ETD: 977 The Tip O'Neill Theory; Top Level Domains; Security Issues
E-Tailer's Digest
etd_post at gapent.com
Thu May 11 02:52:02 GMT 2006
E-Tailer's Digest --- Everything for the Retailer
Issue #0977 May 11, 2006
George Matyjewicz, Moderator mailto:georgem at gapent.com
Published by: GAP Enterprises, Ltd. http://www.etailersdigest.com
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CONTENTS
[1] Greetings
[2] The Tip O'Neill Theory
[3] Top Level Domains
[4] Security Issues
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[1] Greetings.
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Hi All:
Today I relate one of my favorite stories about Tip O'Neill which
gives us a great lesson on selling. Ask for the order.
Are you interested in a Top Level Domain? There are some new ones
coming. And if you don't know what they are, see 3 below and learn
how many are registered. Did you know you could get .museum or .aero or .coop?
Security is a major issue today. I can't emphasize enough to be
careful. They are getting smarter every day, and you risk losing
your identity. See 4 below for some helpful hints.
Now, let's get to everything for the retailer.
Sincerely
George Matyjewicz, PhD
Chief Global Strategist, GAP Enterprises, LLC
mailto:georgem at gapent.com
http://www.etailersdigest.com
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[2] The Tip O'Neill Theory
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We have been advising clients on various aspects of business, and the
area that always amazes me is how they handle sales so poorly. It
reminds me of an old story about Massachusetts politician Tip
O'Neill, former Speaker of the House of Representatives of the US
Congress. He would always say hello to his neighbor Mrs.
Cleary. One election day, the conversation went like this:
Mr O'Neill: "Good morning Mrs Cleary. I want to remind you that
today is election day."
Mrs Cleary: "I know Mr O'Neill, and indeed I will be out to vote."
Later that day the conversation went like this:
Mr O'Neill: "Good evening Mrs Cleary. Did you get out to vote."
Mrs Cleary: "Yes I did Mr O'Neill."
Mr O'Neill: "And did you vote for me?"
Mrs Cleary: "No, I did not, Mr O'Neill."
Mr O'Neill: "Oh. Why not?"
Mrs Cleary: "Well, Mr O'Neill, you never asked me to do so."
When he protested that he had known her since he was a child, had
shoveled her walk and cut her grass, and didn't think he had to ask
for her vote, she replied, "Tom, let me tell you something. People
like to be asked." The next day, O'Neill's father ascribed the loss
to Tip's failure to work hard enough in his own neighborhood. His
advice became his son's motto: "All politics is local." Tip O'Neill
never forgot these lessons, and he never again lost a campaign.
That same lesson should be applied to business. How often do we lose
business simply because we don't ask for the order? "Why should I
ask for the order? I showed them what a value it is."
Sometimes people are like Mrs Cleary - they simple have to be
asked. Other times, people can't make their own decisions and need
to be lead into the sale. Use trial closes often. After showing
your products, and ascertaining that they meet the customer's needs,
get out your order pad, and say "let's write up an order for
you." You will be surprised how often you get the order.
If they don't agree at first, you have now opened the door for
objections, which you should be able to overcome. What are the
issues? Price? Quality? Material? etc. Have an answer to overcome
all of them.
Good selling.
George
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[3] Top Level Domains
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We all know about .com, .org, .net and .edu that have been around
forever. Well there are now 13 Top Level Domain (TLD) names and more
may be coming. What I found amazing is that .edu is 8th most
used. New ones like .info, .biz, .name and even .travel all have
more registered than .edu.
If you would like to have a new TLD listed, the process is quite
simple. You apply to Internet Corporation for Assigned Names and
Numbers (ICANN) along with you $50,000 application fee and a $25,000
evaluation fee.
While it costs $75,000 to apply, running a popular domain name can
be lucrative. Verisign Inc. makes hundreds of millions of dollars
from managing the dot-com and dot-net domains.
Here are the TLDs now in existence...
.com...........45,947,615
.net..............6,755,704
.org..............4,149,482
.info.............2,389,902
.biz..............1,280,205
.name.............300,623
.travel...............16,162
.edu...................7,602
.pro....................6,487
.coop.................6,342
.aero..................3,936
.gov....................3,500
.museum............2,877
Total..........60,870,437
There is a lot of controversy about a new TLD .xxx. It has been
proposed to have all porn sites use .xxx, which can then be filtered
easily. The major problem is ICANN is not forcing existing porn
sites to switch to .xxx.
Very soon, we may see some new TLDs.
Here's information on registering for a TLD:
http://www.icann.nl/tlds/new-stld-rfp/new-stld-rfp-24jun03.htm And
here's a WSJ article on the .xxx controversy:
http://online.wsj.com/article/SB114722804052548561.html?mod=todays_us_nonsub_page_one
George
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[4] Security Issues
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I know we have talked about this in the past, but I want to be sure
we address it again, as it is critical for your security. We all get
these e-mails talking about how your bank account needs some
maintenance or some such message. It looks legitimate, even has the
company logo. When you go to the site, it still looks legitimate -
logo, same content as your bank, same look and feel. However, if you
look at the URL, you will see it is not what you thought it was.
I got one from PayPal, which talked about a problem with my
account. The link looked legitimate. It even had the https saying
it was going to a secure
site.
<http://rds.yahoo.com/_ylt=A0Je5VTi9_RDDbAA3TJXNyoA;_ylu=X3oDMTE2ZXYybGFuBGNvbG8DdwRsA1dTMQRwb3MDMQRzZWMDc3IEdnRpZANpMDIxXzQ3/SIG=15j5u6auo/EXP=1140214114/**http%3a//1073187342/~graysong/cpg143/www.paypal.com/cgi-bin/>https://www.paypal.com/cgi-bin/webscr?cmd=_login
DON'T GO THERE! IT'S FOR EXAMPLE ONLY!!!
If you did click on that link, you would go to...
http://1073187342/~graysong/cpg143/www.paypal.com/cgi-bin/ which is
now an error, so somebody must have closed them.
Let's analyze that link:
1. If you use Eudora, you would have been told that the link shown
does not agree with where you are being directed.
2. If you did go there, you would not have seen the https for Secure
Sockets Layer (SSL) technology.
3. You would not have seen the lock on the bottom of the screen in
the right hand corner.
And, if you completed the form, you would have been ripped off.
I can't emphasize enough the issues with this kind of fraud. There
is a lot published on fraud. VeriSign has a great article here...
http://www.verisignsecured.com/fraud/
Be careful.
George
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