His role in the sales technique is very large; in many types of sales, without establishing contact, further interaction with the client and, as a consequence, the sale itself is impossible.

The importance of first impressions

A person forms an opinion about the interlocutor in the first seconds of the dialogue, and in further communication, the human brain is looking for clues to strengthen and confirm this opinion. Therefore, the first impression is very stable and, if it is formed incorrectly, it is difficult to change it. In sales, the effect of the first impression has a huge role, having lost the client's trust (attention, authority) immediately, it is almost impossible to return it. It is important to remember that at the moment of establishing contact, the client is unconsciously opposed to communicating with the seller. This is why making contact in sales is the most rehearsed step. The seller must think over and bring to perfection absolutely everything - every word, every intonation, appearance, facial expressions and gestures.

Contact Tasks

Let's take a look at what tasks are pursued at the stage of establishing contact. In sales, there is a principle "everyone loves to buy, but no one likes to be sold." Indeed, on a subconscious level, customers associate the seller with a person interested in selling to him, something that is beneficial to him, and not to the client. Therefore, many buyers want to figure it out and make a decision on their own without resorting to the help of persons who can advise the wrong thing. This is the first hurdle a salesperson needs to overcome. Very often the seller hears a phrase like “I don’t need anything” or “I don’t need myself”, etc. Therefore, the tasks when establishing contact are as follows:

• to attract attention (to enter into a dialogue) - this is just a speech chip with which you establish contact;
• introduce yourself, let the client understand who you are and why you are establishing a dialogue with the client;
• interest, give importance to communication with the seller, create for communication;
• Ask a Question;

In addition to the above-mentioned points, the seller faces an overwhelming task - to please the client. Having achieved these goals, it will be much easier for you to go through the next stages of sales and successfully complete the deal.

Grab the customer's attention

Attracting attention means approaching a client and getting them to engage in dialogue with you. Sales dialogue is very important. A good salesperson speaks when selling only 20% of the time the rest is a buyer. I will not give examples as they will be very different for each type of sales. But there are general rules: smile, use open poses, be at a "safe" distance from the client (usually 1.5 meters), look into the eyes, speak at the same pace as the client, use facial expressions and gestures.

The seller first of all sells himself, and then the goods and the company. And in order to sell yourself, you must be interesting to the client. Therefore, stereotyped phrases that the client has already heard from many sellers are not welcome, such as: "you have something to suggest" or "I represent the company ...… ..". You have to be different from others, this topic is well covered in the book "No thanks, I'm just watching." In any case, you should build the greeting so that the client says something, that is, enter into a dialogue.

Introduce yourself

It seems that everything is simple, but many sellers do not introduce themselves and it is very rare that anyone asks the name of the client (if we are talking about retail, it is clear that without this you will not sell anything at all). Saying your name to a person shows that you trust him, in many cultures not introducing himself is a sign of disrespect. In addition, you become not just a salesperson, but a person. And if people do not trust the seller, then the person completely. At the same time, do not make your greeting a template: "Good afternoon, my name is Vasya, I am a salesman", it means not to attach importance to your name. The client needs to know how best to contact him. In the further dialogue, be sure to call him by name, everyone loves their name and people are pleased when they are addressed by name.

It is important to make it clear to the client:

1. Who you are
2. What company do you represent, what will be the topic of conversation

I strongly recommend not to be silent about which company you represent. This is at least not good in relation to the client. Lying is not the best foundation for a trusting relationship. Therefore, do not lie to the client, let them tell you right away that it is not interesting. It's okay, you will sell faster if you look for a client, and not try to sell to someone who does not want.

Get the customer interested

You must interest the person, he must want to get advice from you. If this does not happen after the greeting and introduction, you must make the transition from acquaintance to the product itself. In the first phrases, you can not talk about the product, but now you need to start in any case, since the next stage is ahead -.

There are various ways to generate interest in a client. You can tell about the action, you can say that you have a unique product and it has no analogues. You can immediately offer the client to save. You need to know the strengths of your product and be clear about what you have to offer. For example, you sell very expensive knives that don't require sharpening. You can ask the client - do you know how much time people spend sharpening knives? And if for the client this is an interesting topic of conversation, he will be interested, if not, then no.

The main thing to remember is that if you work in sales, you will have to hear rejections. Moreover, much more often than making deals, and it is important to be able to learn from them. Pay attention to the client's reaction to your words, if you see that you do not interest people, change the wording and come up with other ways to get in touch.

Ask a Question

This point is overlooked by many sellers, although strategically it carries enormous weight in making contact. Often, the salesperson immediately gives the client a long monologue, which he says, quickly preventing the client from inserting a word. And after that, hearing the objection, the seller gets lost and does not know what to say. All contact is lost. To prevent this from happening, try to immediately develop a dialogue with the client by asking the right questions. At this stage, you should not ask questions that the client might say no to, so use alternate questions, open-ended questions (if appropriate), or questions that the client will definitely say yes to.

Networking tools

To effectively get in touch with a client, you need to do a lot of work on yourself. I repeat again: establishing contact is the most prepared and rehearsed stage of sales. Here's what you need to prepare.

Working sales script

A speech chip is a phrase with which you address a client. There should be no improvisation here, you should know exactly what you are saying. In addition, you should have formed and rehearsed the answers to the most frequently encountered customer objections when establishing contact. And believe me - these objections will arise in most cases, this is a kind of client's defense mechanism. It is sewn into our unconscious, so don't be discouraged, all you need to do is be prepared and know what you are saying.

Avoid in the speech module the words "with us", "in our" do not oppose your company and the client. You are not in the ring, you must be allies, on the contrary, immediately form the opinion that you will be together always now.

Remove all words from the script, removing which the meaning does not change. Simplify, use strong words. Study and try to use them already when establishing contacts.

Intonation, Emotion, Charisma

If you know well what to say, then your brain will not waste energy on remembering the correct one and you will be able to fully concentrate on the correct performance of your role. Each of your phrases should have the correct emotional color, this is mainly achieved due to - intonation of the voice, rhythm and volume. I recommend reading the article about. Remember the strategic goal of making the customer happy. And who mostly likes - confident, calm and strong people. To give the impression of such a person, you should carefully work out the intonation of each phrase. Here's an example of a script that shop assistants can use:

good day - loudly, clearly and confidently. When you say the last letters of the word "day", you can smile a little. It is imperative that you pause to allow the client to respond to you.

My name is Alexey, I am a specialist in the department of household appliances - the words "I am a specialist" should be highlighted with small pauses and said more slowly, the rest of the words should try to pronounce a little faster, as it were in between times.

Do you choose a product for yourself, or as a gift? - this phrase should not sound intrusive, as if between times.

Great, you're in luck to be in the store today, it's a seasonal sale now ,Let me ask you a couple of questions in order to find the best option for you? - the words "excellent", "you are lucky", "sale", "best option" should be pronounced louder than the rest of the text, with a smile and a positive attitude. You should try to convey the emotion of joy to the client, so the phrase should sound in such a way that the client's mood is lifted.

A good speech module is not written in the office; it is refined during the sales process. If you need help compiling it, I recommend asking a question on our.

Tune in emotionally before approaching a client. You need to be as concentrated as possible on your emotions, throw away everything that weighs on you - personal problems, negative emotions from previous contact - all this should not bother you.

Nonverbalika

Establishing video contact

KONTAKT is an extremely powerful, all-round tool. Before getting acquainted with its specific features, let's try to describe KONTAKT in general terms. The structure of most samplers, hardware or software, is similar to that of synthesizers: a sound generator outputs the raw signal as MIDI notes, and then these signals are processed, summed, and routed to the output port. The difference between a synthesizer and a sampler is that the sound generator of a typical synthesizer creates its original waveforms electrically or mathematically, often limiting the range to well-defined waveforms (remember: sawtooth waveform, square wave, etc.).

Whereas the sampler can use any type of previously recorded audio data - sampled acoustic musical instruments, sound effects, vocal tracks, and (of course) any type of classic waveform. The general structure of KONTAKT is no different in this respect, although it is much more complex than the structure of standard samplers.

For example, KONTAKT does not impose a specific signal structure on your Instruments - instead, different modules can be used in any order to process sound and modulate parameters. Everything is possible, from playing simple one-shot samples to building complex virtual instruments that will accurately reproduce all aspects of their acoustic duplicates and respond correctly to your performance.

However, while you can immediately load and play your first Instruments in KONTAKT, it will take some practice to master the technique of creating your own Instruments.

Supported interfaces

• Stand-alone
• Audio Units
• RTAS (Pro Tools 9 or higher)
• Core Audio
• WASAPI

Video tutorials | watch and repeat!

Kontakt 5 - 01 Introduction. Configuring audio and MIDI parameters

Adding any libraries via Add Library

KONTAKT 5: Sounds on different channels

NI Kontakt 5

Unofficial translation of the official manual

Specially

for

site

musicmanuals.ru

In plugin mode tabs Audio and MIDI in the dialog box Options absent, because

Note:

the audio and MIDI parameters are controlled directly by the host.

extremely powerful, comprehensive tool. Before getting to know its specific

features, let's try to describe KONTAKT in general terms. The structure of most samplers

hardware or software, similar to the structure of synthesizers: the sound generator outputs raw

signal in the form of MIDI notes, and then these signals are processed, summed and sent to the output port.

The difference between a synthesizer and a sampler is that the sound generator of a typical synthesizer creates

their original waveforms electrically or mathematically, often limiting the range clearly

specific waveforms (remember: ramp, square wave, etc.). Whereas

the sampler can use any type of previously recorded audio data - sampled acoustic

musical instruments, sound effects, vocal tracks, and (of course) any type of classical

signalograms. The general structure of KONTAKT is no different in this respect, although it is much more

more complex than the structure of standard samplers. For example, KONTAKT does not impose on your Instruments

a certain signal structure - instead, for sound processing and modulation of parameters, you can

use different modules in any order. Everything is possible, from playing simple one-shot samples

to building complex virtual instruments that will accurately reproduce all aspects of their

acoustic duplicates and correctly respond to your performance. However, while you immediately

can load and play your first Instruments in KONTAKT, it takes some practice to

mastering the technique of creating your own Instruments.

3.1 Basic elements of the Kontakt structure

All the functionality of the KONTAKT sampling environment is divided into segments (modules) that allow

concentrate on a specific task without being distracted by other details. This division is reflected in

interface - most of the elements belonging to a certain type of tasks are concentrated in

individual panels, tabs, or dialog boxes. In this chapter, we will discuss two main types of elements

Kontakt structures: basic elements that are organized hierarchically and form a transformation chain

MIDI data to sound, and ancillary tools that allow you to perform a wide range of peripheral

management, configuration, and monitoring tasks.

3.1.1 Kontakt structure root hierarchy

Let's try to track the path of converting simple audio files into a ready-made functional tool,

starting at the smallest element of the root hierarchy:

Sample- a simple audio file stored on your hard drive. Sometimes samples contain

additional metadata, but ideally, they carry nothing other than the recorded audio signal. An example

The sample can be a digital recording of a single piano note. Samples come in different formats -
Wav, AIFF

Or REX.

Zone- a shell tied directly to a specific sample, which contains

information with which the MIDI data will play this sample, for example, its pitch and

other details. An example of a zone would be the aforementioned piano sample, with the attached

information that this sample should be played without transposition whenever

KONTAKT receives a note-taking message F3 with a velocity between 64 and 95 ... Since the zones include

a small amount of additional data, they exist only in context and cannot be stored and

loaded separately.

Group- a container that combines several zones. Since each zone belongs to a group

(and only her), each instrument will include at least one group. Usually, to combine zones

you have to add a few more groups through various aspects - which, you decide, but there is

some general principles. All zones belonging to a specific group share several

general parameters and signal flow modules. For example, their samples will be played with one sound

source module ( Source Module ). Therefore, if you want to change the parameters of some zones,

playable by the source module, you will first need to split them into their own group.

In this user manual, modules belonging to a group are referred to as Group Modules
(Group-level modules

). A typical example of a group would be all areas of the instrument that must

stroke mezzoforte... Groups can be saved and loaded into separate files with the extension .nkg.

Professional and experienced sound editors probably know about the existence of such a software platform as Native Instruments Kontakt.

Native Instruments Kontakt is a powerful and modern software platform for creating and editing sound files. Its arsenal is equipped with all the necessary tools that are currently actively used for processing and editing sound files.

First of all, it should be noted that the editor uses a special Adaptive Resonance algorithm in its work. Due to the use of this technology, the appearance of sound artifacts that arise when applying filters, sampling operations, resonance peaks and other actions is eliminated.

The editor's database contains a large database of filters that any other music platform can envy. All filters are divided into groups and conveniently sorted. You can apply one of them to the processed composition in a few mouse clicks.

Special attention in the program deserves a function to improve the sound of the recording, which works in conjunction with the TimeMachine Pro technology. Here you can find modern tools for time-scratching, tone controls for individual instruments and other useful "features".

The Native Instruments Kontakt program contains in its arsenal several sampling modes at once, which significantly expand the capabilities of the editor. For example, using the capabilities of the Kontakt Script Processor, you can create and edit instruments with support for MIDI, as well as listen to their sound in the process.

In addition to the existing databases of filters, samples and instruments, you can expand the functionality of the software product using plugins and extensions, which, as a rule, are paid. However, the platform itself can also be downloaded for free, however, subject to the purchase of a license.

Necessary accompaniment. Just the other day, I received a strange message in my e-mail. Its sender convincingly asked me, a visitor of the Voennoye Obozreniye site, to publish this message on this site. For reasons clear from the text, he cannot do this on his own. With some delay, I fulfill the request of the sender and post his message for your consideration.

Just Vasilich

Stalin is not dead
he disappeared into the future.
Charles de Gaulle

Ladies and Gentlemen! Comrades! Compatriots! Guys! I don’t even know how to contact you more correctly, so that you will be penetrated and hooked ... In short, I seem to have got ... I mean, I got to your site ... from a reality parallel to you.

Everything happened to the ordinary simple. I went out of my reality into the virtual world, where I had an important meeting that required a special emotional mood. And suddenly I am thrown out of the familiar interface to a resource that is completely unusual for me, which has a strange name http: // site / "Military Review". Later, in hindsight, I realized that my emotional mood turned out to be consonant with a special spiritual aura emanating from your site, which led to a "breakdown" between our virtual realities.

About the terminology. I'll make a reservation right away that I use terms that are familiar to you, although we call it all somewhat differently. It seemed to me surprising the abundance of "anglicisms" in your language - virtual reality, site, interface, content, etc. Why not in Russian? For the sake of fairness, I will note that some of your Russian concepts have also become international - space, satellite, perestroika, reboot, Gazprom (by the way, what is this?).

Rather, not from the stove, but from the atomic boiler, which, as you remember, exploded in Chernobyl in 1986. According to the official version, "the accident was the result of an unlikely coincidence of a number of violations of rules and regulations by the operating personnel, and acquired catastrophic consequences due to the fact that the reactor was brought into an irregular state." All this is true, but what is hidden behind the "unlikely coincidence of a number of violations" and "bringing the reactor into an irregular state"? Only a few know about it ...

In fact, on the night of April 26 at the Chernobyl nuclear power plant, under the legend of taking the fourth power unit out of operation and testing the equipment, a completely different experiment was carried out. All the power of the power unit was redirected to the numbered laboratory located nearby, where Soviet physicists carried out the first attempt in time to transfer in time.

The temporal experiment was deeply classified - even the official authorities did not know about it. Secretary General Gorbachev did not know about him either. In fact, it was a conspiratorial initiative of a limited group of prominent scientists, military and statesmen - those who perfectly saw at first the distortion, stagnation, and then the degradation of the USSR, who clearly understood the destructive nature of Gorbachev's activities. The "conspirators" set themselves the task, using the latest discoveries in the physics of time, to carry out the transfer of information into the past in order to correct the history of the country in the present and future.

The capabilities of the experimental setup made it possible to transfer, fifty years ago, to a point with predetermined spatial coordinates, a physical information carrier with a mass of no more than three kilograms. Based on these conditions, it was decided to send in 1936, to Stalin's desk, typewritten texts made on tissue paper. The experiment was planned for the night, since it was known from various documentary sources about Stalin's habit of working alone at night. A test experiment carried out in the scanning mode, without flip-flop, showed satisfactory pointing accuracy, both in time and in spatial coordinates. According to calculations, the capacity of the fourth power unit of the Chernobyl nuclear power plant should have been sufficient to open the transmission channel for a few seconds.

During the main experiment, it was possible to visually record the successful fall of a stack of tissue paper "out of nowhere", from a height of about forty centimeters, directly onto the table in front of Stalin. At the same time, Stalin's motor reaction was recorded (he recoiled from the table) in response to an unusual phenomenon. This allows us to assert that the transfer took place. Already at the final stage of the experiment, after the transfer channel was closed, a powerful fluctuation release of energy from the space-time continuum occurred at the facility, which entailed a chain accident at the fourth power unit.

It is now obvious that Stalin took the information he received not only into account, but also as a guide to action. A reality parallel to you was formed practically in the same year 1936. The decisions made by Stalin entailed changes in the pre-war (1936-1941), military (1941-1944) and post-war (1944 - and beyond) periods of the country's development. However, unexpectedly for the initiators of the experiment to transfer information to the past, Stalin once again showed himself as a calculating and far-sighted statesman. Having understood the basic principles of the formation of parallel realities (they were described in the transmitted texts), he went further and provided two scenarios for the further development of the country, each of which was realized in its own reality.

Both scenarios included protective measures against the consumer approach to life, the predominance of personal, private interests over public and state interests, as well as against the use of official position and power resources to achieve selfish goals.

According to the first scenario ( parallel reality-1, derived from maternal) the main emphasis was placed on regular preventive maintenance and periodic cleaning in various echelons of power, among party and government workers of various ranks. Proceeding from the saying “the fish rots from the head”, the main efforts were directed to the health of the “head”. At the same time, it was assumed that a healthy "head" itself would take care of the preservation of the rest of the "body" of Soviet society in a healthy state. This practice was well developed during Stalin's lifetime. But it was effective only in the regime of "manual control" of a strong and authoritative leader, such as Stalin. Here, the main issue that had to be successfully resolved (and which, unfortunately, was not resolved in your reality) is the issue of the succession of the supreme power after Stalin. In reality-1, Stalin lived to be 79 years old and died in 1957. Three years before his death, Stalin retired, appointing Beria as his successor, and under his control ensured that a strong position at the head of state. Outspoken bunglers, power-hungry or simply weak leaders were excommunicated from running the state during Stalin's lifetime. The country continued to develop successfully under the “manual control” of an authoritative leader and is now a totalitarian superpower dominating the international arena.

Stalin began shaping Altered Parallel Reality-1 back in 1936. During that period, his decisions and actions, taking into account information received from the future, were completely subordinated to the mobilization of the country and the people for the coming war and its shortest victorious end while minimizing human and material losses. But after the end of the war, Stalin became concerned about creating a shadow control body (TKO), which was supposed to monitor the process and dynamics of the country's development according to the first scenario in the “manual control” mode for several decades. TKO was supposed to give him, Stalin, fifty years later, a feedback on the state of affairs in the country and the world in 1995. Indeed, in 1945, on Stalin's desktop, a pile of tissue paper reappeared out of nowhere, this time with a report from parallel reality-1. According to the report, the development of Soviet society according to the first scenario was quite successful, but Stalin remained dissatisfied with the excessively centralized command-administrative methods of management, which hindered the independence, initiative and creativity of the Soviet people and turned them into a driven, controlled mass. The country, by and large, remained unprotected from possible ideological sabotage or revisions if they came "from above". The risk of the collapse of the USSR like "a la Gorbachev" was still present. Deeper and more systemic defense mechanisms were needed, like the body's immune system, which would allow society to remain healthy in an unfavorable or even hostile external environment.

Such an "immune system" of Soviet society was developed and gradually implemented by Stalin in parallel reality-2 which spun off from the first parallel reality already in 1950. Stalin lived in this reality for 94 years and died in 1972. In addition to the immune system, the new version of Soviet society had a "built-in gyroscope" that did not allow society to deviate from the general course of its development. The foundations and principles of building this society are a topic for a separate discussion. Here I would like to note that it is based on the symbiosis of natural-scientific and divine worldviews and has a dual purpose - spiritual development plus an increase in the cognitive potential of mankind.

Thus, Stalin, in addition to the well-known definition of "father of all peoples" can be boldly marked with the title of "father of all realities." Now, in 2013 from the birth of Christ, three realities coexist in our common world:

And yours, maternal reality, the reality of the pioneers who have been able to build a new type of society by trial and error for 70 years, opposing the society of consumption and profit. The rebirth and betrayal of the "leading and guiding" elite did not allow you to advance further and, temporarily, took the country away from the general path ...

B) The first parallel reality, derived from the mother. In this reality, the USSR, a country with a healthy and clean "head", continues to develop successfully and, thanks to advanced scientific, technical and economic development, dominates the international arena. This is an established empire. Strong centralized power and proven command-and-control methods of management with a "firm hand" are guiding the united columns of Soviet people into a bright future. Their banners bear the slogan: "Freedom is a conscious need."

V) Second parallel reality, derived from the first parallel reality. In this reality, the country has significantly adjusted its ideology and development goals. Now it is not communism, understood as a paradise on earth, where "from each according to his ability and to each according to his needs." Their driving idea: "The union of spirit and mind on the path destined by God." This society has already outgrown the framework of "a single country" and is successfully spreading its ideology to other countries and peoples.

This is the reality of realities. This whole picture would be purely speculative and cognitive for you, the inhabitants of the mother's reality, if it were not for one physical feature of parallel spaces. As a result of information transfer from the present to the past, at the point of influence of information (point of bifurcation), a local splitting of a single reality into two layers occurred. A kind of "air bubble effect" appeared on the water surface - the mother's reality continued to exist in its space without changes (water film under the "bubble"), and a parallel, changed reality appeared nearby (water film over the "bubble"). The splitting effect only exists within the bubble. Outside it, as well as a film on the surface of the water, parallel realities again merge into a single reality. And somewhere, at a point in outer space that is quite distant from the Earth, not affected by human activity, there is still a single reality and a single space. A single reality and a single outer space, through which a material transition between our parallel realities is possible! Obviously, it was this effect of material transition that the initiators of the experiment had in mind back in 1986, counting on the correction of history in your mother's reality ...

Be that as it may, there is a fully realizable possibility of full-fledged contact between our realities. I admit that it is not technically feasible on your part. As for us, "parallels" ... Thanks to the transfer of information from your mother's reality to the past, to the table with Stalin, in parallel realities, our country has developed and continues to develop at an accelerated pace, including in scientific and technical terms. Technically speaking, it will not be difficult for us to send part of our fleet into the unperturbed area of ​​space and from there go into your reality. The only obstacle that has existed up to the present moment is the lack of a reference point in your reality, which our fleet must orient itself to during the transition. Now this problem has been removed, thanks to the establishment of information contact with the site "Voennoye Obozreniye". Now your site can play the role of a driving beacon either for the uncompromising and decisive "Stalin's Falcons" from parallel reality-1, or for a goodwill mission from reality-2. So the case is not excluded when, in the year 2015, at your MAKS aerospace show, Soviet "flying saucers" with, I hope, your unforgettable identification marks, will pay a visit to demonstrate the flag.

However, in addition to the technical side, this scenario also has a moral aspect:

1) Do you need fraternal help from parallel realities?
2) If so, from which one - from the first or from the second?
3) Or you yourself "with a mustache" and will be able to independently cope with your "cockroaches" in your heads and around you?
4) Or maybe a “foreign” monastery appeared in the mother's reality, to which people do not go with their own charter?

These are the questions that only you can answer when discussing this message. In any case, the situation is such that only you, visitors to the Voennoye Obozreniye site, due to the consonant virtual aura of the site, can light up a green or red light to continue contacts with the Russian civilization from parallel realities.

Where I live, in the "Verny" fort, in the foothills of the Zailiyskiy Alatau, I once met an unusual tree. Its trunk, strong and healthy at first, turned out to be affected by some kind of disease in one place, and this section of the trunk began to dry out. Then the tree threw a branch below the affected area. This branch, in turn, released a shoot and fused with the trunk above the affected area. A kind of shunt was formed, through which the tree continued to receive vital juices, grow further, throwing out new healthy branches. Nature is rational. Having applied a successful technique in one area, she can repeat it in a completely different area.

P.S. Please do not worry fans of the genre of alternative history - this is not fantasy, this is reality!