RICKY JUSTIN 谈结婚的意义

昨天，一个同事说，她要结婚了，因为要赶着两个人一起早一点买房子；

不久前，朋友说，想结婚，因为想要一个孩子，生活实在没有趣味；

还听到过不止一个人这样说，对方条件还不错，就结婚吧……

很多时候，就是这样，对方的条件成了结婚的终点， 而往往不是思想上的依恋，心灵深处的归宿……

很多结婚的理由，可是不知道为什么都是这样勉强的理由，让人听不出感情中喜乐悲哀的成份，我仿佛已经很久很久没有听到一个人说，他要结婚是因为很爱很爱一个人，因为想和令一个人永远永远的在一起。

也许永远实在太远，也许人生真得无法十全十美…… 结婚是因为很爱很爱一个人，呵呵，我从来都没听过…… 是因为生活让人变得实际，还是这个世界已经没有真爱。

恋爱时常说的一句名言：“不在乎天长地久，只在乎曾经拥有。”

可是谁又能真正从心底抹去曾经日夜相伴的拥有呢？ 走过了就会有印记，记忆不会轻易消失。 所以，不要轻易去拥有，拥有了就不要轻易地放弃！

正在热恋或者将要结婚的人一定要想清楚：恋爱是一阵子，婚姻，却是一辈子的事情。 婚姻是很神圣的，千万不要随便找个女人做老婆。

对于那些已经成家的人来说，更要懂得珍惜现在身边的拥有， 还要懂得感谢过去爱你的人和你爱的人！ 因为曾经的爱恋让你变得成熟稳重，让你的人生变得丰富，这些都是你一辈子的精神财富！

辞职=休息

辞职了，可以休息了。

没事的时候总想着可以好好休息下，可是真正到了休息，却不知道要怎么休息。

也许我只能是个工作狂吧，一停留下来，反倒觉得好无聊。

其时心里一直都希望以后还可以继续工作，不停歇。这样也不至于被社会淘汰，也不用倚靠别人。

有些时候觉得自己好要强？

有些时候会让自己别想这么多，但是现实生活还是不容许。

疲倦

每个人，都有一段悲伤，想隐藏，却在生长。 这一刻，才发现心的疲惫。其实，生活就是这样，而执迷不悟的我们依旧。

每个人都是人海中的一个岛屿，花开的时候，忘记过去。花开，花落，宛如一场盛大的演出。但我们都还记得，在心中大段大段地独白。

告诉自己，其实很孤独，虽然自己深爱的人就在咫尺之内，虽然自己的生活看似完满。多想撕下旁人的面具，却忘了看看自己。自己的脸上，早已分不清哪些是真实，哪些是繁华世界留下的面具。走过的路，爱过的人，都是记忆里珍贵的记号。那痕那印记，终是逃不出的劫。相信，遇见那个人，走过那段路，生命才会更加澄澈透明。

也许一个人最好的样子就是平静一点，哪怕一个人生活，穿越一个又一个城市，走过一条又一条街道，仰望一片又一片天空，见证一场又一场的离别……

我很想让自己失去记忆重新开始；那该多好？可是失去记忆的人很多却没有我 ； 有些人痛恨自己忘记过去；我却希望自己失去；这就是每个人的不同之处；

云深有月光难见，海阔无风浪自涌

属狗人，今年冲犯太岁，且遇众多凶星，运势甚为低迷，劳神伤财，凶多吉少。必须加倍努力，希望将勤补拙，凭着毅力和恒心克服重重困难，否则可能将会一事无成！事业方面枝节横生，稍有不慎便会让对手抢占。命犯“大耗”，财运低迷，开支明显加多，会有破财的征兆，财务上必须严守把关，慎防存在漏洞以陷入破产危机。建议属狗人最好年初储备一笔资金，用以应付意外之需，有备无患，平时则要开源节流，克勤克俭。健康方面要多加注意家口安全，年犯“天哭”，多主孝服事件，容易发生无妄之灾，户外活动或参加旅游必须做好各种安全防范，避免发生悲剧；同时要留意身边长辈的健康，稍有不适便要去医院做全面检查，杜绝后患。总而言之：坚守正道，不急不贪，宽以待人，行善积德，自强不息，定能顺利渡过冲犯太岁之年的。

　　属狗人今年在改运方面，应诚心供奉佩戴“本命佛阿弥陀佛”，阿弥陀佛是属狗人的终身守护佛，与生肖狗人磁场感应能力最强，能护佑属狗人摆脱烦恼，逢凶化吉。除此之外，务必要用“神兽龙龟”化解太岁及凶灾是非。以“秘法九转乾坤鼎”改善流年运势，化解流年不利。如果要催财及固守财运防止破财，宜选用“貔貅七星阵”或“貔貅聚财阵”。也可在入宅的大门口挂或放一只“风水葫芦”，可保家宅平安。需要注意的是，所有吉祥物均需经过佛教正规开光加持，方可成为具有灵性的圣品，否则只是饰品或工艺品，难以发挥其功用。
2012年属狗人催财运法：家中办公室摆放貔貅七星阵或貔貅聚财阵。

龙龟化太岁凶灾 九转乾坤鼎流年改运 葫芦镇宅平安

　　2012年属狗人事业提醒：属狗人今年和太岁相冲，形势不妙，事业方面枝节横生，稍有不慎便会让对手抢占。情绪波动较大，工作上容易与同事发生摩擦，人事不佳，身心屡屡受挫。处事必须谨慎小心，一切以和为贵，可以避开很多烦恼。今年不宜跳槽或创业，最好稳守工作岗位，否则将会奔波劳碌，一事无成。开运秘法里今年为属狗人推荐的“秘法九转乾坤鼎”，除改善流年外，也可助旺事业。如果对事业非常看重的话，还可以选择“马到成功”，以午戌相合之力助事业更上一层楼。

　　属狗人催桃花法：
　　属狗人今年的桃花位在东方，东方是木的方位。催旺桃花可在住宅或卧室的南方挂放木制龙凤桃木镜，或者木制葫芦。
　　另外，这个方位可以放一个绿色或青色的花瓶，里面注满清水，并插上四支鲜花，也有助于桃花运，但需要注意的是：必须是鲜花，水必须常换，花在枯萎前更换。如果做不到的话，就要避免用此方法。

奉献

回想中六的生活，除了印象最深刻的被校长鞭了三下，合唱歌曲比赛取得第二名，反毒品周话剧比较冠军之后，这所学校给我留下的影响就是合唱团。

如果没记错，校际比赛的时候，我队取得第二名，花了三个月的时间，努力的拼，努力的练习，偶尔给老师骂，给队长骂，也成为了习惯了。

奉献-好一首爱国歌曲，Setia-好一首忠于君国的歌曲，有多少人还记得它的歌词？

永远永远-李翊君的歌曲也是我影响最深刻的，同学演话剧竟然喝真的啤酒，想起来都觉得很好笑。一年半的时间很快的过去。坦白从宽，我其实很渴望那个时候的时间可以快点的转，因为我都不想再面对书本。

2012年也即将来临，很多人说这个年份，肯定在政治方面有人很大的转换点。难道现今的社会和以往有很大的改变了吗？如果在职场上耍心机就好，为何就连政治方面，也有人在鸡蛋里面挑骨头呢？

是是非非，一切又人民自己看待。政府是大家的，生活安宁也是大家的。谨慎吧。

曾经你是我的盐--〉给于我最深，最大的伤害。

还记得中五的时候，听到邻居家的阿姨常常夸她家的儿子是如何的威风，如何的有能力，在西马工作赚钱买车，之后回到东马美里去。哪个时候也许WAJA是很值钱，很了不起。但，随着时间的流逝，我也不断的往前走，到了西马完成我的学业，到其他国家进行培训，我才发觉以前的我，只是井底之蛙。

现在长大了，一切都觉得是如此的缺陷，没有完整的个体，只要有灵魂存在就必须为灵魂而活。成长岁月，盐比糖多，因为我们都被伤害困扰中。回想你心中曾经伤害过你的人（盐），当初也不就是你心中的最好（糖）吗？判断一个人，只有自己可以做到，别人再怎么和你解释，说明，都不及你亲身去了解，体会。

昨天是历史，很多朋友都这样说，那么，有多少人把这历史当成一个教训呢？

在临睡前，还是能说得就是，别再说抱歉，我不会埋怨。。。。。只会让自己一个人静静的哭一夜。

NG！！！！

来到这家公司不到六个月,我不知道出了多少个错误,大错小错,通通没少掉,也不知道是我不小心还是我本来就不在状态.真是有点晕.虽然没有少被老板骂,我也没有说是吃一次亏就学一次好,
但是想我以前做工作的时候,也没有像现在这个样,一天能错上好多回,我自己都有点佩服我自己,
也不是说有多少心事,本来以为是自己够认真了,可是最后还是错了.要怎么办才好呢?

Sales Call Planning: What to Know Before Every Sales Call

A good part of business development success is, as some say, just showing up. But show up prepared and success is what you will get.

We acknowledge that sometimes you do just show up (or—hallelujah—a prospect calls you out of the blue) and you haven't done any preparation for the sales call. It's reasonable to suggest that on occasion sales calls are appropriately deemed 'exploratory discussions'; the kind of discussion in which we just talk and 'see where it goes'.

Take this approach in every business development situation, however, and you'll lose your share of sales that you should have won. Interestingly, whether you have a two thousand or a two million dollar price point, to increase your odds of winning new clients you still need to do the same basic planning and know the same essential information before your sales calls.

Here are six sales call planning questions you can answer for yourself before every sales call that will help prepare you for business development success:
1. What is the prospect's current situation?Ask this question to give yourself the lay of the land. Often your goals for the client, the value your services can offer the client, and your action planning for the rest of the sales call come out of your detailed knowledge of the prospect's situation.

If you find that you don't know enough about the situation yet, ask yourself what research you can do before meeting with the client so you can 1) move quickly through tactical situational discovery that can become tedious or bore a client, and 2) demonstrate to them that you are the type of professional that does his homework and goes the extra mile to make sure the client gets the most value out of each contact with you.

2. What are my business development goals for this client or prospective client? Different goals for your clients will make for very different sales conversations. Questions you can ask yourself will include:

• Is this the 'discovery' meeting where we get to know each other and build rapport while learning how I might be able to help them?
  
• Is this a current client to whom I am introducing a new set of services?
  
• Am I reviewing the results from the previous year with a client and this is the meeting where I 'resell' my value so the client stays loyal?
  
• Am I looking to cross sell or upsell currently available services because I see where these services can add value?
  
• Am I trying to supplant a competitor?
  
• Is this a current client where I work in one of their divisions and I would like to get introductions into the other three divisions where I can also help?
  
• Is this a prospect with so much potential that I willing travel on my nickel to 5 cities to visit their branch outlets, their competitors, and put together a presentation and value proposition so compelling they are wowed like they've never been wowed and resolve to work with me on the spot?

I am sure you can add to this list depending upon your own situation. Whatever your business development goals for this prospect or client are, make certain you are as clear as you can be about those goals before you enter the actual meeting.
3. What is my desired next outcome?Sounds simple enough, but this question is so often overlooked by professionals before they meet with clients or prospects. Our advice: if you don't know what you want to get out of your meeting with them, don't get out of the (proverbial) car (credit to Mack Hannan and his book If You Don't Have a Plan, Stay in the Car).

Just make sure you start your sales call planning process early enough. Sometimes you need time to investigate just what your desired next outcome should be.
4. What are my relative strengths?In every sales situation various forces are working in your favor. Know what these forces are for this particular client or prospect situation so you can leverage them to help make the client more successful. This will give you increased odds of winning the client.

The more specific you can be for the particular situation, the better. Sure, it might be a general advantage that you are a well known expert in your field with a good reputation, but it's a better advantage to know who you are selling against (if anyone), whether or not you and the potential client went to the same graduate school, whether you've been particularly successful in this industry vs. your competitor, or any other specifics that might be working in your favor.
5. What are my relative vulnerabilities?This is the corollary to number four above. Maybe you have less experience than the competition. Maybe another company is the incumbent service provider and you are the challenger. Knowing what your relative vulnerabilities are will allow you to prepare in advance to either turn them into advantages or at least diminish them as vulnerabilities.

For example, maybe the other company has more experience in the industry, their reputation is quite good, and they've been doing this forever. You can say, "Yes, they do have a lot of experience in the industry as this is their only focus. Because our focus is broader, we bring knowledge from outside the industry that has really been valuable to our other clients. Did you know that in the ABC industry they designed their divisions like this last year and got a 7% cost savings on average when they tried it? The data source? It's from the objective research of the ABC Industry Association. Maybe it will apply to your company. We can look into it together, if you like."

With good preparation and call planning you can have your responses to 'objections' and tough questions at the ready when you need them.
6. What actions do I need to take before the next call?We all have to-do lists that help us get done what we need to get done. By taking the time to answer questions 1 through 5, your business development and sales call planning to do list will be as good as it possibly can be because your actions will be:

• Informed by the knowledge of your client's situation
• Guided by your goals for the client from a business development perspective
• Built to help you achieve your desired outcomes
• Planned with the knowledge of your relative strengths and vulnerabilities in this particular business development situation

Maybe for Woody Allen 80% of success in life is just showing up. But the most successful business developers we've seen over the years show up...prepared.

How a well- executed Sales Action Plan reels in customers...and money!

It doesn't matter how knowledgeable or skilled you are about your product or service - without a strong and well-implemented sales strategy, your product or service is going to go down along with your business. Whether you're looking to attract investors or lenders for a new business, or want to expand an existing business, you need to be extremely sales-focused. Your sales action plan will show the extent of your seriousness about selling.

Let's get some things straight about sales first.

Sales is a highly misunderstood business concept, and one that is not given its fair share of importance. For example, almost every university around the globe offers business programs and business courses. Students can take a course in financial or managerial accounting, management, marketing, research or statistics. But if I asked you to find me a university course on how to sell - you would be hard-pressed.

Yet, of all the topics listed above, sales is the only one your business can not survive without. It's no wonder farmers who buy franchises in the United States have better success rates than do MBA's. A well-thought-out and well-implemented sales action plan is pivotal to the success of any business.

Marketing ... Sales - what's the difference?

Many people confuse marketing and sales as being the same thing. They aren't.

Marketing is about interacting with potential buyers through advertising, promotion, packaging, distribution, location, pricing. Marketing is about opening up to your target market. Market research is a critical component to building a successful marketing plan.

Sales is about interaction with actual buyers. It's about presenting to people who need the kind of solutions your product or service offers, and getting the order. In other words, Sales is about closing the deal.

The Five Pillars to a Powerful Sales Action Plan.

An effective sales action plan demonstrates your focus on selling your product or service. After all, since sales is most likely going to be the main source of your business' revenue, you really can't afford not to be sales-oriented. Here are the main points to cover in your plan:

1. Prove that your product or service can sell.

It's one thing to say there's a market for your product or service. It's another to have potential buyers lined up and willing to pay for it. Getting a commitment from potential customers to buy from you before you startup sends a strong message that you're serious about doing business, and that your efforts convert into sales. Nothing else can be more assuring to a potential investor or lender than a list of committed buyers.

Identify who your potential buyers are, contact them and line up some orders before presenting your sales action plan.

2. Be customer-focused.

As I said earlier, the term sales is so often coined negatively, it's sometimes hard to see it as a good thing to promote. But sales is all about doing the "little things" that make a big difference with customers. Sales is about answering questions, easing concerns, showing benefits, and going the extra mile to satisfy your customers. Show your audience how your business will adopt a culture that nurtures customer satisfaction, which in turn generates sales.

Many entrepreneurs would be happy to have nothing to do with selling their product or service. In truth, your product or service won't sell on its own. But what will you do when a major buyer wants to deal with the owner? Be sure that the sales culture you set begins with you.

3. Build for long-term relationships.

Your sales strategy should be based on the right kind of values. As the old saying goes, treat others as you would want them to treat you. Create an environment which treats customers with dignity and fairness. Do anything and everything - except be dishonest - to get the sale. Demonstrate in your sales action plan that you are committed to long-term customer relationships.

4. Pay sales people for performance.

Here I am not merely talking about reaching monthly targets. Build careers for your sales team members, and compensate them for long-term performance. By doing so, you also ensure your salespeople build customer relations with honesty and integrity. On the other hand, not doing so encourages them to focus on short-term thinking, which often leads to using dishonest means of getting the sale.

Be careful to compensate sales people not for making the sale, but for collecting on the sale. Also provide a monthly or annual base to minimize the potential for short-term thinking.

5. Keep track of your customers.

The most successful organizations keep track of their customers using sales management and tracking programs. These ensure that your sales pipeline is accessible and that your sales team is prompted to follow-up with customers. They allow you to see the stage of every sales cycle for each client, and maintain a history and data file for each client.

Make sure you show how you will manage your customer interactions in your sales action plan.

每天傍晚到这个时刻18:00---19:45，坐在办公室里的我，就觉得缺氧

我的感觉是，晚上的人，是不理智的。。某些感觉总是被夸大。。但是，人醒着的时候大多是在白天，所以。。。

The sequence of steps

The sequence of steps

Building the machine involves the following steps:

1. Identify your buyers
2. Diagram their buying processes
3. Add to this diagram the steps you will take to address their buying process
4. Diagram the Actions you will take to move prospects through the process
5. Examine the linkages between Actions to make sure the next steps are obvious
6. Define the qualification criteria
7. Examine the customer motivations for each Action
8. Define the organizational resources responsible for each step
9. Define the technology/software that you will use to automate the process

1.  Identify your buyers

Start with an intense study of the Customer

If you are like most of the people that I talk to, you already have a sales process, and can show a diagram of the different steps. However most of the time when I work with people to diagnose what is not working as well as they hoped, the problems arise because they have not found a good way to motivate their customer to move forward through a particular step. This happens because they have designed their sales process from their point of view, and not created a customer-centric process. A good way to make sure you are building a sales process that will work for your customers, is to diagram out their buying process. This will help make sure you have appropriate steps in your sales process to address the issues and questions they need answered before they will purchase from you.

I recommend starting by identifying the different job functions that are involved in purchasing your product or service. Often your champion may be a business buyer that is interested in your product for how it can improve a particular business function. But they may have to get approval from the IT department before they can make a purchase. And if the size of the purchase is large enough, you may find that you have to deal with the CFO who only cares about the return on investment.

Also if you work through channels, such as VARs or System Integrators, you will want to develop a completely separate sales and marketing process for how you will locate and qualify them, sign them up, and make the productive.

2.  Diagram: customer’s buying processes

Once you have each player identified, I recommend diagramming the buying process for each individual. Only when you are armed with this information, can you properly design your own sales and marketing process.

The flow chart below was produced using an excellent flow charting program called Smart Draw that I highly recommend for this purpose. I found Samrt Draw after a lot of research and trials of various other products, and it was by far the easiest and fastest. All other tools that I worked with got in the way of thinking through the process, and required me to pencil out the process before trying to use them to document it.


Note that while the above diagram only looks at the main player in the sales cycle, the tech champion, it is important to repeat this step for all other players that are involved in the sales cycle. For example if there is also a business buyer who is the actual decision maker, understanding how they think is going to be important. Or if your sales process involves using resellers or systems integrators, you will want to do a similar diagram for the VAR/SI, thinking about the owner, the reseller sales person who will sell your product, and the technical resource who will demonstrate and install your product.

3.  Diagram: add the steps to address the buying process

This next stage involves adding the steps that you can take to address the concerns and needs of the prospect that you identified in the prior stage diagram. Those steps are shown here in the beige color.


Since the Free Trial has become such an important part of the sales process for many products, I have included a separate sub-process diagram for this here:

4.  Diagram Actions to move prospects through the funnel

This step involves creating a diagram showing how you plan to move prospects through your sales process, and is the company-centric view. (The diagrams above are all customer-centric.)  Having done the work above, this step should be fairly simple.
The concept behind this part of the process is that we are breaking down a complex sales cycle into a smaller set of Actions that should result in movement of the prospect through the sales cycle. Later on when we instrument the machine, we will want to track how many people went through a particular Action, and how many of them were we able to successfully move to the next step (conversion rate).

5.    Examine Linkages between Actions

The next step is check that there are clearly defined linkages between every action on the diagram, and the following step.  One of the most common problems I see is marketing activities that have no clear call-to-action; or no clear step to process the leads after the action is completed.
For example, a company will visit a trade show and collect leads. However when they return, no one has thought of how they need to be processed, and as a result they will sit there for many days without being called or emailed.
Another common problem is marketing activities that have no connection to this process. For example, they may sponsor some event, hoping to build brand. But that activity does not result in leads. In my view, not startup can afford to do any kind of marketing activities that doesn’t directly contribute to the process of moving a prospect through to a closed deal.

6.    Defining Qualification criteria

Another common problem is no integration between sales and marketing. Sales complains that marketing doesn’t provide them with enough leads, and marketing complains because they gave sales a ton of leads, and sales won’t call them. This happens because there wasn’t a discussion between sales and marketing where they mutually agreed on a clear definition of what represents a Qualified Lead that is acceptable to sales. Getting the lead to that level of qualification (often referred to as a Marketing Qualified Lead or MQL) is the responsibility of the marketing department.
To help with qualification, a set of questions are defined. In many cases these are the standard BANT questions (Budget, Authority, Need and Timing). It may also be valuable to ask additional questions that are important to your particular company to make sure they are in your target market. For example: are they a mid-sized company; are they B2B or B2C; are they in a particular vertical; etc. A lead can become an MQL when certain number of these are answered positively.

7.    Examine the customer motivations for each Action

This step represents one of the most important and powerful aspects of this methodology. If you started off by looking carefully at your customer’s buying process, you are already beginning to think the right way. But this step takes things further. To this well, you will need to get inside your customers head, and learn to think the way they do.
For each Action that you want your customer to do in your sales process, ask the following questions:

1. What concerns are they likely to have that will make them not want to take this action?
2. What motivations might they have that will make them want to take this action?

The most common reason that a sales process isn’t working well is because your customer is not adequately motivated to do a particular thing that you want them to do. For example, your customers may not be going through with your Free Trial because they have to register on your web site beforehand. Or your customers may not be completing your free trial, because it requires them to open a port in their firewall (or similar).
To fix this problem, you will need to get inside your customers head and understand their concerns and motivations, and brainstorm a way to provide additional incentive to motivate them to complete the step. For example, offer them something meaningful if they complete your registration. Or find a way to eliminate the need to open the firewall port, and allow them to do the trial in the cloud on your own systems.
There is a lot more discussion on this important topic under the section entitled that comes later.
However, I have found that the most important part in the art of designing a successful sales process lies in this step.

8.   Define the organizational resources responsible for each step

This step is simple: for each action you have in your sales process, make sure that there is a clear organizational resource that is focused on that step, and make sure they are measured and incented based on the number of leads they process, and their conversion rates.

9.   Define the underlying technology and software

Since we want our sales process to be scalable, we need to automate the way that information flows from one step to the other. This requires software or software provided as a service (SaaS). CRM software is a well understood category with Salesforce.com as the dominant vendor that we see in startups. However the are of software for marketing automation is an emerging and rapidly changing area. As of today, there is no one vendor that provides all the tools you are likely to want to use, so you will need to combine several products/services.
Interesting areas for marketing products are Inbound Marketing; Social Network monitoring and management; Lead Nurturing and Scoring; eMail marketing; and Web analytics. (This list is not meant to be complete, as this area is evolving fast, and interesting new ideas keep emerging.)

High Income Selling Strategies-5 Rules To Govern Your Behavior And Actions In The Sales Cycle–For High Performers

Everyone wants to earn more, but few are willing to change their behavior to do so. In fact, my experience tells me that most aren’t.
Yet, in my 19 years of work with the high sales achiever, I find that those people are different and worth examining. Most of them operate with a different set of rules about selling and the pursuit of new business. These new rules help govern their behavior and actions in the sales cycle. I have over 25 rules that I’ve documented, but here are the top five for you to consider:

1. Define what you want to attract.
High sales achievers are very specific about what they want to attract, both in terms of financial outcomes and business relationships. The Universe has an interesting way of delivering to you exactly what you order, so be specific on your order when you place it. The Universe doesn’t respond well to, “I just want to make more money.”

2. Bring up what scares you.
Most sales executive fears are an illusion. The worst thing we can do with fear is to ignore it. That feeling of fear is trying to tell you something and what it’s telling you is, act on it. If you’re in a sales process and you feel some fear about bringing up a difficult subject, then that’s exactly what you should discuss. Reveal what you feel.
3. Never coerce.

It’s been my privilege to work with some extremely high achievers in the profession of business-to-business sales. One thing I find about them is that they are ‘detached from outcomes.’ They spend no time “convincing, persuading, and defending.” And they spend little time trying to coerce prospects into their way of thinking. When you, a marketing and sales professional, begin to encroach on your prospect’s freedom, you become the pain and they’ll get rid of you. Tell people upfront “it’s alright if you decide this is not a fit at this time, let me know and I’ll be gone.” But do that upfront. That way you’re not 18 months into the process when you hear ‘no.’

4. Think “Process.”
The greatest businesses in the world have the greatest processes in the world. So why should a sales professional be any different? Of all the processes that the high sales achiever has, the most important one is the sales process. A great sales process is one where you can, in a step-by-step fashion, lead people from beginning to end with the constant understanding that some people will qualify “out of the process” and you can move on. Not only should you have a process, but you should also be indignant about the prospect’s adherence to it. (Here’s one of my favorite secrets: Great sales processes are better for the prospect because it helps them identify their problem quicker and create a better solution.) If you feel your sales process is only in your best interest, then you’ve got the wrong process.

5. Think ‘Leverage.’
One way to leverage your strengths is to hire other people and train them to do the things you don’t want to do. But as sales professionals–even as high achieving sellers — you might not have the latitude to go hire staff. But what you can leverage is “current relationships.” High achievers never make cold calls. Why would they? They have learned the power of referral marketing. They find a way to use their current client/network relationships to bring them new, ideal clients.
This is not as simple as “give me ten people you know, so that I can go make a sales call to them.” It is a thoughtful, strategic way to generate enough goodwill with your clients that they beg you to get them introduce you to their friends and associates. A great referral program doesn’t work if you’re not thinking “leverage.”

Sales Tactics Explained

The Merriam Webster dictionary defines “tactics” as ”the art or skill of employing available means to accomplish an end”. That being said, what are sales tactics? Employing available means to make a sale sounds like a good definition to me. So to employ sales tactics let’s start with what available means you have, most importantly your winning personality and eagerness to make your product fit your prospect. Do we necessarily have to have all the gadgets and fancy accoutrement’s to make a sale? The short answer is no. It all goes back to the fact that people do business with people and you must first sell yourself. So let’s refine our tactics to our personal presentation and how we handle prospects.

The first tactic is always be positive. People are like animals in a way, they can sense uneasiness and fear, throw that out before you start your day. Second guessing yourself is waste of time that could be better used in front of an interested buyer. Make sure that grin you’re trying to maintain isn’t a quarter inch deep, it has to originate from the center and move outward. No one likes doing business with a negative person, it taints the deal and future relations ships.

The second tactic that comes to mind for me if follow up. After you’ve given that rock star sales pitch don’t forget to call back and ask for the business if you didn’t close right away. Most savvy customers don’t make impulse buys. If you aren’t following up then the key reason why your widget is better than any other may never surface. Follow up and make sure you ask the client if they have any additional informational needs.

Thirdly, send out thank you notes even if it’s as simple as an email. Most people appreciate thoughtfulness and are moved by it. Don’t kid yourself, someone helped you make every sales you’ve ever sold. Making prospects into fans is one certain way of earning business. Always show some appreciation for opportunities you didn’t have.

These are only a few sales tactics but don’t forget to look at the tools that are always available. Your laptop or smart phone can help you be more efficient but ultimately it can only multiply the force you’re willing to exert towards your sales goals.

Three Things A Sales Professional Must Avoid

We all know there some things you just don’t do as a sales person. Customers aren’t in the habit of being forgiving especially before the sales person has been able to establish a strong relationship. Even after you’ve been become a household name in a client’s business there some faux pas that are hard to recover from. Here are three major actions to avoid:

Cell Phone Ringers
Back in the day when I owned a good size company and had sales people rolling through my office daily, cell phone ringers made me crazy. As soon as I heard a cell phone ring my attention was gone. Now it may seem petty but this was my office and my time. To me it doesn’t take much effort to turn your ringer to vibrate. The salesperson already had a hill to climb because I didn’t have time for whatever they were selling in the first place, and I had little interest in buying unless I was going to be “wowed”. Keeping the attention of your audience is critical and cell phone ringers can rob you of that quickly

Looking Like A Ragamuffin
Maybe it’s unfair to rate the value of the product on appearance of it’s representative but we all do it. I can’t understand why businesses allow their sales representatives to visit prospects or customers looking like a rag bag. Don’t visit a customer dressed like you can’t afford your own product. Muddy shoes and wrinkles will shut down your target quicker than anything. Your credibility has a lot to do with first impressions regardless of how great you’re product is or how brilliant you might be. A rough appearance can make many clients uncomfortable. Make sure you don’t look homeless or hungry, it’s never a good sign if a customer feels like they need to feed you or lock the door when you arrive.


Talking About Religion or Politics
If you want to shoot yourself in the foot as soon as you get out of the gate, bring up political opinions or talk about your church. Now chit chat is critical in building a relationship with a client but keep it general and away from hot button issues initially. If a customer brings up their political stance or religious following, be polite and change the subject quickly. Never, never, never bring either of these topics up yourself. We all know you have an opinion but you are there to sell a product not your religious or political agenda. Keep Pandora’s box closed and steer clear of these topics.

3 Ways To Make Your Sales Team More Effective

As business owners and sales managers we are constantly looking for new ways to motivate our teams toward greater levels of success. Many times our answers are simple and don’t require much more than changing the way we think about problems and our assets in the field.


Support For The Troops. Feeling like you’re alone in the trenches in never a positive scenario for salespeople. Sure the job may require travel and long hours of working alone but that doesn’t mean that some level of support from home base isn’t appreciated.


Supervisors many times lose the perspective of sales professionals operating in the field. While management has a methodology of its own, a good leader puts themselves themselves in the shoes of their charges and doesn’t forget how it feels to walk in them. Just as people buy from people, people will follow and produce for people they respect. A manager who seems out of touch with the realities of making a certain quota will have sales professionals who excel when they are ahead but fall on their faces when they are in a slump.


It’s never a bad idea for managers to make regular contact with their sales team and offer assistance. Even if no support is needed the psychological effect of the offer being made can have a profound effect on team members. In the end, if a sales professional feels like they have the support of their managers then many times they will come to them for solutions with problem before they are uncorrectable. Business is about problems, fixing them before you damage the customer relationship is what successful business is about.


Tools That Work. There are tons of gadgets, apps, and tools out there that all proclaim they will make sales easier or volumes higher. The first rule however is to make sure you have the basic equipment, reporting procedures, as well as the right people who know how to use them.


Once those items are squared away only then can you look at perform and efficiency enhancing tools. Imagine having a team of ten sales professionals who all have company provided vehicles that never start. Before you worry about giving them a lap top that will allow them to work from the field, a good maintenance and repair program needs to be implemented to get in the field. If your reporting process is done completely through Microsoft Excel Spreadsheets, you need to make sure that everyone has the necessary programs and know-how to utilize the report. You might this think this is all common sense but I can assure you it’s not.


Many organizations run despite having the Kool-Aid® and no sugar but how much better could they operate with everything in place? Nothing frustrates a sales professional more than having the “sales” portion of their job inhibited by their tools or their team. A race horse wants to run and a sales person wants to sell, anything that interrupts that needs to be fixed immediately.


Coaching While It’s Relevant. We’ve all heard the old saying, “a stitch in time save nine” and it’s incredibly relevant in sales. The time to correct a problem is before it ever occurs, unfortunately many managers miss the signs of breakage in the process. In sales customers solve their problems by finding someone else to take care of their needs. You have few chances the earn the trust and admiration of a prospect so when you have it you must capitalize on it.


When your sales person walks away without the deal, sure you can review why they didn’t win but could you have better prepared in the first place? As managers and sales people, we know when someone is ready for the field and when they aren’t. I know many prescribe to the sink or swim mentality but this is just an excuse to avoid coaching. You don’t send a soldier to war not knowing where the safety switch is located. Coaching should be a regular item on any sales team’s agenda. With regular coaching/training sales professionals get not only the coaching they may need but an opportunity to look at their tactics from another angle. Perspective is incredibly important to sales professionals and being able to see it from another’s point of view.


Evaluate your sales people during coaching sessions and under stand their professional needs. Once a an area is identified that needs improvement, work towards a proactive training program with input from the sales person. Solutions are easily proposed but sometimes difficult to implement and maintain. You must get buy-in from your sales professionals and coaching sessions are a great opportunity to get just that.


Nothing about selling or managing sales people is automatic. It just makes sense to evaluate your team, their tools and methods to ensure consistent success. That’s why they call ii “managing” and not just “manage”.

2011年跳槽后第一天上班

在家休息了两天，虽然没做什么，就是逛逛街，看看电影，唱唱K，但已经让我休息够，养足了精神。来到办公室，跟每一个人热情的打招呼，今天的第一天上班，我稍微的打扮了一下，装着Formal上班！


　　在工作中，不管你有多顺利，多开心，但总有一些人或事情，会影响你的心情。我们要学会调整自己的心情，要让自己开心一些，这样才可以气到她们。不见风雨怎么见彩虹啊！我要加油！不要生气！


　　虽然有些事不是想象中的那么好，但我们一定要学会坚强，一定要开心微笑着，不要认输，因为你并不比别人差到哪里去，我们都是一样，坚持！让瞧不起你的人都哭去吧！

这个世界上最残忍的一句话 ---> [我们再也回不去]

        你最爱的，往往没有选择你；最爱你的，往往不是你最爱的；而最长久的，偏偏不是你最爱也不是最爱你的，只是在最适合的时间出现的那个人。


　　其实，我很累了，我习惯假装坚强，习惯了一个人面对所有，我不知道自己到底想怎么样。有时候我可以很开心的和每个人说话，可以很放肆的，可是却没有人知道，那不过是伪装，很刻意的伪装；我可以让自己很快乐很快乐，可是却找不到快乐的源头，只是傻笑。


　　能够慢慢培养的不是爱情，而是习惯。能够随着时间得到的，不是感情而是感动。所以爱是一瞬间的礼物，有就有，没有就没有。但反过来说，爱和婚姻实际并不是一回事情，并不是所有的爱情都要结婚的，也不是所有婚姻都有爱情的。


　　遇见了心爱的人，可以说是幸运的，无论结局怎样，都可以说是幸福的。白头到老，固然很好，如果分手，或者为爱情伤心，也都很幸福，因为，毕竟爱过……


　　生活，是用来经营的，而不是用来计较的；感情，是用来维系的，而不是用来考验的；爱人，是用来疼爱的，而不是用来伤害的；金钱，是用来享受的，而不是用来衡量的；谎言，是用来击破的，而不是用来粉饰的；信任，是用来沉淀的，而不是用来挑战的。


　　不甘心只是朋友！很多的感情，都因为一厢情愿，最后连朋友都当不成了。一些本来很好的友情，最后却因为对方的一句喜欢你，如果你没有反应，这一段友情似乎也难以维持下去了。表白了之后不是成了男女朋友，要不就连朋友都当不成了。然而你可能永远都不甘心只是朋友。


　　当你快乐的时候沙滩上有四行脚印；当你伤悲的时候沙滩上有两行脚印。因为当你快乐时我陪着你，当你悲伤的时候我背着你，所以你要快乐，否则我会很累。


　　有些事不愿发生，却不得不接受；有些人不可失去，却不得不放手。有时候，我们等的不是什么人、什么事，我们等的是时间，等时间，让自己改变。


　　有时候不是不懂，只是不想懂；有时候不是不知道，只是不想说出来；有时候不是不明白，而是明白了也不知道该怎么做，于是就保持了沉默。


　　两个人在一起久了，就象左手和右手，即使不再相爱也会选择相守，因为放弃这么多年的时光需要很大的勇气。也许生命中会出现你爱的人，但那终归是过客，你还是会牵着你的左手或者右手一直走下。幸福有时候真的与爱情无关。


　　不要认为后面还有更好的，因为现在拥有的就是最好的；不要认为还年轻可以晚些结婚，爱情是不等年龄的；不要因为距离太远而放弃，爱情是可以和你一起坐火车的；不要因为对方不富裕而放弃，只要不是无能的人，彼此鼓励可以让你们富足的；不要因为外人反对而放弃，幸福是靠自己内心来感受的。


　　那一瞬间，你终于发现，那曾深爱过的人，早在告别的那天，已消失在这个世界。心中的爱和思念，都只是属于自己曾经拥有过的纪念。我想，有些事情是可以遗忘的，有些事情是可以记念的，有些事情能够心甘情愿，有些事情一直无能为力，爱你是我的劫难。


　　其实不管你爱过多少人，不管你爱的多么快乐或痛苦，到最后你不是学会了怎样去爱而是学会了怎样爱自己。


　　人是无法在快乐中成长的。快乐使人肤浅，我们在痛苦中成长，蜕变才会更了解人生。


　　女孩子并不在乎你有没有钱，她在乎的是你会不会发奋努力改变现状；女孩子并不在乎与你一起生活会遇到困难，她在乎的是你会不会迎难而上；女孩子并不在乎你有多浪漫，她在乎的是能不能从生活的点滴中感受到你的爱；女孩子并不在乎你现在的境况如何，她在乎的是你能不能让她看到你们的未来……


　　我想，如果你有那么一点点喜欢我，就一点点，我也会有勇气去争取，可是我也不知道怎么去分辨，生怕，或许，我以为的表示也只是自己的自作多情，这样的自己就会显得那么的渺小而力不从心。当对某人放进了感情，那么在他面前，你就像个神经病，会惶恐，不安，患得患失……


　　没有过不去的事情，只有过不去的心情。确实是这样，很多事情我们之所以过不去是因为我们心里放不下，比如被欺骗了报复放不下，被讽刺了怨恨放不下，被批评了面子放不下。大部分人都只在乎事情本身并沉迷于事情带来的不愉快的心情。其实只要把心情变一下，世界就完全不同了。


　　男人对女人的伤害，不一定是他爱上了别人，而是在她有所期待的时候让她失望，在她脆弱的时候没有给她应有的安慰。


　　把自己当自己，此语最为重要。人生最大的敌人，不是别人，而是自己，战胜了自己，便攻无不克、战无不胜。把自己当自己，就是要求自己不要和自己过不去，别为一个小小的职位、一份微薄的报酬，甚至是他人一些闲言碎语，一个不屑的眼神而怒发冲冠，要以平静淡泊的心态去面对种种荣辱得失和情仇恩怨。


　　三件让人幸福的事情：有人爱，有事做，有所期待。有人爱，不仅仅是被人爱，而且有主动爱别人爱世界的能力；有事做，让每一天充实，事情没有大小，只有你爱不爱做；有所期待，生活就有希望，人不怕卑微，就怕失去希望，期待明天，期待阳光，人就会从卑微中站起来拥抱蓝天。


　　面对，不一定最难过。孤独，不一定不快乐。得到，不一定能长久。失去，不一定不再拥有。不要因为寂寞而错爱，不要因为错爱而寂寞一生。


　　不要评价别人容貌因为他不靠你吃饭，不要评价别人的德行因为你未必有他高尚，不要评价别人家庭因为那和你无关。总之，不要评价任何人哪怕是你的家人。


　　回不去的地方叫故乡，到不了的地方叫远方，多少人就这样，一直在路上。


　　人生有很多事，需要忍；人生有很多欲，需要忍；人生有很多情，需要忍；人生有很多苦，需要忍；人生有许多痛，需要忍；人生有很多话，需要忍。人生有很多气，需要忍。忍，有时是环境和机遇对人性的社会要求，有时则是心灵深处对人性魔邪的一种自律。


　　时间，让深的东西越来越深，让浅的东西越来越浅。看的淡一点，伤的就会少一点，时间过了，爱情淡了，也就散了。别等不该等的人，别伤不该伤的心。我们真的要过了很久很久，才能够明白，自己真正怀念的，到底是怎样的人，怎样的事。


　　不要等到了一个笑容，才面露慈善；不要等被爱了，才去爱；不要等到寂寞了，才明白朋友的价值；不要等到一份最好的工作，才要开始工作；不要等拥有许多，才开始分享；不要等别人受伤了，才乞求原谅；不要等分开了，才想到挽回。不要等待，因为，你不知道等待需要花费多少的时间。


　　不要乱花钱因为明天你就可能失业，不要趾高气扬因为明天你就可能失势，不要吹嘘爱情因为明天你就可能失恋，不要委屈自己因为明天你就可能死去。


　　这个世界上最残忍的一句话，不是对不起，也不是我恨你，而是，我们再也回不去。就是这样再简单不过的一句话，生生的将两个原本亲密的人隔为疏离。没有经历过的人，永远都不会明白，那是怎样的一种切肤之痛。


　　爱你的人，你不爱他；你爱的人，他不爱你；两情相悦，那么到底能不能在一起了？我想是可以的，因为世间必有真情在。

你怎么舍得我难过

对你的思念是一天又一天,孤单的我还是没有改变,

美丽的梦何时才能出现,亲爱的你好想再见你一面.

秋天的风一阵阵地吹过,想起了去年的这个时候,

你的心到底在想些什么,为什么留下这个结局让我承受.

最爱你的人是我,你怎么舍得我难过,

在我最需要你的时候没有一句话就走,

最爱你的人是我,你怎么舍得我难过,

对你付出了这么多你却没有感动过.

对你的思念一天一天又一天，想你的心始终没有停下过，对你的爱始终没有磨灭过，一夜一夜又一夜，总是一个人彻夜难眠，不知道这时候的你在做些什么，想些什么？现在的你好么，身体好么，你的一切的都好么，这是我最关心的。电话一遍一遍又一遍的拨通，可到最后总是无人接听，短信一个一个又一个的发，可始终没有回应，我知道你是在故意逃避我，我知道我知道我知道！！！


在这多无眠的夜里想起以前我们好多好多的回忆，第一次看见你时的眼神，第一次小心接近你时候的表情，第一次触摸你手时你的动作，第一次听你对我说你要我的时心心跳的感觉，第一次和你身体接触的时候，第一次走进站台转身看你，我依依不舍离开的时候，第一次在转身离开为你落泪的时候。

有一道门，我们永远都打不开，因为我们拿错了钥匙。

爱没有谁对谁错。只有缘浅缘深。爱其实很容易，就是轻轻地把你放进我的心里。爱，其实不容易，就是无法走进你的心里。有一道门，我们永远都打不开，因为我们拿错了钥匙。或者说，是我们走错了门。迷失地我们，竟然把所有门都当成了一种，如果只是想要取暖，如果只是想要关怀，其实并不一定只有爱才可以拥有。


曾多想做你的专属天使，多想带你飞向我的天堂。拥有你，哪还需要别的愿望，没有谁能取代你在我心上。今，我的心从没有搬到另一个地址，也无法为你而留。我也明白，有一种人，这一辈子只能做朋友，哪怕相爱也一样无法跨越那道打不开的门。


是啊，也许我曾经住进了你的心里，却因拿错了钥匙，开错了你心里的那道门，迷失了自己。所以错过了，我就在也进不去了。


总以为你对我的付出是应该的，总以为我们的爱是经的起考验的，我太天真了。从来不知道爱情是如此脆弱，就算容得下眼里的一粒沙子，也经不起长期的风吹雨打。我想以特别的方式来考验我们的爱情，所以我一次次的伤害了你，却忘了你也会累的。“有些爱给了你很多机会，你却不在意没在乎，想重视的时候已经没机会爱了，人生总是很讽刺，一转身可能就是一世”为什么我没早点读懂这句话，现在失去了，才知道原来自己有多在意，还有用吗？


后悔也好，遗憾也罢！无论我怎么苦苦挣扎，无论我有多想挽留，你已经无法爱我了。做朋友吧！这是你唯一需要我做的。算了吧！我已经输了全部了，爱情、自尊、骄傲没了，什么都没了，我还要奢求什么？


一切随缘，是我的跑不掉，不是我的求不来，我懂。。。。。。

流下一滴眼泪，需要很久很久

我知道，这问题问得似乎很傻。一滴泪，落下的时间？


可我常常觉得，流下一滴眼泪，需要很久很久。人越长大，就越习惯于压抑内心的真实感受，不再放声大哭放声大笑，什么都只是淡淡的点到为止。好像越来越没有什么事情，可以让我伤心到立刻落泪，像是传说中丢失了泪腺的骆驼，再也找不出，释放伤感的出口。于是一滴泪，在渗出眼眶之前，早已在心中酝酿了许久，甚至可能在落下之前，已经悄悄蒸发。


有的时候感到难过，就一直对自己说，先不要哭先忍着，等过一会儿，回了家再关上门哭。于是很辛苦的仰起头深呼吸，仿佛把那滴眼泪又狠狠压回心里，神色如常的，奔波，忙碌，寒暄，微笑。可是好不容易回到家，已累得筋疲力尽，除了困也顾不上其它，还是洗洗睡吧还是不要再这么多愁善感，明天眼睛哭肿了会有多么难看，就让神经粗糙一点坚硬一点吧，我不哭。


我不知道这是隐忍了多久的泪水，但它终于在这样一个湿润的早上，急速的落下，嚣张的释放。我想还可以有时间有机会自由的哭，总是好的；还可以狠狠的流出眼泪，就说明心还没有干涸；还可以感觉到痛，那是因为灵魂，还没有苍老麻木。


一滴眼泪，要用多长时间，才可以自由释放？……

越爱越难过

什么时候开始觉得这歌曲很伤感呢？

关闭左心房等待右心房的开启

耳机里传来的歌声真的很美妙
似情人的述说，似孤独的宣泄
很久以前曾告诉自己：要振作
但我都做了些什么？整天流连在不切实际之中
学无所像做无所能
真怀疑是否应该去钓鱼
听说钓鱼能使人平静心情
但也只是想想罢了
电话摔坏了以后有很多朋友都无法联系
也许是潜意识里不愿意吧
只想一个人安静的生活
睡觉成了嗜好
一个人呆在寝室的时候会感到平时没有的快乐
全身每个细胞都在畅然，那是自由的呼唤
是因为不用把自己伪装的严严实实的吧
我享受着这种孤独却自由的属于自己的空间
偶尔也会想起某个女孩
但也不曾有过CALL她的想法
等待着什么时候，右心房的开启的那一刻
我也会容进周围的哭笑之中
左心房的无故关闭是我无能为力的
她来的那么突然，让我手足我措
只到那扇门当住阳光的时候才警觉
可伸出手时门环已锈迹斑斑
苦笑着听之任之
无助的感觉使人发疯
只能以浑浊的眼神加以掩盖
看不清楚才是逃避的真理
理不清楚才是放弃的原则
……
我等待着
等待着右心房的开启

我跳槽啦 = 选择另一条道路，这很需要取谨慎的态度。

这几个星期都谨慎的设计自己人生的蓝图，正确估量自己的潜在能量，把兴趣、爱好与能力作平衡的选择。为了让自己生活得更充实，我只有到某一领域取得成就，改变一下自己的爱好，把其他方面的潜能表现出来，让生命之舟驶向另一个成功的彼岸。这对充满活力的我来说，尤其有其必要。

“当一扇门向你关闭之际，另一扇门将向你打开。”这句话提醒了我，在适当的时机进行“跳槽”，有利于自己进行一种新的创造。

五月份开始就要调节心理状态，改变生活方式，其中最主要的是努力学习。学习和吸收新的知识，认识新的事物。在学习中反省自己的言行，发展自己的优势，改去自己的弱点，在这一过程中，必须要把自己的触角伸向生活的各个层次，最后把握住自己的命运之舟。

目录	现任公司	全新公司
工资(对比)	100	105
工作日	5	5
年假	14	12
花红(对比)	1	3
职位	助理	经理
岗位	电镀	电镀



希望越大失望越大

想了一个早上，还是选择了用这个标题，希望越大，失望越大。

昨天和某人聊这个话题，他抛给我这个问题让我思考，你抱着希望的目的、目标是什么？我呆着，我不懂得该怎么回应他。

很多时候我们给与别人希望，也不晓得未来的我们可不可以做到。每一次都让别人一味的等没有结果的事情；相反的，如果发生在自己的身上，我倒觉得这是一个超级无敌残忍的希望。

心在痛，血在滴，也许你永远都不会体会到希望之后的失望是多么的痛苦，绝对是无法以文字来形容和表达的。

灯光下，深夜的人行道上，我不敢再往下想，只是希望这个时候让我步入一个隐形的城市，用沉重的步伐来掩饰我所有的痛楚。脸上每时每刻对都沾满了伪笑，心中只有自己觉得‘冰凉’。不懂，也不想去面对任何人，更不想面对自己。因为他们也都抱着希望，要我快乐，开心的过每一天。

曾经选择放弃过自己，因为那个时候觉得自己真的很没用。真的用了情却让结果出乎预料。心痛到如此的落魄

现在我真的很想哭，很想靠着你哭，可是我不能，我应该知，至少你现在好好的不是嘛？我答应过自己只要你好好的，我就很快乐了。

生活压抑 = 别抱太大的希望

对事情所抱有的希望越大，在它失败的时候，失望也是越大的。可能自己天生就是情绪化的人，对所有的事情都表现在脸上，不会隐藏自己的脸色。总是会做一些吃力不讨好的事情，过分的行为在别人的眼里会看成一种无知，一种莫明其妙的感觉。而且当你过分的表露自己的感情的时候，原本属于你的东西也会不知道什么时候就没有了。


当你不再有热情，对一切都感觉冷漠，不再有什么感情的时候，那样的人才是这个世界上的高人吧。年轻有太多的冲动，年轻有太多的热情，可是一切都会被淹没，因为这个世界根本就不需要这些。


现在的心很冰凉，一阵阵地寒意在自己的心里不断地述说着什么。心里有好多想法，可我不知道要如何去表达，又应该向何人去诉说。总感觉每天都生活在压抑中，被重重的烦恼包围，透不过气来，简直就快要窒息了。


这个世界人想活得真实一点却很困难，带上面具累了自己，不带面具保护不了自己。


何维健的歌曲，当我知道你们相爱。那种辛酸的感觉，你体会了吗？

在一个没有人知道的角落，轻轻的，写下想说的，仅此而已

发现很多歌歌词真的写得不错

我们没有在一起 - 奶茶

你是你的

角色互换一下，又是一个爱情的杯具

选择面对了，不能再躲躲藏藏，这些天总是在纠结同一个问题，其实一切的缘由都握在自己的手里，只是不想去面对，不想去面对之后的自由，不习惯的自由，却似乎是想要的自由。我是拿着刀子的人，拿着刀在别人的心里划着伤，却还在犹豫要不要拔出来，还在犹豫要不要问问心的主人要不要拔出来。我终于想明白了，就是个这样的情况，我就是个残忍的刽子手，还不让伤的人喊疼。

不就是习惯有人陪了吗，不就是习惯有人想着了吗

习惯是个可怕的词，要勇敢的脱身

已经做好了决定，好好加油。

语音

最近觉得自己不爱写东西了，如果把日记或者部落格透过语音录制，肯定效果很不错，我该不该这样做呢？

星期六的深夜

男人二十岁之后应该学会的习惯

一个男人，他应该有修养和抱负。想想，整天关注娱乐版的男人，你指望它有什么成就么？整天玩游戏的男人，整体打麻将的男人，你指望它有什么成就么？

一、拥有自信和风度

男人到了二十几岁后，就要开始学着用心经营自己，它体现在自己的思想与涵养上。自信是一个男人最重要的品质，自信的男人就像一只在暴风雨中战斗的海鸥，无论暴风雨多么猛烈也依旧无所畏惧。一个自信的男人，总是能够感染别人，无论这些人是朋友还是敌人。要使别人对你有信心，就必须要先对自己充满信心。自信的男人可以战胜一切困难。
一个有风度的男人就像一片大海，不拒点滴，又包容江河。有风度使男人得到更多的青睐，不争眼前才能够放眼世界，给予别人才能够受益无穷。正所谓“宰相肚里能撑船”，一个心如大海的男人，肚中不知能撑多少船！风度偏偏让男人看上去潇洒万千。

二、养成看书和写作的习惯

男人到了二十几岁后，就开始要走入社会了，在与别人交往的过程中，谈吐与修养是最能征服别人的。一个有知识的男人一定是常看书的，一个有智慧的男人一定是常写作的。无论自己多忙，都要抽出时间来看看书，写写文章。因为这样做能够改变一个男人的思想与行为。一个男人要改变自己思想首先要做的就是读一本好书，读一本好书就像交了一个好朋友，它能够帮助你走好自己的路。读书的生活是最丰富多彩的，写作的时光是最能启迪智慧。
喜欢看书和写作的男人，一定能够培养出一个好的心态。因为知识与智慧的海洋是无边无际的，但喜欢看书和写作的男人却能做到执著追求。追求是一个男人的思想，也是一个男人的行动，永不放弃地追求，无时不刻的在激励男人去战斗。在这种战斗中，使一个男人能够经历风雨的洗礼，成长为一棵参天大树。读书使男人变得的冷静，写作使男人变得成熟。

三、要试着发现生活中的真、善、美

男人到了二十几岁后，就要学会如何去面对生活。现在的人都开始变得浮躁，不懂什么才是“真心”地去生活。 “真”，就是对自己实事求是，不要骗自己，也不要骗别人。“真”，就是诚实做人，诚实做事。“善”，自然是善良的意思了。善待别人，就是在善待自己的生活。“善”其实就在我们每一个人的身边，不要为难别人，不要挖苦别人，不要侮辱别人，就是善良的行为。有时你的一点点善意就能结出一个善果，使你的生活因此而变得幸福。
哲人说，“生活中本不缺少美，缺少的是发现美的眼睛”。是的，生活也的确是如此。不要总在惦记着自己的不幸，这样做只能使你生活的更加不幸。你觉得“不幸”是因为你无法乐观的面对生活，生活总是充满着希望的。只要你常常抬抬头，看看阳光，你就能感受到温暖。在温暖中乐观地去追美好的人生，你自然能够发现美。

四、与有思想的人交朋友

男人到了二十几岁后，就要开始有目的性地去选择朋友了。社会中的人脉关系是非常重要的，你的朋友圈子将对你的人生起着很大的影响。男人要广交朋友，多交诤友，不交损友。所谓诤友就是那些对你有帮助的朋友，而这些人往往自身也很优秀。多交诤友对一个人的生活、工作都是非常有益的。但真正的诤友也不易结交，因为这种朋友需要你付出极大的真诚，发自内心的真诚。
有思想的朋友，他很清楚你有没有把他当作朋友。如果你只是在利用他，他在心中是不会把你当作朋友来看待的。交朋友有时并没有什么目的性，你只是觉得这个人很有思想，值得你与之相交。但往往就是这些有思想的朋友，在你最困难的时候向你伸出他的手。朋友，是一个男人生命中最重要的元素的之一。一个男人要想使自己像一人真正的男人那样活着，就一定要广交朋友，多交诤友。

五、必须改掉自身的不良习惯

男人到了二十几岁后，就必须要改掉自身的不良习惯。不良的习惯是养成的，良好的习惯也是养成。培养自己拥有良好的习惯，就是在改掉自身的不良习惯。如果一个男人到了二十几岁后，身上还有这样那样的不良习惯，那就是一件非常糟糕的事情了。这些不良的习惯会阻碍你人生的发展，生活会因此而失去不少光彩，事业也会因此难以取得更大的成功。
如果你到现在还爱睡懒觉，那么清晨的第一抹阳光永远也不会照到你的笑脸上。如果你到现在还总是拖拖拉拉的，那么你将永远也无法站在冠军的位置上。如果你到现在还不会主动的去学习和工作，那么你的前途只能是一片暗淡无光的灰色。我相信没有哪一个男人想要灰色的人生，所有的男人都期望自己能有一个绚丽多彩的人生。所以为了使自己的人生绚丽多彩，男人到了二十几岁后，就必须要改掉自身的不良习惯。

六、学会忍耐与宽容

男人到了二十几岁后，就要学会忍耐与宽容。在社会中常有许多你无法接受的事情，但这些事情你又不得不接受时，这就需要你的忍耐。忍耐别人其实也是在宽容别人，一个能够宽容别人的男人会显得很大度。成功的男人往往也是一个能够忍辱负重的男人。耐得住寂寞的男人从不甘寂寞，男人的忍耐是为了更好的爆发。对那些说我们是傻瓜的人，说一句“我就是傻瓜”，使他们不知所措吧！对于那些无故指责我们的人，不要与他们争论，因为这样只会使自己变的愤怒。与其去伤害别人，不如去宽容别人，宽容是治疗他人伤口最好的灵丹圣药。

七、保持良好的心态，重视自己的身体

男人到了二十几岁后，就要学会调节自己的心态，重视自己的身体。身体是革命的本钱，心态是验钞机。男人要想获取更多的财富就要拥有一副强健的体魄，男人要想长久的做首富就要拥有一种积极乐观的心态。注意饮食，经常锻练，充足的睡眠，是健康身体的保证。不要患得患失，勤奋拼搏，让心态决定一切。
你可以不用天天去晨跑，其实那也不会占用你多长的时间，需要的只是恒心和毅力。但你一定要时常去运动一下你的身体，散步是一种不错的选择，这样做会使你充满力量。你在冬天可以不用冷水洗澡，其实那也没有什么大不了的，因为我也曾坚持过一个冬天。但你在冬天一定要经常用冷水洗洗脸，这样做不仅可以防止感冒，还能保持一个清醒的头脑。你可以失败，你永远要保持一种求胜的心态，战胜自己你就没有敌人。

八、时刻保持你的微笑，让礼貌成为你的名片

男人到了二十几岁后，要时刻保持你的微笑。笑脸迎人，说明你是一个善良的人，所有的人都愿意与善良的人打交道。不要把苦闷写在你的脸上，这样只会使别人远离你。你是什么样的人，别人通过你是否微笑着与他打招呼来判断。而这种判断对你在人家心中的印象起着很重要的作用。
人们常说“细节决定成败”，而这细节往往就反应在你是不是一个有礼貌的人。有礼貌的人，知道关心别人。别人也会因为你的礼貌与关心，而给你走向成功的机会。 男人的名片是微笑与礼貌，它是男人成就事业的通行证。

九、追求一个自己真正爱的女人，你一辈子也不会后悔

男人到了二十几岁后，慢慢地就会极渴望爱情。这是非常正常的事情，千万不压抑自己这种发自内心的情感。一个男人最傻最可爱的时候就是当他爱上了一个女人的时候。当你爱上一个女人却不知道她会不会爱上你的时候，你一定要选择一个恰当的时间向他表白。至于他是选择接受还选择拒绝那就要看你们之间的缘份和你的努力了。男人一定要明白，女人最渴望的一定是一个深爱着她的男人。
爱情这种事不能强求，男人一定要明白。千万不要因为得不到你的爱情就让你的友情轻易的失去，能与一个自己曾经爱过的女人成为朋友是一件不可多得的好事。爱情之所以神圣不可侵犯，是因为它是人最心甘情愿的选择，它体现的人与人之间的尊重与信任。所以男人一定要尊重你爱着的那个女人的选择，相信她的选择是为了她自己的幸福而做出的决定。只要你曾经追求一个自己真正爱的女人，那么你一辈子也不会后悔。

十、为了自己的事业付出一切

男人到了二十几岁后，一定要为了自己的事业去努力拼搏。男人最重要的就是事业，没有事业的男人不能算作真正的男人。男人的事业不定要轰轰烈烈，但一定要有所成就，能使自己感到骄傲和自豪。一个事业心强的男人，也是一个求胜心与责任心同样强的男人。求胜心强的男人，从不甘平庸。责任心强的男人，从不惧困难。 男人因自己成功的事业而变得高大，从而获得别人的尊重和信任。
作为一个男人，就要为了自己的事业付出一切。要想成功你必须付出，而付出就意味你要失去一些东西。如果你不想为事业付出任何代价，那么你只能失去更多的东西，而且最后还一无所获。

十一、爱情跟事业是可以共同拥有的

男人到了二十几岁后，就应该努力做到爱情跟事业的双丰收。人们常说一个男人如果选择了爱情就会失去事业，如果选择了事业就得不到爱情。其实爱情和事业本就是两回事，爱得轰轰烈烈的男人，一点也不会妨碍其获得成功的事业。一个有爱情滋润的男人一定比一个不知爱情是什么味道的男人更成熟，更有魅力，更有干一番事业的决心。
二十几岁的男人们，千万不要相信那些偏激的人所说的话。就像人们常说的“婚姻是爱情的坟墓”，这种说法太偏激了。婚姻与爱情的区别只是多了一些“柴米油盐”，可以说婚姻才是一种完整的爱情，之前的爱情只是处在一种恋爱的阶段。也只有通过婚姻才能使男人和女人彻底的认识什么是爱情。爱情就是相互理解，相互 鼓励，相互支持。在生活上彼此帮助，在事业上彼此帮助，让爱情跟事业可以双丰收。

十二、学会勇敢一些，去承担起自己肩上的责任

男人到了二十几岁后，要学会勇敢一些，用自己的肩膀去承担起属于自己的那份义不容辞的责任。孝顺父母是一个男人责任，疼爱妻儿是一个男人的责任，成就事业也是一个男人的责任。

十三、永远不要放弃自己，相信自己一定能行

男人到了二十几岁后，就必须做到永远不要放弃自己。别人之所以放弃你，那就因为你已经先放弃了自己。相信只要你不放弃自己，没有哪个人会放弃你或者说没有哪个人能放弃你。相信自己是一个男人战胜一切的力量之源，不相信自己的男人没有成功的理由，因为他的一脚已经跨到了失败的坟墓中。
有一句广告语，这样说“相信自己，力量在心中”。还有一句广告语，这样说“我能”。只要每个人能够做到相信自己，就一定能行。