THIS WEEK: General Order Number 11, Memorial Day; Question Based Selling
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General Order Number 11 of the Grand Army of the Republic was the document that established Memorial Day, or Decoration Day as it has been also called, as a nationwide observance.
The original of the following document written in his own hand June 1868 by General Logan is in the Logan Family Papers in the Library of Congress. General Logan was then serving in Congress as a Representative from Illinois. We have preserved spelling and punctuation as in the original.
On the 5th of May 1868 as commander in cheif of the Grand Army of the republic, I issued to our comrades throughout the land the following order:
“Head quarters Grand Army of the Republic. Adjutant Generals office No 444, 14th Street Washington, D.C. May 5th 1868.
General Orders No 11.
I. The 30th day of May 1868 is designate for the purpose of strewing with flowers or otherwise decorating the graves of comrades, who died in defense, of their country during the late rebellion, and whose bodies now lie in almost every City, Village, and hamlet, church yard in the land. In this observance no form of ceremony is prescribed, but Posts and comrades will in their own way arrange such fitting services and testimonials of respect as circumstances may permit.
We are organized, comrades, as our regulations tell us for the purpose, among other things ‘ of preserving and strengthining those kind and fraternal feelings, which have bound together the soldiers, sailors and marines who united to suppress the late rebellion.’ What can aid more to assure this result than by cherishing tenderly the memory of our heroic dead, who made their hearts a barricade between our country, and its foes, their soldier lives were the revilee of freedom, to a race in chains, and their deaths the tattoo of rebellious tyranny in arms. We should guard their graves with sacred vigilence, all that the consecrated wealth and toils of the nation can add to their adornment and security, is but a fitting tribute to the memory of her slain defenders. Let no wanton foot tread rudely on such halowed grounds. Let pleasant paths invite the coming and going of reverent vistors and fond mourners. Let no vandalism of averice, or neglect, no ravages of time, testify to the present, or to the coming generations, that we have forgotten, as a people the cost of a free and undivided Republic.
If other eyes grow dull, and other hands black, and other hearts cold, in the solemn trust, ours shall keep it well as long as the light, and warmth, of life remain to us. Let us, then, at the time appointed gather around their sacred remains, and garland the passionless mounds above them with the choicest flowers of Springtime: let us raise above them the dear old flag they saved from dishonor. Let us in this solemn presence renew our pledges to aid and assist those whom they have left among us, a sacred charge upon a nations gratitude the soldiers and sailors widow and orphan.
II- It is the purpose of the commander in cheif to inaugarate this observance with the hope that it will be kept up from year, to year, while a survivor of the war remains, to honor the memory of his departed comrades. He earnestly desires the public press to call attention to this order, and lend its friendly aid in bringing it to the notice of comrades in all parts of the country in time for simultaneous compliance therewith.
III- Department commanders will use every effort to make this order effective”
“Ultimately, selling is a creative act—one that requires salespeople to go out into their respective markets and create business opportunities that otherwise wouldn’t exist.
The difference between success and failure at most companies is not related to the brilliance of whoever outlined the steps of the sales process. The difference between success and failure is more closely related to the execution of the steps within the sales process.
In fact, the more emphatic a salesperson is, the more skeptical prospects tend to become, which creates an interesting challenge for sellers who are desperately trying to differentiate themselves in the marketplace.
Consequently, successfully selling intangibles is largely attributable to a salesperson’s ability to communicate concepts that cause prospects to perceive high levels of value, as opposed to relying on the tangible nature of the product itself.
But, guess what? Even if the product you are selling is indeed tangible, the true value proposition of that product is not.
They are all important, to be sure, but the intangible value that you (the rep) bring to the table is far more important than your product or company.
If you want to increase your probability of success and decrease your risk of failure, then you must learn how to leverage yourself as the biggest asset that could possibly be brought to the sale.
Most salespeople have been taught that the best way to establish value in the eyes of a prospective customer is to simply explain all the wonderful advantages of their product or service. As a result, sellers tend to highlight the features of their proposed solutions, followed by an explanation of their corresponding benefits.
As companies work harder and harder to communicate greater value, the messages being conveyed become less and less impactful.
What companies are attempting to do is differentiate themselves and cause customers to perceive greater value. The
People buy from people.
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