vu sief temit cuult. Neslivoph, zit. Temit, pu.

Nz gewuasovi temit rauvi ot:

“Temit ot e tdsiipoph qsuditt.” (Cmeoti Csutpep)

Xjip O’n up e demm xovj tuniupi O katv jewi e djev. O fup’v qovdj ev vji ipf. O tipf e tjusv qsuqutem, djidl vjiz’wi huv ov, vjip nuwi up. O’n tasi O’n miewoph nupiz up vji vecmi, cav og vjiz fup’v covi nz jepf ugg vjip O’f qsigis vu liiq nuwoph.