Background: #fff
Foreground: #000
PrimaryPale: #8cf
PrimaryLight: #18f
PrimaryMid: #04b
PrimaryDark: #014
SecondaryPale: #ffc
SecondaryLight: #fe8
SecondaryMid: #db4
SecondaryDark: #841
TertiaryPale: #eee
TertiaryLight: #ccc
TertiaryMid: #999
TertiaryDark: #666
Error: #f88
<!--{{{-->
<div class='toolbar' macro='toolbar [[ToolbarCommands::EditToolbar]]'></div>
<div class='title' macro='view title'></div>
<div class='editor' macro='edit title'></div>
<div macro='annotations'></div>
<div class='editor' macro='edit text'></div>
<div class='editor' macro='edit tags'></div><div class='editorFooter'><span macro='message views.editor.tagPrompt'></span><span macro='tagChooser excludeLists'></span></div>
<!--}}}-->
To get started with this blank [[TiddlyWiki]], you'll need to modify the following tiddlers:
* [[SiteTitle]] & [[SiteSubtitle]]: The title and subtitle of the site, as shown above (after saving, they will also appear in the browser title bar)
* [[MainMenu]]: The menu (usually on the left)
* [[DefaultTiddlers]]: Contains the names of the tiddlers that you want to appear when the TiddlyWiki is opened
You'll also need to enter your username for signing your edits: <<option txtUserName>>
<<importTiddlers>>
<!--{{{-->
<link rel='alternate' type='application/rss+xml' title='RSS' href='index.xml' />
<!--}}}-->
These [[InterfaceOptions]] for customising [[TiddlyWiki]] are saved in your browser

Your username for signing your edits. Write it as a [[WikiWord]] (eg [[JoeBloggs]])

<<option txtUserName>>
<<option chkSaveBackups>> [[SaveBackups]]
<<option chkAutoSave>> [[AutoSave]]
<<option chkRegExpSearch>> [[RegExpSearch]]
<<option chkCaseSensitiveSearch>> [[CaseSensitiveSearch]]
<<option chkAnimate>> [[EnableAnimations]]

----
Also see [[AdvancedOptions]]
<!--{{{-->
<div class='header' role='banner' macro='gradient vert [[ColorPalette::PrimaryLight]] [[ColorPalette::PrimaryMid]]'>
<div class='headerShadow'>
<span class='siteTitle' refresh='content' tiddler='SiteTitle'></span>&nbsp;
<span class='siteSubtitle' refresh='content' tiddler='SiteSubtitle'></span>
</div>
<div class='headerForeground'>
<span class='siteTitle' refresh='content' tiddler='SiteTitle'></span>&nbsp;
<span class='siteSubtitle' refresh='content' tiddler='SiteSubtitle'></span>
</div>
</div>
<div id='mainMenu' role='navigation' refresh='content' tiddler='MainMenu'></div>
<div id='sidebar'>
<div id='sidebarOptions' role='navigation' refresh='content' tiddler='SideBarOptions'></div>
<div id='sidebarTabs' role='complementary' refresh='content' force='true' tiddler='SideBarTabs'></div>
</div>
<div id='displayArea' role='main'>
<div id='messageArea'></div>
<div id='tiddlerDisplay'></div>
</div>
<!--}}}-->
/*{{{*/
body {background:[[ColorPalette::Background]]; color:[[ColorPalette::Foreground]];}

a {color:[[ColorPalette::PrimaryMid]];}
a:hover {background-color:[[ColorPalette::PrimaryMid]]; color:[[ColorPalette::Background]];}
a img {border:0;}

h1,h2,h3,h4,h5,h6 {color:[[ColorPalette::SecondaryDark]]; background:transparent;}
h1 {border-bottom:2px solid [[ColorPalette::TertiaryLight]];}
h2,h3 {border-bottom:1px solid [[ColorPalette::TertiaryLight]];}

.button {color:[[ColorPalette::PrimaryDark]]; border:1px solid [[ColorPalette::Background]];}
.button:hover {color:[[ColorPalette::PrimaryDark]]; background:[[ColorPalette::SecondaryLight]]; border-color:[[ColorPalette::SecondaryMid]];}
.button:active {color:[[ColorPalette::Background]]; background:[[ColorPalette::SecondaryMid]]; border:1px solid [[ColorPalette::SecondaryDark]];}

.header {background:[[ColorPalette::PrimaryMid]];}
.headerShadow {color:[[ColorPalette::Foreground]];}
.headerShadow a {font-weight:normal; color:[[ColorPalette::Foreground]];}
.headerForeground {color:[[ColorPalette::Background]];}
.headerForeground a {font-weight:normal; color:[[ColorPalette::PrimaryPale]];}

.tabSelected {color:[[ColorPalette::PrimaryDark]];
	background:[[ColorPalette::TertiaryPale]];
	border-left:1px solid [[ColorPalette::TertiaryLight]];
	border-top:1px solid [[ColorPalette::TertiaryLight]];
	border-right:1px solid [[ColorPalette::TertiaryLight]];
}
.tabUnselected {color:[[ColorPalette::Background]]; background:[[ColorPalette::TertiaryMid]];}
.tabContents {color:[[ColorPalette::PrimaryDark]]; background:[[ColorPalette::TertiaryPale]]; border:1px solid [[ColorPalette::TertiaryLight]];}
.tabContents .button {border:0;}

#sidebar {}
#sidebarOptions input {border:1px solid [[ColorPalette::PrimaryMid]];}
#sidebarOptions .sliderPanel {background:[[ColorPalette::PrimaryPale]];}
#sidebarOptions .sliderPanel a {border:none;color:[[ColorPalette::PrimaryMid]];}
#sidebarOptions .sliderPanel a:hover {color:[[ColorPalette::Background]]; background:[[ColorPalette::PrimaryMid]];}
#sidebarOptions .sliderPanel a:active {color:[[ColorPalette::PrimaryMid]]; background:[[ColorPalette::Background]];}

.wizard {background:[[ColorPalette::PrimaryPale]]; border:1px solid [[ColorPalette::PrimaryMid]];}
.wizard h1 {color:[[ColorPalette::PrimaryDark]]; border:none;}
.wizard h2 {color:[[ColorPalette::Foreground]]; border:none;}
.wizardStep {background:[[ColorPalette::Background]]; color:[[ColorPalette::Foreground]];
	border:1px solid [[ColorPalette::PrimaryMid]];}
.wizardStep.wizardStepDone {background:[[ColorPalette::TertiaryLight]];}
.wizardFooter {background:[[ColorPalette::PrimaryPale]];}
.wizardFooter .status {background:[[ColorPalette::PrimaryDark]]; color:[[ColorPalette::Background]];}
.wizard .button {color:[[ColorPalette::Foreground]]; background:[[ColorPalette::SecondaryLight]]; border: 1px solid;
	border-color:[[ColorPalette::SecondaryPale]] [[ColorPalette::SecondaryDark]] [[ColorPalette::SecondaryDark]] [[ColorPalette::SecondaryPale]];}
.wizard .button:hover {color:[[ColorPalette::Foreground]]; background:[[ColorPalette::Background]];}
.wizard .button:active {color:[[ColorPalette::Background]]; background:[[ColorPalette::Foreground]]; border: 1px solid;
	border-color:[[ColorPalette::PrimaryDark]] [[ColorPalette::PrimaryPale]] [[ColorPalette::PrimaryPale]] [[ColorPalette::PrimaryDark]];}

.wizard .notChanged {background:transparent;}
.wizard .changedLocally {background:#80ff80;}
.wizard .changedServer {background:#8080ff;}
.wizard .changedBoth {background:#ff8080;}
.wizard .notFound {background:#ffff80;}
.wizard .putToServer {background:#ff80ff;}
.wizard .gotFromServer {background:#80ffff;}

#messageArea {border:1px solid [[ColorPalette::SecondaryMid]]; background:[[ColorPalette::SecondaryLight]]; color:[[ColorPalette::Foreground]];}
#messageArea .button {color:[[ColorPalette::PrimaryMid]]; background:[[ColorPalette::SecondaryPale]]; border:none;}

.popupTiddler {background:[[ColorPalette::TertiaryPale]]; border:2px solid [[ColorPalette::TertiaryMid]];}

.popup {background:[[ColorPalette::TertiaryPale]]; color:[[ColorPalette::TertiaryDark]]; border-left:1px solid [[ColorPalette::TertiaryMid]]; border-top:1px solid [[ColorPalette::TertiaryMid]]; border-right:2px solid [[ColorPalette::TertiaryDark]]; border-bottom:2px solid [[ColorPalette::TertiaryDark]];}
.popup hr {color:[[ColorPalette::PrimaryDark]]; background:[[ColorPalette::PrimaryDark]]; border-bottom:1px;}
.popup li.disabled {color:[[ColorPalette::TertiaryMid]];}
.popup li a, .popup li a:visited {color:[[ColorPalette::Foreground]]; border: none;}
.popup li a:hover {background:[[ColorPalette::SecondaryLight]]; color:[[ColorPalette::Foreground]]; border: none;}
.popup li a:active {background:[[ColorPalette::SecondaryPale]]; color:[[ColorPalette::Foreground]]; border: none;}
.popupHighlight {background:[[ColorPalette::Background]]; color:[[ColorPalette::Foreground]];}
.listBreak div {border-bottom:1px solid [[ColorPalette::TertiaryDark]];}

.tiddler .defaultCommand {font-weight:bold;}

.shadow .title {color:[[ColorPalette::TertiaryDark]];}

.title {color:[[ColorPalette::SecondaryDark]];}
.subtitle {color:[[ColorPalette::TertiaryDark]];}

.toolbar {color:[[ColorPalette::PrimaryMid]];}
.toolbar a {color:[[ColorPalette::TertiaryLight]];}
.selected .toolbar a {color:[[ColorPalette::TertiaryMid]];}
.selected .toolbar a:hover {color:[[ColorPalette::Foreground]];}

.tagging, .tagged {border:1px solid [[ColorPalette::TertiaryPale]]; background-color:[[ColorPalette::TertiaryPale]];}
.selected .tagging, .selected .tagged {background-color:[[ColorPalette::TertiaryLight]]; border:1px solid [[ColorPalette::TertiaryMid]];}
.tagging .listTitle, .tagged .listTitle {color:[[ColorPalette::PrimaryDark]];}
.tagging .button, .tagged .button {border:none;}

.footer {color:[[ColorPalette::TertiaryLight]];}
.selected .footer {color:[[ColorPalette::TertiaryMid]];}

.error, .errorButton {color:[[ColorPalette::Foreground]]; background:[[ColorPalette::Error]];}
.warning {color:[[ColorPalette::Foreground]]; background:[[ColorPalette::SecondaryPale]];}
.lowlight {background:[[ColorPalette::TertiaryLight]];}

.zoomer {background:none; color:[[ColorPalette::TertiaryMid]]; border:3px solid [[ColorPalette::TertiaryMid]];}

.imageLink, #displayArea .imageLink {background:transparent;}

.annotation {background:[[ColorPalette::SecondaryLight]]; color:[[ColorPalette::Foreground]]; border:2px solid [[ColorPalette::SecondaryMid]];}

.viewer .listTitle {list-style-type:none; margin-left:-2em;}
.viewer .button {border:1px solid [[ColorPalette::SecondaryMid]];}
.viewer blockquote {border-left:3px solid [[ColorPalette::TertiaryDark]];}

.viewer table, table.twtable {border:2px solid [[ColorPalette::TertiaryDark]];}
.viewer th, .viewer thead td, .twtable th, .twtable thead td {background:[[ColorPalette::SecondaryMid]]; border:1px solid [[ColorPalette::TertiaryDark]]; color:[[ColorPalette::Background]];}
.viewer td, .viewer tr, .twtable td, .twtable tr {border:1px solid [[ColorPalette::TertiaryDark]];}

.viewer pre {border:1px solid [[ColorPalette::SecondaryLight]]; background:[[ColorPalette::SecondaryPale]];}
.viewer code {color:[[ColorPalette::SecondaryDark]];}
.viewer hr {border:0; border-top:dashed 1px [[ColorPalette::TertiaryDark]]; color:[[ColorPalette::TertiaryDark]];}

.highlight, .marked {background:[[ColorPalette::SecondaryLight]];}

.editor input {border:1px solid [[ColorPalette::PrimaryMid]];}
.editor textarea {border:1px solid [[ColorPalette::PrimaryMid]]; width:100%;}
.editorFooter {color:[[ColorPalette::TertiaryMid]];}
.readOnly {background:[[ColorPalette::TertiaryPale]];}

#backstageArea {background:[[ColorPalette::Foreground]]; color:[[ColorPalette::TertiaryMid]];}
#backstageArea a {background:[[ColorPalette::Foreground]]; color:[[ColorPalette::Background]]; border:none;}
#backstageArea a:hover {background:[[ColorPalette::SecondaryLight]]; color:[[ColorPalette::Foreground]]; }
#backstageArea a.backstageSelTab {background:[[ColorPalette::Background]]; color:[[ColorPalette::Foreground]];}
#backstageButton a {background:none; color:[[ColorPalette::Background]]; border:none;}
#backstageButton a:hover {background:[[ColorPalette::Foreground]]; color:[[ColorPalette::Background]]; border:none;}
#backstagePanel {background:[[ColorPalette::Background]]; border-color: [[ColorPalette::Background]] [[ColorPalette::TertiaryDark]] [[ColorPalette::TertiaryDark]] [[ColorPalette::TertiaryDark]];}
.backstagePanelFooter .button {border:none; color:[[ColorPalette::Background]];}
.backstagePanelFooter .button:hover {color:[[ColorPalette::Foreground]];}
#backstageCloak {background:[[ColorPalette::Foreground]]; opacity:0.6; filter:alpha(opacity=60);}
/*}}}*/
/*{{{*/
* html .tiddler {height:1%;}

body {font-size:.75em; font-family:arial,helvetica; margin:0; padding:0;}

h1,h2,h3,h4,h5,h6 {font-weight:bold; text-decoration:none;}
h1,h2,h3 {padding-bottom:1px; margin-top:1.2em;margin-bottom:0.3em;}
h4,h5,h6 {margin-top:1em;}
h1 {font-size:1.35em;}
h2 {font-size:1.25em;}
h3 {font-size:1.1em;}
h4 {font-size:1em;}
h5 {font-size:.9em;}

hr {height:1px;}

a {text-decoration:none;}

dt {font-weight:bold;}

ol {list-style-type:decimal;}
ol ol {list-style-type:lower-alpha;}
ol ol ol {list-style-type:lower-roman;}
ol ol ol ol {list-style-type:decimal;}
ol ol ol ol ol {list-style-type:lower-alpha;}
ol ol ol ol ol ol {list-style-type:lower-roman;}
ol ol ol ol ol ol ol {list-style-type:decimal;}

.txtOptionInput {width:11em;}

#contentWrapper .chkOptionInput {border:0;}

.externalLink {text-decoration:underline;}

.indent {margin-left:3em;}
.outdent {margin-left:3em; text-indent:-3em;}
code.escaped {white-space:nowrap;}

.tiddlyLinkExisting {font-weight:bold;}
.tiddlyLinkNonExisting {font-style:italic;}

/* the 'a' is required for IE, otherwise it renders the whole tiddler in bold */
a.tiddlyLinkNonExisting.shadow {font-weight:bold;}

#mainMenu .tiddlyLinkExisting,
	#mainMenu .tiddlyLinkNonExisting,
	#sidebarTabs .tiddlyLinkNonExisting {font-weight:normal; font-style:normal;}
#sidebarTabs .tiddlyLinkExisting {font-weight:bold; font-style:normal;}

.header {position:relative;}
.header a:hover {background:transparent;}
.headerShadow {position:relative; padding:4.5em 0 1em 1em; left:-1px; top:-1px;}
.headerForeground {position:absolute; padding:4.5em 0 1em 1em; left:0; top:0;}

.siteTitle {font-size:3em;}
.siteSubtitle {font-size:1.2em;}

#mainMenu {position:absolute; left:0; width:10em; text-align:right; line-height:1.6em; padding:1.5em 0.5em 0.5em 0.5em; font-size:1.1em;}

#sidebar {position:absolute; right:3px; width:16em; font-size:.9em;}
#sidebarOptions {padding-top:0.3em;}
#sidebarOptions a {margin:0 0.2em; padding:0.2em 0.3em; display:block;}
#sidebarOptions input {margin:0.4em 0.5em;}
#sidebarOptions .sliderPanel {margin-left:1em; padding:0.5em; font-size:.85em;}
#sidebarOptions .sliderPanel a {font-weight:bold; display:inline; padding:0;}
#sidebarOptions .sliderPanel input {margin:0 0 0.3em 0;}
#sidebarTabs .tabContents {width:15em; overflow:hidden;}

.wizard {padding:0.1em 1em 0 2em;}
.wizard h1 {font-size:2em; font-weight:bold; background:none; padding:0; margin:0.4em 0 0.2em;}
.wizard h2 {font-size:1.2em; font-weight:bold; background:none; padding:0; margin:0.4em 0 0.2em;}
.wizardStep {padding:1em 1em 1em 1em;}
.wizard .button {margin:0.5em 0 0; font-size:1.2em;}
.wizardFooter {padding:0.8em 0.4em 0.8em 0;}
.wizardFooter .status {padding:0 0.4em; margin-left:1em;}
.wizard .button {padding:0.1em 0.2em;}

#messageArea {position:fixed; top:2em; right:0; margin:0.5em; padding:0.5em; z-index:2000; _position:absolute;}
.messageToolbar {display:block; text-align:right; padding:0.2em;}
#messageArea a {text-decoration:underline;}

.tiddlerPopupButton {padding:0.2em;}
.popupTiddler {position: absolute; z-index:300; padding:1em; margin:0;}

.popup {position:absolute; z-index:300; font-size:.9em; padding:0; list-style:none; margin:0;}
.popup .popupMessage {padding:0.4em;}
.popup hr {display:block; height:1px; width:auto; padding:0; margin:0.2em 0;}
.popup li.disabled {padding:0.4em;}
.popup li a {display:block; padding:0.4em; font-weight:normal; cursor:pointer;}
.listBreak {font-size:1px; line-height:1px;}
.listBreak div {margin:2px 0;}

.tabset {padding:1em 0 0 0.5em;}
.tab {margin:0 0 0 0.25em; padding:2px;}
.tabContents {padding:0.5em;}
.tabContents ul, .tabContents ol {margin:0; padding:0;}
.txtMainTab .tabContents li {list-style:none;}
.tabContents li.listLink { margin-left:.75em;}

#contentWrapper {display:block;}
#splashScreen {display:none;}

#displayArea {margin:1em 17em 0 14em;}

.toolbar {text-align:right; font-size:.9em;}

.tiddler {padding:1em 1em 0;}

.missing .viewer,.missing .title {font-style:italic;}

.title {font-size:1.6em; font-weight:bold;}

.missing .subtitle {display:none;}
.subtitle {font-size:1.1em;}

.tiddler .button {padding:0.2em 0.4em;}

.tagging {margin:0.5em 0.5em 0.5em 0; float:left; display:none;}
.isTag .tagging {display:block;}
.tagged {margin:0.5em; float:right;}
.tagging, .tagged {font-size:0.9em; padding:0.25em;}
.tagging ul, .tagged ul {list-style:none; margin:0.25em; padding:0;}
.tagClear {clear:both;}

.footer {font-size:.9em;}
.footer li {display:inline;}

.annotation {padding:0.5em; margin:0.5em;}

* html .viewer pre {width:99%; padding:0 0 1em 0;}
.viewer {line-height:1.4em; padding-top:0.5em;}
.viewer .button {margin:0 0.25em; padding:0 0.25em;}
.viewer blockquote {line-height:1.5em; padding-left:0.8em;margin-left:2.5em;}
.viewer ul, .viewer ol {margin-left:0.5em; padding-left:1.5em;}

.viewer table, table.twtable {border-collapse:collapse; margin:0.8em 1.0em;}
.viewer th, .viewer td, .viewer tr,.viewer caption,.twtable th, .twtable td, .twtable tr,.twtable caption {padding:3px;}
table.listView {font-size:0.85em; margin:0.8em 1.0em;}
table.listView th, table.listView td, table.listView tr {padding:0 3px 0 3px;}

.viewer pre {padding:0.5em; margin-left:0.5em; font-size:1.2em; line-height:1.4em; overflow:auto;}
.viewer code {font-size:1.2em; line-height:1.4em;}

.editor {font-size:1.1em;}
.editor input, .editor textarea {display:block; width:100%; font:inherit;}
.editorFooter {padding:0.25em 0; font-size:.9em;}
.editorFooter .button {padding-top:0; padding-bottom:0;}

.fieldsetFix {border:0; padding:0; margin:1px 0px;}

.zoomer {font-size:1.1em; position:absolute; overflow:hidden;}
.zoomer div {padding:1em;}

* html #backstage {width:99%;}
* html #backstageArea {width:99%;}
#backstageArea {display:none; position:relative; overflow: hidden; z-index:150; padding:0.3em 0.5em;}
#backstageToolbar {position:relative;}
#backstageArea a {font-weight:bold; margin-left:0.5em; padding:0.3em 0.5em;}
#backstageButton {display:none; position:absolute; z-index:175; top:0; right:0;}
#backstageButton a {padding:0.1em 0.4em; margin:0.1em;}
#backstage {position:relative; width:100%; z-index:50;}
#backstagePanel {display:none; z-index:100; position:absolute; width:90%; margin-left:3em; padding:1em;}
.backstagePanelFooter {padding-top:0.2em; float:right;}
.backstagePanelFooter a {padding:0.2em 0.4em;}
#backstageCloak {display:none; z-index:20; position:absolute; width:100%; height:100px;}

.whenBackstage {display:none;}
.backstageVisible .whenBackstage {display:block;}
/*}}}*/
/***
StyleSheet for use when a translation requires any css style changes.
This StyleSheet can be used directly by languages such as Chinese, Japanese and Korean which need larger font sizes.
***/
/*{{{*/
body {font-size:0.8em;}
#sidebarOptions {font-size:1.05em;}
#sidebarOptions a {font-style:normal;}
#sidebarOptions .sliderPanel {font-size:0.95em;}
.subtitle {font-size:0.8em;}
.viewer table.listView {font-size:0.95em;}
/*}}}*/
/*{{{*/
@media print {
#mainMenu, #sidebar, #messageArea, .toolbar, #backstageButton, #backstageArea {display: none !important;}
#displayArea {margin: 1em 1em 0em;}
noscript {display:none;} /* Fixes a feature in Firefox 1.5.0.2 where print preview displays the noscript content */
}
/*}}}*/
<!--{{{-->
<div class='toolbar' role='navigation' macro='toolbar [[ToolbarCommands::ViewToolbar]]'></div>
<div class='title' macro='view title'></div>
<div class='subtitle'><span macro='view modifier link'></span>, <span macro='view modified date'></span> (<span macro='message views.wikified.createdPrompt'></span> <span macro='view created date'></span>)</div>
<div class='tagging' macro='tagging'></div>
<div class='tagged' macro='tags'></div>
<div class='viewer' macro='view text wikified'></div>
<div class='tagClear'></div>
<!--}}}-->
There are different possible strategies to approach an opportunity:

* [[Frontal attack strategy]]
* [[Flank attack strategy]]
* [[Fragmented attack strategy]]
* [[Defend attack strategy]]
* [[Develop attack strategy]]

You can easily choose your strategy with the following flow chart:

<<image /static/files/MBI/Module%2020/flowchartopportunities.jpg width:800>>
/***
|''Name''|RefreshTiddlerCommand|
|''Version''|0.3.0|
***/
//{{{
(function($) {

var cmd = config.commands.refreshTiddler = {
	text: "refresh",
	locale: {
		refreshing: "Refreshing tiddler..."
	},
	tooltip: "refresh this tiddler to be the one on the server",
	handler: function(ev, src, title) {
		var tiddler = store.getTiddler(title);
		if(!tiddler) {
			tiddler = new Tiddler(title);
			merge(tiddler.fields, config.defaultCustomFields);
		}
		$(story.getTiddler(title)).find(".viewer").
			empty().text(cmd.locale.refreshing);
		var dirtyStatus = store.isDirty();
		story.loadMissingTiddler(title, {
			"server.workspace": tiddler.fields["server.recipe"]  ? "recipes/" + tiddler.fields["server.recipe"] :
				tiddler.fields["server.workspace"] || "bags/"+tiddler.fields["server.bag"],
			"server.host": tiddler.fields["server.host"],
			"server.type": tiddler.fields["server.type"]
		}, function() {
			store.setDirty(dirtyStatus);
		});
	}
};

})(jQuery);
//}}}
In [[How you make the sale]] a trial close is defined as an agreement trhat something has been solved. The agreement is the close. You are closing on the proposition that "I have solved this part of your problem"

* What do you think?
* So, how does that sound?
* Does our proposal solve your need?
<svg xmlns="http://www.w3.org/2000/svg" xmlns:xl="http://www.w3.org/1999/xlink" version="1.1" viewBox="72 648 70 70" 
width="30" height="30">
<g stroke="none" stroke-opacity="1" stroke-dasharray="none" fill="none" fill-opacity="1">
	<g>
		<path d="M 77.59005 669.34003 C 71.532745 681.90424 73.714462 697.4441 84.135193 707.86475 
		C 97.315445 721.0451 118.684715 721.0451 131.8649 707.86475 
		C 145.04515 694.68457 145.04515 673.31537 131.8649 660.13513 
		C 121.4441 649.7141 105.90419 647.53253 93.339905 653.5899 L 102.047455 662.2976 
		C 109.58637 660.2373 117.987976 662.16803 123.90997 668.08997 
		C 132.69673 676.8767 132.69673 691.12317 123.90997 699.90985 
		C 115.12313 708.6966 100.87699 708.6966 92.09012 699.90985 
		C 86.168266 693.98804 84.23744 685.58643 86.297653 678.04755 Z M 72 648 L 72 668.25 L 78.75 661.49957 
		L 99.00019 681.7502 L 105.750175 675.00006 L 85.50013 654.75012 L 92.249985 648 Z" fill="black"
		class="glyph"/>
	</g>
</g>
</svg>
A [[SiteIcon|SiteIcon tiddler]]@glossary helps provide some identity to your space.  Ideally it'd be a square and a minimum of 48*48 pixels size.  You can upload your site icon using the uploader below.

<<binaryUploadPublic title:SiteIcon>>
A ''//Defend attack//'' is not really an attack but a strategy that aims to protect your existing position against competitive attacks. Take the high ground and go to the executive to show the value of your solution.

Possible actions:
* Insulate
* Build a fortress
* Support your allies
* Extend your perimeter
* Improve your relationship with all departments to deprive competition
* Engage the competition in a series of benchmarking and tests weakening their attempt to go into your departments
Closed questions are questions that ask for an immediate clear answer. "Yes", "No". Closed questions can be useful when you know the customer and you probe further into his needs taking the lead in the conversation.
<<formTiddler [[NewBookTemplate]]>><data>{"Author":"David Subbet","Title":"Visual Meetings","Rating":"***","ReadingCompleted":true}</data>
<html>
<iframe src="http://rcm.amazon.com/e/cm?t=httptiddlyweb-20&o=1&p=8&l=as1&asins=0470601787&ref=tf_til&fc1=000000&IS2=1&lt1=_blank&m=amazon&lc1=0000FF&bc1=000000&bg1=FFFFFF&npa=1&f=ifr" style="width:120px;height:240px;" scrolling="no" marginwidth="0" marginheight="0" frameborder="0"></iframe>
</html>

Tip during the [[M16-Sales and Negotiation]] block.
!Behavior control
*Salespeople are held accountable for their behaviors - the results are expected to follow (at least in the long term)
* High control of behaviors by firm
*Firm knows (or believes it know) critical success factors
*Need to measure these behaviors
!Behavior Measures
* Calls
** Number of calls
** Number of planned calls
** Number of unplanned calls
* Time & time utilization
** Days worked
** Calls per day
** Selling time versus nonselling time
* Nonselling activities
** Letters written to prospects
** Number of formal proposals developed
** Advertising displays set up
** Number of meetings held with distributors/dealers
** Number of training sessions for distributors/dealers/customers
** Number of service calls made
A compelling event is a reason to act. It has a defined date and is a direct response to a business pressure. The compelling event (or lack of one) for a particular project or opportunity might just be most insightful piece of information about its likelihood of success.
The hourglass questioning pattern is mariage of the [[Funnel|The Funnel Questioning Pattern]] and the [[Tipi|The Tipi Questioning Pattern]]. The conversation begins with an open question, then moves to a closed question as the focus narrows. The closed questions identify new issues of concerns and start the room for a new topic.

<<image /static/files/MBI/Module%2016/Hour%20glass.jpg width:200>>
In the [[Decision Making Unit (DMU)]] the different roles can perceive your offering in different ways. Perceivers of ''trouble'' believe your value proposition will bring them out the problematic situations they experience today

<<image /static/files/MBI/Module%2020/Perceiveroftrouble.png width:300>>

|Perceives|Trouble|
|Probability of action|High|
|Trigger words|Problems, Dissatisfaction, Does not work|
|Your product|Quickest to remove the perceived problem|
@@Please do not modify this tiddler; it was created automatically upon space creation.@@
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According to sociologists and anthropologists, one of the most widespread and basic norms of human culture is the rule of reciprocation. ''The rule is that if someone does something for you, you will want to do something in return''.  This is commonly know as “you scratch my back I’ll scratch your back”.

This sense of future obligation ensures that relationships continue, and that transactions and/or exchanges that are beneficial to society continue.

The decision to comply with someone's request is frequently based upon the Rule of Reciprocity. Again, a possible and profitable tactic to gain probable compliance would be to give something to someone before asking for a favor in return.

The opportunity to exploit this tactic is due to three characteristics of the Rule of Reciprocity:
!The key to using the Rule of Reciprocity
# ''The rule is extremely powerful'', often overwhelming the influence of other factors that normally determine compliance with a request.
# The rule applies even ''to uninvited first favors'', which reduces our ability to decide whom we wish to owe and putting the choice in the hands of others
# The rule can ''spur unequal exchanges''. That is; to be rid of the uncomfortable feeling of indebtedness, an individual will often agree to a request for a substantially larger favor, than the one he or she first received. 

Another way in which the Rule of Reciprocity can increase compliance involves a simple variation on the basic theme: instead of providing a favor first that stimulates a returned favor, an individual can make instead an initial concession that stimulates a return concession. These are described in two variants below:

[[The "Rejection then retreat" variant of reciprocity]]
[[The "Large then smaller" variant of reciprocity]]

!Resisting the rule of reciprocity
The best defense against manipulation by the use of the Rule of Reciprocity to gain compliance is not the total rejection of initial offers by others. But rather, accepting initial favors or concessions in good faith, while also remaining prepared to see through them as tricks should they later be proven so. Once they are seen in this way, there is no longer a need to feel the necessity to respond with a favor or concession.

!Practical tips
# When you ask for something, always start with something big. Move than to something smaller
# Provide gifts/favours to your customers

<<tiddler [[Robert Cialdini on reciprocity]]>>
/***
|''Name''|TiddlyFileImporter|
|''Version''|0.3.8|
|''Author''|Ben Gillies|
|''Type''|plugin|
|''Description''|Upload a TiddlyWiki file to TiddlyWeb, and import the tiddlers.|
!Usage
Upload a TiddlyWiki file to TiddlyWeb, and import the tiddlers.
!Requires
tiddlyweb
tiddlywebplugins.reflector
!Code
***/
//{{{
(function($){
if(!version.extensions.TiddlyFileImporter)
{ //# ensure that the plugin is only installed once
	version.extensions.TiddlyFileImporter = { installed: true };
}

config.macros.fileImport = {
	reflectorURI: '/reflector?csrf_token=%0',
	incorrectTypeError: 'Incorrect File Type. You must upload a TiddlyWiki',
	uploadLabel: 'Upload',
	uploadLabelPrompt: 'Import tiddlers from this TiddlyWiki',
	step1FileText: 'File:',
	step1PostText: 'In the next screen you will select the tiddlers to import.',
	step1Title: 'Step 1: Pick a TiddlyWiki to import',
	step1TypeChooser: 'Import From:',
	step3Html: ['<input type="hidden" name="markList" />',
		'<input type="hidden" checked="true" name="chkSync" />',
		'<input type="hidden" name="chkSave" />',
		'<input type="hidden" name="txtSaveTiddler" />'].join(),

	handler: function(place, macroName, params, wikifier, paramString) {
		var wizard = new Wizard();
		wizard.createWizard(place, 'Import a TiddlyWiki');
		this.restart(wizard);
	},

	restart: function(wizard) {
		var me = config.macros.fileImport;
		wizard.addStep(me.step1Title, ['<input type="hidden" ',
			'name="markList" />'].join(""));
		var markList = wizard.getElement('markList');
		var uploadWrapper = document.createElement('div');
		markList.parentNode.insertBefore(uploadWrapper, markList);
		uploadWrapper.setAttribute('refresh', 'macro');
		uploadWrapper.getAttribute('macroName', 'fileImport');
		var iframeName = 'reflectorImporter' + Math.random().toString();
		me.createForm(uploadWrapper, wizard, iframeName);
		$(uploadWrapper).append('<p>' + me.step1PostText + '</p>');
		wizard.setValue('serverType', 'tiddlyweb');
		wizard.setValue('adaptor', new config.adaptors.file());
		wizard.setValue('host', config.defaultCustomFields['server.host']);
		wizard.setValue('context', {});
		var iframe = $(['<iframe name="' + iframeName + '" ',
			'style="display: none" />'].join("")).appendTo(uploadWrapper);
		var onSubmit = function(ev) {
			var uploadType = $('select[name=uploadtype]', wizard.formElem).val();
			if (uploadType == "file") {
				// set an onload ready to hijack the form
				me.setOnLoad(uploadWrapper, wizard, iframe[0]);
				wizard.importType = 'file';
				wizard.formElem.submit();
			} else {
				var csrf_token = config.extensions.tiddlyspace.getCSRFToken();
				$.ajax({
					url: "%0/reflector?csrf_token=%1".format(
						config.defaultCustomFields["server.host"], csrf_token),
					type: "POST",
					dataType: "text",
					data: {
						uri: $("input", ".importFrom", wizard.formElem).val()
					},
					success: function(data, txtStatus, xhr) {
						wizard.POSTResponse = data;
						me.importTiddlers(uploadWrapper, wizard);
					},
					error: function(xhr, txtStatus, error) {
						displayMessage(["There was an error fetching the ",
							'url: ', txtStatus].join(""));
						me.restart(wizard);
					}
				});
				return false;
			}
		};
		wizard.setButtons([{
			caption: me.uploadLabel,
			tooltip: me.uploadLabelPrompt,
			onClick: onSubmit
		}]);
		$(wizard.formElem).submit(function(ev) {
			onSubmit(ev);
			ev.preventDefault();
		});
	},

	createForm: function(place, wizard, iframeName) {
		var form = wizard.formElem;
		var me = config.macros.fileImport;
		form.action = me.reflectorURI.format(
			config.extensions.tiddlyspace.getCSRFToken());
		form.enctype = 'multipart/form-data';
		form.encoding = 'multipart/form-data';
		form.method = 'POST';
		form.target = iframeName;
		onSelectChange = function(e) {
			var changeTo = $(this).val();
			if (changeTo == "file") {
				$(".importFrom").html('%0 <input type="file" name="file" />'.
					format(me.step1FileText));
			} else {
				$(".importFrom").html('URL: <input type="text" name="uri" />'
					+ ' Do you want <a target="_blank" href="http://faq.tiddlyspace.com/How%20do%20I%20include%2Fexclude%20spaces%3F">inclusion</a> instead?');
			}
		};
		$(place).append('<span>%0</span>'.format(me.step1TypeChooser)).
			append($(['<select name="uploadtype"><option value="file" selected="selected">file',
				'<option value="uri">url</select>'].join("")).change(onSelectChange)).
			append('<div class="importFrom">%0<input type="file" name="file" /></div>'.
					format(me.step1FileText));
	},

	setOnLoad: function(place, wizard, iframe) {
		var me = config.macros.fileImport;
		var loadHandler = function() {
			me.importTiddlers.apply(this, [place, wizard, iframe]);
		};
		iframe.onload = loadHandler;
		completeReadyStateChanges = 0;
		iframe.onreadystatechange = function() {
			if (++(completeReadyStateChanges) == 5) {
				loadHandler();
			}
		};
	},

	importTiddlers: function(place, wizard, iframe) {
		var tmpStore = new TiddlyWiki();
		var POSTedWiki = "";
		if (wizard.importType == "file") {
			try {
				POSTedWiki= iframe.contentWindow
					.document.documentElement.innerHTML;
			} catch(e) {
				displayMessage(config.macros.fileImport.incorrectTypeError);
				config.macros.fileImport.restart(wizard);
				return;
			}
			// now we are done, so remove the iframe
			$(iframe).remove();
		} else {
			POSTedWiki = wizard.POSTResponse;
		}

		tmpStore.importTiddlyWiki(POSTedWiki);
		var newTiddlers = tmpStore.getTiddlers();
		var workspace = config.defaultCustomFields['server.workspace'];
		var context = {
			status: true,
			statusText: 'OK',
			httpStatus: 200,
			adaptor: wizard.getValue('adaptor'),
			tiddlers: newTiddlers
		};
		context.adaptor.store = tmpStore;
		wizard.setValue('context', context);
		wizard.setValue('workspace', workspace);
		wizard.setValue('inFileImport', true);
		config.macros.importTiddlers.onGetTiddlerList(context, wizard);
	}
};

var _onGetTiddler = config.macros.importTiddlers.onGetTiddler;
config.macros.importTiddlers.onGetTiddler = function(context, wizard) {
	if (wizard.getValue('inFileImport')) {
		var me = config.macros.importTiddlers;
		if(!context.status)
			displayMessage("Error in importTiddlers.onGetTiddler: " + context.statusText);
		var tiddler = context.tiddler;
		var fields = tiddler.fields;
		merge(fields, config.defaultCustomFields);
		fields["server.workspace"] = wizard.getValue('workspace');
		delete fields['server.permissions'];
		delete fields['server.bag'];
		fields['server.page.revision'] = 'false';
		delete fields['server.recipe'];
		fields.changecount = 1;
		store.suspendNotifications();
		store.saveTiddler(tiddler.title, tiddler.title, tiddler.text,
			tiddler.modifier, tiddler.modified, tiddler.tags, tiddler.fields,
			false, tiddler.created);
		store.resumeNotifications();
		var remainingImports = wizard.getValue("remainingImports")-1;
		wizard.setValue("remainingImports",remainingImports);
		if(remainingImports === 0) {
			if(context.isSynchronous) {
				store.notifyAll();
				refreshDisplay();
			}
			wizard.setButtons([
					{caption: me.doneLabel, tooltip: me.donePrompt, onClick: me.onClose}
				],me.statusDoneImport);
			autoSaveChanges();
		}
	} else {
		_onGetTiddler.apply(this, arguments);
	}
};

var _onCancel = config.macros.importTiddlers.onCancel;
config.macros.importTiddlers.onCancel = function(e)
{
	var wizard = new Wizard(this);
	if (!wizard.getValue('inFileImport')) {
		return _onCancel.apply(this, arguments);
	}
	var place = wizard.clear();
	config.macros.fileImport.restart(wizard);
	return false;
};

var _step3Html = config.macros.importTiddlers.step3Html;
var _onGetTiddlerList = config.macros.importTiddlers.onGetTiddlerList;
config.macros.importTiddlers.onGetTiddlerList = function(context, wizard) {
	var fileImport = config.macros.fileImport;
	var importTiddlers = config.macros.importTiddlers;
	if (wizard.getValue('inFileImport')) {
		importTiddlers.step3Html = fileImport.step3Html;
	} else {
		importTiddlers.step3Html = _step3Html;
	}
	_onGetTiddlerList.apply(this, arguments);
};
})(jQuery);
//}}}
''Every time you ask someone to buy something you ask them to make a change...''

People react very different to change. It can be viewed by them as a threat or as an opportunity. The buyers perception is determined by:
* Immediate business situation
* How proposal will change that situation
* Whether or not that change will make the needed impact

See also: [[Kotter's 8-Step Change Model - Change Management Training from MindTools.com]]@management
According to the Principle of Scarcity people assign more value to opportunities when they are less available. The idea of potential loss plays a large role in human decision making. In fact, ''people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value''. For instance:
* Homeowners told how much money they could lose from inadequate insulation are more likely to insulate their homes than those told how much money they could save.
* Similar results have been obtained by health researchers: Pamphlets urging young women to check for breast cancer through self-examinations are significantly more successful if they state their case in terms of what stands to be lost (e.g., “You can lose severalpotential health benefits by failing to spend only five minutes each month..)

!The key to using the principle of scarcity
The use of this principle for profit can be seen in such high-pressure sales techniques as only a "limited number" now available and a "deadline" set for an offer. Such tactics attempt to persuade people that number and/or time restrict access to what is offered. The scarcity principle holds true for two reasons:
# Things difficult to attain are typically more valuable. According to the [[Psychological reactance]]@psychology theory ''people respond to the loss of freedom by wanting to have it more''. And the availability of an item or experience can serve as a shortcut clue or cue to its quality.
# When something becomes less accessible, the freedom to have it may be lost. 

In addition to its effect on the valuation of commodities, the Principle of Scarcity also applies to the way that information is evaluated. Research indicates that the ''act of limiting access to a message may cause individuals to want it more and to become increasingly favorable to it''. The latter of these findings, that ''limited information is more persuasive'' seems the most interesting. In the case of censorship, this effect occurs even when the message has not been received. When a message has been received, it is more effective if it is perceived to consist of some type of exclusive information.

The scarcity principle is more likely to hold true under two optimizing conditions
# Scarce items are heightened in value when they are newly scarce. That is things have higher value when they have become recently restricted more than those than those things that were restricted all along have.
# People are most attracted to scarce resources when they compete with others for them. 
## The book mentions a 'cookie jar' experiments which demonstrated that students liked extra cookies they got //better// when they where told the cookies where scarce due to social demand.

!Resisting the rule of scarcity
It is difficult to prepare ourselves cognitively against scarcity pressures because they have an emotional quality that makes thinking difficult. In defense, we might attempt to be alert regarding the sudden rush of emotions in situations involving scarcity. Perhaps this awareness may allow us to remain calm and take steps to assess the merits of an opportunity in terms of why we really want and objectively need. 

People are much more sensitive to potential losses than to potential gains (Hobfoll, 2001). Therefore opportunities seem more valuable to us when they are less available (p.200).

!Practical tips
* Create scarcity in available //amount// (first <n> samples are for free, google wave limited beta)
* Create scarcity in //time// (this offer holds today, offer valid until...)
* Create scarcity in limited access

!Examples on how to use the rule of scarcity 
* Example: A salesperson can easily secure a commitment to purchase an item when it is presumed that the item is unavailable, while the information that a desired item is in good supply can make it less attractive (Schwarz, 1984).
* Example: After the passage of a law to ban phosphate laundry detergent was passed in Dade County, Florida, Miami residents came to believe that phosphate detergents were gentler, more effective in cold water, better whiteners and fresheners, more powerful on stains, and easier to pour than non-phosphate detergents (Mazis, 1975).
* Example: College students had a greater desire to read a book, and a greater belief that they would enjoy the book, when they were informed that it was “for adults only, restricted to those 21 years and older” (Zellinger, Fromkin, Speller, & Kohn, 1974).
* Example: People become more sympathetic to arguments when they learn that the argument has been censored—even when they have never been exposed to the argument’s justifications (Worchel, Arnold, & Baker, 1975).
* Example: People given a cookie from a full jar enjoy it less and report that it is lower quality than an identical cookie from a mostly empty jar (Worchel, Lee, & Adewole, 1975).

<<tiddler [[Demonstration of the rule of scarcity]]>>
How many sales persons do you need?


* ''Method 1, The Call Model: Calculate required sales visits?''
* ''Method 2, The Financial Model: Calculate how many sales people you can afford?''
* ''Method 3, The Funnel Model: Calculate how many sales people you can afford?"
/***
!Description
due to bug in nodejs tags within a pre tag are interpretted as html rather than text. This fixes that with one line of code.
***/
$(document).ready(function() {
//$("#text-html pre").each(function(i, el) { var html = $(el).html(); $(el).text(html) });
});
<!DOCTYPE html>
<html lang="en">
<head>
	<meta charset="UTF-8">
	<meta http-equiv="X-UA-Compatible" content="IE=edge,chrome=1">
	<title>Reply</title>
	<link rel="stylesheet" href="//tiddlyspace.com/bags/benspa_public/tiddlers/bootvelcro.css">
	<style>
		html,
		body {
			overflow: hidden;
			background-color: transparent;
		}

		#container {
			/* prevent a fouc if no images present */
			display: none;
		}

		.modal-header {
			border-bottom: none;
			padding: 5px 0 0;
			position: absolute;
			width: 100%;
			background-color: #e0e0e0;
			-webkit-border-radius: 6px 6px 0 0;
			-moz-border-radius: 6px 6px 0 0;
			border-radius: 6px 6px 0 0;
			cursor: move;
		}

		.form-actions {
			position: absolute;
			bottom: 0;
			box-sizing: border-box;
			-moz-box-sizing: border-box;
			width: 100%;
			margin: 0;
			border-radius: 0 0 6px 6px;
			background-color: #e0e0e0;
			border-top: 1px solid gray;
		}

		.form-actions input.btn {
			width: auto;
			float: right;
			margin: 0 0.2em;
		}

		.closeBtn {
			background-color: #DCE7F1 !important;
		}

		.primary {
			background-color: #09F !important;
		}

		h1 {
			margin-bottom: 9px;
			margin-top: 9px;
		}

		body {
			width: 100%;
			height: 100%;
			position: absolute;
		}

		.modal {
			margin: 10px;
			top: 0;
			left: 0;
			bottom: 0;
			width: 510px;
			position: absolute;
			box-shadow: #444 0px 0px 10px 2px;
			border-radius: 6px;
			background-color: white;
			border: 1px solid gray;
			background-color: #F0F4F8;
		}

		label em {
			cursor: pointer;
		}

		.modal-body {
			overflow: auto;
			position: absolute;
			top: 0;
			bottom: 0;
			left: 0;
			right: 0;
			margin: 65px 20px 67px;
			background-color: transparent;
		}

		.nav-tabs {
			padding-left: 1%;
			margin: 0;
			width: 99%;
			border-color: gray;
		}

		.nav-tabs > li {
			cursor: pointer;
		}

		.nav-tabs > li > a {
			line-height: 2.4em;
			font-weight: bold;
			font-size: 100%;
		}

		.nav-tabs > li.active > a{
			background-color: #F0F4F8;
			border-color: gray;
			border-bottom-color: #F0F4F8;
		}

		.active {
			display: block;
		}

		input,
		textarea,
		select,
		.uneditable-input {
			color: #606060;
		}

		.imagePicker {
			-moz-box-shadow: inset 0 1px 3px rgba(0, 0, 0, 0.1);
			-webkit-box-shadow: inset 0 1px 3px rgba(0, 0, 0, 0.1);
			box-shadow: inset 0 1px 3px rgba(0, 0, 0, 0.1);
			border: 1px solid #CCC;
			height: 110px;
			overflow: auto;
			-webkit-border-radius: 3px;
			-moz-border-radius: 3px;
			border-radius: 3px;
			margin-left: 0;
		}

		.imagePicker img {
			margin: 5px;
			border: 2px solid transparent;
		}

		.imagePicker .current {
			border: 2px dotted #555;
		}

		label {
			font-weight: bold;
		}

		.form-actions label {
			float: left;
			margin-top: 0.75em;
		}

		fieldset input,
		fieldset textarea {
			width: 90%;
			border-color: gray;
		}

		@media all and (max-width: 550px) {
			.modal {
				width: 95%;
			}
		}

		#help {
			position: absolute;
			border: 0;
			right: 4px;
			top: 5px;
			text-indent: -9999px;
			color: transparent;
			height: 16px;
			width: 16px;
			background: none;
			background-image: url(/bags/common/tiddlers/help.png);
			background-repeat: no-repeat;
			background-color: white;
			z-index: 2;
			border-radius: 10px;
		}

		#help-info {
			padding: 0;
			border: 1px solid gray;
			width: 60%;
			height: 50px;
			color: #404040;
			background-color: white;
			position: absolute;
			top: 5px;
			right: 5px;
			z-index: 1;
			cursor: auto;
			border-radius: 5px;

		}

		#help-info p {
			padding: 10px 25px;
			margin-bottom: 0;
		}
	</style>
</head>
<body>
	<div id="container">
		<form action="#" class="modal">
			<div class="modal-header">
				<button id="help">help</button>
				<div id="help-info" style="display:none;"><p>
				Found something interesting? Write about it in your own space. <a href="//docs.tiddlyspace.com/Reply to this Tiddler" target="_blank">Find out more</a>
				</p></div>
				<ul class="nav nav-tabs" data-tabs="tabs">
					<li class="active" data-tab-name="post"><a href="#postForm">Reply</a></li>
				</ul>
			</div>


			<fieldset id="postForm" class="modal-body">
				<label>Title
					<input type="text" name="title">
				</label>
				<input type="hidden" name="url">
				<label>Post
					<textarea name="text" rows="8"></textarea>
				</label>
				<label>Tags
					<input type="text" name="tags" value="">
				</label>
			</fieldset>


			<div class="form-actions">
				<label class="checkbox">
					<input type="checkbox" name="private" val="private">
					keep private
				</label>
				<input type="submit" class="btn primary btn-large" value="Done">
				<input type="button" class="btn btn-large closeBtn" value="Cancel">
			</div>
		</form>
	</div>

	<script type="text/javascript"
            src="/bags/common/tiddlers/jquery.js"></script>
	<script type="text/javascript" src="/bags/tiddlyspace/tiddlers/chrjs"></script>
	<script type="text/javascript" src="/bags/common/tiddlers/_reply.js"></script>
</body>
</html>
<!DOCTYPE html>
<html>
<head>
	<meta http-equiv="Content-Type" content="text/html;charset=utf-8">
	<title>Account</title>
	<link href="/bags/common/tiddlers/profile.css" type='text/css' rel='stylesheet' >
	<link href="/bags/common/tiddlers/admin.css" type='text/css' rel='stylesheet' >
	<link href="/bags/common/tiddlers/jquery-ui.custom.css" type='text/css' rel='stylesheet' >
</head>
<body>

<div id="container">
	<div class="main section">
		<a class="app" href="/">home</a>
		<div class="left">
		<div id="siteiconArea">
		<h2>User Icon</h2>
		<div>
			<img id="siteicon" class="siteicon">
			<form id="upload" method="POST" enctype="multipart/form-data">
				<input type="hidden" name="title" value="SiteIcon" />
				<input type="hidden" name="tags" value="excludeLists">
				<input type="hidden" name="csrf_token" class="csrf" />
				<input type="file" name="file" accept="image/*" />
				<input type="submit" value="upload" />
			</form>
			<div id="dropzone">Drop file here
				<img class="notloading" src="/bags/common/tiddlers/ajax-loader.gif" alt="submitting SiteIcon" />
			</div>
		</div>
		</div>
		<h2>Find Space</h2>
		<form class="spaceSearch">
			<input class="inputBox" type="text" placeholder="find space" />
			<a href="http://docs.tiddlyspace.com/What%20is%20a%20Space%3F" class="help"
				title="What is a space?">What is a space?</a>
			<button>view all</button>
		</form>
		<div class='list-container'>
			You are a member of the following spaces:
			<ul class='ts-space-search'>
			</ul>
		</div>
		<h2>Create New Space</h2>
		<form class="ts-spaces">
			<input class="inputBox" type="text" name="spacename" placeholder="space name"><span class="hostSuffix">.tiddlyspace.com</span>
			<input type="submit" value="Create Space" />
		</form>
		</div>
		<div class="right">
		<h2>Change Password</h2>
		<form class="ts-password">
			<input class="inputBox" placeholder="existing password" type="password" name="password">
			<input class="inputBox" placeholder="new password" type="password" name="new_password">
			<input class="inputBox" placeholder="new password"	type="password" name="new_password_confirm">
			<input type="submit" value="Change password">
		</form>
		<h2>OpenID</h2>
		<h3>Why OpenID?</h3>
		<a href="http://openid.net/"><img src="/bags/common/tiddlers/openid.png" alt="openid" ></a><br />
		Use just one username and password across hundreds of OpenID-enabled sites.<br />
		It's an open standard.<br />
		<a href="http://openid.net/what/">learn more</a>
		<ul class="ts-identities"></ul>
		<form class="ts-openid" target="_top">
			<div>
				Add an openid:
			</div>
			<input class="inputBox" type="text" name="openid" placeholder="your openid" />
			<input type="submit" value="Register" />
			<a href="http://openid.net/get-an-openid/" class="help"
			title="What is an open id?">What is an open id?</a>
		</form>
		</div>
		<div class="clear"></div>
	</div>
</div>
<script src="/bags/common/tiddlers/backstage.js"></script>
<script src='/bags/common/tiddlers/jquery.js'></script>
<script src='/bags/tiddlyspace/tiddlers/chrjs'></script>
<script src='/bags/common/tiddlers/chrjs.space'></script>
<script src='/bags/common/tiddlers/chrjs.users'></script>
<script src='/bags/common/tiddlers/chrjs.identities'></script>
<script src="/bags/common/tiddlers/jquery-ui.custom.js"></script>
<script src='/bags/common/tiddlers/jquery-form.js'></script>
<script src="/bags/common/tiddlers/siteiconupload.js"></script>
<script src='/bags/common/tiddlers/ts.js'></script>
<script src="/status.js"></script>
<script type="text/javascript">
/*
 * jQuery UI Autocomplete HTML Extension
 *
 * Copyright 2010, Scott González (http://scottgonzalez.com)
 * Dual licensed under the MIT or GPL Version 2 licenses.
 *
 * http://github.com/scottgonzalez/jquery-ui-extensions
 */
(function( $ ) {

var proto = $.ui.autocomplete.prototype,
	initSource = proto._initSource;

function filter( array, term ) {
	var matcher = new RegExp( $.ui.autocomplete.escapeRegex(term), "i" );
	return $.grep( array, function(value) {
		return matcher.test( $( "<div>" ).html( value.label || value.value || value ).text() );
	});
}

$.extend( proto, {
	_initSource: function() {
		if ( this.options.html && $.isArray(this.options.source) ) {
			this.source = function( request, response ) {
				response( filter( this.options.source, request.term ) );
			};
		} else {
			initSource.call( this );
		}
	},

	_renderItem: function( ul, item) {
		return $( "<li></li>" )
			.data( "item.autocomplete", item )
			.append( $( "<a></a>" )[ this.options.html ? "html" : "text" ]( item.label ) )
			.appendTo( ul );
	}
});

})( jQuery );

/***
_accounts application specific javascript
***/
var link;
ts.init(function(ts) {
	if(ts.user.anon) { // redirect to homepage when user not logged in
		window.location = ts.getHost();
	} else if(ts.user.name === ts.currentSpace){
		initSiteIconUpload(ts.user.name);
	} else {
		link = $("<a />").attr("href", ts.getHost(ts.user.name) + "/_account").text("Change User Icon");
		$("#siteiconArea div").empty().append(link);
	}
	$(".hostSuffix").text("." + ts.getHost("").split("//")[1]);
	ts.getSpaces(function(spaces) {
		$("<div class='info' />").text("You have " + spaces.length + " spaces.").insertBefore($(".spaceSearch")[0]);
		$("form.spaceSearch input").autocomplete({
			html: true,
			source: function(req, response) {
				ts.getSpaces(function(spaces) {
					var selected = [];
					for(var i = 0; i < spaces.length; i++) {
						var space = spaces[i];
						if(space.name.indexOf(req.term) > -1) {
							var host = ts.getHost(space.name) ;
							var img = host + "/SiteIcon";
							selected.push({
								value: space.name,
								label: '<a href="' + host + '" target="_parent" class="autocompleteLink"><img src="' + img + '" style="height:24px;width:auto;max-height:24px;max-width:24px;"/>' + space.name + '</a>'
							});
						}
					}
					response(selected);
				});
			},
			select: function(event, ui) {
				window.top.location = ts.getHost(ui.item.value);
			}
		});

		var $ul = $('.ts-space-search');
		$.each(spaces, function(i, space) {
			$ul.append($('<li/>').html($('<a/>').attr('href', space.uri)
				.text(space.name)));
		});

		$('form.spaceSearch button').click(function(ev) {
			$('.list-container').slideToggle('fast');
			ev.preventDefault();
			return false;
		});
	});
});

if(window != window.top) {
	$("html").addClass("iframeMode");
	$("a").live("click",function(ev) {
		$(ev.target).attr("target", "_parent");
	});
}
</script>
<!--[if lt IE 8]>
<script type="text/javascript" src="/bags/common/tiddlers/json2.js"></script>
<![endif]-->
</body>
</html>
<<tiddler [[Commitment and consistency]]>>
<<tiddler [[Step 4, Features and Benefits]]>>
In [[How you make the sale]] the following process is recommended for dealing with objections:

# ''Pause and take a deep breath''
## ''This is the most important step'': remember that an [[Objection]] is simply a request for more information.
# ''Restate the objection''
## Repeat what you heared
## Softening the language in one go.
## Example: customer states "Your quality really sucks". restate by saying "So, you have concerns about our quality? Can you please elaborate on how did you get the impression that our quality does not meet your needs?"
# ''Clarify the objection''
## By asking [[Probing Questions]]
## What specifically concerns you about our quality?
## How do you think these concerns may play out in your use of our product?
## Do you have data to support your concerns?
## Could we have your data? We are always eager to learn how to improve our product!
## What is/was the source of the information that indicates we have quality problems?
# ''Answer the (question underlying the) objection''
## Make sure you deal with all parts of their objection. It will not go away by ignoring it!
# ''Get confirmation that the objection was resolved''
## Have the customer state that the concern was fully resolved.
# ''Transition back to the sales process''
!Example probing questions
* What concerns do you have so far?
* Is there anything about this approach that bothers you?
* When you think about this solution, what are your first thoughts?
* When you think about this solution, what are your first concerns?
* Why might this solution not work in the situation you face?
* How have you seen solutions fail in the past?
version.extensions.ta = {
	//VERSION
	major: 0, 
	minor: 1, 
	revision: 0, 
	date: new Date(2006,5,24),
	name:"TableAggregate",
	author:"MarceloAdamatti",
	source:"http://adamatti.tiddlyspot.com/#TableAggregatePlugin"	
}
config.macros.ta = {
	counter:0,
	//PROCESS ROW
	processR:function(funcao,idDiv){
		var div = document.getElementById("div" + idDiv);
		var td = div.parentNode;
		while(td.tagName!="TD" && td.tagName!="TH"){
			td=td.parentNode;	
		}
		var tr = td.parentNode;
		for (var i=0;i<tr.childNodes.length;i++){
			var aux = tr.childNodes[i];
			if (aux.tagName=="TD" || aux.tagName=="TH") {	
				try{	
					var x=0;
					if(document.all){
						x = parseFloat(aux.innerText);			
					}else{
						x = parseFloat(aux.textContent);			
					}
					if (!isNaN(x))
						funcao.process(x);
				}catch(e){}
			}
		}
		div.innerHTML=funcao.resultado.toFixed(2);
	},
	//PROCESS COL
	processC:function(funcao,idDiv){
		var div = document.getElementById("div" + idDiv);
		var td = div.parentNode;
		while(td.tagName!="TD" && td.tagName!="TH")
			td=td.parentNode;		
		var coluna = td.cellIndex;
		var tbody = td.parentNode.parentNode;
		for (var i=0;i<tbody.childNodes.length;i++){	
			var tr = tbody.childNodes[i];
			var aux = tr.childNodes[coluna];
			if (aux.tagName=="TD" || aux.tagName=="TH") {	
				try{	
					var x=0;
					if(document.all){
						x = parseFloat(aux.innerText);			
					}else{
						x = parseFloat(aux.textContent);			
					}
					if (!isNaN(x))
						funcao.process(x);
				}catch(e){}
			}
		}
		div.innerHTML=funcao.resultado.toFixed(2);
	},
	//FUNCTIONS
	funcs:{
		avg:function() {
			this.qtd=0;
			this.somador=0;
			this.resultado=0;
			this.process=function (valor){
				this.somador+=parseFloat(valor);
				this.qtd++;
				this.resultado=(this.somador/this.qtd);
			}				
		},
		sum:function (){
			this.resultado=0;	
			this.process=function (valor){
				this.resultado+=valor;
			}	
		},
		mul:function (){
			this.resultado=0;	
			this.process=function (valor){
				if (this.resultado > 0 )
					this.resultado=this.resultado * valor;
				if (this.resultado==0)
					this.resultado=valor;
			}	
		},
		min: function(){
			this.resultado="";
			this.process=function (valor){
				if (this.resultado=="")
					this.resultado=valor;
				if (valor<=this.resultado)
					this.resultado=valor;
			}
		},
		max:function(){
			this.resultado="";
			this.process=function (valor){
				if (this.resultado=="")
					this.resultado=valor;
				if (valor>=this.resultado)
					this.resultado=valor;
			}
		},
		count: function(){
			this.resultado=0;
			this.process=function (valor){
				this.resultado+=1;
			}
		}
	},
	handler:function(place,macroName,params) {
		var rowCol = params[0].toUpperCase();
		var func = params[1].toLowerCase();
		var counter=++config.macros.ta.counter;
		place.innerHTML="<div id=div" + counter + "></div><iframe "
					  + "onload='{var o=new config.macros.ta.funcs." + func + "();"
					  + "config.macros.ta.process" + rowCol + "(o," + counter + ");}' "
					  + "style='display:none'>"
					  "<\/iframe>";
	}
};
!Upload an icon
<<tiddler spaceIcon>>
!Describe your space
If you haven't already done so, you should provide a brief decscription of yourself and what you're using this space for. To do this, just edit the [[SiteInfo]] tiddler (keeping the title the same of course).

!Change the title
<<tiddler spaceTitle>>
!Change the theme
<<tiddler colorScheme>>
!Change the menu
If you'd like to change the menu items along the top, you can edit the [[MainMenu]] tiddler.

!Change the default tiddlers
<<tiddler setDefaultTiddlers>>
!More Advanced customisations
If you know HTML and CSS, you can edit some or all of the following tiddlers to customise your space further:
* PageTemplate
* EditTemplate
* ViewTemplate
* StyleSheet
In the [[Decision Making Unit (DMU)]] the different roles can perceive your offering in different ways. Perceivers of ''even keen'' / neutral believe your value proposition will bring them out the problematic situations they experience today

<<image /static/files/MBI/Module%2020/Perceiverofevenkeen.png width:400>>

|Perceives|Neutral|
|Probability of action|Low|
|Trigger words|Problems, Dissatisfaction, Does not work|
|Your product|Quickest to remove the perceived problem|
[[StyleSheetTiddlySpace]]
[[StyleSheetTiddler]]
In [[Selling the wheel]] Attracting a ''//Closer//'' is one of the different sales strategies a company can deploy. This sales strategy works best in the [[Birth]] phase of the [[Maturity phases in a product's life cycle]].

!The closer
||Description|h
|!Personality|||
|''Character''|High energy, Extrovert, Charming but also manipulative, Willing to do whatever it takes to close the sale, whenever, wherever, Lifestyle very upscale, owns all the cool tools|
|''Major drives''|A big time need to succeed. Too much money is almost enough. But also in some, a genuine desire to change the world for the better|
|''Important skills''|Qualifying, Presenting, Resolving objections, Closing. Be able to build a "dream" picture of the results of purchasing|
|!Marketing|||
|''Ideal company to image''|Avant-Garde. Pioneering, Progressive, The next wave, Polished, Having the potential for megasuccesses|
|''To generate sales leads''|Demonstrate the technology. Show the potential. Get a PR firm to create events for youe. Make lots and lots of cold calls to get yourself in the door|
|''Qualifying customers''|Aim towards the chief decision maker. Someone who does not have to ask permission to authorize the sale.|
|!Getting the sale|||
|''Sales Presentation''|Entertaining, Exciting, Sometimes even dramatic|
|''Typical Objections''|"Should i spend so much money on something new?" Is this really getting the performance promised?" Do i really need this gizmo at all?"|
|''Resolve by''|Showing that the technology really works. Sell the dream, skim past the details|
|''Closing''|Ask for the sale immediately after the presentation. Offer a limited time for acceptance. Give "permission" to buy. Overall, inject a strong emotional push to people on the fence: either fear or desire|
|!Service|||
|''Great service means''|A refund in the event of a major problem. Usually the customer is self reliant with respect to applying the technology so service is not a determining factor for success|
|''Key to repeat business''|Often, there is no repeat business with the same customer|
/***
|''Name''|TiddlySpaceConfig|
|''Version''|0.7.7|
|''Description''|TiddlySpace configuration|
|''Status''|stable|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/TiddlySpaceConfig.js|
|''CoreVersion''|2.6.1|
|''Requires''|TiddlyWebConfig ServerSideSavingPlugin TiddlyFileImporter|
!Code
***/
//{{{
(function($) {

var tweb = config.extensions.tiddlyweb;

var recipe = config.defaultCustomFields["server.workspace"].split("recipes/")[1];
var currentSpace; // assigned later

var disabledTabs = [];

var coreBags = ["system", "tiddlyspace"];
var systemSpaces = ["plugins", "info", "images", "theme"];
systemSpaces = $.map(systemSpaces, function(item, i) {
	return "system-%0_public".format(item);
});

// hijack search macro to add custom attributes for mobile devices
var _search = config.macros.search.handler;
config.macros.search.handler = function(place, macroName, params) {
	_search.apply(this, arguments);
	$(".searchField:input", place).
		attr({ autocapitalize: "off", autocorrect: "off" });
};

// arg is either a container name or a tiddler object
// if fuzzy is truthy, space may be inferred from workspace (for new tiddlers)
// returns space object or false
var determineSpace = function(arg, fuzzy) {
	if(typeof arg == "string") { // container name
		var space = split(arg, "_", "r");
		return ["public", "private"].contains(space.type) ? space : false;
	} else if(arg) { // tiddler
		var container = determineContainer(arg, fuzzy);
		return container ? determineSpace(container.name, fuzzy) : false;
	} else {
		return false;
	}
};

// if fuzzy is truthy, container may be inferred from workspace for new tiddlers
// returns container object or false
var determineContainer = function(tiddler, fuzzy) { // TODO: expose?
	var bag = tiddler.fields["server.bag"];
	var recipe = tiddler.fields["server.recipe"]; // XXX: unused/irrelevant/redundant!?
	if(bag) {
		return { type: "bag", name: bag };
	} else if(recipe) {
		return { type: "recipe", name: recipe };
	} else if(fuzzy) { // new tiddler
		var workspace = tiddler.fields["server.workspace"];
		if(workspace) {
			var container = split(workspace, "/", "l");
			return ["bags", "recipes"].contains(container.type) ? container : false;
		} else {
			return false;
		}
	} else {
		return false;
	}
};

// hijack removeTiddlerCallback to restore tiddler from recipe cascade -- TODO: move into TiddlyWebWiki?
var sssp = config.extensions.ServerSideSavingPlugin;
var _removeTiddlerCallback = sssp.removeTiddlerCallback;
sssp.removeTiddlerCallback = function(context, userParams) {
	var title = context.tiddler.title;
	var recipe = context.tiddler.fields["server.recipe"];
	_removeTiddlerCallback.apply(this, arguments);
	if(recipe) {
		context.workspace = "recipes/" + recipe;
		var callback = function(context, userParams) {
			if(context.status) {
				var dirty = store.isDirty();
				store.saveTiddler(context.tiddler).clearChangeCount();
				store.setDirty(dirty);
			} else {
				store.notify(title, true);
			}
		};
		context.adaptor.getTiddler(title, context, null, callback);
	}
};

// splits a string once using delimiter
// mode "l" splits at the first, "r" at the last occurrence
// returns an object with members type and name
var split = function(str, sep, mode) {
	mode = mode == "r" ? "pop" : "shift"; // TODO: use +/-1 instead of "l"/"r"?
	var arr = str.split(sep);
	var type = arr.length > 1 ? arr[mode]() : null;
	return { type: type, name: arr.join(sep) };
};

var plugin = config.extensions.tiddlyspace = {
	currentSpace: determineSpace(recipe),
	coreBags: coreBags.concat(systemSpaces),

	determineSpace: determineSpace,
	isValidSpaceName: function(name) {
		return name.match(/^[a-z][0-9a-z\-]*[0-9a-z]$/) ? true : false;
	},
	getCurrentBag: function(type) {
		return "%0_%1".format(currentSpace, type);
	},
	getCurrentWorkspace: function(type) {
		return "bags/" + this.getCurrentBag(type);
	},
	// returns the URL for a space's avatar (SiteIcon) based on a server_host
	// object and an optional space name
	// optional nocors argument prevents cross-domain URLs from being generated
	getAvatar: function(host, space, nocors) {
		if(space && typeof space != "string") { // backwards compatibility -- XXX: deprecated
			space = space.name;
		}
		var subdomain = nocors ? currentSpace : space;
		host = host ? this.getHost(host, subdomain) : "";
		var bag = space ? "%0_public".format(space) : "tiddlyspace";
		return "%0/bags/%1/tiddlers/SiteIcon".format(host, bag);
	},
	// returns the URL based on a server_host object (scheme, host, port) and an
	// optional subdomain
	getHost: function(host, subdomain) {
		if(host === undefined) { // offline
			tweb.status.server_host = {}; // prevents exceptions further down the stack -- XXX: hacky workaround, breaks encapsulation
			return null;
		}
		subdomain = subdomain ? subdomain + "." : "";
		var url = "%0://%1%2".format(host.scheme, subdomain, host.host);
		var port = host.port;
		if(port && !["80", "443"].contains(port)) {
			url += ":" + port;
		}
		return url;
	},
	disableTab: function(tabTiddler) {
		if(typeof(tabTiddler) == "string") {
			disabledTabs.push(tabTiddler);
		} else {
			for(var i = 0; i < tabTiddler.length; i++) {
				plugin.disableTab(tabTiddler[i]);
			}
		}
	},
    checkSyncStatus: function(tiddler) {
		if(tiddler) {
			var title = typeof(tiddler) === "string" ? tiddler : tiddler.title;
			var el = story.getTiddler(title) || false;
			if(el) {
				refreshElements(el);
			}
		}
	},
	isDisabledTab: function(tabTitle) {
		var match = new RegExp("(?:\\[\\[([^\\]]+)\\]\\])", "mg").exec(tabTitle);
		var tabIdentifier = match ? match[1] : tabTitle;
		return disabledTabs.contains(tabIdentifier);
	},
	getCSRFToken: window.getCSRFToken || null // this may not have been processed yet
};

currentSpace = plugin.currentSpace.name;

tweb.serverPrefix = tweb.host.split("/")[3] || ""; // XXX: assumes root handler
tweb.getStatus(function(status) {
	var url = plugin.getHost(status.server_host);
	tweb.status.server_host.url = url;
	config.messages.tsVersion = status.version;
});

if(window.location.protocol == "file:") {
	// enable AutoSave by default
	config.options.chkAutoSave = config.options.chkAutoSave === undefined ?
		true : config.options.chkAutoSave;
} else {
	// set global read-only mode based on membership heuristics
	var indicator = store.getTiddler("SiteTitle") || tiddler;
	readOnly = !(recipe.split("_").pop() == "private" ||
		tweb.hasPermission("write", indicator));
	// replace TiddlyWiki's ImportTiddlers due to cross-domain restrictions
	if(config.macros.fileImport) {
		$.extend(config.macros.importTiddlers, config.macros.fileImport);
	}
}

// hijack saveChanges to ensure SystemSettings is private by default
var _saveChanges = saveChanges;
saveChanges = function(onlyIfDirty, tiddlers) {
	if(tiddlers && tiddlers.length == 1 &&
			tiddlers[0] && tiddlers[0].title == "SystemSettings") {
		var fields = tiddlers[0].fields;
		delete fields["server.recipe"];
		fields["server.bag"] = plugin.getCurrentBag("private");
		fields["server.workspace"] = plugin.getCurrentWorkspace("private");
	}
	return _saveChanges.apply(this, arguments);
};

// ensure backstage is always initialized
// required to circumvent TiddlyWiki's read-only based handling
config.macros.backstageInit = {
	init: function() {
		showBackstage = true;
	}
};

// disable evaluated macro parameters for security reasons
config.evaluateMacroParameters = "none";
var _parseParams = String.prototype.parseParams;
String.prototype.parseParams = function(defaultName, defaultValue, allowEval,
		noNames, cascadeDefaults) {
	if(config.evaluateMacroParameters == "none") {
		arguments[2] = false;
	}
	return _parseParams.apply(this, arguments);
};

var _tabsMacro = config.macros.tabs.handler;
config.macros.tabs.handler = function(place, macroName, params) {
	var newParams = [params[0]]; // keep cookie name
	for(var i = 1; i < params.length; i += 3) {
		var tabTitle = params[i + 2];
		if(!plugin.isDisabledTab(tabTitle)){
			newParams = newParams.concat(params[i], params[i + 1], tabTitle);
		}
	}
	_tabsMacro.apply(this, [place, macroName, newParams]);
};

// disable ControlView for XHRs by default
$.ajaxSetup({
	beforeSend: function(xhr) {
		xhr.setRequestHeader("X-ControlView", "false");
	}
});
// TiddlyWeb adaptor currently still uses httpReq, which needs extra magic -- XXX: obsolete this!
var _httpReq = httpReq;
httpReq = function(type, url, callback, params, headers, data, contentType,
		username, password, allowCache) {
	headers = headers || {};
	headers["X-ControlView"] = "false";
	_httpReq.apply(this, arguments);
};

// register style sheet for backstage separately (important)
store.addNotification("StyleSheetBackstage", refreshStyles);

// option for default privacy setting
config.optionsDesc.chkPrivateMode = "Set your default privacy mode to private";
config.optionsSource.chkPrivateMode = "setting";
config.options.chkPrivateMode = config.options.chkPrivateMode || false;
saveSystemSetting("chkPrivateMode", true);
config.defaultCustomFields["server.workspace"] = plugin.
	getCurrentWorkspace(config.options.chkPrivateMode ? "private" : "public");

config.paramifiers.follow = {
	onstart: function(v) {
		if(!readOnly) {
			var bag = "%0_public".format(currentSpace);
			story.displayTiddler(null, v, DEFAULT_EDIT_TEMPLATE, null, null,
				"server.bag:%0 server.workspace:bags/%0".format(bag));
			story.setTiddlerTag(v, "follow", 1);
			story.focusTiddler(v, "text");
		}
	}
};

var fImport = config.macros.fileImport;
if(fImport) {
	fImport.uploadTo = "Upload to: ";
	var _createForm = config.macros.fileImport.createForm;
	config.macros.fileImport.createForm = function(place, wizard, iframeName) {
		var container = $("<div />").text(fImport.uploadTo).appendTo(place);
		var select = $('<select name="mode" />').appendTo(container)[0];
		$('<option value="private" selected>private</a>').appendTo(select);
		$('<option value="public">public</a>').appendTo(select);
		wizard.setValue("importmode", select);
		_createForm.apply(this, [place, wizard, iframeName]);
	};

	var _onGet = config.macros.importTiddlers.onGetTiddler;
	config.macros.importTiddlers.onGetTiddler = function(context, wizard) {
		var type = $(wizard.getValue("importmode")).val();
		var ws =  plugin.getCurrentWorkspace(type);
		wizard.setValue("workspace", ws);
		_onGet.apply(this, [context, wizard]);
	};
}

config.extensions.ServerSideSavingPlugin.reportSuccess = function(msg, tiddler) {
	plugin.checkSyncStatus(tiddler);
	msg = config.extensions.ServerSideSavingPlugin.locale[msg];
	var link = "/" + encodeURIComponent(tiddler.title);
	displayMessage(msg.format([tiddler.title]), link);
};


})(jQuery);
//}}}
/***
|''Name''|TiddlyWebAdaptor|
|''Description''|adaptor for interacting with TiddlyWeb|
|''Author:''|FND|
|''Contributors''|Chris Dent, Martin Budden|
|''Version''|1.4.10|
|''Status''|stable|
|''Source''|http://svn.tiddlywiki.org/Trunk/association/adaptors/TiddlyWebAdaptor.js|
|''CodeRepository''|http://svn.tiddlywiki.org/Trunk/association/|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''CoreVersion''|2.5|
|''Keywords''|serverSide TiddlyWeb|
!Notes
This plugin includes [[jQuery JSON|http://code.google.com/p/jquery-json/]].
!To Do
* createWorkspace
* document custom/optional context attributes (e.g. filters, query, revision) and tiddler fields (e.g. server.title, origin)
!Code
***/
//{{{
(function($) {

var adaptor = config.adaptors.tiddlyweb = function() {};

adaptor.prototype = new AdaptorBase();
adaptor.serverType = "tiddlyweb";
adaptor.serverLabel = "TiddlyWeb";
adaptor.mimeType = "application/json";

adaptor.parsingErrorMessage = "Error parsing result from server";
adaptor.noBagErrorMessage = "no bag specified for tiddler";
adaptor.locationIDErrorMessage = "no bag or recipe specified for tiddler"; // TODO: rename

// retrieve current status (requires TiddlyWeb status plugin)
adaptor.prototype.getStatus = function(context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	var uriTemplate = "%0/status";
	var uri = uriTemplate.format([context.host]);
	var req = httpReq("GET", uri, adaptor.getStatusCallback, context,
		null, null, null, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.getStatusCallback = function(status, context, responseText, uri, xhr) {
	context.status = responseText ? status : false;
	try {
		context.statusText = xhr.statusText;
	} catch(exc) { // offline (Firefox)
		context.status = false;
		context.statusText = null;
	}
	context.httpStatus = xhr.status;
	if(context.status) {
		context.serverStatus = $.evalJSON(responseText); // XXX: error handling!?
	}
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// retrieve a list of workspaces
adaptor.prototype.getWorkspaceList = function(context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	context.workspaces = [];
	var uriTemplate = "%0/recipes"; // XXX: bags?
	var uri = uriTemplate.format([context.host]);
	var req = httpReq("GET", uri, adaptor.getWorkspaceListCallback,
		context, { accept: adaptor.mimeType }, null, null, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.getWorkspaceListCallback = function(status, context, responseText, uri, xhr) {
	context.status = status;
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(status) {
		try {
			var workspaces = $.evalJSON(responseText);
		} catch(ex) {
			context.status = false; // XXX: correct?
			context.statusText = exceptionText(ex, adaptor.parsingErrorMessage);
			if(context.callback) {
				context.callback(context, context.userParams);
			}
			return;
		}
		context.workspaces = workspaces.map(function(itm) { return { title: itm }; });
	}
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// retrieve a list of tiddlers
adaptor.prototype.getTiddlerList = function(context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	var uriTemplate = "%0/%1/%2/tiddlers%3";
	var params = context.filters ? "?" + context.filters : "";
	if(context.format) {
		params = context.format + params;
	}
	var workspace = adaptor.resolveWorkspace(context.workspace);
	var uri = uriTemplate.format([context.host, workspace.type + "s",
		adaptor.normalizeTitle(workspace.name), params]);
	var req = httpReq("GET", uri, adaptor.getTiddlerListCallback,
		context, merge({ accept: adaptor.mimeType }, context.headers), null, null, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.getTiddlerListCallback = function(status, context, responseText, uri, xhr) {
	context.status = status;
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(status) {
		context.tiddlers = [];
		try {
			var tiddlers = $.evalJSON(responseText); //# NB: not actual tiddler instances
		} catch(ex) {
			context.status = false; // XXX: correct?
			context.statusText = exceptionText(ex, adaptor.parsingErrorMessage);
			if(context.callback) {
				context.callback(context, context.userParams);
			}
			return;
		}
		for(var i = 0; i < tiddlers.length; i++) {
			var tiddler = adaptor.toTiddler(tiddlers[i], context.host);
			context.tiddlers.push(tiddler);
		}
	}
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// perform global search
adaptor.prototype.getSearchResults = function(context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	var uriTemplate = "%0/search?q=%1%2";
	var filterString = context.filters ? ";" + context.filters : "";
	var uri = uriTemplate.format([context.host, context.query, filterString]); // XXX: parameters need escaping?
	var req = httpReq("GET", uri, adaptor.getSearchResultsCallback,
		context, { accept: adaptor.mimeType }, null, null, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.getSearchResultsCallback = function(status, context, responseText, uri, xhr) {
	adaptor.getTiddlerListCallback(status, context, responseText, uri, xhr); // XXX: use apply?
};

// retrieve a particular tiddler's revisions
adaptor.prototype.getTiddlerRevisionList = function(title, limit, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	var uriTemplate = "%0/%1/%2/tiddlers/%3/revisions";
	var workspace = adaptor.resolveWorkspace(context.workspace);
	var uri = uriTemplate.format([context.host, workspace.type + "s",
		adaptor.normalizeTitle(workspace.name), adaptor.normalizeTitle(title)]);
	var req = httpReq("GET", uri, adaptor.getTiddlerRevisionListCallback,
		context, merge({ accept: adaptor.mimeType }, context.headers), null, null, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.getTiddlerRevisionListCallback = function(status, context, responseText, uri, xhr) {
	context.status = status;
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(status) {
		context.revisions = [];
		try {
			var tiddlers = $.evalJSON(responseText); //# NB: not actual tiddler instances
		} catch(ex) {
			context.status = false; // XXX: correct?
			context.statusText = exceptionText(ex, adaptor.parsingErrorMessage);
			if(context.callback) {
				context.callback(context, context.userParams);
			}
			return;
		}
		for(var i = 0; i < tiddlers.length; i++) {
			var tiddler = adaptor.toTiddler(tiddlers[i], context.host);
			context.revisions.push(tiddler);
		}
		var sortField = "server.page.revision";
		context.revisions.sort(function(a, b) {
			return a.fields[sortField] < b.fields[sortField] ? 1 :
				(a.fields[sortField] == b.fields[sortField] ? 0 : -1);
		});
	}
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// retrieve an individual tiddler revision -- XXX: breaks with standard arguments list -- XXX: convenience function; simply use getTiddler?
adaptor.prototype.getTiddlerRevision = function(title, revision, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	context.revision = revision;
	return this.getTiddler(title, context, userParams, callback);
};

// retrieve an individual tiddler
//# context is an object with members host and workspace
//# callback is passed the new context and userParams
adaptor.prototype.getTiddler = function(title, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	context.title = title;
	if(context.revision) {
		var uriTemplate = "%0/%1/%2/tiddlers/%3/revisions/%4";
	} else {
		uriTemplate = "%0/%1/%2/tiddlers/%3";
	}
	if(!context.tiddler) {
		context.tiddler = new Tiddler(title);
	}
	context.tiddler.fields["server.type"] = adaptor.serverType;
	context.tiddler.fields["server.host"] = AdaptorBase.minHostName(context.host);
	context.tiddler.fields["server.workspace"] = context.workspace;
	var workspace = adaptor.resolveWorkspace(context.workspace);
	var uri = uriTemplate.format([context.host, workspace.type + "s",
		adaptor.normalizeTitle(workspace.name), adaptor.normalizeTitle(title),
		context.revision]);
	var req = httpReq("GET", uri, adaptor.getTiddlerCallback, context,
		merge({ accept: adaptor.mimeType }, context.headers), null, null, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.getTiddlerCallback = function(status, context, responseText, uri, xhr) {
	context.status = status;
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(status) {
		try {
			var tid = $.evalJSON(responseText);
		} catch(ex) {
			context.status = false;
			context.statusText = exceptionText(ex, adaptor.parsingErrorMessage);
			if(context.callback) {
				context.callback(context, context.userParams);
			}
			return;
		}
		var tiddler = adaptor.toTiddler(tid, context.host);
		tiddler.title = context.tiddler.title;
		tiddler.fields["server.etag"] = xhr.getResponseHeader("Etag");
		// normally we'd assign context.tiddler = tiddler here - but we can't do
		// that because of IE, which triggers getTiddler in putTiddlerCallback,
		// and since ServerSideSavingPlugin foolishly relies on persistent
		// object references, we need to merge the data into the existing object
		$.extend(context.tiddler, tiddler);
	}
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// retrieve tiddler chronicle (all revisions)
adaptor.prototype.getTiddlerChronicle = function(title, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	context.title = title;
	var uriTemplate = "%0/%1/%2/tiddlers/%3/revisions?fat=1";
	var workspace = adaptor.resolveWorkspace(context.workspace);
	var uri = uriTemplate.format([context.host, workspace.type + "s",
		adaptor.normalizeTitle(workspace.name), adaptor.normalizeTitle(title)]);
	var req = httpReq("GET", uri, adaptor.getTiddlerChronicleCallback,
		context, { accept: adaptor.mimeType }, null, null, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.getTiddlerChronicleCallback = function(status, context, responseText, uri, xhr) {
	context.status = status;
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(status) {
		context.responseText = responseText;
	}
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// store an individual tiddler
adaptor.prototype.putTiddler = function(tiddler, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	context.title = tiddler.title;
	context.tiddler = tiddler;
	context.host = context.host || this.fullHostName(tiddler.fields["server.host"]);
	var uriTemplate = "%0/%1/%2/tiddlers/%3";
	try {
		context.workspace = context.workspace || tiddler.fields["server.workspace"];
		var workspace = adaptor.resolveWorkspace(context.workspace);
	} catch(ex) {
		return adaptor.locationIDErrorMessage;
	}
	var uri = uriTemplate.format([context.host, workspace.type + "s",
		adaptor.normalizeTitle(workspace.name),
		adaptor.normalizeTitle(tiddler.title)]);
	var etag = adaptor.generateETag(workspace, tiddler);
	var headers = etag ? { "If-Match": etag } : null;
	var payload = {
		type: tiddler.fields["server.content-type"] || null,
		text: tiddler.text,
		tags: tiddler.tags,
		fields: $.extend({}, tiddler.fields)
	};
	delete payload.fields.changecount;
	$.each(payload.fields, function(key, value) {
		if(key.indexOf("server.") == 0) {
			delete payload.fields[key];
		}
	});
	payload = $.toJSON(payload);
	var req = httpReq("PUT", uri, adaptor.putTiddlerCallback,
		context, headers, payload, adaptor.mimeType, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.putTiddlerCallback = function(status, context, responseText, uri, xhr) {
	context.status = [204, 1223].contains(xhr.status);
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(context.status) {
		var loc = xhr.getResponseHeader("Location");
		var etag = xhr.getResponseHeader("Etag");
		if(loc && etag) {
			var bag = loc.split("/bags/").pop().split("/")[0];
			context.tiddler.fields["server.bag"] = bag;
			context.tiddler.fields["server.workspace"] = "bags/" + bag;
			var rev = etag.split("/").pop().split(/;|:/)[0];
			context.tiddler.fields["server.page.revision"] = rev;
			context.tiddler.fields["server.etag"] = etag;
			if(context.callback) {
				context.callback(context, context.userParams);
			}
		} else { // IE
			context.adaptor.getTiddler(context.tiddler.title, context,
				context.userParams, context.callback);
		}
	} else if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// store a tiddler chronicle
adaptor.prototype.putTiddlerChronicle = function(revisions, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	context.title = revisions[0].title;
	var headers = null;
	var uriTemplate = "%0/%1/%2/tiddlers/%3/revisions";
	var host = context.host || this.fullHostName(tiddler.fields["server.host"]);
	var workspace = adaptor.resolveWorkspace(context.workspace);
	var uri = uriTemplate.format([host, workspace.type + "s",
		adaptor.normalizeTitle(workspace.name),
		adaptor.normalizeTitle(context.title)]);
	if(workspace.type == "bag") { // generate ETag
		var etag = [adaptor.normalizeTitle(workspace.name),
			adaptor.normalizeTitle(context.title), 0].join("/"); //# zero-revision prevents overwriting existing contents
		headers = { "If-Match": '"' + etag + '"' };
	}
	var payload = $.toJSON(revisions);
	var req = httpReq("POST", uri, adaptor.putTiddlerChronicleCallback,
		context, headers, payload, adaptor.mimeType, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.putTiddlerChronicleCallback = function(status, context, responseText, uri, xhr) {
	context.status = [204, 1223].contains(xhr.status);
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// store a collection of tiddlers (import TiddlyWiki HTML store)
adaptor.prototype.putTiddlerStore = function(store, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	var uriTemplate = "%0/%1/%2/tiddlers";
	var host = context.host;
	var workspace = adaptor.resolveWorkspace(context.workspace);
	var uri = uriTemplate.format([host, workspace.type + "s",
		adaptor.normalizeTitle(workspace.name)]);
	var req = httpReq("POST", uri, adaptor.putTiddlerStoreCallback,
		context, null, store, "text/x-tiddlywiki", null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.putTiddlerStoreCallback = function(status, context, responseText, uri, xhr) {
	context.status = [204, 1223].contains(xhr.status);
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// rename an individual tiddler or move it to a different workspace -- TODO: make {from|to}.title optional
//# from and to are objects with members title and workspace (bag; optional),
//# representing source and target tiddler, respectively
adaptor.prototype.moveTiddler = function(from, to, context, userParams, callback) { // XXX: rename parameters (old/new)?
	var self = this;
	var newTiddler = store.getTiddler(from.title) || store.getTiddler(to.title); //# local rename might already have occurred
	var oldTiddler = $.extend(true, {}, newTiddler); //# required for eventual deletion
	oldTiddler.title = from.title; //# required for original tiddler's ETag
	var _getTiddlerChronicle = function(title, context, userParams, callback) {
		return self.getTiddlerChronicle(title, context, userParams, callback);
	};
	var _putTiddlerChronicle = function(context, userParams) {
		if(!context.status) {
			return callback(context, userParams);
		}
		var revisions = $.evalJSON(context.responseText); // XXX: error handling?
		// change current title while retaining previous location
		for(var i = 0; i < revisions.length; i++) {
			delete revisions[i].revision;
			if(!revisions[i].fields.origin) { // NB: origin = "<workspace>/<title>"
				revisions[i].fields.origin = ["bags", revisions[i].bag, revisions[i].title].join("/");
			}
			revisions[i].title = to.title;
		}
		// add new revision
		var rev = $.extend({}, revisions[0]);
		$.each(newTiddler, function(i, item) {
			if(!$.isFunction(item)) {
				rev[i] = item;
			}
		});
		rev.title = to.title;
		rev.created = rev.created.convertToYYYYMMDDHHMM();
		rev.modified = new Date().convertToYYYYMMDDHHMM();
		delete rev.fields.changecount;
		revisions.unshift(rev);
		if(to.workspace) {
			context.workspace = to.workspace;
		} else if(context.workspace.substring(0, 4) != "bags") { // NB: target workspace must be a bag
			context.workspace = "bags/" + rev.bag;
		}
		var subCallback = function(context, userParams) {
			if(!context.status) {
				return callback(context, userParams);
			}
			context.adaptor.getTiddler(newTiddler.title, context, userParams, _deleteTiddler);
		};
		return self.putTiddlerChronicle(revisions, context, context.userParams, subCallback);
	};
	var _deleteTiddler = function(context, userParams) {
		if(!context.status) {
			return callback(context, userParams);
		}
		$.extend(true, newTiddler, context.tiddler);
		context.callback = null;
		return self.deleteTiddler(oldTiddler, context, context.userParams, callback);
	};
	callback = callback || function() {};
	context = this.setContext(context, userParams);
	context.host = context.host || oldTiddler.fields["server.host"];
	context.workspace = from.workspace || oldTiddler.fields["server.workspace"];
	return _getTiddlerChronicle(from.title, context, userParams, _putTiddlerChronicle);
};

// delete an individual tiddler
adaptor.prototype.deleteTiddler = function(tiddler, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	context.title = tiddler.title; // XXX: not required!?
	var uriTemplate = "%0/bags/%1/tiddlers/%2";
	var host = context.host || this.fullHostName(tiddler.fields["server.host"]);
	var bag = tiddler.fields["server.bag"];
	if(!bag) {
		return adaptor.noBagErrorMessage;
	}
	var uri = uriTemplate.format([host, adaptor.normalizeTitle(bag),
		adaptor.normalizeTitle(tiddler.title)]);
	var etag = adaptor.generateETag({ type: "bag", name: bag }, tiddler);
	var headers = etag ? { "If-Match": etag } : null;
	var req = httpReq("DELETE", uri, adaptor.deleteTiddlerCallback, context, headers,
		null, null, null, null, true);
	return typeof req == "string" ? req : true;
};

adaptor.deleteTiddlerCallback = function(status, context, responseText, uri, xhr) {
	context.status = [204, 1223].contains(xhr.status);
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// compare two revisions of a tiddler (requires TiddlyWeb differ plugin)
//# if context.rev1 is not specified, the latest revision will be used for comparison
//# if context.rev2 is not specified, the local revision will be sent for comparison
//# context.format is a string as determined by the TiddlyWeb differ plugin
adaptor.prototype.getTiddlerDiff = function(title, context, userParams, callback) {
	context = this.setContext(context, userParams, callback);
	context.title = title;

	var tiddler = store.getTiddler(title);
	try {
		var workspace = adaptor.resolveWorkspace(tiddler.fields["server.workspace"]);
	} catch(ex) {
		return adaptor.locationIDErrorMessage;
	}
	var tiddlerRef = [workspace.type + "s", workspace.name, tiddler.title].join("/");

	var rev1 = context.rev1 ? [tiddlerRef, context.rev1].join("/") : tiddlerRef;
	var rev2 = context.rev2 ? [tiddlerRef, context.rev2].join("/") : null;

	var uriTemplate = "%0/diff?rev1=%1";
	if(rev2) {
		uriTemplate += "&rev2=%2";
	}
	if(context.format) {
		uriTemplate += "&format=%3";
	}
	var host = context.host || this.fullHostName(tiddler.fields["server.host"]);
	var uri = uriTemplate.format([host, adaptor.normalizeTitle(rev1),
		adaptor.normalizeTitle(rev2), context.format]);

	if(rev2) {
		var req = httpReq("GET", uri, adaptor.getTiddlerDiffCallback, context, null,
			null, null, null, null, true);
	} else {
		var payload = {
			title: tiddler.title,
			text: tiddler.text,
			modifier: tiddler.modifier,
			tags: tiddler.tags,
			fields: $.extend({}, tiddler.fields)
		}; // XXX: missing attributes!?
		payload = $.toJSON(payload);
		req = httpReq("POST", uri, adaptor.getTiddlerDiffCallback, context,
			null, payload, adaptor.mimeType, null, null, true);
	}
	return typeof req == "string" ? req : true;
};

adaptor.getTiddlerDiffCallback = function(status, context, responseText, uri, xhr) {
	context.status = status;
	context.statusText = xhr.statusText;
	context.httpStatus = xhr.status;
	context.uri = uri;
	if(status) {
		context.diff = responseText;
	}
	if(context.callback) {
		context.callback(context, context.userParams);
	}
};

// generate tiddler information
adaptor.prototype.generateTiddlerInfo = function(tiddler) {
	var info = {};
	var uriTemplate = "%0/%1/%2/tiddlers/%3";
	var host = this.host || tiddler.fields["server.host"]; // XXX: this.host obsolete?
	host = this.fullHostName(host);
	var workspace = adaptor.resolveWorkspace(tiddler.fields["server.workspace"]);
	info.uri = uriTemplate.format([host, workspace.type + "s",
		adaptor.normalizeTitle(workspace.name),
		adaptor.normalizeTitle(tiddler.title)]);
	return info;
};

// create Tiddler instance from TiddlyWeb tiddler JSON
adaptor.toTiddler = function(json, host) {
	var created = Date.convertFromYYYYMMDDHHMM(json.created);
	var modified = Date.convertFromYYYYMMDDHHMM(json.modified);
	var fields = json.fields;
	fields["server.type"] = adaptor.serverType;
	fields["server.host"] = AdaptorBase.minHostName(host);
	fields["server.bag"] = json.bag;
	fields["server.title"] = json.title;
	if(json.recipe) {
		fields["server.recipe"] = json.recipe;
	}
	if(json.type && json.type != "None") {
		fields["server.content-type"] = json.type;
	}
	fields["server.permissions"] = json.permissions.join(", ");
	fields["server.page.revision"] = json.revision;
	fields["server.workspace"] = "bags/" + json.bag;
	var tiddler = new Tiddler(json.title);
	tiddler.assign(tiddler.title, json.text, json.modifier, modified, json.tags,
		created, json.fields, json.creator);
	return tiddler;
};

adaptor.resolveWorkspace = function(workspace) {
	var components = workspace.split("/");
	return {
		type: components[0] == "bags" ? "bag" : "recipe",
		name: components[1] || components[0]
	};
};

adaptor.generateETag = function(workspace, tiddler) {
	var revision = tiddler.fields["server.page.revision"];
	var etag = revision == "false" ? null : tiddler.fields["server.etag"];
	if(!etag && workspace.type == "bag") {
		if(typeof revision == "undefined") {
			revision = "0";
		} else if(revision == "false") {
			return null;
		}
		etag = [adaptor.normalizeTitle(workspace.name),
			adaptor.normalizeTitle(tiddler.title), revision].join("/");
		etag = '"' + etag + '"';
	}
	return etag;
};

adaptor.normalizeTitle = function(title) {
	return encodeURIComponent(title);
};

})(jQuery);


/*
 * jQuery JSON Plugin
 * version: 1.3
 * source: http://code.google.com/p/jquery-json/
 * license: MIT (http://www.opensource.org/licenses/mit-license.php)
 */
(function($){function toIntegersAtLease(n)
{return n<10?'0'+n:n;}
Date.prototype.toJSON=function(date)
{return this.getUTCFullYear()+'-'+
toIntegersAtLease(this.getUTCMonth())+'-'+
toIntegersAtLease(this.getUTCDate());};var escapeable=/["\\\x00-\x1f\x7f-\x9f]/g;var meta={'\b':'\\b','\t':'\\t','\n':'\\n','\f':'\\f','\r':'\\r','"':'\\"','\\':'\\\\'};$.quoteString=function(string)
{if(escapeable.test(string))
{return'"'+string.replace(escapeable,function(a)
{var c=meta[a];if(typeof c==='string'){return c;}
c=a.charCodeAt();return'\\u00'+Math.floor(c/16).toString(16)+(c%16).toString(16);})+'"';}
return'"'+string+'"';};$.toJSON=function(o,compact)
{var type=typeof(o);if(type=="undefined")
return"undefined";else if(type=="number"||type=="boolean")
return o+"";else if(o===null)
return"null";if(type=="string")
{return $.quoteString(o);}
if(type=="object"&&typeof o.toJSON=="function")
return o.toJSON(compact);if(type!="function"&&typeof(o.length)=="number")
{var ret=[];for(var i=0;i<o.length;i++){ret.push($.toJSON(o[i],compact));}
if(compact)
return"["+ret.join(",")+"]";else
return"["+ret.join(", ")+"]";}
if(type=="function"){throw new TypeError("Unable to convert object of type 'function' to json.");}
var ret=[];for(var k in o){var name;type=typeof(k);if(type=="number")
name='"'+k+'"';else if(type=="string")
name=$.quoteString(k);else
continue;var val=$.toJSON(o[k],compact);if(typeof(val)!="string"){continue;}
if(compact)
ret.push(name+":"+val);else
ret.push(name+": "+val);}
return"{"+ret.join(", ")+"}";};$.compactJSON=function(o)
{return $.toJSON(o,true);};$.evalJSON=function(src)
{return eval("("+src+")");};$.secureEvalJSON=function(src)
{var filtered=src;filtered=filtered.replace(/\\["\\\/bfnrtu]/g,'@');filtered=filtered.replace(/"[^"\\\n\r]*"|true|false|null|-?\d+(?:\.\d*)?(?:[eE][+\-]?\d+)?/g,']');filtered=filtered.replace(/(?:^|:|,)(?:\s*\[)+/g,'');if(/^[\],:{}\s]*$/.test(filtered))
return eval("("+src+")");else
throw new SyntaxError("Error parsing JSON, source is not valid.");};})(jQuery);
//}}}
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
Upselling (sometimes 'up-selling') is a sales technique whereby a seller induces the customer to purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale. Upselling usually involves marketing more profitable services or products but can also be simply exposing the customer to other options that were perhaps not considered previously. Upselling implies selling something that is more profitable or otherwise preferable for the seller instead of, or in addition to,[1] the original sale. A different technique is cross-selling in which a seller tries to sell something else.
{{{
config.macros.FlvFragment = {
  handler: function (place, macroName, params, wikifier, paramString, tiddler)
  {
     var movie;

     if (params[0] != null)
     {
           movie = params[0];
     }

     resultString = '<html>';
     resultString += '<embed ';
     resultString += 'src="/static/mediaplayer/player.swf"'
     resultString += 'width="640"';
     resultString += 'height="390"';
     resultString += 'allowscriptaccess="always"';
     resultString += 'allowfullscreen="true"';
     resultString += 'id="player1"';
     resultString += 'name="player1"';
     resultString += 'flashvars="file=';
     resultString += movie;
     resultString += '"&dock=true&menu=false"';
     resultString += '/>';
     resultString += '</html>';

     wikify(resultString,place);
   }
 }
}}}
<<tiddler [[Social proof]]>>
# Choose a problem that you can solve really well, in the line of your [[Sustainable Competitive Advantage]]@mbi
# Imagine a buyer that is perfect for your solution
# Now imagine that the buyer tells you: "I now you can solve the problem but it is not worth the costs"
# Think about the reasons why your buyer is wrong: why it *is* worth the effort or costs.

Example:
|Problem|Buyer says "now worth the hassle", why is he wrong|h
|Our design software makes you deliver design revision must faster|* Design revisions are the main cause of slowdowns in the product develpment<br>* In todays competitive world a late product is a dead product<br>The longer it takjes to make revisions, the greater the overall costs<br>* Competitors with shorter design cycles will eat your lunch<br>* Your best designer won't stick because you cannot provide them the the state of the are tools they expect|

Now these reasons provide you with the following [[Implication Questions]]:
* //What will it do with your competitive position if the new product is late?//
* //What effect does the slowness of your revision process have on your best designers?//
* //If competitors have a faster revision process, what impact will that have?//
/***
|Name|TagCloudPlugin|
|Source|http://www.TiddlyTools.com/#TagCloudPlugin|
|Version|1.7.0|
|Author|Eric Shulman|
|Original Author|Clint Checketts|
|License|http://www.TiddlyTools.com/#LegalStatements|
|~CoreVersion|2.1|
|Type|plugin|
|Description|present a 'cloud' of tags (or links) using proportional font display|
!Usage
<<<
{{{
<<cloud type action:... limit:... tag tag tag ...>>
<<cloud type action:... limit:... +TiddlerName>>
<<cloud type action:... limit:... -TiddlerName>>
<<cloud type action:... limit:... =tagvalue>>
}}}
where:
* //type// is a keyword, one of:
** ''tags'' (default) - displays a cloud of tags, based on frequency of use
** ''links'' - displays a cloud of tiddlers, based on number of links //from// each tiddler
** ''references'' - displays a cloud of tiddlers, based on number of links //to// each tiddler
* ''action:popup'' (default) - clicking a cloud item shows a popup with links to related tiddlers<br>//or//<br> ''action:goto'' - clicking a cloud item immediately opens the tiddler corresponding to that item
* ''limit:N'' (optional) - restricts the cloud display to only show the N most popular tags/links
* ''tag tag tag...'' (or ''title title title'' if ''links''/''references'' is used)<br>shows all tags/links in the document //except// for those listed as macro parameters
* ''+TiddlerName''<br>show only tags/links read from a space-separated, bracketed list stored in a separate tiddler.
* ''-TiddlerName''<br>show all tags/links //except// those read from a space-separated, bracketed list stored in a separate tiddler.
* ''=tagvalue'' (//only if type=''tags''//)<br>shows only tags that are themselves tagged with the indicated tag value (i.e., ~TagglyTagging usage)
//note: for backward-compatibility, you can also use the macro {{{<<tagCloud ...>>}}} in place of {{{<<cloud ...>>}}}//
<<<
!Examples
<<<
//all tags excluding<<tag systemConfig>>, <<tag excludeMissing>> and <<tag script>>//
{{{<<cloud systemConfig excludeMissing script>>}}}
{{groupbox{<<cloud systemConfig excludeMissing script>>}}}
//top 10 tags excluding<<tag systemConfig>>, <<tag excludeMissing>> and <<tag script>>//
{{{<<cloud limit:10 systemConfig excludeMissing script>>}}}
{{groupbox{<<cloud limit:10 systemConfig excludeMissing script>>}}}
//tags listed in// [[FavoriteTags]]
{{{<<cloud +FavoriteTags>>}}}
{{groupbox{<<cloud +FavoriteTags>>}}}
//tags NOT listed in// [[FavoriteTags]]
{{{<<cloud -FavoriteTags>>}}}
{{groupbox{<<cloud -FavoriteTags>>}}}
//links to tiddlers tagged with 'package'//
{{{<<cloud action:goto =package>>}}}
{{groupbox{<<cloud action:goto =package>>}}}
//top 20 most referenced tiddlers//
{{{<<cloud references limit:20>>}}}
{{groupbox{<<cloud references limit:20>>}}}
//top 20 tiddlers that contain the most links//
{{{<<cloud links limit:20>>}}}
{{groupbox{<<cloud links limit:20>>}}}
<<<
!Revisions
<<<
2009.07.17 [1.7.0] added {{{-TiddlerName}}} parameter to exclude tags that are listed in the indicated tiddler
2009.02.26 [1.6.0] added {{{action:...}}} parameter to apply popup vs. goto action when clicking cloud items
2009.02.05 [1.5.0] added ability to show links or back-links (references) instead of tags and renamed macro to {{{<<cloud>>}}} to reflect more generalized usage.
2008.12.16 [1.4.2] corrected group calculation to prevent 'group=0' error
2008.12.16 [1.4.1] revised tag filtering so excluded tags don't affect calculations
2008.12.15 [1.4.0] added {{{limit:...}}} parameter to restrict the number of tags displayed to the top N most popular
2008.11.15 [1.3.0] added {{{+TiddlerName}}} parameter to include only tags that are listed in the indicated tiddler
2008.09.05 [1.2.0] added '=tagname' parameter to include only tags that are themselves tagged with the specified value (i.e., ~TagglyTagging usage)
2008.07.03 [1.1.0] added 'segments' property to macro object.  Extensive code cleanup
<<<
!Code
***/
//{{{
version.extensions.TagCloudPlugin= {major: 1, minor: 7 , revision: 0, date: new Date(2009,7,17)};
//Originally created by Clint Checketts, contributions by Jonny Leroy and Eric Shulman
//Currently maintained and enhanced by Eric Shulman
//}}}
//{{{
config.macros.cloud = {
	tagstip: "%1 tiddlers tagged with '%0'",
	refslabel: " (%0 references)",
	refstip: "%1 tiddlers have links to '%0'",
	linkslabel: " (%0 links)",
	linkstip: "'%0' has links to %1 other tiddlers",
	groups: 9,
	init: function() {
		config.macros.tagCloud=config.macros.cloud; // for backward-compatibility
		config.shadowTiddlers.TagCloud='<<cloud>>';
		config.shadowTiddlers.StyleSheetTagCloud=
			'/*{{{*/\n'
			+'.tagCloud span {line-height: 3.5em; margin:3px;}\n'
			+'.tagCloud1{font-size: 80%;}\n'
			+'.tagCloud2{font-size: 100%;}\n'
			+'.tagCloud3{font-size: 120%;}\n'
			+'.tagCloud4{font-size: 140%;}\n'
			+'.tagCloud5{font-size: 160%;}\n'
			+'.tagCloud6{font-size: 180%;}\n'
			+'.tagCloud7{font-size: 200%;}\n'
			+'.tagCloud8{font-size: 220%;}\n'
			+'.tagCloud9{font-size: 240%;}\n'
			+'/*}}}*/\n';
		setStylesheet(store.getTiddlerText('StyleSheetTagCloud'),'tagCloudsStyles');
	},
	getLinks: function(tiddler) { // get list of links to existing tiddlers and shadows
		if (!tiddler.linksUpdated) tiddler.changed();
		var list=[]; for (var i=0; i<tiddler.links.length; i++) {
			var title=tiddler.links[i];
			if (store.isShadowTiddler(title)||store.tiddlerExists(title))
				list.push(title);
		}
		return list;
	},
	handler: function(place,macroName,params) {
		// unpack params
		var inc=[]; var ex=[]; var limit=0; var action='popup';
		var links=(params[0]&&params[0].toLowerCase()=='links'); if (links) params.shift();
		var refs=(params[0]&&params[0].toLowerCase()=='references'); if (refs) params.shift();
		if (params[0]&&params[0].substr(0,7).toLowerCase()=='action:')
			action=params.shift().substr(7).toLowerCase();
		if (params[0]&&params[0].substr(0,6).toLowerCase()=='limit:')
			limit=parseInt(params.shift().substr(6));
		while (params.length) {
			if (params[0].substr(0,1)=='+') { // read taglist from tiddler
				inc=inc.concat(store.getTiddlerText(params[0].substr(1),'').readBracketedList());
			} else if (params[0].substr(0,1)=='-') { // exclude taglist from tiddler
				ex=ex.concat(store.getTiddlerText(params[0].substr(1),'').readBracketedList());
			} else if (params[0].substr(0,1)=='=') { // get tag list using tagged tags
				var tagged=store.getTaggedTiddlers(params[0].substr(1));
				for (var t=0; t<tagged.length; t++) inc.push(tagged[t].title);
			} else ex.push(params[0]); // exclude params
			params.shift();
		}
		// get all items, include/exclude specific items
		var items=[];
		var list=(links||refs)?store.getTiddlers('title','excludeLists'):store.getTags();
		for (var t=0; t<list.length; t++) {
			var title=(links||refs)?list[t].title:list[t][0];
			if (links)	var count=this.getLinks(list[t]).length;
			else if (refs)	var count=store.getReferringTiddlers(title).length;
			else 		var count=list[t][1];
			if ((!inc.length||inc.contains(title))&&(!ex.length||!ex.contains(title)))
				items.push({ title:title, count:count });
		}
		if(!items.length) return;
		// sort by decending count, limit results (optional)
		items=items.sort(function(a,b){return(a.count==b.count)?0:(a.count>b.count?-1:1);});
		while (limit && items.length>limit) items.pop();
		// find min/max and group size
		var most=items[0].count;
		var least=items[items.length-1].count;
		var groupSize=(most-least+1)/this.groups;
		// sort by title and draw the cloud of items
		items=items.sort(function(a,b){return(a.title==b.title)?0:(a.title>b.title?1:-1);});
		var cloudWrapper = createTiddlyElement(place,'div',null,'tagCloud',null);
		for (var t=0; t<items.length; t++) {
			cloudWrapper.appendChild(document.createTextNode(' '));
			var group=Math.ceil((items[t].count-least)/groupSize)||1;
			var className='tagCloudtag tagCloud'+group;
			var tip=refs?this.refstip:links?this.linkstip:this.tagstip;
			tip=tip.format([items[t].title,items[t].count]);
			if (action=='goto') { // TAG/LINK/REFERENCES GOTO
				var btn=createTiddlyLink(cloudWrapper,items[t].title,true,className);
				btn.title=tip;
				btn.style.fontWeight='normal';
			} else if (!links&&!refs) { // TAG POPUP
				var btn=createTiddlyButton(cloudWrapper,items[t].title,tip,onClickTag,className);
				btn.setAttribute('tag',items[t].title);
			} else { // LINK/REFERENCES POPUP
				var btn=createTiddlyButton(cloudWrapper,items[t].title,tip,
					function(ev) { var e=ev||window.event; var cmt=config.macros.cloud;
						var popup = Popup.create(this);
						var title = this.getAttribute('tiddler');
						var count = this.getAttribute('count');
						var refs  = this.getAttribute('refs')=='T';
						var links = this.getAttribute('links')=='T';
						var label = (refs?cmt.refslabel:cmt.linkslabel).format([count]);
						createTiddlyLink(popup,title,true);
						createTiddlyText(popup,label);
						createTiddlyElement(popup,'hr');
						if (refs) {
							popup.setAttribute('tiddler',title);
							config.commands.references.handlePopup(popup,title);
						}
						if (links) {
							var tiddler = store.fetchTiddler(title);
							var links=config.macros.cloud.getLinks(tiddler);
							for(var i=0;i<links.length;i++)
								createTiddlyLink(createTiddlyElement(popup,'li'),
									links[i],true);
						}
						Popup.show();
						e.cancelBubble=true; if(e.stopPropagation) e.stopPropagation();
						return false;
					}, className);
				btn.setAttribute('tiddler',items[t].title);
				btn.setAttribute('count',items[t].count);
				btn.setAttribute('refs',refs?'T':'F');
				btn.setAttribute('links',links?'T':'F');
				btn.title=tip;
			}
		}
	}
};
//}}}
The [[Agency theory]]@finance as it applies to sales incentives tells the following:

|Assumption|1) The company and the sales people have different goals and in orde to function their goals need to be aligned. 2) Sales people are more risk averse then the company needs them to|
|Favours|Outsource sales force: 100% commisioned sales force|
|Problem|Lack of authority over the sales force. Sales force may choose to offset their risk by focussing on other products and actvities|
|Solution|Cnottract must encourage/reward the sales force to engage in reselling their products|
/*{{{*/
.tiddler .originButton div {
	display: inline-block;
}

.tiddler .spaceSiteIcon .siteIcon {
	_display: inline; /* IE doesn't like inline-block */
}

.tiddler .originButton {
	display: block;
}

.selected .tagging,
.selected .tagged,
.selected .tagging:hover,
.selected .tagged:hover {
	border: none;
	background: none;
}

.tagged {
	float: right;
	position: relative;
	right: -2.4em;
}

.tiddler .tagged ul {
	margin: 0;
}

.tagging {
	float: none;
}

.tagging, .tagged {
	background: none;
	border: none;
}

.tagging li.listTitle {
	margin-left: 0px;
}
.tagging li {
	display: block;
	margin-right: 8px;
	clear: both;
	margin-left: 8px;
}

.tagging .tiddlyLink {
	-webkit-border-radius: 3px;
	-moz-border-radius: 3px;
	-o-border-radius: 3px;
	border-radius: 3px;
	margin: 0;
	padding: 1px 2px;
	line-height: 1.2em;
}

.tagged .button {
	-webkit-border-radius: 15px 0px 0px 15px;
	-moz-border-radius: 15px 0px 0px 15px;
	-o-border-radius: 15px 0px 0px 15px;
	border-radius: 15px 0px 0px 15px;
	background-color: white;
	border-bottom: 2px solid #ccc;
	border-left: 2px solid #ccc;
	border-top: 2px solid #ccc;
	display: block;
	margin: 0 0 0.3em -1.1em;
	padding: 0.4em;
	font-size: 0.9em;
	width: 8em;
	word-wrap: break-word;
	color: [[ColorPalette::Background]];
	background: [[ColorPalette::TertiaryMid]];
}

/* for following */
#popup .siteIcon {
	float: left;
	height: 25px;
}

.content {
	position: relative;
	top: 0;
	left: 0;
	width: 100%; /* IE */
	font-size: 0.9em;
}

.content .info {
	float: right;
	position: relative;
	right: 1em;
	top: 0;
	width: 9em;
	z-index: 2;
}

.editorHeading {
	height: 48px;
}

.heading {
	left: 0;
	margin-bottom: 40px;
	position: relative;
	top: 32px;
}

.followButton a {
	display: block;
	margin-top: -20px;
}

.tiddler .followPlaceHolder {
	display: block;
	position: absolute;
	top: 16px;
	right: 64px;
	_right: 138px; // add width of modifierIcon
}

.tiddler .followButton {
	position: relative;
	height: 24px;
	text-align: left;
	color: #fff;
	background: [[ColorPalette::PrimaryMid]];
	padding: 10px 0px 0px 10px;
	width: 38px;
	margin: -16px -8px 24px 0;
}

/* creates the larger triangle */
.followButton:before {
	content: "\00a0";
	display: block; /* reduce the damage in FF3.0 */
	position: relative;
	bottom: -20px;
	right: 0;
	width: 0;
	height: 0;
	border-width: 0 0 20px 20px;
	border-style: solid;
	border-color: transparent [[ColorPalette::PrimaryMid]];
}

.toolbar svg {
	height: 16px;
	width: 16px;
}

.toolbar svg .glyph {
	fill: #ccc;
}

.toolbar a:hover .glyph {
	fill: black;
}

.toolbar a:active .glyph {
	fill: [[ColorPalette::Background]];
}

.originButton,
.followPlaceHolder,
.tiddler .subtitle {
	cursor: pointer;
}

.editSpaceSiteIcon .originButton {
	cursor: auto;
}

.tiddler .subtitle:hover {
	font-weight: bold;
	background: none;
}

a.originButton:hover {
	color: [[ColorPalette::PrimaryMid]];
}

.originButton img,
.originButton svg {
	margin-left: 0px;
}

.modifierIcon {
	margin-right: 0px;
	position: absolute;
	width: 74px;
	top: 0px;
	right: 0px;
	_right: 74px; /* in IE6 positioning works incorrectly so use -width instead */
	text-align: right;
}

.modifierIcon .siteIcon div {
	height: 52px; /* include border */
}

.modifierIcon img,
.modifierIcon svg {
	margin-right: 8px;
}

.tiddler .viewer {
	padding-bottom: 16px;
	margin: 0 0 0 56px;
	line-height: 1.4em;
}

.viewer pre {
	margin-left: 0;
}

.spaceIcon img {
	height: 40px;
}

.siteIcon .label {
	color: [[ColorPalette::TertiaryDark]];
}

.tiddler .spaceSiteIcon {
	float: left;
	margin-right: 0;
	margin-top: 0;
	position: relative;
	display: block;
}

.tiddler .titleBar {
	display: block;
	margin-right: 136px;
	margin-left: 56px;
}

.followButton a {
	color: [[ColorPalette::Background]];
}

.tiddler {
	position: relative;
	padding: 0;
	margin-bottom: 3em;
	border-top: 3px solid [[ColorPalette::PrimaryMid]];
	background: #fff;
}

.tiddler .editor {
	padding-left: 8px;
	padding-right: 8px;
}

.tiddler .heading .title {
	position: relative;
	display: block;
	word-wrap: break-word;
	font-size: 24px;
	line-height: 24px;
}
.tiddler .heading .editor.title {
	font-size: 1.7em;
	line-height: normal;
}

.tiddler .title a {
	color: [[ColorPalette::Foreground]];
	text-decoration: none;
}
.tiddler .title a:hover {
	background: none;
	color: [[ColorPalette::Foreground]];
	text-decoration: none;
}

.tiddler .headingClear {
	clear: both;
}

.tiddler .subtitle {
	font-style: italic;
	font-size: 0.9em;
	color: #a6a59e;
	margin-top: 0;
}

.toolbar {
	position: absolute;
	padding: 0;
	top: 8px;
	right: -8px;
}

.toolbar .moreCommand.highlight {
	background: none;
}

.tiddler .toolbar .button {
	border: none;
	display: inline;
	padding: 0px;
	margin-right: 16px;
}

.tiddler .toolbar a:hover {
	background: none;
}

.tiddler .tags {
	float: right;
}

.tiddler .tags .listTitle {
	display: none;
}

.tiddler .tags li {
	font-size: 0.9em;
	list-style: none;
	margin-bottom: 8px;
	overflow: hidden;
	margin-right: 8px;
	text-align: right;
	border-bottom: solid 2px [[ColorPalette::PrimaryPale]];
}

.tiddler .tags li .button {
	padding: 0px;
}

.tiddler .tagged .listTitle {
	display: none;
}

.revButton {
	float: right;
}

/*! EditTemplate specific*/
.tiddler .privacySettings {
	text-align: center;
}
.tiddler .privacySettings .originButton {
	display: inline;
}

.editSpaceSiteIcon, .privacyEdit {
	float: left;
}

.editSpaceSiteIcon svg,
.editSpaceSiteIcon img,
.editSpaceSiteIcon .roundelLabel {
	float: left;
}

.tagTitle {
	position: absolute;
	text-align: center;
	width: 48px;
	top: 0px;
	left: -56px;
}

.editSpaceSiteIcon .originButton img,
.editSpaceSiteIcon .originButton svg {
	height: 16px;
	margin-left: 24px;
	margin-right: 32px;
	width: 16px;
}

.tagAnnotation {
	margin-top: 8px;
	padding-bottom: 8px;
}
.annotationsBox {
	margin-top: 8px;
}

.editorFooter {
	position: relative;
	padding: 0;
	margin-top: 16px;
	margin-left: 64px;
}

.tiddler .editorFooter .editor {
	padding-left: 0px;
}

.heading .editor input {
	width: 100%;
	font-size: 1.5em;
}

.spaceSiteIcon .externalImage .image a:hover,
.modifierIcon .externalImage .image a:hover {
	background: none;
}

div.toolbar {
	visibility:hidden;
	right:-16px;
}

.selected div.toolbar {
	visibility: visible;
}

.followButton a:hover {
	background: [[ColorPalette::PrimaryMid]];
	text-decoration: underline;
}

@media all and (max-device-width: 480px) {
	div.toolbar {
		visibility:visible;
	}
}
@media only screen and (device-width: 768px) {
	div.toolbar {
		visibility:visible;
	}
}
@media all and (max-width: 960px) {
	.tiddler .titleBar {
		margin-left: 36px;
		margin-right: 80px;
	}

	.tiddler .heading {
		margin-bottom: 48px;
	}

	.tiddler .heading .title {
		font-size: 32px;
		line-height: 32px;
	}

	.tiddler .modifierIcon img,
	.tiddler .modifierIcon svg,
	.tiddler .spaceSiteIcon .originButton img,
	.originButton svg {
		width: 32px;
		height: 32px;
		margin-left: 0px;
		margin-right: 0px;
	}

	.tiddler .followPlaceHolder {
		right: 48px;
	}

	.tiddler .followButton {
		width: 24px;
	}

	.tiddler .viewer {
		margin: 0px 0px 0px 36px;
		padding-top: 0;
	}

	br {
		line-height: 0.5em;
	}
}
/*}}}*/
ColorPalette
StyleSheet
SiteSubtitle
GettingStarted
SiteTitle
MainMenu
SiteIcon
DefaultTiddlers
ViewTemplate
PageTemplate
SideBarOptions
EditTemplate
SiteInfo
SideBarTabs
ToolbarCommands
In [[Influence, the psychology of persuasion]] the six principles of influence described are:

# [[Reciprocity]]
** Free samples, than buying
** Gifts provoke a feeling of guild from which we want to release ourselves.
** Example during the MBI training was that if you buy something small for people they are more likely to give you something back
# [[Commitment and consistency]]
# [[Social proof]]
# [[Likeability]]
# [[Authority]]
# [[Scarcity]]

<html>
<div style="width:425px" id="__ss_2749091"> <strong style="display:block;margin:12px 0 4px"><a href="http://www.slideshare.net/thomasvdc/persuasion-herding-the-digital-sheep" title="Persuasion: herding the digital sheep">Persuasion: herding the digital sheep</a></strong> <iframe src="http://www.slideshare.net/slideshow/embed_code/2749091" width="425" height="355" frameborder="0" marginwidth="0" marginheight="0" scrolling="no"></iframe> <div style="padding:5px 0 12px"> View more <a href="http://www.slideshare.net/">presentations</a> from <a href="http://www.slideshare.net/thomasvdc">Thomas Vande Casteele</a> </div> </div>
</html>

Audiofragment, part 1:
<<tiddler [[M16-S2 - Audio - The six principles of inluence - Part 1]]/>>

!Robert Cialdini - Six points
<<tiddler [[Robert Cialdini - Six points]]>>
/***
|Name|SnapshotPlugin|
|Source|http://www.TiddlyTools.com/#SnapshotPlugin|
|Documentation|http://www.TiddlyTools.com/#SnapshotPluginInfo|
|Version|1.3.0|
|Author|Eric Shulman|
|License|http://www.TiddlyTools.com/#LegalStatements|
|~CoreVersion|2.1|
|Type|plugin|
|Description|save or print HTML+CSS image of rendered document content|
This plugin provides a macro as well as tiddler toolbar commands to create a file or browser window containing the //rendered// CSS-and-HTML that is currently being displayed for selected elements of the current document.
!!!!!Documentation
>see [[SnapshotPluginInfo]]
!!!!!Configuration
<<<
<<option chkSnapshotHTMLOnly>> output HTML only (omit CSS)
<<<
!!!!!Revisions
<<<
2009.10.12 1.3.0 added multi-file story snapshot
|please see [[SnapshotPluginInfo]] for additional revision details|
2008.04.21 1.0.0 initial release - derived from [[NewDocumentPlugin]] with many improvements...
<<<
!!!!!Code
***/
//{{{
version.extensions.SnapshotPlugin= {major: 1, minor: 3, revision: 0, date: new Date(2009,10,12)};

if (config.options.chkSnapshotHTMLOnly===undefined)
	config.options.chkSnapshotHTMLOnly=false;

config.macros.snapshot = {
	snapLabel: "save a snapshot",
	printLabel: "print a snapshot",
	snapPrompt: "save an HTML image",
	printPrompt: "print an HTML image",
	hereID: "here",
	viewerID: "viewer",
	storyID: "story",
	allID: "all",
	askID: "ask",
	askTiddlerID: "askTiddler",
	askDOMID: "askDOM",
	askMsg: "select an element...",
	hereItem: "tiddler: '%0'",
	viewerItem: "tiddler: '%0' (content only)",
	storyItem: "story column (one file)",
	storyFilesItem: "story column (multiple files)",
	allItem: "entire document",
	tiddlerItem: "select a tiddler...",
	IDItem: "select a DOM element by ID...",
	HTMLItem: "[%0] output HTML only (omit CSS)",
	fileMsg: "select or enter a target path/filename",
	defaultFilename: "snapshot.html",
	okmsg: "snapshot written to %0",
	failmsg: "An error occurred while creating %0",
	handler: function(place,macroName,params,wikifier,paramString,tiddler) {
		var printing=params[0]&&params[0]=="print"; if (printing) params.shift();
		params = paramString.parseParams("anon",null,true,false,false);
		var id=getParam(params,"id","here");
		var label=getParam(params,"label",printing?this.printLabel:this.snapLabel);
		var prompt=getParam(params,"prompt",printing?this.printPrompt:this.snapPrompt);
		var btn=createTiddlyButton(place,label,prompt, function(ev){
			this.setAttribute("snapID",this.getAttribute("startID"));
			config.macros.snapshot.go(this,ev)
		});
		btn.setAttribute("startID",id);
		btn.setAttribute("snapID",id);
		btn.setAttribute("printing",printing?"true":"false");
		btn.setAttribute("HTMLOnly",config.options.chkSnapshotHTMLOnly?"true":"false");
	},
	go: function(here,ev) {
		var cms=config.macros.snapshot; // abbreviation
		var id=here.getAttribute("snapID");
		var printing=here.getAttribute("printing")=="true";
		var HTMLOnly=here.getAttribute("HTMLOnly")=="true";

		if (id==cms.askID||id==cms.askTiddlerID||id==cms.askDOMID) {
			cms.askForID(here,ev);
		} else if (id==cms.storyID) {
			story.forEachTiddler(function(t,e) {
				var out=cms.getsnap(e,e.id,printing,HTMLOnly);
				if (printing) cms.printsnap(out);
				else cms.savesnap(out,e.getAttribute('tiddler')+'.html');
			});
		} else {
			if (id==cms.allID) id="contentWrapper";
			var snapElem=document.getElementById(id);
			if (id==cms.hereID || id==cms.viewerID)
				var snapElem=story.findContainingTiddler(here);
			if (snapElem && hasClass(snapElem,"tiddler") && (id==cms.viewerID || HTMLOnly)) {
				// find viewer class element within tiddler element
				var nodes=snapElem.getElementsByTagName("*");
				for (var i=0; i<nodes.length; i++)
					if (hasClass(nodes[i],"viewer")) { snapElem=nodes[i]; break; }
			}
			if (!snapElem) // not in a tiddler or no viewer element or unknown ID
				{ e.cancelBubble=true; if(e.stopPropagation)e.stopPropagation(); return(false); }
			// write or print snapshot
			var out=cms.getsnap(snapElem,id,printing,HTMLOnly);
			if (printing) cms.printsnap(out); else cms.savesnap(out);
		}
		return false;
	},
	askForID: function(here,ev) {
		var ev = ev ? ev : window.event; 
		var cms=config.macros.snapshot; // abbreviation
		var id=here.getAttribute("snapID");
		var indent='\xa0\xa0\xa0\xa0';
		var p=Popup.create(here); if (!p) return false; p.className+=' sticky smallform';
		var s=createTiddlyElement(p,'select'); s.button=here;
		if (id==cms.askID) {
			s.options[s.length]=new Option(cms.askMsg,cms.askID);
			var tid=story.findContainingTiddler(here);
			if(tid) { 
				var title=tid.getAttribute("tiddler");
				if (here.getAttribute("HTMLOnly")!="true")
					s.options[s.length]=new Option(indent+cms.hereItem.format([title]),cms.hereID);
				s.options[s.length]=new Option(indent+cms.viewerItem.format([title]),cms.viewerID);
			}
			s.options[s.length]=new Option(indent+cms.tiddlerItem,cms.askTiddlerID);
			s.options[s.length]=new Option(indent+cms.IDItem,cms.askDOMID);
			s.options[s.length]=new Option(indent+cms.storyItem,"tiddlerDisplay");
			s.options[s.length]=new Option(indent+cms.storyFilesItem,cms.storyID);
			s.options[s.length]=new Option(indent+cms.allItem,"contentWrapper");
		}
		if (id==cms.askDOMID) {
			s.options[s.length]=new Option(cms.IDItem,cms.askDOMID);
			var elems=document.getElementsByTagName("*");
			var ids=[];
			for (var i=0;i<elems.length;i++)
				if (elems[i].id.length && elems[i].className!="animationContainer")
					ids.push(elems[i].id);
			ids.sort();
			for (var i=0;i<ids.length;i++) s.options[s.length]=new Option(indent+ids[i],ids[i]);
		}
		if (id==cms.askTiddlerID) {
			s.options[s.length]=new Option(cms.tiddlerItem,cms.askTiddlerID);
			var elems=document.getElementsByTagName("div");
			var ids=[];
			for (var i=0;i<elems.length;i++) { var id=elems[i].id;
				if (id.length && id.substr(0,story.idPrefix.length)==story.idPrefix && id!="tiddlerDisplay")
					ids.push(id);
			}
			ids.sort();
			for (var i=0;i<ids.length;i++) s.options[s.length]=new Option(indent+ids[i].substr(story.idPrefix.length),ids[i]);
		}
		s.options[s.length]=new Option(cms.HTMLItem.format([here.getAttribute("HTMLOnly")=="true"?"\u221a":"_"]),cms.HTMLItem);
		s.onchange=function(ev){
			var ev = ev ? ev : window.event; 
			var cms=config.macros.snapshot; // abbreviation
			var here=this.button;
			if (this.value==cms.HTMLItem) {
				config.options.chkSnapshotHTMLOnly=!config.options.chkSnapshotHTMLOnly;
				here.setAttribute("HTMLOnly",config.options.chkSnapshotHTMLOnly?"true":"false");
				config.macros.option.propagateOption("chkSnapshotHTMLOnly","checked",
					config.options.chkSnapshotHTMLOnly,"input");
			} else
				here.setAttribute("snapID",this.value);
			config.macros.snapshot.go(here,ev);
			return false;
		};
		Popup.show();
		ev.cancelBubble=true;
		if(ev.stopPropagation)ev.stopPropagation();
		return false;
	},
	getpath: function() {
		// get current path
		var path=getLocalPath(window.location.href);
		var slashpos=path.lastIndexOf("/");
		if (slashpos==-1) slashpos=path.lastIndexOf("\\"); 
		if (slashpos!=-1) path=path.substr(0,slashpos+1); // trim filename
		return path;
	},
	getsnap: function(snapElem,id,printing,HTMLOnly) {
		var cms=config.macros.snapshot; // abbreviation
		var out='<head><meta http-equiv="Content-Type" content="text/html;charset=utf-8" />';
		if (printing)
			out+='<base href="file:///'+cms.getpath().replace(/\\/g,'/')+'"></base>\n';
		if (!HTMLOnly) {
			var styles=document.getElementsByTagName('style');
			var fmt='<style>\n/* stylesheet=%0 */\n%1\n\n</style>\n';
			for(var i=0; i < styles.length; i++)
				out+=fmt.format([styles[i].getAttribute('id'),styles[i].innerHTML]);
		}
		out+='</head>\n';

		var elems=snapElem.getElementsByTagName('input');
		for (var i=0; i<elems.length; i++) { var e=elems[i];
			if (e.type=='text')		e.defaultValue=e.value;
			if (e.type=='checkbox')	 	e.defaultChecked=e.checked;
			if (e.type=='radiobutton')	e.defaultChecked=e.checked;
		}
		var elems=snapElem.getElementsByTagName('textarea');
		for (var i=0; i<elems.length; i++)	elems[i].defaultValue=elems[i].value;

		var fmt='<body>\n\n<div class="%0">%1</div>\n\n</body>\n';
		out+=fmt.format([(id==cms.viewerID?'tiddler viewer':''),snapElem.innerHTML]);

		return '<html>\n'+out+'</html>';
	},
	printsnap: function(out) {
		var win=window.open("","_blank","");
		win.document.open();
		win.document.writeln(out);
		win.document.close();
		win.focus(); // bring to front
		win.print(); // trigger print dialog
	},
	savesnap: function(out,target) {
		var cms=config.macros.snapshot; // abbreviation
		// make sure we are local
		if (window.location.protocol!="file:")
			{ alert(config.messages.notFileUrlError); return; }
		var target=target||cms.askForFilename(cms.fileMsg,cms.getpath(),cms.defaultFilename);
		if (!target) return; // cancelled by user
		// if specified file does not include a path, assemble fully qualified path and filename
		var slashpos=target.lastIndexOf("/"); if (slashpos==-1) slashpos=target.lastIndexOf("\\");
		if (slashpos==-1) {
			var h=document.location.href;
			var cwd=getLocalPath(decodeURIComponent(h.substr(0,h.lastIndexOf('/')+1)));
			target=cwd+target;
		}
		var link="file:///"+target.replace(/\\/g,'/'); // link for message text
		var ok=saveFile(target,convertUnicodeToUTF8(out));
		var msg=ok?cms.okmsg.format([target]):cms.failmsg.format([target]);
		displayMessage(msg,link);
	},
	askForFilename: function(msg,path,file) {
		if(window.Components) { // moz
			try {
				netscape.security.PrivilegeManager.enablePrivilege('UniversalXPConnect');
				var nsIFilePicker = window.Components.interfaces.nsIFilePicker;
				var picker = Components.classes['@mozilla.org/filepicker;1'].createInstance(nsIFilePicker);
				picker.init(window, msg, nsIFilePicker.modeSave);
				var thispath = Components.classes['@mozilla.org/file/local;1'].createInstance(Components.interfaces.nsILocalFile);
				thispath.initWithPath(path);
				picker.displayDirectory=thispath;
				picker.defaultExtension='html';
				picker.defaultString=file;
				picker.appendFilters(nsIFilePicker.filterAll|nsIFilePicker.filterText|nsIFilePicker.filterHTML);
				if (picker.show()!=nsIFilePicker.returnCancel) var result=picker.file.persistentDescriptor;
			}
			catch(e) { alert('error during local file access: '+e.toString()) }
		}
		else { // IE
			try { // XP/Vista only
				var s = new ActiveXObject('UserAccounts.CommonDialog');
				s.Filter='All files|*.*|Text files|*.txt|HTML files|*.htm;*.html|';
				s.FilterIndex=3; // default to HTML files;
				s.InitialDir=path;
				s.FileName=file;
				if (s.showOpen()) var result=s.FileName;
			}
			catch(e) { var result=prompt(msg,path+file); } // fallback for non-XP IE
		}
		return result;
	}
};
//}}}

// // TOOLBAR DEFINITIONS
//{{{
config.commands.snapshotSave = {
	text: "snap",
	tooltip: config.macros.snapshot.snapPrompt,
	handler: function(ev,src,title) {
		src.setAttribute("snapID","ask");
		src.setAttribute("printing","false");
		src.setAttribute("HTMLOnly",config.options.chkSnapshotHTMLOnly?"true":"false");
		config.macros.snapshot.go(src,ev);
		return false;
	}
};
config.commands.snapshotPrint = {
	text: "print",
	tooltip: config.macros.snapshot.printPrompt,
	handler: function(ev,src,title) {
		src.setAttribute("snapID","ask");
		src.setAttribute("printing","true");
		src.setAttribute("HTMLOnly",config.options.chkSnapshotHTMLOnly?"true":"false");
		config.macros.snapshot.go(src,ev);
		return false;
	}
};
//}}}

// // COPIED FROM [[StickyPopupPlugin]] TO ELIMINATE PLUGIN DEPENDENCY
//{{{
if (config.options.chkStickyPopups==undefined) config.options.chkStickyPopups=false;
Popup.stickyPopup_onDocumentClick = function(ev)
{
	// if click is in a sticky popup, ignore it so popup will remain visible
	var e = ev ? ev : window.event; var target = resolveTarget(e);
	var p=target; while (p) {
		if (hasClass(p,"popup") && (hasClass(p,"sticky")||config.options.chkStickyPopups)) break;
		else p=p.parentNode;
	}
	if (!p) // not in sticky popup (or sticky popups disabled)... use normal click handling
		Popup.onDocumentClick(ev);
	return true;
};
try{removeEvent(document,"click",Popup.onDocumentClick);}catch(e){};
try{addEvent(document,"click",Popup.stickyPopup_onDocumentClick);}catch(e){};
//}}}
There are a few ways to uncover decision making criteria in the [[Decision Making Unit (DMU)]]

By observation:
* What has the customer talked about?
* What do they seem to be struggling with?
* What gets their attention?

By deduction:
* What is happening in the customer market place?
* What are their competitors doing?
* What do their clients want?
* What should they want from a supplier like you?
In this step you begin talking about your product(s) or service(s). You will do this in terms of its basic features but will need to translate these features to (perceived) benefits for your customer. Key point is to talk about the features and benefits of your product/service in //''a way that matters''// to the prospective customer.
In the book, [[Switch: How to Change Things When Change Is Hard]]@mbi , Dan Heath and Chip Heath write about the Elephant and the Rider.

<<image /static/files/MBI/Module%2016/elephant-rider04.jpg width:500>>

The Two Systems: The Emotional and the Rational Side
Our brain has two systems at work – an emotional side and a rational side.  Dan and Chip write:

“The conventional wisdom in psychology, in fact, is that the brain has two independent systems at work at all times.  First, there’s what we call the emotional side.  It’s the part of you that is instinctive, that feels pain and pleasure.  Second, there’s the rational side, also known as the reflective or conscious system.  It’s the part of you that deliberates and analyzes and looks into the future.”

!The Planner and the Doer
Modern behavior economists think of the two systems as the Planner and the Doer.  Dan and Chip write:

“Plato said that in our heads we have a rational charioteer who has to rein in an unruly horse that “barely yields to horsewhip and goad combined.”  Freud wrote about the selfish id and the conscientious superego (and also about the ego, which mediates between them).  More recently behavior economists dubbed the two systems, the Planner and the Doer.”

!The Elephant and the Rider Metaphor
Jonathan Haidt introduces the Elephant and the Rider metaphor.  Dan and Chip write:

“But to us, the duo’s tension is captured best by an analogy used by University of Virginia psychologist, Jonathan Haidt in his wonderful book The Happiness Hypothesis.  Haidt syas that our emotional side is the Elephant and our rational side is the rider.  Perched atop the Elephant, the Rider holds the reins and seems to be the leader.  But the Rider’s control is precarious because the Rider is so small relative to the Elephant.  Anytime the six-ton Elephant and the Rider disagree about which direction to go, the Rider is going to lose.  He’s completely overmatched.”

!When Our Elephant Overpowers Our Rider
Sometimes our emotional Elephant wins over our analytical Rider.  Dan and Chip write:

“Most of us are all too familiar with situations in which our Elephant overpowers our Rider.  You’ve experienced this if you’ve ever slept in, overeaten, dialed up your ex at midnight, procrastinated, tried to quit smoking and failed, skipped the gym, gotten angry and said something you regretted, abandoned your Spanish or piano lessons, refused to speak up in a meeting because you were scared, and so on.”

!Change Can Come Easily When Elephants and Riders Move Together
The key to effective change is getting the Elephant and the Rider moving together.  Dan and Chip write:

“Changes often fail because the Rider simply can’t keep the Elephant on the road long enough to reach the destination.  The Elephant’s hunger for instant gratification is the opposite of the Rider’s strength, which is the ability to think long-term, to plan, to think beyond the moment (all those things that your pet can’t do.) … To make progress toward a goal, whether it’s noble or crass, requires the energy and drive of the Elephant.  And this strength is the mirror image of the Rider’s great weakness: spinning his wheels.  The Rider tends to overanalyze and over think things. … A reluctant Elephant and a wheel-spinning Rider can both ensure nothing changes.  But when Elephants and Riders move together, change can come easily.”

Now, whenever I find my Elephant off track or my Rider spinning wheels, I ask myself, “How can I get the Elephant and the Rider moving together?”

Source: http://sourcesofinsight.com/2010/04/21/the-elephant-and-the-rider/
The title and subtitle of your space are visible to visitors and are also displayed in your browser's tabs. Click on the SiteTitle and SiteSubtitle tiddler links below to make changes.
* [[SiteTitle]]
* [[SiteSubtitle]]
Space sales
A tie down question settles ones and for all that a certain issue has been closed. Because you ensured that the issue is resolved to satisfcation, the customer is unlikely to come back later in the sale.

<<image /static/files/MBI/Module%2016/Tiedown.jpg width:400>>

!Examples
* Do you feel like what we have talked about will solve this portion of the problem?
* How does that sound? Does it deal with the concerns which you raised?
* Do you think this will work? Why? Why not?
* Has that address your problem? What questions do you have left? Can we move to the next issue?
/***
|''Name:''|FieldsEditorPlugin|
|''Description:''|//create//, //edit//, //view// and //delete// commands in toolbar <<toolbar fields>>.|
|''Version:''|1.0.2|
|''Date:''|Dec 21,2007|
|''Source:''|http://visualtw.ouvaton.org/VisualTW.html|
|''Author:''|Pascal Collin|
|''License:''|[[BSD open source license|License]]|
|''~CoreVersion:''|2.2.0|
|''Browser:''|Firefox 2.0; InternetExplorer 6.0, others|
!Demo:
On [[homepage|http://visualtw.ouvaton.org/VisualTW.html]], see [[FieldEditor example]]
!Installation:
*import this tiddler from [[homepage|http://visualtw.ouvaton.org/VisualTW.html]] (tagged as systemConfig)
*save and reload
*optionnaly : add the following css text in your StyleSheet : {{{#popup tr.fieldTableRow td {padding:1px 3px 1px 3px;}}}}
!Code
***/

//{{{

config.commands.fields.handlePopup = function(popup,title) {
	var tiddler = store.fetchTiddler(title);
	if(!tiddler)
		return;
	var fields = {};
	store.forEachField(tiddler,function(tiddler,fieldName,value) {fields[fieldName] = value;},true);
	var items = [];
	for(var t in fields) {
		var editCommand = "<<untiddledCall editFieldDialog "+escape(title)+" "+escape(t)+">>";
		var deleteCommand = "<<untiddledCall deleteField "+escape(title)+" "+escape(t)+">>";
		var renameCommand = "<<untiddledCall renameField "+escape(title)+" "+escape(t)+">>";
		items.push({field: t,value: fields[t], actions: editCommand+renameCommand+deleteCommand});
	}
	items.sort(function(a,b) {return a.field < b.field ? -1 : (a.field == b.field ? 0 : +1);});
	var createNewCommand = "<<untiddledCall createField "+escape(title)+">>";
	items.push({field : "", value : "", actions:createNewCommand });
	if(items.length > 0)
		ListView.create(popup,items,this.listViewTemplate);
	else
		createTiddlyElement(popup,"div",null,null,this.emptyText);
}

config.commands.fields.listViewTemplate = {
	columns: [
		{name: 'Field', field: 'field', title: "Field", type: 'String'},
		{name: 'Actions', field: 'actions', title: "Actions", type: 'WikiText'},
		{name: 'Value', field: 'value', title: "Value", type: 'WikiText'}
	],
	rowClasses: [
			{className: 'fieldTableRow', field: 'actions'}
	],
	buttons: [	//can't use button for selected then delete, because click on checkbox will hide the popup
	]
}

config.macros.untiddledCall = {  // when called from listview, tiddler is unset, so we need to pass tiddler as parameter
	handler : function(place,macroName,params,wikifier,paramString) {
		var macroName = params.shift();
		if (macroName) var macro = config.macros[macroName];
		var title = params.shift();
		if (title) var tiddler = store.getTiddler(unescape(title));
		if (macro) macro.handler(place,macroName,params,wikifier,paramString,tiddler);		
	}
}

config.macros.deleteField = {
	handler : function(place,macroName,params,wikifier,paramString,tiddler) {
		if(!readOnly && params[0]) {
			fieldName = unescape(params[0]);
			var btn = createTiddlyButton(place,"delete", "delete "+fieldName,this.onClickDeleteField);
			btn.setAttribute("title",tiddler.title);
			btn.setAttribute("fieldName", fieldName);
		}
	},
	onClickDeleteField : function() {
		var title=this.getAttribute("title");
		var fieldName=this.getAttribute("fieldName");
		var tiddler = store.getTiddler(title);
		if (tiddler && fieldName && confirm("delete field " + fieldName+" from " + title +" tiddler ?")) {
			delete tiddler.fields[fieldName];
			store.saveTiddler(tiddler.title,tiddler.title,tiddler.text,tiddler.modifier,tiddler.modified,tiddler.tags,tiddler.fields);
			story.refreshTiddler(title,"ViewTemplate",true);
		}
		return false;
	}
}

config.macros.createField = {
	handler : function(place,macroName,params,wikifier,paramString,tiddler) {
		if(!readOnly) {
			var btn = createTiddlyButton(place,"create new", "create a new field",this.onClickCreateField);
			btn.setAttribute("title",tiddler.title);
		}
	},
	onClickCreateField : function() {
		var title=this.getAttribute("title");
		var tiddler = store.getTiddler(title);
		if (tiddler) {
			var fieldName = prompt("Field name","");
			if (store.getValue(tiddler,fieldName)) {
				window.alert("This field already exists.");
			}
			else if (fieldName) {
				var v = prompt("Field value","");
				tiddler.fields[fieldName]=v;
				store.saveTiddler(tiddler.title,tiddler.title,tiddler.text,tiddler.modifier,tiddler.modified,tiddler.tags,tiddler.fields);
				story.refreshTiddler(title,"ViewTemplate",true);
			}
		}
		return false;
	}
}

config.macros.editFieldDialog = {
	handler : function(place,macroName,params,wikifier,paramString,tiddler) {
		if(!readOnly && params[0]) {
			fieldName = unescape(params[0]);
			var btn = createTiddlyButton(place,"edit", "edit this field",this.onClickEditFieldDialog);
			btn.setAttribute("title",tiddler.title);
			btn.setAttribute("fieldName", fieldName);
		}
	},
	onClickEditFieldDialog : function() {
		var title=this.getAttribute("title");
		var tiddler = store.getTiddler(title);
		var fieldName=this.getAttribute("fieldName");
		if (tiddler && fieldName) {
			var value = tiddler.fields[fieldName];
			value = value ? value : "";
			var lines = value.match(/\n/mg);
			lines = lines ? true : false;
			if (!lines || confirm("This field contains more than one line. Only the first line will be kept if you edit it here. Proceed ?")) {
				var v = prompt("Field value",value);
				tiddler.fields[fieldName]=v;
				store.saveTiddler(tiddler.title,tiddler.title,tiddler.text,tiddler.modifier,tiddler.modified,tiddler.tags,tiddler.fields);
				story.refreshTiddler(title,"ViewTemplate",true);
			}
		}
		return false;
	}
}

config.macros.renameField = {
	handler : function(place,macroName,params,wikifier,paramString,tiddler) {
		if(!readOnly && params[0]) {
			fieldName = unescape(params[0]);
			var btn = createTiddlyButton(place,"rename", "rename "+fieldName,this.onClickRenameField);
			btn.setAttribute("title",tiddler.title);
			btn.setAttribute("fieldName", fieldName);
		}
	},
	onClickRenameField : function() {
		var title=this.getAttribute("title");
		var fieldName=this.getAttribute("fieldName");
		var tiddler = store.getTiddler(title);
		if (tiddler && fieldName) {
			var newName = prompt("Rename " + fieldName + " as ?", fieldName);
			if (newName) {
				tiddler.fields[newName]=tiddler.fields[fieldName];
				delete tiddler.fields[fieldName];
				store.saveTiddler(tiddler.title,tiddler.title,tiddler.text,tiddler.modifier,tiddler.modified,tiddler.tags,tiddler.fields);
				story.refreshTiddler(title,"ViewTemplate",true);
			}
		}
		return false;
	}
}

config.shadowTiddlers.StyleSheetFieldsEditor = "/*{{{*/\n";
config.shadowTiddlers.StyleSheetFieldsEditor += ".fieldTableRow td {padding : 1px 3px}\n";
config.shadowTiddlers.StyleSheetFieldsEditor += ".fieldTableRow .button {border:0; padding : 0 0.2em}\n";
config.shadowTiddlers.StyleSheetFieldsEditor +="/*}}}*/";
store.addNotification("StyleSheetFieldsEditor", refreshStyles);

//}}}
The large then smaller variant of the rule of [[Reciprocity]] exploits the fact that people are inclined to honor you a favor when they just declined another favor. The larger-then-smaller-request procedure makes use of [[The contrast principle]] by making the smaller request look even smaller by comparison with the larger one. If I want you to lend me five dollars, I can make it seem like a smaller request by first asking you to lend me ten dollars.


!Example
The most important goal for a door-to-door salesperson is to make the sale. However, the training programs of most companies have  a second important goal was to obtain from prospects the names of referrals-friends, relatives, or neighbors on whom we could call.

“Well, if it is your feeling that a fine set of encyclopedias is not right for you at this time, perhaps you could help me by giving me the names of some others who might wish to take advantage of our company’s great offer. What would be the names of some of these people you know?”

Many individuals who would not otherwise subject their friends to a high-pressure sales presentation do agree to supply referrals when the request is presented as a concession from a purchase request they have just refused.
We’re wired for stories (See also [[Made to Stick: Why Some Ideas Survive and Others Die]]@mbi.  Take advantage of this. Stories don’t have to be long and elaborate; a story can be simple and short. A story can be a sentence long.  It can be a side comment thrown in as you’re talking about something else.

Stories make your presentation more memorable.  They add vividness. They show benefits. They offer social proof.

Here is a story: “When we decided to dump Subversion and use Mercurial we saved six weeks on our merge time before launches.”

One sentence, but a powerful story anyway. It implies a bunch of things: we used SVN, but had issues with it (likely the same ones they are having); we successfully switched off it; we save time with Mercurial; we can actually do merges now; the prospect could do the same thing; we could probably help them do it.

Most good stories have a villain (or an obstacle) and a solution. In my one sentence story above, SVN is the villain, and its nefarious henchmen are the ridiculous tribulations of merge week month(s). The solution is Mercurial. Just think obstacle-solution, that’s the basic formula.

The single-sentence SVN story is vastly more memorable than any list of features you could spew out. Will our prospect remember the cool electric DAG we built for Kiln?  I don’t know, but I can almost guarantee he will remember that we used to use SVN, that we got off it, and that we made life better for ourselves.

Constantly keep an eye out for stories you can use, whether they come from your company, or the people you talk to. “I was just talking to someone last week who had their year’s supply of ice cream ooze all over the basement floor because the power went out. He bought a generator from me yesterday!”

Of course, don’t make stuff up. It’s never OK to lie to your prospects.
[[Selling the wheel]]
[[How you make the sale]]
[[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]]
[[Influence, the psychology of persuasion]]
<!--{{{-->
<div class='toolbar' macro='toolbar [[ToolbarCommands::ViewToolbar]] icons:yes more:popup'></div>
<div class='heading'>
	<div class='spaceSiteIcon' macro='tiddlerOrigin label:yes height:48 width:48'></div>
	<div class='modifierIcon'
		macro='view modifier SiteIcon label:yes height:48 width:48 labelPrefix:"modified by "'>
	</div>
	<div class='title' macro='view title'></div>
	<div class='tagClear'></div>
</div>
<div class='tagClear'></div>
<div class='concertina' ></div>
<div class='content'>
	<div class='info'>
		<div class='calendar' macro='viewRevisions page:5'>
			<div class='month' macro='view modified date mmm'></div>
			<div class='date' macro='view modified date 0DD'></div>
			<div class='time' macro='view modified date 0hh:0mm'></div>
		</div>
		<div class='tagClear'></div>
		<div class='tagged' macro='tags'></div>
	</div>
	<div class='viewer' macro='view text wikified'></div>
</div>
<div class='tagClear'></div>
<div class='tagging' macro='tagging'></div>
<div class='counted' macro='BBClonePlugin'></div>
<div class='tagClear'></div>
<!--}}}-->
<!--{{{-->
<div macro='slideRevision'></div>
<div class='heading'>
	<span class="titleBar">
		<div class='title' macro='view title text'></div>
	</span>
	<span class='modifierIcon'
		macro='view modifier SiteIcon label:no height:48 width:48 preserveAspectRatio:yes'>
	</span>
	<div class='toolbar'
		macro='toolbar [[ToolbarCommands::RevisionToolbar]] icons:yes height:48 width:48 more:popup'>
	</div>
	<div class='tagClear'></div>
</div>
<div class='content'>
	<div class='viewer' macro='view text wikified'></div>
</div>
<div class='tagInfo'>
	<div class='tidTags' macro='tags'></div>
	<div class='tagging' macro='tagging'></div>
</div>
<!--}}}-->
Closing scares the hell out of people. It may be the biggest fear in sales. It feels pushy. It evokes the haunting image of the sales stereotype. If you haven’t done it, it can feel mentally crushing.

But I have good news; it’s no big deal. Easy to say, I know, but it’s true. As you do it more it’ll get easier and this will become more obvious to you.

Remember that people expect to be closed. They entered into a sales situation. There is no mystery about what you guys are doing together; they’re looking at a product, and you’re trying to help them figure out if yours is the right one. Everyone knows this. At some point you’re going to move on from the investigation phase and they will make a decision. This is a surprise to no one.

Even better, there are ways to soften the process of asking for the close.

I’m going to tell you the simplest, most stress-free way to close that you will ever learn, and I want you to commit to trying it. Here it is: “So, what do you think?”

Ta-da! You’ve tried to close a sale, and you didn’t break out in hives.

There are probably thousands of ways to close, and you can find many dozens of books with advice on this topic.

I am a fan of softer closes; they just feel less jarring to me, and they fit with the sales culture at Fog Creek better, but there are certainly harder closes you can employ, and there are times when these make sense. “Harder” in this context means more direct, not aggressive and obnoxious, by the way.

Here are some other soft closes you might try.

“When should we talk next?”

“What’s your deadline for making this decision?”

“Is there anything at this point that would stop you from proceeding?”

“Have you heard enough from me to make a decision?”

I don’t think any of those are too terrifying to try.

To employ a slightly harder close you might say, “If I’ve answered all of your questions about the product, can we discuss pricing and how to proceed with the purchase?”

In the sales books you will probably run across something called the “presumptive close.” The presumptive close assumes the sale, and usually goes something like this, “So, who should I address the invoice to?”

Please do not ever do this. It’s terrible, it reeks of the sales stereotype, and it will tend to generate stiff resistance because you’ve just become the guy with plaid jacket, toothy overbite, and dual gun fingers.
<<YouTubeFragment nSYUueIFMZE>>
In [[Selling the wheel]] ''//Relationship customers//'' are the third group of customers to target during the [[Incremental Growth]] phase of the [[Maturity phases in a product's life cycle]].

Relationship Customers:
* Want a reliable, accepted product
* Are making a complex purchase and need help with dealing with the complexity but do not need a unique design
* Are knowledgeable about what they want and can articulate their needs
* Examples are middle managers, most of the business to business market. Consumer purchases involving an ongoing bond of trust (banking)

A [[Relationship Builder]] is the best sales person for this type of customer.
A ''//Flank attack//'' consists of deciding changing the rules / the goal post

<<image /static/files/MBI/Module%2020/flankattack.png width:500>>

The approach consist of:
* Convince the customer to change the evaluation criteria that are being used
* Requires you to:
** Know which criteria are being used
** Know which weight the customer is giving to each of the criteria
** Have a good relationship with the customer to have sufficient credibility to change the criteria
* The criteria can be influenced by:
** Overtake, Redefine, trade off,. Creating alternative solution
/%

Hello,

If you choose to change this GettingStarted tiddler, you may wish to add the following to your new content if you expect you space to be included:

<<<
----
Hello,
''This ~GettingStarted tiddler has been customized.''
If you want to see the original system tiddler just click the following link: GettingStarted@system-info at system-info.
<<<
%/

Welcome to your brand new [[TiddlySpace|http://docs.tiddlyspace.com/TiddlySpace]].

You're almost ready to go, there are just a couple of things left to do.

!Customise your space
Go to [[SpaceSettings]] to finish customising  your space. When you're done, come back here (just scroll up). Don't worry though, this will still be open when you've finished.

!Further Customisation

For advanced options, the [[ServerSettings]] tiddler is used to enable the following features:

#index: The value is the name of a tiddler that will be presented when loading the space.  For example, when set to {{{Hello}}} for the space hello.tiddlyspace.com, navigating to that URL will present the Hello tiddler. If there is no {{{Hello}}} you will get an error.
#editor: The name of an [[editor application|http://docs.tiddlyspace.com/Example%20Tiddler%20Editors]] to edit tiddlers with.  Applications come from [[included spaces|http://docs.tiddlyspace.com/How%20do%20I%20include%2Fexclude%20spaces%3F]]

//If you do not need or understand these features there is no need to create a ServerSettings tiddler.//

To edit these options: 

* click [[here|ServerSettings]] to open the [[ServerSettings]] tiddler
* click on the edit button (the pencil icon)
* add the options you wish to set 
* click on the save button (the tick icon).

An example [[ServerSettings]] tiddler:
{{{
index: HelloThere
editor: /edit#{tiddler}
}}}

The additional text after /edit allows a tiddler to be opened in edit mode e.g:
{{{http://hello.tiddlyspace.com/edit#MyTiddler}}}

!!See Also

* [[ServerSettings shadow tiddler|http://docs.tiddlyspace.com/ServerSettings%20shadow%20tiddler]]
* [[Choosing a non-TiddlyWiki Default Application for your Space|http://docs.tiddlyspace.com/Choosing%20a%20non-TiddlyWiki%20Default%20Application%20for%20your%20Space]]

!Finished customising?
You can [[Start writing]] some [[tiddlers|http://docs.tiddlyspace.com/Tiddler]].
If you're not done tweaking yet though, you can always [[Customise this space|SpaceSettings]] a bit more.

You can also [[access and read other tiddlers in various ways|http://docs.tiddlyspace.com/Viewing%20Tiddlers]].

!Administration
If you'd like to change your password or create another space, visit "Your Account" from the [[Universal Backstage|http://docs.tiddlyspace.com/UniversalBackstage]] (the blue dot in the upper right of the page). If you'd like to add a member or [[include a space|http://docs.tiddlyspace.com/How%20do%20I%20include%2Fexclude%20spaces%3F]] visit "This Space" from the [[Universal Backstage|http://docs.tiddlyspace.com/UniversalBackstage]].

You can have as many spaces as you like and each space can have as many members as you or your group need.

!Stuck?
If you're stuck, and would like some help, please visit the [[help|http://help.tiddlyspace.com]] space, which can point you in the right direction.
/***
|Name|SnapshotPluginInfo|
|Source|http://www.TiddlyTools.com/#SnapshotPlugin|
|Documentation|http://www.TiddlyTools.com/#SnapshotPluginInfo|
|Version|1.3.0|
|Author|Eric Shulman|
|License|http://www.TiddlyTools.com/#LegalStatements|
|~CoreVersion|2.1|
|Type|documentation|
|Description|Documentation for SnapshotPlugin|
This plugin provides a macro as well as tiddler toolbar commands that creates a file or opens a new browser window containing the //rendered// HTML and CSS style definitions that are being displayed for selected elements of the current document.
!!!!!Usage:
<<<
As a macro embedded in tiddler content:
{{{
<<snapshot print label:text prompt:text id:elementID|here|viewer|story|all|ask>
}}}
where:
*''print'' //(optional)//<br>when present, causes the snapshot output to be directed to a new browser tab/window instead of saving it to a file.  In addition, the print dialog for that tab/window is automatically invoked.
*''label'' //(optional)//<br>is the text to be displayed for the command link generated by the macro
*''prompt'' //(optional)//<br>is the 'tool tip' message displayed when you mouseover the command link
*''id:...'' //(optional)//<br>specifies the document element to be captured, and can be one of:
**''elementID''<br>is a specific DOM element ID, such as "displayArea", "mainMenu", "contentWrapper", etc.
**''here''<br>the containing tiddler in which the macro (or toolbar command) occurs, including the tiddler title and subtitle (date/time/author) information.
**''viewer''<br>same as ''here'', but omits the tiddler title, subtitle and toolbar elements (i.e., it includes //only// the content of the tiddler)
**''story''<br>selects all currently displayed tiddlers (i.e., the 'story column')
**''all''<br>selects the entire document contents, including page header, main menu and sidebar displays
**''ask''<br>when the snapshot command link is clicked, a droplist is displayed so you can choose from several pre-defined elements: "current tiddler", "story column", or "entire document", or "DOM element ID..."  When DOM element ID is chosen, the droplist is refreshed to show the individual ID's for all currently rendered DOM elements (at least, the ones that have ID's).  For any given DOM element ID, only the portions of the document that are contained //within// the specified DOM element will be transcribed to the resulting snapshot or print output.  
//''NOTE: when no parameters are specified, the macro creates a snapshot file using the containing tiddler as the default element.'' (e.g., equivalent to {{{<<snapshot id:here>>}}}//

The snapshot/print functions can also be embedded as tiddler toolbar commands in [[ViewTemplate]]:
{{{
<span class='toolbar' macro='toolbar snapshotSave'></span>
<span class='toolbar' macro='toolbar snapshotPrint'></span>
}}}
* when invoked via toolbar commands, the "id:ask" option is automatically applied, and a droplist of elements to choose from is displayed.

Please note that, although the snapshot/print that is created using the HTML+CSS of the displayed content, ''there is NO javascript code'' written into the snapshot.  As a result, the snapshot only ''reproduces the //appearance// of the displayed content, allowing you to //view// or //print// the result'', but does not permit you to interact with it in other ways.

For example, even simple processing (such as mouseover highlighting) will not function from the snapshot.  You can't click a TiddlyLink to open other tiddlers, because A) there is no code that handles the click and B) there is no underlying 'storeArea' (and core code) to retrieve and render anything!  You also can't use ANY command links, since these also require javascript code (and the core) to operate. 
<<<
!!!!!Examples:
<<<
{{{<<snapshot>>}}}: <<snapshot>>
{{{<<snapshot id:mainMenu>>}}}: <<snapshot id:mainMenu>>
{{{<<snapshot print id:story>>}}}: <<snapshot print id:story>>
{{{<<snapshot print id:ask>>}}}: <<snapshot print id:ask>>
{{{<<snapshot print noCSS id:viewer>>}}}: <<snapshot print noCSS id:viewer>>
<<<
!!!!!Configuration
<<<
<<option chkSnapshotHTMLOnly>> output HTML only (omit CSS)
<<<
!!!!!Revisions
<<<
2009.10.12 1.3.0 added multi-file story snapshot
2009.09.25 1.2.1 in getSnap(), added META tag to set UTF-8 encoding for I18N support
2009.06.04 1.2.0 added handling in getSnap() so current form input values are shown in snapshots
2008.05.16 1.1.1 added try..catch around addEvent/removeEvent calls to avoid error in Opera
2008.04.28 1.1.0 removed 'viewerHTML' from 'ask' droplist and replaced with toggle for "output HTML only".  Removed 'noCSS' parameter and replaced with config.options.chkSnapshotHTMLOnly global option.  Added "select a tiddler..." to 'ask' droplist
2008.04.24 1.0.1 in saveSnap(), convert output from Unicode to UTF before passing to saveFile().  Fixes "unknown name" error in IE's file.Write() function.
2008.04.21 1.0.0 initial release - derived from [[NewDocumentPlugin]] with many improvements, including: "ask for ID" using droplist of available DOM elements, use "<base href=...>" for correctly resolving image references, wrap 'viewer only' output in class="tiddler viewer" for proper application of inherited CSS styles, snapshotSave and snapshotPrint tiddler toolbar command definitions, and more...

__Excerpted revisions from [[NewDocumentPlugin]] (obsolete)__
2008.04.20 1.8.0 added support for 'noCSS' and 'viewer' params for alternative snapshot output
2007.03.30 1.7.0 added support for "print" param as alternative for "snap".  When "print" is used, the filename is ignored and ouput is directed to another browser tab/window, where the print dialog is then automatically triggered.
2007.03.30 1.6.1 added support for "here" keyword for current tiddler elementID and "prompt:text" param for specifying tooltip text
2006.10.18 1.5.0 new optional param for 'snap'... specify alternative DOM element ID (default is still "contentWrapper").  Based on a suggestion from Xavier Verges.
2006.03.09 1.2.0 added special "snap" filter parameter to generate and write "snapshot" files containing static HTML+CSS for currently rendered document.
2006.02.03 1.0.0 Created.
<<<
There is a second way to employ the reciprocity rule to get someone to comply with a request. The author of the book gives an example of a boy scout thatintroduced himself and said that he was selling tickets to the annual Boy Scouts circus. He asked to buy any at five dollars a piece. The autgor declined. “Well," the boy said, “if you don’t want io buy any tickets, how about buying
some of our big chocolate bars? They’re only a dollar each.” The author bougth these and realized that something noteworthy had happened.

The general rule says that a person who acts in a certain way toward us is entitled to a similar return action. Another consequence of the rule, however, is ''an obligation to make a concession to someone who has made a concession to us''. By seeing the second offer as a concession the Boy Scout made, the author felt obliged to honor the purchase of the chocolat to "get even".

The author called this the 'rejection-then-retreat' variant of the [[Reciprocity]] rule. In combination, the influences of reciprocity and [[perceptual contrast|The contrast principle]] can present a fearsomely powerful force. Enibodied in the rejection-then-retreat sequence, their conjoined energies are capable of genuinely astonishing effects
/***
|''Name''|TiddlySpacePublishingCommands|
|''Version''|0.8.5|
|''Status''|@@beta@@|
|''Description''|toolbar commands for drafting and publishing|
|''Author''|Jon Robson|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/TiddlySpacePublishingCommands.js|
|''CoreVersion''|2.6.1|
|''Requires''|TiddlySpaceConfig TiddlySpaceFilters|
!Usage
Provides changeToPrivate, changeToPublic and saveDraft commands
Provides TiddlySpacePublisher macro.
{{{<<TiddlySpacePublisher type:private>>}}} make lots of private tiddlers public.
{{{<<TiddlySpacePublisher type:public>>}}} make lots of public tiddlers public.
!TODO
* add public argument?
!Code
***/
//{{{
(function($) {

var tiddlyspace = config.extensions.tiddlyspace;
var originMacro = config.macros.tiddlerOrigin;

tiddlyspace.getTiddlerStatusType = function(tiddler) {
	var isShadow = store.isShadowTiddler(tiddler.title);
	var exists = store.tiddlerExists(tiddler.title);
	if(isShadow && !exists) {
		return "shadow";
	} else if(!exists) {
		return "missing";
	} else {
		var types = ["private", "public"];
		var type = "external";
		for(var i = 0; i < types.length; i++) {
			var t = types[i];
			type = config.filterHelpers.is[t](tiddler) ? t : type;
		}
		if(config.filterHelpers.is.unsynced(tiddler)) {
			type = type == "private" ? "unsyncedPrivate" : "unsyncedPublic";
		}
		return type;
	}
};

var cmd = config.commands.publishTiddler = {
	text: "make public",
	tooltip: "Change this private tiddler into a public tiddler",
	errorMsg: "Error publishing %0: %1",

	isEnabled: function(tiddler) {
		return !readOnly && config.filterHelpers.is["private"](tiddler);
	},
	handler: function(ev, src, title) {
		var tiddler = store.getTiddler(title);
		if(tiddler) {
			var newBag = cmd.toggleBag(tiddler.fields["server.bag"]);
			this.moveTiddler(tiddler, {
				title: tiddler.fields["publish.name"] || tiddler.title,
				fields: { "server.bag": newBag }
			});
		}
	},
	toggleBag: function(bag, to) {
		var newBag;
		if(typeof bag != typeof "") {
			var tiddler = bag;
			bag = tiddler.fields["server.bag"];
		}
		if(bag.indexOf("_private") > -1) { // should make use of endsWith
			to = to ? to : "public";
			newBag = bag.replace("_private", "_" + to);
		} else {
			to = to ? to : "private";
			newBag = bag.replace("_public", "_" + to);
		}
		return newBag;
	},
	copyTiddler: function(title, newTitle, newBag, callback) {
		var original = store.getTiddler(title);
		newTitle = newTitle ? newTitle : title;
		var adaptor = original.getAdaptor();
		var publish = function(original, callback) {
			var tiddler = $.extend(new Tiddler(newTitle), original);
			tiddler.fields = $.extend({}, original.fields, {
				"server.bag": newBag,
				"server.workspace": "bags/%0".format(newBag),
				"server.page.revision": "false"
			});
			delete tiddler.fields["server.title"];
			tiddler.title = newTitle;
			adaptor.putTiddler(tiddler, null, null, callback);
		};
		publish(original, callback);
	},
	moveTiddler: function(tiddler, newTiddler, callback) {
			var info = {
			copyContext: {},
			deleteContext: {}
		};
		var _dirty = store.isDirty();
		var adaptor = tiddler.getAdaptor();
		var newTitle = newTiddler.title;
		var oldTitle = tiddler.title;
		delete tiddler.fields["server.workspace"];
		var oldBag = tiddler.fields["server.bag"];
		var newBag = newTiddler.fields["server.bag"];
		var newWorkspace = "bags/%0".format(newBag);
		cmd.copyTiddler(oldTitle, newTitle, newBag, function(ctx) {
				info.copyContext = ctx;
				var context = {
					tiddler: tiddler,
					workspace: newWorkspace
				};
				store.addTiddler(ctx.tiddler);
				tiddler.title = oldTitle; // for cases where a rename occurs
				if(ctx.status) { // only do if a success
					if(oldBag != newBag) {
						adaptor.deleteTiddler(tiddler, context, {}, function(ctx) {
							info.deleteContext = ctx;
							var el;
							if(tiddler) {
								tiddler.fields["server.workspace"] = newWorkspace;
								tiddler.fields["server.bag"] = newBag;
							}
							el = el ? el : story.refreshTiddler(oldTitle, null, true);
							if(oldTitle != newTitle) {
								store.deleteTiddler(oldTitle);
								store.notify(oldTitle, true);
							}
							if(el) {
								story.displayTiddler(el, newTitle);
							}
							if(oldTitle != newTitle) {
								story.closeTiddler(oldTitle);
							}
							if(callback) {
								callback(info);
							}
							store.setDirty(_dirty);
						});
					} else {
						if(callback) {
							callback(info);
						}
					}
					refreshDisplay();
				}
		});
	}
};

var changeToPrivate = config.commands.changeToPrivate = {
	text: "make private",
	tooltip: "turn this public tiddler into a private tiddler",
	isEnabled: function(tiddler) {
		return !readOnly && config.filterHelpers.is["public"](tiddler);
	},
	handler: function(event, src, title) {
		var tiddler = store.getTiddler(title);
		var newBag = cmd.toggleBag(tiddler, "private");
		var newTiddler = { title: title, fields: { "server.bag": newBag }};
		cmd.moveTiddler(tiddler, newTiddler);
	}
};
config.commands.changeToPublic = cmd;

/* Save as draft command */
var saveDraftCmd = config.commands.saveDraft = {
	text: "save draft",
	tooltip: "Save as a private draft",
	isEnabled: function(tiddler) {
		return changeToPrivate.isEnabled(tiddler);
	},
	getDraftTitle: function(title) {
		var draftTitle;
		var draftNum = "";
		while(!draftTitle) {
			var suggestedTitle = "%0 [draft%1]".format(title, draftNum);
			if(store.getTiddler(suggestedTitle)) {
				draftNum = !draftNum ? 2 : draftNum + 1;
			} else {
				draftTitle = suggestedTitle;
			}
		}
		return draftTitle;
	},
	createDraftTiddler: function(title, gatheredFields) {
		var tiddler = store.getTiddler(title);
		var draftTitle = saveDraftCmd.getDraftTitle(title);
		var draftTiddler = new Tiddler(draftTitle);
		if(tiddler) {
			$.extend(true, draftTiddler, tiddler);
		} else {
			$.extend(draftTiddler.fields, config.defaultCustomFields);
		}
		for(var fieldName in gatheredFields) {
			if(TiddlyWiki.isStandardField(fieldName)) {
				draftTiddler[fieldName] = gatheredFields[fieldName];
			} else {
				draftTiddler.fields[fieldName] = gatheredFields[fieldName];
			}
		}
		var privateBag = tiddlyspace.getCurrentBag("private");
		var privateWorkspace = tiddlyspace.getCurrentWorkspace("private");
		draftTiddler.title = draftTitle;
		draftTiddler.fields["publish.name"] = title;
		draftTiddler.fields["server.workspace"] = privateWorkspace;
		draftTiddler.fields["server.bag"] = privateBag;
		draftTiddler.fields["server.title"] = draftTitle;
		draftTiddler.fields["server.page.revision"] = "false";
		delete draftTiddler.fields["server.etag"];
		return draftTiddler;
	},
	handler: function(ev, src, title) {
		var tiddler = store.getTiddler(title); // original tiddler
		var tidEl = story.getTiddler(title);
		var uiFields = {};
		story.gatherSaveFields(tidEl, uiFields);
		var tid = saveDraftCmd.createDraftTiddler(title, uiFields);
		tid = store.saveTiddler(tid.title, tid.title, tid.text, tid.modifier,
			new Date(), tid.tags, tid.fields);
		autoSaveChanges(null, [tid]);
		story.closeTiddler(title);
		story.displayTiddler(src, title);
		story.displayTiddler(src, tid.title);
	}
};

var macro = config.macros.TiddlySpacePublisher = {
	locale: {
		title: "Batch Publisher",
		changeStatusLabel: "Make %0",
		noTiddlersText: "No tiddlers to publish",
		changeStatusPrompt: "Make all the selected tiddlers %0.",
		description: "Change tiddlers from %0 to %1 in this space"
	},

	listViewTemplate: {
		columns: [
			{ name: "Selected", field: "Selected", rowName: "title", type: "Selector" },
			{ name: "Tiddler", field: "tiddler", title: "Tiddler", type: "Tiddler" },
			{ name: "Status", field: "status", title: "Status", type: "WikiText" }
		],
		rowClasses: []
	},

	changeStatus: function(tiddlers, status, callback) { // this is what is called when you click the publish button
		var publicBag;
		for(var i = 0; i < tiddlers.length; i++) {
			var tiddler = tiddlers[i];
			var newTiddler = {
				title: tiddler.title,
				fields: { "server.bag": cmd.toggleBag(tiddler, status) }
			};
			cmd.moveTiddler(tiddler, newTiddler, callback);
		}
	},
	getMode: function(paramString) {
		var params = paramString.parseParams("anon")[0];
		var status = params.type ?
			(["public", "private"].contains(params.type[0]) ? params.type[0] : "private") :
			"private";
		var newStatus = status == "public" ? "private" : "public";
		return [status, newStatus];
	},
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		var wizard = new Wizard();
		var locale = macro.locale;
		var status = macro.getMode(paramString);
		wizard.createWizard(place, locale.title);
		wizard.addStep(macro.locale.description.format(status[0], status[1]),
			'<input type="hidden" name="markList" />');
		var markList = wizard.getElement("markList");
		var listWrapper = $("<div />").addClass("batchPublisher").
			attr("refresh", "macro").attr("macroName", macroName).
			attr("params", paramString)[0];
		markList.parentNode.insertBefore(listWrapper, markList);
		$.data(listWrapper, "wizard", wizard);
		macro.refresh(listWrapper);
	},
	getCheckedTiddlers: function(listWrapper, titlesOnly) {
		var tiddlers = [];
		$(".chkOptionInput[rowName]:checked", listWrapper).each(function(i, el) {
			var title = $(el).attr("rowName");
			if(titlesOnly) {
				tiddlers.push(title);
			} else {
				tiddlers.push(store.getTiddler(title));
			}
		});
		return tiddlers;
	},
	refresh: function(listWrapper) {
		var checked = macro.getCheckedTiddlers(listWrapper, true);
		var paramString = $(listWrapper).empty().attr("params");
		var wizard = $.data(listWrapper, "wizard");
		var locale = macro.locale;
		var params = paramString.parseParams("anon")[0];
		var publishCandidates = [];
		var status = macro.getMode(paramString);
		var pubType = status[0];
		var newPubType = status[1];
		var tiddlers = params.filter ? store.filterTiddlers(params.filter[0]) :
			store.filterTiddlers("[is[%0]]".format(pubType));
		var enabled = [];
		for(var i = 0; i < tiddlers.length; i++) {
			var tiddler = tiddlers[i];
			var title = tiddler.title;
			if(!tiddler.tags.contains("excludePublisher") && title !== "SystemSettings") {
				publishCandidates.push({ title: title, tiddler: tiddler, status: pubType});
			}
			if(checked.contains(title)) {
				enabled.push("[rowname=%0]".format(title));
			}
		}

		if(publishCandidates.length === 0) {
			createTiddlyElement(listWrapper, "em", null, null, locale.noTiddlersText);
		} else {
			var listView = ListView.create(listWrapper, publishCandidates, macro.listViewTemplate);
			wizard.setValue("listView", listView);
			var btnHandler = function(ev) {
				var tiddlers = macro.getCheckedTiddlers(listWrapper);
				var callback = function(status) {
					$(".batchPublisher").each(function(i, el) {
						macro.refresh(el);
					});
				};
				macro.changeStatus(tiddlers, newPubType, callback);
			};
			wizard.setButtons([{
				caption: locale.changeStatusLabel.format(newPubType),
				tooltip: locale.changeStatusPrompt.format(newPubType),
				onClick: btnHandler
			}]);
			$(enabled.join(",")).attr("checked", true); // retain what was checked before
		}
	}
};

})(jQuery);
//}}}
/***
|''Name:''|MediaWikiAdaptorPlugin|
|''Description:''|Adaptor for moving and converting data from MediaWikis|
|''Author:''|Martin Budden (mjbudden (at) gmail (dot) com)|
|''Source:''|http://www.martinswiki.com/#MediaWikiAdaptorPlugin |
|''CodeRepository:''|http://svn.tiddlywiki.org/Trunk/contributors/MartinBudden/adaptors/MediaWikiAdaptorPlugin.js |
|''Version:''|0.5.8|
|''Date:''|Jul 27, 2007|
|''Comments:''|Please make comments at http://groups.google.co.uk/group/TiddlyWikiDev |
|''License:''|[[Creative Commons Attribution-ShareAlike 2.5 License|http://creativecommons.org/licenses/by-sa/2.5/]] |
|''~CoreVersion:''|2.2.0|

|''Max number of tiddlers to download''|<<option txtMediaAdaptorLimit>>|


MediaWiki REST documentation is at:
http://meta.wikimedia.org/w/api.php
http://meta.wikimedia.org/w/query.php

***/

//{{{
if(!version.extensions.MediaWikiAdaptorPlugin) {
version.extensions.MediaWikiAdaptorPlugin = {installed:true};

if(config.options.txtMediaAdaptorLimit == undefined)
	{config.options.txtMediaAdaptorLimit = '500';}
	
function MediaWikiAdaptor()
{
	this.host = null;
	this.workspace = null;
	return this;
}

MediaWikiAdaptor.serverType = 'mediawiki';
MediaWikiAdaptor.serverParsingErrorMessage = "Error parsing result from server";
MediaWikiAdaptor.errorInFunctionMessage = "Error in function MediaWikiAdaptor.%0";

MediaWikiAdaptor.doHttpGET = function(uri,callback,params,headers,data,contentType,username,password)
{
	return doHttp('GET',uri,data,contentType,username,password,callback,params,headers);
};

MediaWikiAdaptor.prototype.setContext = function(context,userParams,callback)
{
	if(!context) context = {};
	context.userParams = userParams;
	if(callback) context.callback = callback;
	context.adaptor = this;
	if(!context.host)
		context.host = this.host;
	if(!context.workspace && this.workspace)
		context.workspace = this.workspace;
	return context;
};

MediaWikiAdaptor.fullHostName = function(host)
{
	if(!host)
		return '';
	if(!host.match(/:\/\//))
		host = 'http://' + host;
	if(host.substr(host.length-1) != '/')
		host = host + '/';
	return host;
};

MediaWikiAdaptor.minHostName = function(host)
{
	return host ? host.replace(/^http:\/\//,'').replace(/\/$/,'') : '';
};

MediaWikiAdaptor.normalizedTitle = function(title)
{
	var n = title.charAt(0).toUpperCase() + title.substr(1);
	return n.replace(/\s/g,'_');
};

// Convert a MediaWiki timestamp in YYYY-MM-DDThh:mm:ssZ  format into a JavaScript Date object
MediaWikiAdaptor.dateFromTimestamp = function(timestamp)
{
	var dt = timestamp;
	return new Date(Date.UTC(dt.substr(0,4),dt.substr(5,2)-1,dt.substr(8,2),dt.substr(11,2),dt.substr(14,2)));
};

MediaWikiAdaptor.anyChild = function(obj)
{
	for(var key in obj) {
		return obj[key];
	}
	return null;
};

MediaWikiAdaptor.prototype.openHost = function(host,context,userParams,callback)
{
	this.host = MediaWikiAdaptor.fullHostName(host);
	context = this.setContext(context,userParams,callback);
	if(context.callback) {
		context.status = true;
		window.setTimeout(function() {callback(context,userParams);},0);
	}
	return true;
};

MediaWikiAdaptor.getWorkspaceId = function(workspace)
{
	var workspaces = {
		"media": -2, "special":-1,
		"":0, "talk":1,"user":2,"user talk":3,"meta":4,"meta talk":5,"image":6,"image talk":7,
		"mediawiki":8,"mediawiki talk":9,"template":10,"template talk":11,"help":12,"help talk":13,
		"category":14,"category talk":15};
	workspace = workspace.toLowerCase();
	var id = workspaces[workspace];
	if(!id) {
		if(workspace=="" || workspace=="main")
			id = 0;
		else if(workspace.lastIndexOf("talk") != -1)
			id = 5;
		else
			id = 4;
	}
	return id;
};

MediaWikiAdaptor.prototype.openWorkspace = function(workspace,context,userParams,callback)
{
	if(!workspace)
		workspace = "";
	this.workspace = workspace;
	context = this.setContext(context,userParams,callback);
	if(workspace) {
		if(context.workspaces) {
			for(var i=0;i<context.workspaces.length;i++) {
				if(context.workspaces[i].name == workspace) {
					this.workspaceId = context.workspaces[i].id;
					break;
				}
			}
		} else {
			workspace = workspace.toLowerCase();
			this.workspaceId = MediaWikiAdaptor.getWorkspaceId(workspace);
		}
	}
	if(!this.workspaceId) {
		if(workspace=="" || workspace.toLowerCase()=="main")
			this.workspaceId = 0;
		else if(workspace.lastIndexOf("talk") != -1)
			this.workspaceId = 5;
		else
			this.workspaceId = 4;
	}
	if(context.callback) {
		context.status = true;
		window.setTimeout(function() {callback(context,userParams);},0);
	}
	return true;
};

MediaWikiAdaptor.prototype.getWorkspaceList = function(context,userParams,callback)
{
	context = this.setContext(context,userParams,callback);
	if(context.workspace) {
		context.status = true;
		context.workspaces = [{name:context.workspace,title:context.workspace}];
		if(context.callback)
			window.setTimeout(function() {callback(context,userParams);},0);
		return true;
	}
	var uriTemplate = '%0api.php?format=json&action=query&meta=siteinfo&siprop=namespaces';
	var uri = uriTemplate.format([context.host]);
	var req = MediaWikiAdaptor.doHttpGET(uri,MediaWikiAdaptor.getWorkspaceListCallback,context);
	return typeof req == 'string' ? req : true;
};


MediaWikiAdaptor.getWorkspaceListCallback = function(status,context,responseText,uri,xhr)
{
	context.status = false;
	if(status) {
		try {
			eval('var info=' + responseText);
		} catch (ex) {
			context.statusText = exceptionText(ex,MediaWikiAdaptor.serverParsingErrorMessage);
			if(context.callback)
				context.callback(context,context.userParams);
			return;
		}
		var namespaces = info.query.namespaces;
		var list = [];
		for(var i in namespaces) {
			item = {};
			item.id = namespaces[i]['id'];
			item.title = namespaces[i]['*'];
			item.name = item.title;
			list.push(item);
		}
		context.workspaces = list;
		context.status = true;
	} else {
		context.statusText = xhr.statusText;
	}
	if(context.callback)
		context.callback(context,context.userParams);
};

// get a list of the tiddlers in the current workspace
MediaWikiAdaptor.prototype.getTiddlerList = function(context,userParams,callback,filter)
{
	context = this.setContext(context,userParams,callback);
	if(!context.tiddlerLimit)
		context.tiddlerLimit = config.options.txtMediaAdaptorLimit==0 ? null : config.options.txtMediaAdaptorLimit;

	var limit = context.tiddlerLimit;
	if(filter) {
		var re = /\[(\w+)\[([ \w]+)\]\]/;
		var match = re.exec(filter);
		if(match) {
			var filterParams = MediaWikiAdaptor.normalizedTitle(match[2]);
			switch(match[1]) {
			case 'tag':
				context.responseType = 'pages';
				var uriTemplate = '%0query.php?format=json&what=category&cpnamespace=%1&cplimit=%2&cptitle=%3';
				break;
			case 'template':
				context.responseType = 'query.embeddedin';
				uriTemplate = '%0api.php?format=json&action=query&list=embeddedin&einamespace=0&eititle=Template:%3';
				if(limit)
					uriTemplate += '&eilimit=%2';
				break;
			default:
				break;
			}
		} else {
			var list = [];
			var params = filter.parseParams('anon',null,false);
			for(var i=1; i<params.length; i++) {
				var tiddler = new Tiddler(params[i].value);
				tiddler.fields.workspaceId = this.workspaceId;
				list.push(tiddler);
			}
			context.tiddlers = list;
			context.status = true;
			if(context.callback)
				window.setTimeout(function() {callback(context,userParams);},0);
			return true;
		}
	} else {
		context.responseType = 'query.allpages';
		uriTemplate = '%0api.php?format=json&action=query&list=allpages';
		if(this.workspaceId != 0)
			uriTemplate += '&apnamespace=%1';
		if(limit)
			uriTemplate += '&aplimit=%2';
	}
	var host = MediaWikiAdaptor.fullHostName(this.host);
	var uri = uriTemplate.format([host,this.workspaceId,limit,filterParams]);
	var req = MediaWikiAdaptor.doHttpGET(uri,MediaWikiAdaptor.getTiddlerListCallback,context);
	return typeof req == 'string' ? req : true;
};



MediaWikiAdaptor.getTiddlerListCallback = function(status,context,responseText,uri,xhr)
{
	context.status = false;
	context.statusText = MediaWikiAdaptor.errorInFunctionMessage.format(['getTiddlerListCallback']);
	if(status) {
		try {
			eval('var info=' + responseText);
			var pages;
			if(context.responseType == 'query.embeddedin')
				pages = info.query.embeddedin;
			else if(context.responseType == 'query.allpages')
				pages = info.query.allpages;
			else
				pages = info.pages;
			var list = [];
			for(i in pages) {
				var title = pages[i].title;
				if(title && !store.isShadowTiddler(title)) {
					tiddler = new Tiddler(title);
					tiddler.fields.workspaceId = pages[i].ns;
					list.push(tiddler);
				}
			}
			context.tiddlers = list;
		} catch (ex) {
			context.statusText = exceptionText(ex,MediaWikiAdaptor.serverParsingErrorMessage);
			if(context.callback)
				context.callback(context,context.userParams);
			return;
		}
		context.status = true;
	} else {
		context.statusText = xhr.statusText;
	}
	if(context.callback)
		context.callback(context,context.userParams);
};

MediaWikiAdaptor.prototype.generateTiddlerInfo = function(tiddler)
{
	var info = {};
	var host = this && this.host ? this.host : MediaWikiAdaptor.fullHostName(tiddler.fields['server.host']);
	if(host.match(/w\/$/)) {
		host = host.replace(/w\/$/,'');
		var uriTemplate = '%0wiki/%2';
	} else {
		uriTemplate = '%0index.php?title=%2';
	}
	info.uri = uriTemplate.format([host,this.workspace,tiddler.title]);
	return info;
};

MediaWikiAdaptor.prototype.getTiddlerRevision = function(title,revision,context,userParams,callback)
{
	context = this.setContext(context,userParams,callback);
	context.revision = revision;
	return this.getTiddlerInternal(title,context,userParams,callback);
};

MediaWikiAdaptor.prototype.getTiddler = function(title,context,userParams,callback)
{
	context = this.setContext(context,userParams,callback);
	context.title = title;
	var host = MediaWikiAdaptor.fullHostName(context.host);
	var uriTemplate = '%0api.php?format=json&action=query&prop=revisions&titles=%1&rvprop=content|timestamp|user';
	if(context.revision)
		uriTemplate += '&rvstartid=%2&rvlimit=1';
	uri = uriTemplate.format([host,MediaWikiAdaptor.normalizedTitle(context.title),context.revision]);
	context.tiddler = new Tiddler(context.title);
	context.tiddler.fields.wikiformat = 'mediawiki';
	context.tiddler.fields['server.host'] = MediaWikiAdaptor.minHostName(host);
	var req = MediaWikiAdaptor.doHttpGET(uri,MediaWikiAdaptor.getTiddlerCallback,context);
	return typeof req == 'string' ? req : true;
};


MediaWikiAdaptor.prototype.getTiddlerPostProcess = function(context)
{
	return context.tiddler;
};

MediaWikiAdaptor.getTiddlerCallback = function(status,context,responseText,uri,xhr)
{
	context.status = false;
	if(status) {
		var content = null;
		try {
			eval('var info=' + responseText);
			var page = MediaWikiAdaptor.anyChild(info.query.pages);
			var revision = MediaWikiAdaptor.anyChild(page.revisions);
			var text = revision['*'];
			context.tiddler.fields['server.page.revision'] = String(revision['revid']);
			var host = context.tiddler.fields['server.host'];
			if(host.indexOf('wikipedia')==-1) {
				context.tiddler.modified = MediaWikiAdaptor.dateFromTimestamp(revision['timestamp']);
				context.tiddler.modifier = revision['user'];
			} else {
				// content is from wikipedia
				context.tiddler.created = version.date;
				context.tiddler.modified= version.date;
				// remove links to other language articles
				text = text.replace(/\[\[[a-z\-]{2,12}:(?:.*?)\]\](?:\r?)(?:\n?)/g,'');
			}
			context.tiddler.text = text;
			var catRegExp = /\[\[(Category:[^|\]]*?)\]\]/mg;
			var tags = '';
			var delim = '';
			catRegExp.lastIndex = 0;
			var match = catRegExp.exec(text);
			while(match) {
				tags += delim;
				if(match[1].indexOf(' ')==-1)
					tags += match[1];
				else
					tags += '[[' + match[1] + ']]';
				delim = ' ';
				match = catRegExp.exec(text);
			}
			context.tiddler.tags = tags;
			context.tiddler = context.adaptor.getTiddlerPostProcess.call(context.adaptor,context);
		} catch (ex) {
			context.statusText = exceptionText(ex,MediaWikiAdaptor.serverParsingErrorMessage);
			if(context.callback)
				context.callback(context,context.userParams);
			return;
		}
		context.status = true;
	} else {
		context.statusText = xhr.statusText;
	}
	if(context.callback)
		context.callback(context,context.userParams);
};


MediaWikiAdaptor.prototype.getTiddlerRevisionList = function(title,limit,context,userParams,callback)
// get a list of the revisions for a tiddler
{
	context = this.setContext(context,userParams,callback);

	var uriTemplate = '%0api.php?format=json&action=query&prop=revisions&titles=%1&rvlimit=%2&rvprop=timestamp|user|comment';
	if(!limit)
		limit = 5;
	var host = MediaWikiAdaptor.fullHostName(context.host);
	var uri = uriTemplate.format([host,MediaWikiAdaptor.normalizedTitle(title),limit]);

	var req = MediaWikiAdaptor.doHttpGET(uri,MediaWikiAdaptor.getTiddlerRevisionListCallback,context);
	return typeof req == 'string' ? req : true;
};

MediaWikiAdaptor.getTiddlerRevisionListCallback = function(status,context,responseText,uri,xhr)
{
	context.status = false;
	if(status) {
		var content = null;
		try {
			eval('var info=' + responseText);
			var page = MediaWikiAdaptor.anyChild(info.query.pages);
			var title = page.title;
			var revisions = page.revisions;
			var list = [];
			for(var i in revisions) {
				var tiddler = new Tiddler(title);
				tiddler.modified = MediaWikiAdaptor.dateFromTimestamp(revisions[i].timestamp);
				tiddler.modifier = revisions[i].user;
//�displayMessage("tm"+tiddler.modifier);
				tiddler.fields.comment = revisions[i].comment;
				tiddler.fields['server.page.id'] = MediaWikiAdaptor.normalizedTitle(title);
				tiddler.fields['server.page.name'] = title;
				//tiddler.fields['server.page.revision'] = String(revisions[i].revid);
				list.push(tiddler);
			}
			context.revisions = list;
		} catch (ex) {
			context.statusText = exceptionText(ex,MediaWikiAdaptor.serverParsingErrorMessage);
			if(context.callback)
				context.callback(context,context.userParams);
			return;
		}
		context.status = true;
	} else {
		context.statusText = xhr.statusText;
	}
	if(context.callback)
		context.callback(context,context.userParams);
};

// MediaWikiAdaptor.prototype.putTiddler not supported
MediaWikiAdaptor.prototype.close = function()
{
	return true;
};

config.adaptors[MediaWikiAdaptor.serverType] = MediaWikiAdaptor;
} // end of 'install only once'
//}}}
!Spaces
<<groupBy server.bag>>

!Private
<<list filter [is[private]]>>

!Public
<<list filter [is[public]]>>

!Drafts
<<list filter [is[draft]]>>
/***
|''Name''|TiddlySpaceBackstage|
|''Version''|0.8.0|
|''Description''|Provides a TiddlySpace version of the backstage and a homeLink macro|
|''Status''|@@beta@@|
|''Contributors''|Jon Lister, Jon Robson, Colm Britton|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/TiddlySpaceBackstage.js|
|''Requires''|TiddlySpaceConfig ImageMacroPlugin TiddlySpaceViewTypes|
!StyleSheet
.tiddler .error.annotation .button{
	display: inline-block;
}

#backstageArea {
	z-index: 49;
	color: white;
	background-color: black;
	background: -webkit-gradient(linear,left bottom,left top,color-stop(0, #222),color-stop(0.5, #333),color-stop(1, #555));
	background: -moz-linear-gradient(center bottom,#222 0%, #333 50%, #555 100%);
	filter: progid:DXImageTransform.Microsoft.gradient(startColorstr=#ff555555, endColorstr=#ff222222);
	-ms-filter: "progid:DXImageTransform.Microsoft.gradient(startColorstr=#ff555555, endColorstr=#ff222222)";
	height: 25px;
	padding: 0;
}

#backstageButton {
	overflow: hidden;
}

#backstageButton #backstageShow,
#backstageButton #backstageHide {
	margin: 0px;
	padding: 0px;
}

#backstageButton #backstageShow:hover,
#backstageButton #backstageHide:hover {
	background: none;
	color: none;
}

#backstageButton img,
#backstageButton svg {
	width: 24px;
	height: 24px;
}

#messageArea {
	top: 50px;
}

#backstageToolbar {
	position: relative;
}

#backstageArea a {
	padding: 0px;
	margin-left: 0px;
	color: white;
	background: none;
}

#backstageArea a:hover {
	background-color: white;
}

#backstage ol,
#backstage ul {
	padding: auto;
}

#backstageButton a {
	margin: 0;
}

.backstagePanelBody ul {
	padding: 5px;
	margin: 5px;
}

#backstage #backstagePanel {
	margin-left: 5%;
	padding: 0em;
	margin-right: 5%;
}

#backstageToolbar a {
	position: relative;
}

#backstageArea a.backstageSelTab,
#backstageToolbar .backstageTask {
	line-height: 25px;
	color: #767676;
}

.backstageTask .externalImage,
.backstageTask .image {
	display: inline;
}

#backstageToolbar a span {
	z-index: 2;
}

a.backstageTask {
	display: inline;
        margin-left: 1em !important;
}

.backstagePanelBody .button {
	display: inline-block;
	margin-right: 10px;
}

.backstagePanelBody {
	margin: 0 0 0 0.6em;
	padding: 0.4em 0.5em 1px 0.5em;
}

#backstage table {
	margin: auto;
}

#backstage .wizard table {
	border: 0px;
	margin: 0;
}

#backstage div  li.listLink {
	border: 0px;
	width: 78%;
	font-size: 0.7em;
}

#backstage div li.listTitle {
	font-weight: bold;
	text-decoration: underline;
	font-size: 1em;
	background: #ccc;
	width: 100%;
}

#backstage fieldset {
	border: solid 1px [[ColorPalette::Background]];
}

#backstage .viewer table,#backstage table.twtable {
	border: 0px;
}

#backstageToolbar img {
	padding: 0;
}

#backstage .wizard,
#backstage .wizardFooter {
	background: none;
}

.viewer td, .viewer tr, .twtable td, .twtable tr {
	border: 1px solid #eee;
}

#backstage .inlineList ul li {
	background-color: [[ColorPalette::Background]];
	border: solid 1px [[ColorPalette::TertiaryMid]];
	display: block;
	float: left;
	list-style: none;
	margin-right: 1em;
	padding: 0.5em;
}

.backstageClear, .inlineList form {
	clear: both;
	display: block;
	margin-top: 3em;
}

.tiddlyspaceMenu {
	text-align: center;
}

span.chunkyButton {
	display: inline-block;
	padding: 0;
	margin: 0;
	border: solid 2px #000;
	background-color: #04b;
}

span.chunkyButton a.button, span.chunkyButton a:active.button {
	white-space: nowrap;
	font-weight: bold;
	font-size: 1.8em;
	color: #fff;
	text-align: center;
	padding: 0.5em 0.5em;
	margin: 0;
	border-style: none;
	display: block;
}

span.chunkyButton:hover {
	background-color: #014;
}

span.chunkyButton a.button:hover {
	border-style: none;
	background: none;
	color: #fff;
}

#backstage .unpluggedSpaceTab .wizard,
.unpluggedSpaceTab .wizard {
	background: white;
	border: 2px solid #CCC;
	padding: 5px;
}

.syncKey .keyItem {
	border: 1px solid black;
	display: inline-block;
	margin: 0.2em;
	padding: 0.1em 0.1em 0.1em 0.1em;
}

.keyHeading {
	font-size: 2em;
	font-weight: bold;
	margin: 0.4em 0em -0.2em;
}

.unpluggedSpaceTab .putToServer,
.unpluggedSpaceTab .notChanged {
	display: none;
}

.tiddlyspaceMenu ul {
	margin: 0;
	padding: 0;
}

.tiddlyspaceMenu ul li {
	list-style: none;
}

.unsyncedChanges .unsyncedList {
	display: block;
}

.unsyncedList {
	display: none;
}
!Code
***/
//{{{
(function ($) {
    var name = "StyleSheet" + tiddler.title;
    config.shadowTiddlers[name] = "/*{{{*/\n%0\n/*}}}*/".
        format(store.getTiddlerText(tiddler.title + "##StyleSheet")); // this accesses the StyleSheet section of the current tiddler (the plugin that contains it)
    store.addNotification(name, refreshStyles);

    if (!config.extensions.tiddlyweb.status.tiddlyspace_version) { // unplugged
        config.extensions.tiddlyweb.status.tiddlyspace_version = "<unknown>";
        config.extensions.tiddlyweb.status.server_host = {
            url:config.extensions.tiddlyweb.host }; // TiddlySpaceLinkPlugin expects this
    }
    var disabled_tasks_for_nonmembers = ["tiddlers", "plugins", "batch", "sync"];

    var tweb = config.extensions.tiddlyweb;
    var tiddlyspace = config.extensions.tiddlyspace;
    var currentSpace = tiddlyspace.currentSpace.name;
    var imageMacro = config.macros.image;

    if (config.options.chkBackstage === undefined) {
        config.options.chkBackstage = false;
    }

// Set up Backstage
    config.tasks = {};
    config.tasks.status = {
        text:"status",
        tooltip:"TiddlySpace Info",
        content:"<<tiddler Backstage##Menu>>"
    };
    config.tasks.tiddlers = {
        text:"tiddlers",
        tooltip:"tiddlers control panel",
        content:"<<tiddler Backstage##BackstageTiddlers>>"
    };
    config.tasks.plugins = {
        text:"plugins",
        tooltip:"Manage installed plugins",
        content:"<<tiddler Backstage##Plugins>>"
    };
    config.tasks.batch = {
        text:"batch",
        tooltip:"Batch manage public/private tiddlers",
        content:"<<tiddler Backstage##BatchOps>>"
    };
    config.tasks.tweaks = {
        text:"tweaks",
        tooltip:"Tweak TiddlyWiki behaviors",
        content:"<<tiddler Backstage##Tweaks>>"
    };
    config.tasks.exportTiddlers = {
        text:"import/export",
        tooltip:"Import/export tiddlers from/to a TiddlyWiki",
        content:"<<tiddler Backstage##ImportExport>>"
    };
    config.tasks.sync = {
        text:"sync",
        tooltip:"Check Sync status",
        content:"<<tiddler Backstage##SpaceUnplugged>>"
    };

    if (window.location.protocol === "file:") {
        config.unplugged = true;
    }

    config.backstageTasks = ["status", "tiddlers", "plugins",
        "batch", "tweaks", "exportTiddlers", "sync"];

    config.messages.backstage.prompt = "";
// initialize state
    var _show = backstage.show;
    backstage.show = function () {
        // selectively hide backstage tasks and tabs based on user status
        var tasks = $("#backstageToolbar .backstageTask").show();
        var bs = backstage.tiddlyspace;
        if (!config.unplugged) {
            tweb.getUserInfo(function (user) {
                if (user.anon) {
                    jQuery.each(disabled_tasks_for_nonmembers, function (i, task) {
                        var taskIndex = config.backstageTasks.indexOf(task);
                        if (taskIndex !== -1) {
                            config.backstageTasks.splice(taskIndex, 1);
                        }
                    });
                    config.messages.memberStatus = bs.locale.loggedout;
                } else {
                    config.messages.memberStatus = readOnly ?
                        bs.locale.nonmember : bs.locale.member;
                }
            });
        } else {
            config.messages.memberStatus = bs.locale.unplugged;
        }

        // display backstage
        return _show.apply(this, arguments);
    };
    if (readOnly) {
        jQuery.each(disabled_tasks_for_nonmembers, function (i, task) {
            var taskIndex = config.backstageTasks.indexOf(task);
            if (taskIndex !== -1) {
                config.backstageTasks.splice(taskIndex, 1);
            }
        });
    }

    var tasks = config.tasks;
    var commonUrl = "/bags/common/tiddlers/%0";

    backstage.tiddlyspace = {
        locale:{
            member:"You are a member of this space.",
            nonmember:"You are not a member of this space.",
            loggedout:"You are currently logged out of TiddlySpace.",
            unplugged:"You are unplugged."
        },
        showButton:function () {
            var showBtn = $("#backstageShow")[0];
            var altText = $(showBtn).text();
            $(showBtn).empty();
            imageMacro.renderImage(showBtn, "backstage.svg",
                { altImage:commonUrl.format("backstage.png"), alt:altText});
        },
        hideButton:function () {
            var hideBtn = $("#backstageHide")[0];
            var altText = $(hideBtn).text();
            $(hideBtn).empty();
            imageMacro.renderImage(hideBtn, "close.svg",
                { altImage:commonUrl.format("close.png"), alt:altText, width:24, height:24 });
        }
    };

    var _init = backstage.init;
    backstage.init = function () {
        _init.apply(this, arguments);
        var init = function (user) {
            var bs = backstage.tiddlyspace;
            bs.showButton();
            bs.hideButton();
        };
        tweb.getUserInfo(init);
    };

    var home = config.macros.homeLink = {
        locale:{
            linkText:"your home space"
        },
        handler:function (place) {
            var container = $("<span />").appendTo(place)[0];
            tweb.getUserInfo(function (user) {
                if (!user.anon && user.name !== currentSpace) {
                    createSpaceLink(container, user.name, null, home.locale.linkText);
                }
            });
        }
    };

    config.macros.exportSpace = {
        handler:function (place, macroName, params) {
            var filename = params[0] ||
                "/tiddlers.wiki?download=%0.html".format(currentSpace);
            $('<a class="button">download</a>').// XXX: i18n
                attr("href", filename).appendTo(place);
        }
    };

}(jQuery));
//}}}
/***
|''Name''|RevisionsCommandPlugin|
|''Description''|provides access to tiddler revisions|
|''Author''|FND|
|''Contributors''|Martin Budden|
|''Version''|0.3.2|
|''Status''|@@beta@@|
|''Source''|http://svn.tiddlywiki.org/Trunk/association/plugins/RevisionsCommandPlugin.js|
|''CodeRepository''|http://svn.tiddlywiki.org/Trunk/association/plugins/|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''CoreVersion''|2.6.0|
|''Keywords''|serverSide|
!Usage
Extend [[ToolbarCommands]] with {{{revisions}}}.
!Revision History
!!v0.1 (2009-07-23)
* initial release (renamed from experimental ServerCommandsPlugin)
!!v0.2 (2010-03-04)
* suppressed wikification in diff view
!!v0.3 (2010-04-07)
* restored wikification in diff view
* added link to side-by-side diff view
!To Do
* strip server.* fields from revision tiddlers
* resolve naming conflicts
* i18n, l10n
* code sanitizing
* documentation
!Code
***/
//{{{
(function($) {

jQuery.twStylesheet(".diff { white-space: pre, font-family: monospace }",
	{ id: "diff" });

var cmd = config.commands.revisions = {
	type: "popup",
	hideShadow: true,
	text: "revisions",
	tooltip: "display tiddler revisions",
	revTooltip: "", // TODO: populate dynamically?
	loadLabel: "loading...",
	loadTooltip: "loading revision list",
	selectLabel: "select",
	selectTooltip: "select revision for comparison",
	selectedLabel: "selected",
	compareLabel: "compare",
	linkLabel: "side-by-side view",
	revSuffix: " [rev. #%0]",
	diffSuffix: " [diff: #%0 #%1]",
	dateFormat: "YYYY-0MM-0DD 0hh:0mm",
	listError: "revisions could not be retrieved",

	handlePopup: function(popup, title) {
		stripSuffix = function(type, title) {
			var str = cmd[type + "Suffix"];
			var i = str.indexOf("%0");
			i = title.indexOf(str.substr(0, i));
			if(i != -1) {
				title = title.substr(0, i);
			}
			return title;
		};
		title = stripSuffix("rev", title);
		title = stripSuffix("diff", title);
		var tiddler = store.getTiddler(title);
		var type = this._getField("server.type", tiddler);
		var adaptor = new config.adaptors[type]();
		var limit = null; // TODO: customizable
		var context = {
			host: this._getField("server.host", tiddler),
			workspace: this._getField("server.workspace", tiddler)
		};
		var loading = createTiddlyButton(popup, cmd.loadLabel, cmd.loadTooltip);
		var params = { popup: popup, loading: loading, origin: title };
		adaptor.getTiddlerRevisionList(title, limit, context, params, this.displayRevisions);
	},

	displayRevisions: function(context, userParams) {
		removeNode(userParams.loading);
		if(context.status) {
			var callback = function(ev) {
				var e = ev || window.event;
				var revision = resolveTarget(e).getAttribute("revision");
				context.adaptor.getTiddlerRevision(tiddler.title, revision, context,
					userParams, cmd.displayTiddlerRevision);
			};
			var table = createTiddlyElement(userParams.popup, "table");
			for(var i = 0; i < context.revisions.length; i++) {
				var tiddler = context.revisions[i];
				var row = createTiddlyElement(table, "tr");
				var timestamp = tiddler.modified.formatString(cmd.dateFormat);
				var revision = tiddler.fields["server.page.revision"];
				var cell = createTiddlyElement(row, "td");
				createTiddlyButton(cell, timestamp, cmd.revTooltip, callback, null,
					null, null, { revision: revision });
				cell = createTiddlyElement(row, "td", null, null, tiddler.modifier);
				cell = createTiddlyElement(row, "td");
				createTiddlyButton(cell, cmd.selectLabel, cmd.selectTooltip,
					cmd.revisionSelected, null, null, null,
					{ index:i, revision: revision, col: 2 });
				cmd.context = context; // XXX: unsafe (singleton)!?
			}
		} else {
			$("<li />").text(cmd.listError).appendTo(userParams.popup);
		}
	},

	revisionSelected: function(ev) {
		var e = ev || window.event;
		e.cancelBubble = true;
		if(e.stopPropagation) {
			e.stopPropagation();
		}
		var n = resolveTarget(e);
		var index = n.getAttribute("index");
		var col = n.getAttribute("col");
		while(!index || !col) {
			n = n.parentNode;
			index = n.getAttribute("index");
			col = n.getAttribute("col");
		}
		cmd.revision = n.getAttribute("revision");
		var table = n.parentNode.parentNode.parentNode;
		var rows = table.childNodes;
		for(var i = 0; i < rows.length; i++) {
			var c = rows[i].childNodes[col].firstChild;
			if(i == index) {
				if(c.textContent) {
					c.textContent = cmd.selectedLabel;
				} else {
					c.text = cmd.selectedLabel;
				}
			} else {
				if(c.textContent) {
					c.textContent = cmd.compareLabel;
				} else {
					c.text = cmd.compareLabel;
				}
				c.onclick = cmd.compareSelected;
			}
		}
	},

	compareSelected: function(ev) {
		var e = ev || window.event;
		var n = resolveTarget(e);
		var context = cmd.context;
		context.rev1 = n.getAttribute("revision");
		context.rev2 = cmd.revision;
		context.tiddler = context.revisions[n.getAttribute("index")];
		context.format = "unified";
		context.adaptor.getTiddlerDiff(context.tiddler.title, context,
			context.userParams, cmd.displayTiddlerDiffs);
	},

	displayTiddlerDiffs: function(context, userParams) {
		var tiddler = context.tiddler;
		tiddler.title += cmd.diffSuffix.format([context.rev1, context.rev2]);
		tiddler.text = "{{diff{\n" + context.diff + "\n}}}";
		tiddler.tags = ["diff"];
		tiddler.fields.doNotSave = "true"; // XXX: correct?
		if(!store.getTiddler(tiddler.title)) {
			store.addTiddler(tiddler);
		}
		var src = story.getTiddler(userParams.origin);
		var tiddlerEl = story.displayTiddler(src, tiddler);
		var uri = context.uri.replace("format=unified", "format=horizontal");
		var link = $('<a target="_blank" />').attr("href", uri).text(cmd.linkLabel);
		$(".viewer", tiddlerEl).prepend(link);
	},

	displayTiddlerRevision: function(context, userParams) {
		var tiddler = context.tiddler;
		tiddler.title += cmd.revSuffix.format([tiddler.fields["server.page.revision"]]);
		tiddler.fields.doNotSave = "true"; // XXX: correct?
		if(!store.getTiddler(tiddler.title)) {
			store.addTiddler(tiddler);
		}
		var src = story.getTiddler(userParams.origin);
		story.displayTiddler(src, tiddler);
	},

	_getField: function(name, tiddler) {
		return tiddler.fields[name] || config.defaultCustomFields[name];
	}
};

})(jQuery);
//}}}
/***
|''Description''|Sanitisation for dynamically pulling tiddlers into your space and displaying them|
!Notes
Works both inside and outside TiddlyWiki. Uses the HTML Sanitizer provided by the Google Caja project
(see http://code.google.com/p/google-caja/wiki/JsHtmlSanitizer for more on this), which is licensed under
an Apache License (see http://www.apache.org/licenses/LICENSE-2.0).
!Code
***/
//{{{
(function($) {

var cleanURL = function(url) {
	var regexp = /^(?:http|https|mailto|ftp|irc|news):\/\//;
	return (regexp.test(url)) ? url : null;
};

$.sanitize = function(html) {
	return html_sanitize(html, cleanURL);
};

/*
 * HTML Sanitizer, provided by Google Caja
 */

/* Copyright Google Inc.
 * Licensed under the Apache Licence Version 2.0
 * Autogenerated at Tue May 17 17:39:24 BST 2011
 * @provides html4
 */var 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k(a){return a.replace(j,g)}function i(a){return a.replace(h,"")}function g(a,b){return f(b)}function f(a){a=b(a);if(c.hasOwnProperty(a))return c[a];var f=a.match(d);if(f)return String.fromCharCode(parseInt(f[1],10));if(!!(f=a.match(e)))return String.fromCharCode(parseInt(f[1],16));return""}var b;"script"==="SCRIPT".toLowerCase()?b=function(a){return a.toLowerCase()}:b=function(a){return a.replace(/[A-Z]/g,function(a){return String.fromCharCode(a.charCodeAt(0)|32)})};var c={lt:"<",gt:">",amp:"&",nbsp:"240",quot:'"',apos:"'"},d=/^#(\d+)$/,e=/^#x([0-9A-Fa-f]+)$/,h=/\0/g,j=/&(#\d+|#x[0-9A-Fa-f]+|\w+);/g,l=/&/g,m=/&([^a-z#]|#(?:[^0-9x]|x(?:[^0-9a-f]|$)|$)|$)/gi,n=/</g,o=/>/g,p=/\"/g,q=/\=/g,t=new RegExp("^\\s*(?:(?:([a-z][a-z-]*)(\\s*=\\s*(\"[^\"]*\"|'[^']*'|(?=[a-z][a-z-]*\\s*=)|[^>\"'\\s]*))?)|(/?>)|[\\s\\S][^a-z\\s>]*)","i"),u=new RegExp("^(?:&(\\#[0-9]+|\\#[x][0-9a-f]+|\\w+);|<!--[\\s\\S]*?-->|<!\\w[^>]*>|<\\?[^>*]*>|<(/)?([a-z][a-z0-9]*)|([^<&>]+)|([<&>]))","i");return{escapeAttrib:r,makeHtmlSanitizer:w,makeSaxParser:v,normalizeRCData:s,sanitize:x,unescapeEntities:k}}(html4),html_sanitize=html.sanitize

// stop here if we're not in TiddlyWiki
// XXX: is this the correct way of checking for TiddlyWiki?
if (!window.TiddlyWiki || !window.store || !store instanceof TiddlyWiki) {
	return;
}

var tiddlyspace = config.extensions.tiddlyspace;

var _subWikify = Wikifier.prototype.subWikify;

var cleanedTitle = 'This section has been cleaned of any potentially harmful code';

var replaceFunctions = {
	html: function(w) {
		var sanitizedHTML, spanEl;
		this.lookaheadRegExp.lastIndex = w.matchStart;
		var lookaheadMatch = this.lookaheadRegExp.exec(w.source);
		if(lookaheadMatch && lookaheadMatch.index == w.matchStart) {
			sanitizedHTML = $.sanitize(lookaheadMatch[1]);
			spanEl = createTiddlyElement(w.output, 'span', null, 'sanitized');
			spanEl.innerHTML = sanitizedHTML;
			spanEl.setAttribute('title', cleanedTitle);
			w.nextMatch = this.lookaheadRegExp.lastIndex;
		}
	},
	customFormat: function(w) {
		switch(w.matchText) {
			case '@@':
				var e = createTiddlyElement(w.output, 'span');
				var styles = config.formatterHelpers.inlineCssHelper(w);
				if (styles.length === 0) {
					e.className = 'marked';
				}
				w.subWikifyTerm(e, /(@@)/mg);
				break;
			case '{{':
				var lookaheadRegExp = /\{\{[\s]*([\w]+[\s\w]*)[\s]*\{(\n?)/mg;
				lookaheadRegExp.lastIndex = w.matchStart;
				var lookaheadMatch = lookaheadRegExp.exec(w.source);
				if(lookaheadMatch) {
					w.nextMatch = lookaheadRegExp.lastIndex;
					e = createTiddlyElement(w.output,lookaheadMatch[2] == "\n" ? "div" : "span",null,lookaheadMatch[1]);
					w.subWikifyTerm(e,/(\}\}\})/mg);
				}
				break;
		}
	}
};

Wikifier.prototype.subWikify = function(output, terminator) {
	var tid = this.tiddler,
		spaceName = tiddlyspace.currentSpace.name,
		tidSpace, recipeName, stripped;
	try {
		recipeName = tid.fields['server.recipe'] ||
			tid.fields['server.workspace'];
		tidSpace = tiddlyspace.resolveSpaceName(recipeName);
		if (tidSpace !== spaceName) {
			// external tiddler, so replace dangerous formatters
			stripped = stripHTML(tid, this.formatter);
		}
	} catch(e) {
		// do nothing. There's no tiddler, so assume it's safe (?!?!?)
	}

	_subWikify.apply(this, arguments);

	if (stripped) {
		// change back to the original function
		unstripHTML(stripped, this.formatter);
	}
};

// replace potentially unsafe formatters with versions that strip bad HTML/CSS
var stripHTML = function(tid, formatter) {
	var popped = {}, _handler;
	for (var i = 0; i < formatter.formatters.length; i++) {
		var f = formatter.formatters[i];
		if (replaceFunctions[f.name]) {
			_handler = f.handler;
			popped[f.name] = _handler;
			f.handler = replaceFunctions[f.name];
		}
	};

	return popped;
};

// put the original formatters back where they belong
var unstripHTML = function(stripped, formatter) {
	for (var i = 0; i < formatter.formatters.length; i++) {
		var f = formatter.formatters[i];
		if (stripped[f.name]) {
			f.handler = stripped[f.name];
		}
	};
};

})(jQuery);
//}}}
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Probing Questions are used to gather additional information about a topic that is already on the table. The purpose of the probe is to encourage the speaker to keep talking. Examples are:
* Are there other concerns you have about this?
* Is there anything you would like to add?
* What else comes to mind?
* Is that all?
* Please go on
* Tell me more
<<YouTubeFragment nmKGXCEVIdo>>
In [[Selling the wheel]] ''//Gateswingers//'' are the first group of customers to target during the [[Birth]] phase of the [[Maturity phases in a product's life cycle]].

Gateswingers:
* Want to be the first
* Are buying a one-of-a-kind product
* Have no prior experience with what is being bought.
* Examples are entrepreneurs and other visionary customers

A [[Closer]] is the best sales person for this type of customer.
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<<formTiddler [[NewBookTemplate]]>>
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</html><data>{"Author":"Dan Roam","Title":"The Back of the Napkin"}</data>

Tip during the [[M16-Sales and Negotiation]] block.
Capability objections are objections where the buyer sees the value of solving the problem but raises doubt about the capability, capacity or genuiness of the sellers solution. There are two kinds of capability objections:
# Capabilty ''can't'' objections
## These kinds of objections occur when you do not have the capability to meet a need that is of high value to the prospect
# Capability ''Can'' objections
** These objections occur when you do have the capability but the buyer does not recognize it yet.
!Strategy for 'Can't' objections
# Acknowlegde that you can't meet the need
# Increase the value of the capabilities that you ''do'' have
!Strategy for 'Can' objections
# Acknowledge the legitmacy of the buyers concern
# Demonstrate your capability
# Show proof, where nessary. Provide sources of proof. (See also: [[Social proof]]
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
/***
|''Name''|BinaryTiddlersPlugin|
|''Description''|renders base64-encoded binary tiddlers as images or links|
|''Author''|FND|
|''Version''|0.3.0|
|''Status''|@@beta@@|
|''Source''|http://svn.tiddlywiki.org/Trunk/association/plugins/BinaryTiddlersPlugin.js|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''CoreVersion''|2.5|
!Code
***/
//{{{
(function($) {

var ctfield = "server.content-type";

var plugin = config.extensions.BinaryTiddlersPlugin = {
	isWikiText: function(tiddler) {
		var ctype = tiddler.fields[ctfield];
		if(ctype) {
			return !this.isBinary(tiddler) && !this.isTextual(ctype);
		} else {
			return true;
		}
	},
	// NB: pseudo-binaries are considered non-binary here
	isBinary: function(tiddler) {
		var ctype = tiddler.fields[ctfield];
		return ctype ? !this.isTextual(ctype) : false;
	},
	isTextual: function(ctype) {
		return ctype.indexOf("text/") == 0 || this.endsWith(ctype, "+xml");
	},
	endsWith: function(str, suffix) {
		return str.length >= suffix.length &&
			str.substr(str.length - suffix.length) == suffix;
	}
};

// hijack text viewer to add special handling for binary tiddlers
var _view = config.macros.view.views.wikified;
config.macros.view.views.wikified = function(value, place, params, wikifier,
		paramString, tiddler) {
	var ctype = tiddler.fields["server.content-type"];
	if(params[0] == "text" && ctype && !tiddler.tags.contains("systemConfig")) {
		var el;
		if(plugin.isBinary(tiddler)) {
			var uri = "data:%0;base64,%1".format([ctype, tiddler.text]); // TODO: fallback for legacy browsers
			if(ctype.indexOf("image/") == 0) {
				el = $("<img />").attr("alt", tiddler.title).attr("src", uri);
			} else {
				el = $("<a />").attr("href", uri).text(tiddler.title);
			}
		} else {
			el = $("<pre />").text(tiddler.text);
		}
		el.appendTo(place);
	} else {
		_view.apply(this, arguments);
	}
};

// hijack edit macro to disable editing of binary tiddlers' body
var _editHandler = config.macros.edit.handler;
config.macros.edit.handler = function(place, macroName, params, wikifier,
		paramString, tiddler) {
	if(params[0] == "text" && plugin.isBinary(tiddler)) {
		return false;
	} else {
		_editHandler.apply(this, arguments);
	}
};

// hijack autoLinkWikiWords to ignore binary tiddlers
var _autoLink = Tiddler.prototype.autoLinkWikiWords;
Tiddler.prototype.autoLinkWikiWords = function() {
	return plugin.isWikiText(this) ? _autoLink.apply(this, arguments) : false;
};

})(jQuery);
//}}}
/***
|''Name''|ImageMacroPlugin|
|''Version''|0.9.4|
|''Description''|Allows the rendering of svg images in a TiddlyWiki|
|''Author''|Osmosoft|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''Notes''|Currently only works in modern browsers (not IE)|
|''Requires''|BinaryTiddlersPlugin|
!Usage
{{{<<image SVG>>}}} will render the text of the tiddler with title SVG as an SVG image (but not in ie where it will fail silently)
!!Parameters
width/height: specify width/height parameters
link: make the image link to a given location
tiddlyLink: link to a tiddler

!Notes
Binary tiddlers in TiddlyWeb when passed through the wikifier will be shown as images.
eg. {{{<<view text wikified>>}}} on a binary tiddler will show the image.
{{{<<view fieldname image>>}}}
will render the value of the tiddler field 'fieldname' as an image. This field can contain a tid
{{{<<image SiteIcon>>}}}
will create an image tag where the tiddler has content type beginning image and not ending +xml
will attempt to create svg object in other scenarios
{{{<<image /photos/x.jpg>>}}}
will create an image tag with src /photos/x.jpg as long as there is not a tiddler called /photos/x.jpg in 
which case it will render that tiddler as an image. Note for the case of svg files it will attempt to render as an svg if possible via the image
tag. It doesn't embed the svg in the dom for security reasons as svg code can contain javascript.
!Code
***/
//{{{
(function($) {

var macro = config.macros.image = {
	shim: "/bags/common/tiddlers/shim",
	ieVersion: config.browser.isIE ? parseInt(config.browser.ieVersion[1], 10) : false,
	svgns: "http://www.w3.org/2000/svg",
	xlinkns: "http://www.w3.org/1999/xlink", 
	svgAvailable: document.implementation.hasFeature("http://www.w3.org/TR/SVG11/feature#BasicStructure", "1.1"),
	_fixPrefix: 1,
	_external_cache: {},
	_image_tag_cache: {},
	_image_dimensions: {},
	locale: {
		badImage: "This image cannot be displayed."
	},
	handler: function(place, macroName, params, wikifier, paramString, tiddler){
		var imageSource = params[0];
		// collect named arguments
		var args = macro.getArguments(paramString, params);
		this.renderImage(place, imageSource, args);
	},
	init: function() {
		var startupImages = store.getTaggedTiddlers("systemImage");
		var place = $("<div />").attr("id", "systemImageArea").appendTo("body").hide()[0];
		for(var i = 0; i < startupImages.length; i++) {
			var image = startupImages[i];
			macro.renderImage(place, image.title, { idPrefix: "" });
		}
		var data = new Image();
		data.onload = function() {
			// note ie 8 only supports data uris up to 32k so cannot be relied on
			macro.supportsDataUris = this.width != 1 || this.height != 1 ? false : true;
			macro.supportsDataUris = macro.ieVersion && macro.ieVersion < 9 ? false : macro.supportsDataUris;
		};
		data.onerror = data.onload;
		data.src = "data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///ywAAAAAAQABAAACAUwAOw==";
	},
	refreshImage: function(src) {
		var elements = macro._image_tag_cache[src] ? macro._image_tag_cache[src] : [];
		if(macro._image_dimensions[src]) {
			macro._image_dimensions[src] = false;
		}
		for(var i = 0; i < elements.length; i++) {
			var el = $(elements[i]);
			var newSrc = "%0?nocache=%1".format(src, Math.random());
			el.attr("src", newSrc); // force reload
		}
	},
	isBinaryImageType: function(contentType) {
		return (contentType && contentType.indexOf("image") === 0 &&
			contentType.indexOf("+xml") != contentType.length - 4) ? true : false;
	},
	isImageTiddler: function(tiddler) {
		return macro.isSVGTiddler(tiddler) || macro.isBinaryImageTiddler(tiddler);
	},
	isSVGTiddler: function(tiddler) {
		var type = tiddler ? tiddler.fields['server.content-type'] : false;
		return type == "image/svg+xml";
	},
	isBinaryImageTiddler: function(tiddler) {
		return macro.isBinaryImageType(tiddler.fields['server.content-type']);
	},
	renderImage: function(place, imageSource, options) {
		var imageTiddler = store.getTiddler(imageSource);
		var container;
		var classes = ["image"];
		if(options.link) {
			classes = classes.concat(["imageLink", "externalLink"]);
			container = $("<a />").attr("href", options.link).appendTo(place)[0];
		} else if(options.tiddlyLink) {
			classes.push("imageLink");
			container = createTiddlyLink(place, options.tiddlyLink, false);
		} else {
			container = $("<span />").appendTo(place)[0];
		}
		$(container).addClass(classes.join(" "));

		options = options ? options : {};
		if(imageTiddler && macro.isBinaryImageTiddler(imageTiddler)) { // handle the case where we have an image url
			return macro._renderBinaryImageTiddler(container, imageTiddler, options);
		} else if(imageTiddler){ // handle the case where we have a tiddler
			return macro._renderSVGTiddler(container, imageTiddler, options);
		} else { // we have a string representing a url
			return macro._renderBinaryImageUrl(container, imageSource, options);
		}
	},
	_renderAlternateText: function(container, options) {
		var img;
		var src = options.src || "";
		if(options.width && options.height) {
			img = $("<img />").attr("src", src).addClass("svgImageText").attr("width", options.width).
				attr("height", options.height).appendTo(container);
		}
		var alt = options.alt;
		if(img && alt) {
			img.attr("alt", alt).attr("title", alt);
		} else if(alt) {
			$(container).addClass("svgImageText").text(alt);
		}
		macro._image_tag_cache[src] = img;
	},
	_renderSVGTiddler: function(place, tiddler, options) {
		if(!options) {
			options = {};
		}
		merge(options, { tiddler: tiddler, fix: true});

		if(macro.svgAvailable) {
			this._importSVG(place, options); // display the svg
		} else if(options.altImage) {
			var image = options.altImage;
			delete options.altImage;
			this._renderBinaryImageUrl(place, image, options);
		} else {
			this._renderAlternateText(place, options); // instead of showing the image show the alternate text.
		}
	},
	_renderBinaryImageTiddler: function(place, tiddler, options) {
		var resourceURI;
		var fields = tiddler.fields;
		if(fields["server.type"] == "tiddlyweb") { // construct an accurate url for the resource
			resourceURI = "%0/%1/tiddlers/%2".format(config.defaultCustomFields["server.host"],
				fields["server.workspace"], encodeURI(fields["server.title"]));
		} else { // guess the url for the resource
			resourceURI = tiddler.title;
		}
		var ctype = fields["server.content-type"] || tiddler.type;
		var text = tiddler.text;
		if(macro.supportsDataUris && ctype && text.indexOf("<html") == -1) {
			var uri = "data:%0;base64,%1".format(ctype, text);
			options.src = resourceURI;
			return macro._renderBinaryImageUrl(place, uri, options);
		} else if(options.src) {
			return macro._renderBinaryImageUrl(place, options.src, options);
		} else {
			return macro._renderBinaryImageUrl(place, resourceURI, options);
		}
	},
	_renderImageTag: function(container, src, width, height, options) {
		var img;
		img = $("<img />").appendTo(container);
		if(height) {
			img.attr("height", height);
		}
		if(width) {
			img.attr("width", width);
		}
		if(macro.ieVersion && macro.ieVersion < 7 && macro.shim && options.ie6png) {
			$(img).css({width: userW, height: userH,
					filter: "progid:DXImageTransform.Microsoft.AlphaImageLoader(src='%0', sizingMethod='scale')".format(src)
				}).attr("src", macro.shim);
		} else {
			img.attr("src", src);
		}
		if(!macro._image_tag_cache[options.srcUrl]) {
			macro._image_tag_cache[options.srcUrl] = [];
		}
		img = $(img).addClass(options.imageClass)[0];
		macro._image_tag_cache[options.srcUrl].push(img);
		return img;
	},
	_getDimensions: function(realDimensions, reqDimensions, preserve) {
		var w = realDimensions.width;
		var h = realDimensions.height;
		var reqh = reqDimensions.height;
		var reqw = reqDimensions.width;
		var finalw = w, finalh = h;
		var ratiow = reqw / w, ratioh = reqh / h;
		var scaledw = ratioh * w;
		var scaledh = ratiow * h;
		if(!reqw && reqh) {
			finalw = scaledw;
			finalh = reqh;
		} else if(reqw && !reqh) {
			finalw = reqw;
			finalh = scaledh;
		} else if(reqh && reqw) {
			var preserveWidth = w > h ? true : false;
			if(preserve) {
				if(preserveWidth && scaledh < reqh) {
					finalh = scaledh;
					finalw = reqw;
				} else {
					finalh = reqh;
					finalw = scaledw;
				}
			} else {
				finalw = reqw;
				finalh = reqh;
			}
		}
		return { width: parseInt(finalw, 10), height: parseInt(finalh, 10) };
	},
	_renderBinaryImageUrl: function(container, src, options) {
		var srcUrl = options.src ? options.src : src;
		srcUrl = srcUrl.indexOf("/") === -1 ? "/%0".format(srcUrl) : srcUrl; // for IE. 
		var image_dimensions = macro._image_dimensions[srcUrl];
		var image = new Image(); // due to weird scaling issues where you use just a width or just a height
		var createImageTag = function(dimensions, error) {
			if(error) {
				var altImage = options.altImage;
				if(altImage) {
					delete options.altImage;
					macro._renderBinaryImageUrl(container, altImage, options);
				} else {
					options.src = src;
					macro._renderAlternateText(container, options);
				}
			} else {
				var dim = macro._getDimensions(dimensions, { 
					width: options.width, height: options.height }, options.preserveAspectRatio);
				options.srcUrl = srcUrl;
				macro._renderImageTag(container, src, dim.width, dim.height, options);
			}
		};

		if(!image_dimensions) {
			image.onload = function() {
				var dimensions = { width: image.width, height: image.height};
				macro._image_dimensions[srcUrl] = dimensions;
				createImageTag(dimensions);
			};
			image.onerror = function() {
				createImageTag(null, true);
			};
			image.src = src;
		} else {
			createImageTag(image_dimensions);
		}
	},
	_generateIdPrefix: function(){
		return "twsvgfix_" + (this._fixPrefix++).toString() + "_";
	},
	_fixSVG: function(childNodes, idPrefix) {
		var urlPattern = /url\(\#([^\)]*)\)*/ig;
		var fixes = [
		{ attr: "id", pattern: /^(.*)$/ig },
		{ attr: "href", namespace: macro.xlinkns, pattern: /^#(.*)$/ig }
		];
		var url_fixes = ["filter", "fill", "mask", "stroke", "style"];
		for(var i = 0; i < url_fixes.length; i++) {
			fixes.push({ attr: url_fixes[i], pattern: urlPattern });
		}
		for(var t = 0; t < childNodes.length; t++) {
			var node = childNodes[t];
			for(var a = 0; a < fixes.length; a++) {
				var fix = fixes[a];
				var attr = fix.attr;
				var ns = fix.namespace || "";
				if(node.hasAttributeNS && node.hasAttributeNS(ns, attr)) {
					var v = node.getAttributeNS(ns, attr);
					fix.pattern.lastIndex = 0;
					var match = fix.pattern.exec(v);
					if(match) {
						// Make sure replacement string doesn't contain any single dollar signs
						var toReplace = match[1];
						if(toReplace.indexOf(idPrefix) !== 0 && toReplace.indexOf("twglobal_") !== 0) {
							var replacement = (idPrefix + toReplace).replace("$", "$$$$"); 
							v = v.replace(match[1], replacement);
						}
						node.setAttributeNS(ns, attr,v);
					}
				}
			}
			var children = node.childNodes;
			if(children.length > 0) {
				this._fixSVG(children, idPrefix);
			}
		}
	},
	_importSVG: function(place, options){
		options = options ? options : {};
		var svgDoc, tiddlerText = options.tiddler.text;
		if (window.DOMParser) {
			svgDoc = new DOMParser().parseFromString(tiddlerText, "application/xml").documentElement;
			var idPrefix = options.idPrefix || this._generateIdPrefix();
			this._fixSVG([svgDoc], idPrefix);
			var el = document.importNode(svgDoc, true);
			var svgHolder = document.createElementNS(macro.svgns,"svg");
			var width = options.width;
			var height = options.height;
			if(width || height) {
				if(width && height) { // set view box of containing svg element based on the svg viewbox and width and height.
					var viewBox = el.getAttribute("viewBox");
					var topLeft = "0 0";
					if(viewBox) {
						topLeft = viewBox.replace(/([0-9]*) +([0-9]*) +([0-9]*) +([0-9]*) */gi,"$1 $2");
					}
					svgHolder.setAttributeNS(macro.svgns, "viewBox", "0 0 %0 %1".format(width, height));
				} else {
					if(!width) {
						width = el.getAttribute("width");
					}
					if(!height) {
						height = el.getAttribute("height");
					}
				}
				svgHolder.setAttribute("width", width);
				svgHolder.setAttribute("height", height);

				el.setAttribute("width", "100%");
				el.setAttribute("height", "100%");
				svgHolder.setAttribute("class", "svgImage svgIcon %0".format(options.imageClass || ""));
				svgHolder.appendChild(el);
				place.appendChild(svgHolder);
			}
			else {
				var existing = el.className ? el.className.baseVal : "";
				el.setAttribute("class","svgImage %0".format(existing));
				place.appendChild(el);
			}
			// if a tiddler attribute is set this is read as a link
			$("[tiddler], [tiddlyLink]", place).attr("refresh", "link").click(function(ev) {
				var tiddler = $(ev.target).attr("tiddlyLink");
				if(tiddler) {
					story.displayTiddler(ev.target, tiddler);
				}
			});
		}
	},
	getArguments: function(paramString, params) {
		var args = paramString.parseParams("name", null, true, false, true)[0];
		var options = {};
		for(var id in args) {
			if(true) {
				var p = args[id];
				if(id == "def") {
					options[id] = p;
				} else {
					options[id] = p[0];
				}
			}
		}
		var width = isNaN(params[1]) ? false : parseInt(params[1], 10);
		var height = isNaN(params[2]) ? false : parseInt(params[2], 10);

		options.width = macro.lookupArgument(options, "width", width);
		options.height = macro.lookupArgument(options, "height", height);
		options.preserveAspectRatio = args.preserveAspectRatio && 
			args.preserveAspectRatio[0] == "yes" ? true : false;
		options.tiddlyLink = macro.lookupArgument(options, "tiddlyLink", false);
		options.link = macro.lookupArgument(options, "link", false);
		return options;
	},
	lookupArgument: function(args, id, ifEmpty) {
		return args[id] ? args[id] : ifEmpty;
	}
};

// update views
var _oldwikifiedview = config.macros.view.views.wikified;
// update wikifier to check tiddler type before rendering
merge(config.macros.view.views, {
	wikified: function(value, place, params, wikifier, paramString, tiddler) {
		if(macro.isImageTiddler(tiddler) && params[0] == "text") {
			var newplace = $("<div />").addClass("wikifiedImage").appendTo(place)[0];
			macro.renderImage(newplace, tiddler.title, { alt: macro.locale.badImage });
		} else {
			_oldwikifiedview.apply(this, arguments);
		}
	},
	image: function(value, place, params, wikifier, paramString, tiddler) {
		// a field can point to another tiddler whereas text is the current tiddler.
		var title = params[0] == "text" ? tiddler.title : value;
		var args = macro.getArguments(paramString, params);
		macro.renderImage(place, title, args);
	}
});
config.shadowTiddlers.StyleSheetImageMacro = [".wikifiedImage svg, .wikifiedImage .image { width: 80%; }",
	".svgImageText { background-color:[[ColorPalette::Error]]; color:#ddd; display: inline-block; }",
	"span.svgImageText { display: inline-block; overflow: hidden; }"
].join("");
store.addNotification("StyleSheetImageMacro", refreshStyles);

})(jQuery);
//}}}
Welcome to your brand new [[TiddlySpace]]@glossary.

To get started with this blank [[TiddlySpace]]@glossary, you'll need to modify the following [[tiddlers|Tiddler]]@glossary:
* If you don't like the color scheme click <<RandomColorPaletteButton>> to generate a new random acolor scheme.
* Upload a [[SiteIcon|SiteIcon tiddler]]@glossary. [[Your SiteIcon|SiteIcon]] gives your space an identity to make it recognisable to others. A good site icon will be square and at least 48*48 pixels size.
<<binaryUploadPublic title:SiteIcon>>
* [[SiteTitle]] & [[SiteSubtitle]]: The title and subtitle of the site, as shown above (after saving, they will also appear in the browser title bar)
* [[MainMenu]]: The menu (usually on the left)
* [[DefaultTiddlers]]: Contains the names of the tiddlers that you want to appear when the ~TiddlySpace is opened
* Many features of ~TiddlySpace are accessed via the backstage bar located at the top of the page. You can toggle it on or off using the button in the top right corner of the screen.
<html>
<b>Author:</b> <input name=Author type=text font-size:16px /> 
 Rating: <select name=Rating >
 <option>*
 <option>**
 <option>***
 <option>****
 <option>*****
</select >
<input name=ReadingCompleted type=checkbox />Reading completed
<br/>
</html>
/***
|''Name''|GraphPlugin|
|''Description''|Display dot graphs|
|''Version''|0.12.1|
|''Status''|beta|
|''License''|[[BSD open source license]] from [[IDEIA|http://www.ideia.fr]]|
|''~CoreVersion''|2.4.0|
|''Keywords''|visualization, graph, diagram, forcedirected, animated|
!Usage
Draw a graph
{{{
<<graph dimX dimY nolinks backlinks strict tags:tags anim:timing filter:tags start:tiddlers plot:tiddler>>
}}}
Options
* ''nolinks''  : do not follow forward links and tags
* ''nogroups'' : do not treat "tag" links as group links
* ''backlinks'' : follow reverse links
* ''strict'' : exclude all node not tagged with "tags" (otherwise direct links are included)
* ''notags'' : ignore tag links
* ''fields'' : read from fields instead of slices
* ''anim'':animate graph for some time
* ''tags'' : choose tiddlers with specified tags
* ''filter'' : exclude those tiddler with specified tags
* ''start'' : check also from these tiddler (+ thier direct links)
* ''plot'' : use the text of this tiddler to draw a graph from the text and not the tiddlers node, annot, link, type in an array. '->' for direct link, '<-' for backlinks and ':>' or ':<' for tag/group link.
Change node properties with slices
* ''color'' : graph.fillStyle, graph.strokeStyle, 
* ''position'' : graph.X, graph.Y, graph.repulse
* ''display'': graph.title, graph.subTitle, graph.ignore
* ''life'' : graph.endLife, graph.startLife
In GraphConfig, you can configure style for links by combining
* ''link type'': direct, titled, bracket, back, tag
* ''display'' : fillStyle, strokeStyle, lineWidth, margin, rounded
!!History
|15.01.09| 0.1.0|Initial release, draw graph with anotated nodes from tiddler|
|16.01.09| 0.2.0|Add animation (the 3 parameter is the number of steps calculated)|
|19.01.09| 0.3.0|Added ability to move nodes, graph dynamically updated|
|22.01.09| 0.4.0|Support of multiple tags and filter also|
|22.01.09| 0.5.0|Can set color for node and links, depending of it's type|
|23.01.09| 0.6.0|Annotated links can be overiden by a tiddler|
|23.01.09| 0.6.1|Fix a bug : now start can have multiple tiddlers|
|23.01.09| 0.7.0|Now a new slice graph.subtitle|
|28.01.09| 0.8.0|Add preliminary time support in graph : graph.endLife|
|02.02.09| 0.8.1|Add "strict" filter for some graph displaying unwanted nodes|
|03.02.09| 0.8.2|Add graph.ignore to filter some individual links in graph|
|04.02.09| 0.8.3|Initial position of node is not 0 any more, so that no more random graphs|
|04.02.09| 0.9.0|Option to read from slices or from fields|
|05.02.09| 0.9.1|Add : graph.startLife|
|05.02.09| 0.9.2|Add : graph.repulse : so that nodes can be more isolated (useful for anotated links|
|13.02.09| 0.9.3|Links can be individually colored in their tiddler if it exist, rather than in GraphConfig|
|20.02.09| 0.10.0|Add : rounded rectangle + collapsible text for links|
|13.04.09| 0.11.0|Add direct graph plotting from table syntax|
|13.04.09| 0.12.0|Add group node support (eq tag link = group link)|
|13.04.09| 0.12.0|Add 'dot' syntax to direct graph (it means that it can read plain text to draw graphs|
!Known BUGS
* In some cases when every node in the graph have exactly the same tags, it can create a NaN anomaly. To bypass it, just change some tags.
* the new functionnalité collapsible links is not yet compatible with "full links" ... full links are links described in a tiddler
!Code
***/
//{{{
if(!version.extensions.GraphPlugin) {
version.extensions.GraphPlugin = {installed:true};

config.macros.graph = {};

config.macros.graph.handler = function(place,macroName,params,wikifier,paramString,tiddler)
{
	var box = createTiddlyElement(place,"div",null,"graphBox",'');
	box.title = "Graph";
	box.id = "graphBox";
	box.style.position = "relative";
	var canvas = document.createElement("canvas");
	canvas.width = params[0];
	canvas.height = params[1];
	box.appendChild(canvas);
	var ctx = canvas.getContext("2d");
	var timer = document.createElement("div");
	box.appendChild(timer);

	var parameters = paramString.parseParams("noname",null,true);
	var includeTags = parameters[0]["tags"]?parameters[0]["tags"][0].split(","):[];
	var startTiddlers = parameters[0]["start"]?parameters[0]["start"][0].split(","):[];
	var plotTiddlers = parameters[0]["plot"]?parameters[0]["plot"][0].split(","):[];
	var excludeTags = parameters[0]["filter"]?parameters[0]["filter"][0].split(","):[];
	var anim = parameters[0]["anim"]?parseInt(parameters[0]["anim"][0]):0;
	var results = [];
	if (parameters[0]["start"]) {
		for (var k=0; k<startTiddlers.length; k++)
			results.push( store.getTiddler(startTiddlers[k]) );
	} else store.forEachTiddler(function(title,tiddler) {
		if (tiddler.tags.containsAny(includeTags) 
		 && !tiddler.tags.containsAny(excludeTags))
			results.push(tiddler);
		});

var g = new Graph(box);
g.useSlice = parameters[0]["noname"].indexOf("fields") == -1;
g.useGroup = parameters[0]["noname"].indexOf("nogroups") == -1;
var strict = parameters[0]["noname"].indexOf("strict") != -1;
var waitingList = [];
var time=0;

	if (parameters[0]["plot"]) {
		for (var k=0; k<plotTiddlers.length; k++)
			plotTiddler( store.getTiddler(plotTiddlers[k]) );
	}

for (var i=0; i<results.length; i++)
{
	if (!g.getValue(results[i].title, "graph.startLife"))
		g.addNode(results[i].title); 
	else
		waitingList.push(results[i]);
}
relink();

function plotGetTableLine(line) {
     params = line.split('|');
     node = params[1];
     if (!node) return;
     annot = params[2];
     link = params[3];
     linktype = params[4]?params[4]:"plot";
     if (link)
       g.addEdge(node, link,{type:linktype, text:annot?annot:""})
     else
       g.addNode(node, annot); 
}

function plotGetWikiLinks(node, line, mode) {
        // mode = 0 : direct link, mode = 1 : backlink, mode = 2, group link
	node = node.replace(/ /g,'').replace(/^\*/g, '').replace(/\'/g, '').replace(/\[/g,'').replace(/\]/g,'');
	var tiddlerLinkRegExp = config.textPrimitives.tiddlerForcedLinkRegExp;
        t=1;
function addInternalLink(link, annot) {
               switch (mode) {
                       case '->' : g.addEdge(node, link,{type:"plot", text:annot}); break;
                       case '<-' : g.addEdge(link, node,{type:"plot", text:annot}); break;
                       case ':>' : g.addEdge(node, link,{type:"tag", text:annot}); break;
                       case ':<' : g.addEdge(link, node,{type:"tag", text:annot}); break;
              }
}

	//tiddlerLinkRegExp.lastIndex = 0;
	var formatMatch = tiddlerLinkRegExp.exec(line);
	while(formatMatch) {
		//var lastIndex = tiddlerLinkRegExp.lastIndex;
		if(formatMatch[2-t] && !config.formatterHelpers.isExternalLink(formatMatch[3-t])) // titledBrackettedLink
                        addInternalLink(formatMatch[3-t], formatMatch[2-t], node, mode)
		else if(formatMatch[4-t] && formatMatch[4-t] != this.title) // brackettedLink
			addInternalLink(formatMatch[4-t], "", node, mode);
		//tiddlerLinkRegExp.lastIndex = lastIndex;
		formatMatch = tiddlerLinkRegExp.exec(line);
	}

}

function plotTiddler(tiddler) {
  var lines = new Array();   
  lines = tiddler.text.split("\n");
  for (var i=0; i < lines.length; i++) {
    var line = lines[i]; 
    if (line == "") continue;
    if (line[0] == "|") plotGetTableLine(line);
    var n = line.indexOf("->");
    if (n != -1) plotGetWikiLinks(line.slice(0, n), line.slice(n+2), '->');
    n = line.indexOf("<-");
    if (n != -1) plotGetWikiLinks(line.slice(0, n), line.slice(n+2), '<-');
    n = line.indexOf(":>");
    if (n != -1) plotGetWikiLinks(line.slice(0, n), line.slice(n+2), ':>');
    n = line.indexOf(":<");
    if (n != -1) plotGetWikiLinks(line.slice(0, n), line.slice(n+2), ':<');
  }
}

function relink() {
	for (var i=0; i<results.length; i++)
	{
		if (!g.getValue(results[i].title, "graph.startLife"))
			addLinks(results[i]); 
	}
}

function tiddlerIndexOf(a, t) {
	for (var i=0; i<a.length; i++)
		if (a[i].title == t) return i;
	return -1;
}

function addLivingEdge(ta, tb, info) {
	if (!g.getValue(tb, "graph.startLife") )
		g.addEdge(ta, tb, info);
	else if (time >= g.getValue(tb, "graph.startLife" ))
		g.addEdge(ta, tb, info);
}

function addLinks(ta) {
	var ignoreList = g.getValue(ta.title, "graph.ignore");
	ignoreList = ignoreList ? ignoreList.readBracketedList():[];

	if (parameters[0]["noname"].indexOf("notags") == -1) {
		for (var j=0; j<results.length; j++)  {
			var tb = results[j];
			if (ignoreList.contains(tb.title)) continue;
			if ( ta.tags.contains(tb.title) ) 
			addLivingEdge(ta.title, tb.title, {type:"tag", text:""});
		}
	}
	if (parameters[0]["noname"].indexOf("backlinks") != -1) {
		var references = store.getReferringTiddlers(ta.title);
		for(var r=0; r<references.length; r++) {
			if(references[r].title != ta.title
			 && !references[r].tags.contains("excludeLists")
			 && (tiddlerIndexOf(results, references[r].title) != -1 || !strict) 
			 && (!ignoreList.contains(references[r].title)) )
				addLivingEdge(ta.title, references[r].title, {type:"back", text:""});
		}
	}
	if (parameters[0]["noname"].indexOf("nolinks") == -1) {
		var links = ta.annotatedLinks();
		for (var r=0; r<links.length; r++) {
			if ( (tiddlerIndexOf(results, links[r].link) != -1 || !strict)
			 && !ignoreList.contains(links[r].link))
				addLivingEdge(ta.title, links[r].link, links[r].info);
		}
	}

}

var layouter = new Graph.Layout.Spring(g);
layouter.prepare();
var renderer = new Graph.Renderer.Basic(canvas, g);
var interval = 0; 
if (anim != 0)
	interval = setInterval(animate, 250);
else
{
	layouter.layout();
	renderer.draw();
}

function animate()
{
	timer.innerHTML = "time :"+time;
	if (isdrag) {
		elementToMove.style.left = newElementX + 'px';
		elementToMove.style.top  = newElementY + 'px';
		layouter.reverse(renderer.factorX, renderer.factorY);
	}
	for (var i=waitingList.length-1; i>=0; i--) {
		var current = waitingList[i];
		if (time >= g.getValue(current.title, "graph.startLife")) {
			g.addNode(current.title);
			relink();
			layouter.layoutPrepareLastNode();
			waitingList.splice(i,1);
		}
	}
	g.animate(time);
	layouter.step();
	renderer.draw();
	time++;
	if (time==anim || time > 500) clearInterval(interval);
}


var ie=document.all;
var nn6=document.getElementById&&!document.all;
var isdrag=false;					// this flag indicates that the mouse movement is actually a drag.
var mouseStartX, mouseStartY;		// mouse position when drag starts
var elementStartX, elementStartY;	// element position when drag starts
var newElementX, newElementY;
var elementToMove;
var bounds = new Array(4);

function movemouse(e)
{
	if (isdrag)
	{
		var currentMouseX = nn6 ? e.clientX : event.clientX;
		var currentMouseY = nn6 ? e.clientY : event.clientY;
		newElementX = elementStartX + currentMouseX - mouseStartX;
		newElementY = elementStartY + currentMouseY - mouseStartY;

		/*/ check bounds
		// note: the "-1" and "+1" is to avoid borders overlap
		if(newElementX < bounds[0])
			newElementX = bounds[0] + 1;
		if(newElementX + elementToMove.offsetWidth > bounds[2])
			newElementX = bounds[2] - elementToMove.offsetWidth - 1;
		if(newElementY < bounds[1])
			newElementY = bounds[1] + 1;
		if(newElementY + elementToMove.offsetHeight > bounds[3])
			newElementY = bounds[3] - elementToMove.offsetHeight - 1;*/
		
		// move element
		elementToMove.style.left = newElementX + 'px';
		elementToMove.style.top  = newElementY + 'px';
	
		elementToMove.style.right = null;
		elementToMove.style.bottom = null;

		layouter.reverse(renderer.factorX, renderer.factorY);
		
		return false;
	}
}

function startDrag(e) 
{	
	var eventSource = nn6 ? e.target : event.srcElement;
	if(eventSource.tagName == 'HTML')
		return;

	while (eventSource != document.body && !hasClass(eventSource, "draggable"))
	{  	
		eventSource = nn6 ? eventSource.parentNode : eventSource.parentElement;
	}

	// if a draggable element was found, calculate its actual position
	if (hasClass(eventSource, "draggable"))
	{
                time = 0;
		isdrag = true;
		elementToMove = eventSource;

		// set absolute positioning on the element		
		//elementToMove.style.position = "absolute";
				
		// calculate start point
		elementStartX = elementToMove.offsetLeft;
		elementStartY = elementToMove.offsetTop;
		
		// calculate mouse start point
		mouseStartX = nn6 ? e.clientX : event.clientX;
		mouseStartY = nn6 ? e.clientY : event.clientY;
		
		/*/ calculate bounds as left, top, width, height of the parent element
		if(getStyle(elementToMove.parentNode, "position") == 'absolute')
		{
			bounds[0] = 0;
			bounds[1] = 0;
		}
		else
		{
			bounds[0] = calculateOffsetLeft(elementToMove.parentNode);
			bounds[1] = calculateOffsetTop(elementToMove.parentNode);
		}
		bounds[2] = bounds[0] + elementToMove.parentNode.offsetWidth;
		bounds[3] = bounds[1] + elementToMove.parentNode.offsetHeight;*/
		
		document.onmousemove = movemouse;
		interval = setInterval(animate, 50);
				
		return false;
	}
}

function stopDrag(e)
{
	isdrag=false; 
	elementToMove = null;
	document.onmousemove = null;
	clearInterval(interval);
	animate(); // one last time to refresh correctly last mouse pos
}

document.onmousedown = startDrag;
document.onmouseup = stopDrag;


function hasClass(element, className)
{
	if(!element || !element.className)
		return false;
		
	var classes = element.className.split(' ');
	var i;
	for(i = 0; i < classes.length; i++)
		if(classes[i] == className)
			return true;
	return false;
}

function getStyle(node, styleProp)
{
	// if not an element
	if( node.nodeType != 1)
		return;
		
	var value;
	if (node.currentStyle)
	{
		// ie case
		styleProp = replaceDashWithCamelNotation(styleProp);
		value = node.currentStyle[styleProp];
	}
	else if (window.getComputedStyle)
	{
		// mozilla case
		value = document.defaultView.getComputedStyle(node, null).getPropertyValue(styleProp);
	}
	
	return value;
}

function replaceDashWithCamelNotation(value)
{
	var pos = value.indexOf('-');
	while(pos > 0 && value.length > pos + 1)
	{
		value = value.substring(0, pos) + value.substring(pos + 1, pos + 2).toUpperCase() + value.substring(pos + 2);
		pos = value.indexOf('-');
	}
	return value;
}

/*
 * This function calculates the absolute 'top' value for a html node
 */
function calculateOffsetTop(obj)
{
	var curtop = 0;
	if (obj.offsetParent)
	{
		curtop = obj.offsetTop
		while (obj = obj.offsetParent) 
			curtop += obj.offsetTop
	}
	else if (obj.y)
		curtop += obj.y;
	return curtop;
}

/*
 * This function calculates the absolute 'left' value for a html node
 */
function calculateOffsetLeft(obj)
{
	var curleft = 0;
	if (obj.offsetParent)
	{
		curleft = obj.offsetLeft
		while (obj = obj.offsetParent) 
		{
			curleft += obj.offsetLeft;
		}
	}
	else if (obj.x)
		curleft += obj.x;
	return curleft;
}



}
}


//}}}
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Background: #f1e8e3
Foreground: #1b120d
PrimaryPale: #f4eeea
PrimaryLight: #c5a18a
PrimaryMid: #81593f
PrimaryDark: #221710
SecondaryPale: #eaedf4
SecondaryLight: #8a9cc5
SecondaryMid: #3f5381
SecondaryDark: #101622
TertiaryPale: #eaf4f4
TertiaryLight: #8ac1c5
TertiaryMid: #3f7d81
TertiaryDark: #102022
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/*}}}*/
Unless you're delighted with the default theme you can make some quick changes by generating a new random color palette, hit this button to cycle through some alternatives.

<<RandomColorPaletteButton saturation_pale:0.67 saturation_light:0.53
saturation_mid:0.43 saturation_dark:0.06 pale:0.99 light:0.85 mid:0.5 dark:0.31>>

You can also change the look and feel completely by installing a new theme. To do this, find one you like in the @themes space, note down the name, and include it in this space by going to the space menu. You can reach the space menu by clicking on the blue and pink circle at the top-right of the page and chooshing "THIS SPACE". Here are a few to check out:
* @pip
* @caspian-ii
* @basalt
* @simplicity
* @cheesecake
* @jelly-doughnut

(//Note that if you are using a custom TiddlySpace install, these themes may not be present.//)
<<tiddler [[Step 6, The objective is objections: dealing with resistance]]>>
!URL
http://hbr.org/2012/07/motivating-salespeople-what-really-works/ar/1

!Description
Sales executives are always looking for ingenious ways to motivate their teams. They stage grand kickoff meetings to announce new bonus programs. They promise exotic trips to rainmakers. When business is slow, they hold sales contests. If sales targets are missed, they blame the sales compensation plan and start from square one.

!! A Performance Curve for the Sales Force
Accounting for individual differences raises the odds that a compensation plan will stimulate the performance of all types of salespeople. In this article we will discuss how companies can do this to deliver greater returns on investment and shift their sales-performance curve upward.

<<image /static/files/Sales/R1207D_A_LG.gif width:500>>

* ''Core performers'' usually represent the largest part of the sales force, and companies cannot make their numbers if they’re not in the game. Here are some proven strategies for keeping them there.
* ''Laggards'' the low-performing group in a sales force is usually heterogeneous: It may include new hires in need of training and senior salespeople who have become complacent, as well as people who are simply less talented and motivated than their colleagues. Most laggard groups we’ve observed have members whose performance can improve if the right incentives are in place.
* ''Stars'' Since stars represent the most efficient portion of a company’s performance curve, incentive plans should favor them. Yet in many companies sales commission rates are capped and winner-take-all prize structures dominate the incentives.

|Group|Motivation|Explanation|h
|''Core Performers''|Multi-tier targets|Core performers striving to achieve triple-tier targets significantly outsold core performers given only two tiers. By contrast, multi-tier targets did not motivate stars and laggards as much: No significant differences in performance were found for those segments|
||Prizes|The key is to offer gifts (not cash) for the lower-level prizes that can be seen as equal, or even superior, to the top-level prizes on some dimension. This approach won’t work if the gifts offered at lower performance tiers are simply lower-grade versions of those at the top tier. The lower-level prize must have some quality that the higher-level one does not|
|''Laggards''|Pace-setting bonuses|Frequent (quarterly) bonuses. There is no downside to including quarterly bonuses. They help laggards contribute to the bottom line without detracting from the performance of other groups|
||Natural social pressure|Having a high-quality pipeline of new sales talent naturally puts social pressure on lowperforming salespeople. Salespeople in districts with a bench player perform approximately 5% better than those without one. The greatest increase in performance takes place in the laggard group. In the long run the overall increase in revenue easily outweighs the additional costs associated with hiring bench players.|
|''Stars''|No ceiling on commissions|By eliminating it and making other changes to the compensation plan, a company kept its salespeople motivated and increased revenue|
||Overachievement commissions|Have higher rates that kick in after quotas are met|
||Multiple winners|Multiple winners boost sales effort and performance better than contests with winner-take-all prize structures.Prizes should be awarded as the proportion of stars increases. ''//Executives should offer at least as many prizes as there are stars in a sales force//''. Increasing the number of prizes in a contest increases the chances that a laggard or a core performer will win a prize in place of a star, which motivates stars to work harder.|
! Shift Your Performance Curve Upward
Sales compensation plans that take into account the different needs of different salespeople—and that are based on real evidence rather than assumptions—will ensure that your sales department gets a significantly higher return on its investments.
<<image /static/files/Sales/R1207D_B.gif width:400>>
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//~~(Part of the [[ForEachTiddlerPlugin]])~~//

Create customizable lists, tables etc. for your selections of tiddlers. Specify the tiddlers to include and their order through a powerful language.

''Syntax:'' 
|>|{{{<<}}}''forEachTiddler'' [''in'' //tiddlyWikiPath//] [''where'' //whereCondition//] [''sortBy'' //sortExpression// [''ascending'' //or// ''descending'']] [''script'' //scriptText//] [//action// [//actionParameters//]]{{{>>}}}|
|//tiddlyWikiPath//|The filepath to the TiddlyWiki the macro should work on. When missing the current TiddlyWiki is used.|
|//whereCondition//|(quoted) JavaScript boolean expression. May refer to the build-in variables {{{tiddler}}} and {{{context}}}.|
|//sortExpression//|(quoted) JavaScript expression returning "comparable" objects (using '{{{<}}}','{{{>}}}','{{{==}}}'. May refer to the build-in variables {{{tiddler}}} and {{{context}}}.|
|//scriptText//|(quoted) JavaScript text. Typically defines JavaScript functions that are called by the various JavaScript expressions (whereClause, sortClause, action arguments,...)|
|//action//|The action that should be performed on every selected tiddler, in the given order. By default the actions [[addToList|AddToListAction]] and [[write|WriteAction]] are supported. When no action is specified [[addToList|AddToListAction]] is used.|
|//actionParameters//|(action specific) parameters the action may refer while processing the tiddlers (see action descriptions for details). <<tiddler [[JavaScript in actionParameters]]>>|
|>|~~Syntax formatting: Keywords in ''bold'', optional parts in [...]. 'or' means that exactly one of the two alternatives must exist.~~|


''Using JavaScript''

To give you a lot of flexibility the [[ForEachTiddlerMacro]] uses JavaScript in its arguments. Even if you are not that familiar with JavaScript you may find forEachTiddler useful. Just have a look at the various ready-to-use [[ForEachTiddlerExamples]] and adapt them to your needs.

''The Elements of the Macro''

The arguments of the ForEachTiddlerMacro consist of multiple parts, each of them being optional.

<<slider chkFETInClause [[inClause]] "inClause" "inClause">>
<<slider chkFETWhereClause [[whereClause]] "whereClause" "whereClause">>
<<slider chkFETSortClause [[sortClause]] "sortClause" "sortClause">>
<<slider chkFETScriptClause [[scriptClause]] "scriptClause" "scriptClause">>
<<slider chkFETActions [[Action Specification]] "Action Specification" "Action Specification">>

''Using Macros and ">" inside the forEachTiddler Macro''

You may use other macro calls into the expression, especially in the actionParameters. To avoid that the {{{>>}}} of such a macro call is misinterpreted as the end of the {{{<<forEachTiddler...>>}}} macro you must escape the {{{>>}}} of the inner macro with {{{$))}}} E.g. if you want to use {{{<<tiddler ...>>}}} inside the {{{forEachTiddler}}} macro you have to write {{{<<tiddler ...$))}}}.

In addition it is necessary to escape single {{{>}}} with the text {{{$)}}}.

''Using {{{<<tiddler ... with: ...>>}}} to re-use ForEachTiddler definitions''

Sometimes you may want to use a certain ForEachTiddler definition in slight variations. E.g. you may want to list either the tiddlers tagged with "ToDo" and in the other case with "Done". To do so you may use "Tiddler parameters". Here an example:

Replace the variable part of the ForEachTiddler definition with $1 ($2,... $9 are supported). E.g. you may create the tiddler "ListTaggedTiddlers" like this
{{{
<<forEachTiddler 
 where 
 'tiddler.tags.contains("$1")'
>>
}}}

Now you can use the ListTaggedTiddlers for various specific tags, using the {{{<<tiddler ...>>}}} macro:
{{{
<<tiddler ListTaggedTiddlers with: "systemConfig">>
}}}
{{{
<<tiddler ListTaggedTiddlers with: "Plugin">>
}}}


See also [[ForEachTiddlerExamples]].
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In the funnel questioning pattern, you start with [[Open Questions]] and narrow focus gradually to [[Closed Questions]] and clarify the topic.

<<image /static/files/MBI/Module%2016/Funnel.jpg width:200>>
Some analysts estimate that it costs 19 times as much to acquire a customer than it costs to keep one. Look for follow up sales but more importantly, keep contact, remain in sight. Be sure that the quality of your service is high. Your goals here are:
* How do i follow up for an enduring relationship?
* What other problems can i solve for this customer?
* How do i stay in touch and make this a "customer for life"?

!Key points
* Follow up is the hardest part of the sales proces
* Follow up is all about continue to solve customers problems
* Follow up sales can be the most profitable form of sales for your company
* Follow up sales are the first step of your next sale
* A satisfied customer can be an excellent source of referral
* ''Keep your commitments''
* Write it down
* Price, quality and functionality get you in, (unsatisfactory) response time, customer support and service get you out.
<<tiddler [[Likeability]]>>
<svg xmlns="http://www.w3.org/2000/svg" xmlns:xl="http://www.w3.org/1999/xlink" version="1.1" viewBox="506 234 68 36" width="30" height="30"><metadata xmlns:dc="http://purl.org/dc/elements/1.1/"><dc:date>2010-09-16 14:51Z</dc:date><!-- Produced by OmniGraffle Professional 5.2.3 --></metadata><defs></defs><g stroke="none" stroke-opacity="1" stroke-dasharray="none" fill="none" fill-opacity="1"><rect width="1118" height="783"/><g><path d="M 538.68195 244.31807 C 540.43927 246.07547 540.43927 248.9247 538.68195 250.68204 C 536.92456 252.4394 534.07532 252.4394 532.318 250.68204 C 530.5606 248.9247 530.5606 246.07547 532.318 244.31807 C 534.07532 242.56075 536.92456 242.56075 538.68195 244.31807 M 511.12607 257.99356 C 511.26108 258.13019 511.39728 258.26608 511.53473 258.40121 C 527.2556 273.86606 552.74414 273.86606 568.46515 258.40121 C 568.60248 258.26617 568.73853 258.13037 568.87354 257.9938 C 568.8736 257.99374 568.8736 257.99371 568.8736 257.99362 C 568.87366 257.99371 568.87366 257.9938 568.87372 257.9939 C 570.72504 256.12051 572.35046 254.11153 573.74994 252 C 573.74994 251.99997 573.74994 251.99994 573.74994 251.99992 C 572.35046 249.8884 570.72504 247.87938 568.87372 246.00606 C 568.87366 246.00613 568.87366 246.00621 568.8736 246.00627 C 568.73865 245.86966 568.60254 245.73383 568.46515 245.5987 C 552.74414 230.13387 527.2556 230.13387 511.53473 245.5987 C 511.39728 245.73383 511.26108 245.86974 511.12613 246.00635 C 511.126 246.00624 511.126 246.00616 511.12595 246.00606 C 509.2748 247.87938 507.64954 249.88837 506.24994 251.9998 L 506.24994 251.99983 C 506.24994 251.9999 506.25 251.99992 506.25 251.99997 C 506.25 252 506.24994 252.00005 506.24994 252.00009 L 506.24994 252.00012 C 507.64954 254.11157 509.2748 256.12051 511.12595 257.9939 C 511.126 257.99377 511.126 257.99365 511.12607 257.99359 Z M 515.44916 252 C 515.8548 251.55469 516.27502 251.11778 516.71014 250.68985 C 522.16632 245.32257 529.06055 242.23206 536.17273 241.41824 C 534.6662 241.96199 533.2525 242.83762 532.04498 244.04512 C 527.65155 248.43852 527.65155 255.56163 532.04498 259.95502 C 533.2522 261.16226 534.6656 262.03778 536.17175 262.58154 C 529.05988 261.76761 522.16608 258.6771 516.71014 253.31009 C 516.2751 252.88219 515.85486 252.44528 515.44922 252 Z M 564.55054 251.99995 C 564.14502 252.44525 563.7248 252.88217 563.28973 253.31009 C 557.83368 258.67712 550.93988 261.76764 543.828 262.58157 C 545.33423 262.03781 546.74756 261.1623 547.9549 259.95502 C 552.34833 255.56163 552.34833 248.43852 547.9549 244.04512 C 546.74744 242.83765 545.33374 241.96202 543.82715 241.41824 C 550.9394 242.23206 557.83356 245.3226 563.28973 250.68985 C 563.7248 251.11775 564.14502 251.55467 564.55054 251.99995 Z M 568.8736 257.99362 C 570.7249 256.12033 572.35028 254.11139 573.74988 252.00002" fill="black" class="glyph"/></g></g></svg>
Cross-selling is the action or practice of selling among or between established clients, markets, traders, etc. or the action or practice of selling an additional product or service to an existing customer. This article deals exclusively with the latter meaning. In practice, businesses define cross-selling in many different ways. Elements that might influence the definition might include the size of the business, the industry sector it operates within and the financial motivations of those required to define the term.
A sales script is predefined writing that helps sales personnel following a pattern in a sales conversation.
In Chapter 2, the principle of [[Reciprocity]] is explained.

!Reciprocity
<<tiddler [[Reciprocity]]>>
 
!Examples of the rule in action
!!Free Coke
A subject who participated in the study found himself rating, along with another subject, the quality of some paintings as part of an experiment on “art appreciation.” The other rater-we can call him Joe-was only posing as a fellow subject and was actually Dr. Regan’s assistant. For our purposes, the experiment took place under two different conditions.
# In some cases, Joe did a small, unsolicited favor for the true subject. During a short rest period, he left the room for a couple of minutes and returned with two bottles of Coca-Cola, one for the subject and one for himself, saying, “I asked him [the experimenter] if I could get myself a Coke, and he said it was okay, so I bought one for you, too.”
# In other cases, Joe did not provide the subject with a favor; he simply returned from the two-minute break empty-handed.

!!! The rule for reciprocity overpowers the influence of "liking"
Afterwards, Joe asked the class if they would like to buy lotery tickets from him. Under the feeling that "they owed him", Joe solde twice as much lotery tickets in case 1 than in case 2. The interesting thing about this experiment was that the relation between liking and 'buying the tickets' was completely wiped out in the condition under which subjects had been given a Coke by Joe. For those who owed him a favor, it made no difference whether they liked him. '

!!! The Rule Enforces Uninvited Debts
The power of the reciprocity rule is such that by first doing us a favor,
strange, disliked, or unwelcome others can enhance the chance that we will comply with one of their requests. However, there is another aspect of the rule, besides its power, that allows this phenomenon to occur.

Another person can trigger a feeling of indebtedness by doing us an
uninvited favor. Recall that the rule only states that we should provide to others the kind of actions they have provided us; it does not require us to have asked for what we have received in order to feel obligated to repay. For instance
* The Disabled American Veterans organization reports that its simple mail appeal for donations produces a response rate of about 18 percent. But when the mailing also includes an unsolicited gift (gummed, individualized address labels), the success rate nearly doubles to 35 percent.
* Other example in the book relates to the Hare Krishnas giving away a free bagavath gita before asking for a fee.
!!! The Rule Can Trigger Unfair Exchanges
There is yet one other feature of the reciprocity rule that allows it to be exploited for profit. The rule was developed to promote equal exchanges between partners, yet it ''can be used to bring about decidedly unequal results''. The rule demands that one sort of action be reciprocated with a similar sort of action.Within the similar-action boundaries, considerable flexibility is allowed. A small initial favor can produce a sense of obligation to agree to a substantially larger return favor. Even something as small as the price of a drink can produce a feeling of debt. A student expressed it quite plainly in a paper she wrote: “Alter learning the hard way, I no longer let a guy I meet in a club buy my drinks because I don’t want either of us to feel that I am obligated sexually.” 

!!! Reciprocal concessions
There is a second way to employ the reciprocity rule to get someone to comply with a request. The author of the book gives an example of a boy scout thatintroduced himself and said that he was selling tickets to the annual Boy Scouts circus. He asked to buy any at five dollars a piece. The autgor declined. “Well," the boy said, “if you don’t want io buy any tickets, how about buying
some of our big chocolate bars? They’re only a dollar each.” The author bougth these and realized that something noteworthy had happened.

The general rule says that a person who acts in a certain way toward us is entitled to a similar return action. Another consequence of the rule, however, is ''an obligation to make a concession to someone who has made a concession to us''. By seeing the second offer as a concession the Boy Scout made, the author felt obliged to honor the purchase of the chocolat to "get even".
There are a lot of interesting people using ~TiddlySpace that you might like to keep track of and interact with. There are a number of ways of doing this.

If you see a number in the speech bubble in one of your tiddlers, it means that someone is writing about the same thing as you. You can find out what they're saying by clicking on it. Likewise, if you see something interesting in someone else's space, you can respond to it and write up your own thoughts on the subject by clicking "Reply to this tiddler".

Additionally, if you find anyone interesting, or you find an interesting looking space and you'd like to know when it's changed, you can "follow" that space. To do this, simply create a tiddler with the title: {{{@space-name}}} and tag it {{{follow}}}. If you want, you can store some notes about that space in the body of the tiddler.

If you then want to know what happening, simply [[include|How do I include/exclude spaces?]]@docs the @tivity space and then visit your activity stream at [[/activity|/activity]], or just visit the @tapas space directly.

!Not sure who to follow?
Here's a few suggestions:
* @fnd
* @cdent
* @pmario
* @bengillies
* @dickon
/***
|''Name''|TiddlySpaceFollowingPlugin|
|''Version''|0.7.1|
|''Description''|Provides a following macro|
|''Author''|Jon Robson|
|''Requires''|TiddlySpaceConfig TiddlySpaceTiddlerIconsPlugin ErrorHandler|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
!Usage
Tag a tiddler with "follow" to express a list of followers.
Using the {{{<<followTiddlers X>>}}}
will reveal the number of tiddlers with name X in the set of spaces the *current* user viewing your space follows.
{{{<<following jon>>}}} will list all the users following Jon.
{{{<<followers jon>>}}} will list all the followers of jon.
{{{<linkedTiddlers>>}}} will list all tiddlers across TiddlySpace linked to the current tiddler
{{{<linkedTiddlers follow:yes>>}}} will list all tiddlers across TiddlySpace that come from your list of followers
adds spaceLink view type {{{<<view server.bag spaceLink>>}}} creates a link to the space described in server.bag
{{{<<view server.bag spaceLink title>>}}} makes a link to the tiddler with title expressed in the field title in space server.bag
If no name is given eg. {{{<<following>>}}} or {{{<<follow>>}}} it will default the current user.
!StyleSheet
.followTiddlersList li {
	list-style:none;
}

.followButton {
	width: 2em;
}

.followTiddlersList li .siteIcon {
	height:48px;
	width: 48px;
}

#sidebarTabs .followers li a,
.followers .siteIcon,
.followers .siteIcon div {
	display: inline;
}

.followTiddlersList li .externalImage, .followTiddlersList li .image {
	display: inline;
}

.scanResults li {
	list-style: none;
}
!Code
***/
//{{{
(function($) {
var LIMIT_FOLLOWING = 100;

var tweb = config.extensions.tiddlyweb;
var tiddlyspace = config.extensions.tiddlyspace;
var currentSpace = tiddlyspace.currentSpace.name;

var shadows = config.shadowTiddlers;
config.annotations.ScanTemplate = "This tiddler is the default template used in the display of tiddlers founding using the tsScan macro. To access attributes use the view macro e.g. {{{<<view title text>>}}}";
shadows.ScanTemplate = "<<view modifier SiteIcon width:24 height:24 spaceLink:yes label:no>> <<view title link>>";
shadows.FollowersTemplate = "<<view server.bag SiteIcon width:24 height:24 spaceLink:yes label:no>> <<view server.bag spaceLink>>";
shadows.FollowingTemplate = "<<view title SiteIcon width:24 height:24 spaceLink:yes label:no>> <<view title spaceLink>>";
shadows.FollowTiddlersBlackList = "";
shadows.FollowTiddlersHeading = "There are tiddlers in spaces you follow using the follow tag which use the title <<view title text>>";
shadows.FollowTiddlersTemplate = ["* <<view server.space SiteIcon width:24 height:24 spaceLink:yes label:no>> ",
	"<<view server.space spaceLink title external:no>> modified by <<view modifier spaceLink>> ",
	"in the <<view server.space spaceLink>> space (<<view modified date>> @ <<view modified date 0hh:0mm>>).\n"].join("");

var name = "StyleSheetFollowing";
shadows[name] = "/*{{{*/\n%0\n/*}}}*/".
	format(store.getTiddlerText(tiddler.title + "##StyleSheet"));
store.addNotification(name, refreshStyles);

// provide support for sucking in tiddlers from the server
tiddlyspace.displayServerTiddler = function(src, title, workspace, callback) {
	var adaptor = store.getTiddlers()[0].getAdaptor();
	var localTitle = tiddlyspace.getLocalTitle(title, workspace);
	var tiddler = new Tiddler(localTitle);
	tiddler.text = "Please wait while this tiddler is retrieved...";
	tiddler.fields.doNotSave = "true";
	store.addTiddler(tiddler);
	src = story.displayTiddler(src || null, tiddler.title);
	tweb.getStatus(function(status) {
		var context = {
			host: tweb.host, // TODO: inherit from source tiddler?
			workspace: workspace,
			headers: { "X-ControlView": "false" }
		};
		var getCallback = function(context, userParams) {
			var tiddler = context.tiddler;
			tiddler.title = localTitle;
			store.addTiddler(tiddler);
			story.refreshTiddler(localTitle, null, true); // overriding existing allows updating
			if(callback) {
				callback(src, tiddler);
			}
		};
		adaptor.getTiddler(title, context, null, getCallback);
	});
};

tiddlyspace.scroller = {
	runHandler: function(title, top, bottom, height) {
		var i;
		var handlers = tiddlyspace.scroller.handlers;
		var tidEl = story.getTiddler(title);
		if(tidEl) {
			var topEl = $(tidEl).offset().top + 20;
			if(top === false || (topEl > top && topEl < bottom)) {
				var h = handlers[title];
				for(i = 0; i < h.length; i++) {
					h[i]();
				}
				tiddlyspace.scroller.clearHandlers(title);
			}
		} else {
			tiddlyspace.scroller.clearHandlers(title);
		}
	},
	clearHandlers: function(title) {
		tiddlyspace.scroller.handlers[title] = [];
	},
	registerIsVisibleEvent: function(title, handler) {
		tiddlyspace.scroller.handlers[title] = tiddlyspace.scroller.handlers[title] || [];
		tiddlyspace.scroller.handlers[title].push(handler);
	},
	init: function() {
		this.handlers = {};
		this.interval = window.setInterval(function() {
			var top = $(window).scrollTop();
			var height = $(window).height();
			var bottom = top + height;
			var title;
			for(title in tiddlyspace.scroller.handlers) {
				if(title) {
					tiddlyspace.scroller.runHandler(title, top, bottom, height);
				}
			}
		}, 2000); // every 2 seconds check scroll position
	}
};
tiddlyspace.scroller.init();

var followMacro = config.macros.followTiddlers = {
	locale: {
		followListHeader: "Here are tiddlers from spaces you follow using the follow tag which use this title.",
		noTiddlersFromFollowers: "None of the spaces you follow contain a tiddler with this name.",
		errorMessage: "There was a problem retrieving tiddlers from the server. Please try again later."
	},
	init: function() {
		followMacro.lookup = {};
	},
	followTag: "follow",
	getHosts: function(callback) {
		tweb.getStatus(function(status) {
			callback(tweb.host, tiddlyspace.getHost(status.server_host, "%0"));
		});
	},
	getBlacklist: function() {
		return store.getTiddlerText("FollowTiddlersBlackList").split("\n");
	},
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		var args = paramString.parseParams("anon")[0];
		var containingTiddler = story.findContainingTiddler(place).getAttribute('tiddler');
		var title = (args.anon && args.anon[0]) || tiddler.fields["server.title"] || tiddler.title;
		var tid = store.getTiddler(title);
		var user = params[1] || false;
		if(tid) {
			followMacro.makeButton(place, {
				url: "/search?q=title:%22" + encodeURIComponent(title) + "%22",
				containingTiddler: containingTiddler,
				blacklisted: followMacro.getBlacklist(), title: title, user: user,
				consultFollowRelationship: (args.follow &&
					args.follow[0] === 'false') ? false : true });
		}
	},
	makeButton: function(place, options) { // this is essentially the same code in TiddlySpaceFollowingPlugin
		var title = options.title;
		var blacklisted = options.blacklisted;
		var tiddler = store.getTiddler(title);
		var btn = $('<div class="followButton" />').addClass("notLoaded").appendTo(place)[0];
		if(blacklisted.contains(title)) {
			$(btn).remove();
			return;
		} else {
			var user = options.user;
			window.setTimeout(function() { // prevent multiple calls due to refresh
				tiddlyspace.scroller.registerIsVisibleEvent(options.containingTiddler, function() {
					var mkButton = function(followers, ignore) {
						if(!followers && !ignore) {
							$(btn).remove();
						} else {
							$("<a />").appendTo(btn);
							var scanOptions = { url: options.url,
								spaceField: options.spaceField || "bag", template: null, sort: "-modified",
								callback: function(tiddlers) {
									$(btn).removeClass("notLoaded");
									followMacro.constructInterface(btn, tiddlers);
								}
							};
							if(!ignore) {
								scanOptions.showBags = followMacro._getFollowerBags(followers);
							}
							scanOptions.hideBags = [tiddler.fields["server.bag"]];
							scanMacro.scan(null, scanOptions, user);
						}
					};
					if(options.consultFollowRelationship) {
						followMacro.getFollowers(mkButton);
					} else {
						mkButton([], true);
					}
				});
			}, 1000);
		}
	},
	constructInterface: function(container, tiddlers) {
		var txt = tiddlers.length;
		var className = txt > 0 ? "hasReplies" : "noReplies";
		var el = $(story.findContainingTiddler(container));
		$(container).empty().addClass(className);
		var btn = $("<a />").addClass("followedTiddlers").text(txt).
			click(function(ev) {
				followMacro.followingOnClick(ev);
			}).appendTo('<div class="followedTiddlers" />').appendTo(container)[0];
		$.data(btn, "tiddlers", tiddlers);
	},
	followingOnClick: function(ev) {
		var target = ev.target;
		var locale = followMacro.locale;
		var el = $('<div class="followTiddlersList" />')[0];
		var popup = Popup.create(target,"div");
		$(popup).addClass("taggedTiddlerList followList").click(function(ev) { // make it so only clicking on the document outside the popup removes the popup
			if(ev.target.parentNode != document) {
				ev.stopPropagation();
			}
		}).append(el);
		var tiddlers = $.data(target, "tiddlers") || [];
		scanMacro.template(el, tiddlers.slice(0,1), "FollowTiddlersHeading");
		scanMacro.template(el, tiddlers, "FollowTiddlersTemplate");
		if(tiddlers.length === 0) {
			$("<li />").text(locale.noTiddlersFromFollowers).appendTo(el);
		}
		Popup.show();
		ev.stopPropagation();
		return popup;
	},
	_getFollowerBags: function(followers) { // XXX: private or not?
		return $.map(followers, function(name, i) {
			return name != currentSpace ? "%0_public".format(name) : null;
		});
	},
	getFollowers: function(callback, username) {
		// returns a list of spaces being followed by the existing space
		var followersCallback = function(user) {
			if(!user.anon) {
				scanMacro.scan(null, { 
					url: "/search?q=bag:%0_public tag:%1 _limit:%2".format(user.name, followMacro.followTag, LIMIT_FOLLOWING),
					spaceField: "title", template: null, cache: true,
					callback: function(tiddlers) {
						var followers = [];
						for(var i = 0; i < tiddlers.length; i++) {
							followers.push(tiddlyspace.resolveSpaceName(tiddlers[i].title));
						}
						callback(followers);
					}
				});
			} else {
				callback(false);
			}
		};
		return !username ? tweb.getUserInfo(followersCallback) : followersCallback({ name: username });
	}
};

var scanMacro = config.macros.tsScan = {
	init: function () {
		this.scanned = {};
	},
	_tiddlerfy: function(jsontiddlers, options) {
		var tiddlers = [];
		var spaceField = options.spaceField || "bag"; // TODO: phase out use view types instead
		$.each(jsontiddlers, function(i, t) {
			var use = false;
			if(!options.showBags || (options.showBags && options.showBags.contains(t.bag))) {
				use = true;
			}
			if(options.hideBags && options.hideBags.contains(t.bag)) {
				use = false;
			}
			if(use) {
				var spaceName = t[spaceField];
				var tiddler = config.adaptors.tiddlyweb.toTiddler(t, tweb.host);
				tiddler.fields["server.space"] = tiddlyspace.resolveSpaceName(spaceName);
				tiddlers.push(tiddler);
			}
		});
		return tiddlers;
	},
	_scanCallback: function(place, jsontiddlers, options) {
		var locale = followersMacro.locale;
		var tiddlers = scanMacro._tiddlerfy(jsontiddlers, options);
		
		if(options.sort) {
			tiddlers = store.sortTiddlers(tiddlers, options.sort);
		}
		if(options.filter) {
			var _store = new TiddlyWiki();
			config.lastStore = _store;
			for(var i = 0; i < tiddlers.length; i++) {
				var clone = tiddlers[i];
				clone.title = tiddlyspace.getLocalTitle(clone.title, clone.fields['server.workspace']);
				_store.addTiddler(clone);
			}
			tiddlers = _store.filterTiddlers(options.filter);
		}
		if(place) {
			$(place).empty();
			var list = $("<ul />").appendTo(place)[0];
			scanMacro.template(list, tiddlers, options.template);
			if(tiddlers.length === 0) {
				$("<li />").text(options.emptyMessage || locale.noone).appendTo(list);
				$(list).addClass("emptyList");
			}
		}
		if(options.callback) {
			options.callback(tiddlers);
		}
	},
	constructSearchUrl: function(host, options) {
		if(options.url) {
			return options.url;
		}
		var inputs = options.searchValues;
		var tag = options.tag;
		var searchField = options.searchField || "title";
		var searchQuery = [];
		for(var i = 0; i < inputs.length; i++) {
			searchQuery.push('%0:"%1"'.format(searchField, inputs[i]));
		}
		var query = searchQuery.join(" OR ");
		query = tag ? "(%0) AND tag:%1".format(query, tag) : query;
		query = options.query ? "%0;%1;".format(query, options.query) : query;
		query = options.fat ? "%0&fat=1".format(query) : query;
		return '%0/search?q=%1'.format(host, query);
	},
	scan: function(place, options) { // TODO: make use of list macro with url filter
		var locale = followersMacro.locale;
		options.template = options.template ? options.template : "ScanTemplate";
		followMacro.getHosts(function(host, tsHost) {
			$(place).text(followersMacro.locale.pleaseWait);
			options = options ? options: {};
			var url = scanMacro.constructSearchUrl(host, options);
			if(options.cache && scanMacro.scanned[url]) {
				var tiddlers = scanMacro.scanned[url].tiddlers;
				var run = function(tiddlers) {
					scanMacro._scanCallback(place, tiddlers, options);
				};
				if(tiddlers) {
					run(tiddlers);
				} else {
					scanMacro.scanned[url].callbacks.push(run);
				}
			} else {
				var callback = function(tiddlers) {
					scanMacro._scanCallback(place, tiddlers, options);
				};
				if(scanMacro.scanned[url] && scanMacro.scanned[url].callbacks) {
					scanMacro.scanned[url].callbacks.push(callback);
				} else {
					scanMacro.scanned[url] = {
						callbacks: [callback]
					};
				}
				ajaxReq({
					url: url,
					dataType: "json",
					success: function(tiddlers) {
						scanMacro.scanned[url].tiddlers = tiddlers;
						var callbacks = scanMacro.scanned[url].callbacks;
						while(callbacks.length > 0) {
							callbacks.pop()(tiddlers);
						}
					},
					error: function(xhr) {
						$(place).empty();
						$("<span />").addClass("annotation error").text(locale.error.format(xhr.status)).appendTo(place);
					}
				});
			}
		});
	},
	template: function(place, tiddlers, template) { // TODO: make use of list macro.
		for(var i = 0; i < tiddlers.length; i++) {
			var tiddler = tiddlers[i];
			var item = $('<li class="spaceName" />').appendTo(place)[0];
			var spaceName = tiddler.fields["server.space"] || "";
			var templateText = store.getTiddlerText(template).replace(/\$1/mg, spaceName);
			wikify(templateText, item, null, tiddler);
		}
	},
	getOptions: function(paramString, tiddler) {
		var args = paramString.parseParams("name", null, true, false, true)[0];
		var options = { query: false, sort: false, tag: false, template: false, showBags: args.show || false,
			hideBags: args.hide || false, filter: false, spaceField: "bag", searchField: "title", fat: false,
			emptyMessage: false };
		for(var name in args) {
			if(name != "name") {
				if(name == "fat") {
					options[name] = true;
				} else {
					options[name] = args[name][0];
				}
			}
		}
		// if user has set searchField to modifier, then use the modifiers value if available otherwise use searchValues.
		var searchField = options.searchField;
		var searchValues = args[searchField] ? args[searchField] : args.searchValues;
		// if neither of those were used use the first parameter
		var defaultValues = tiddler ? [ tiddler.title ] : [];
		options.searchValues = searchValues ? searchValues : ( args.name ? [args.name[0]] : defaultValues);
		return options;
	},
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		var container = $("<div />").addClass("scanResults resultsArea").appendTo(place)[0];
		var options = scanMacro.getOptions(paramString, tiddler);
		scanMacro.scan(container, options);
	}
};

var followersMacro = config.macros.followers = {
	locale: {
		loggedOut: "Please login to see the list of followers",
		noSupport: "We were unable to retrieve followers as your browser does not support following.",
		pleaseWait: "Please wait while we look this up...",
		error: "Error %0 occurred whilst retrieving data from server",
		noone: "None."
	},
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		var locale = followersMacro.locale;
		var args = paramString.parseParams("name", null, true, false, true)[0];
		var username = args.name ? args.name[0] : false;
		var container = $('<div class="followers" />').text(locale.pleaseWait).
			appendTo(place)[0];
		var followersCallback = function(user) {
			if(user.anon) {
				$("<span />").text(locale.loggedOut).appendTo(container);
			} else {
				var options = scanMacro.getOptions(paramString);
				$.extend(options, {
					url: "/search?q=title:@%0 OR title:%0 tag:%1 _limit:%2".
						format(user.name, followMacro.followTag, LIMIT_FOLLOWING),
					spaceField: "bag",
					template: options.template ? options.template : "FollowersTemplate"
				});
				scanMacro.scan(container, options);
			}
		};
		return !username ? followersCallback({ name: currentSpace }) : followersCallback({ name: username });
	}
};

var followingMacro = config.macros.following = {
	locale: {
		pleaseWait: followersMacro.locale.pleaseWait,
		loggedOut: "Please login to see who you are following",
		noSupport: followersMacro.locale.noSupport,
		error: followersMacro.locale.error,
		noone: followersMacro.locale.noone
	},
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		var locale = followingMacro.locale;
		var args = paramString.parseParams("name", null, true, false, true)[0];
		var fat = args.fat ? true : false;
		var username = args.name ? args.name[0] : false;
		var container = $('<div class="following" />').text(locale.pleaseWait).
			appendTo(place)[0];
		var followingCallback = function(user) {
			if(user.anon) {
				$("<span />").text(locale.loggedOut).appendTo(container);
			} else {
				var options = scanMacro.getOptions(paramString);
				$.extend(options, {
					url: "/search?q=bag:%0_public tag:%1 _limit:%2".format(user.name, followMacro.followTag, LIMIT_FOLLOWING),
					spaceField: "title",
					template: options.template ? options.template : "FollowingTemplate"
				});
				scanMacro.scan(container, options);
			}
		};
		return !username ? followingCallback({ name: currentSpace }) : followingCallback({ name: username });
	}
};

var linkedMacro = config.macros.linkedTiddlers = {
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		var args = paramString.parseParams("anon")[0];
		var title = params[0] || tiddler.fields["server.title"] || tiddler.title;
		var tid = store.getTiddler(title);
		var containingTiddler = story.findContainingTiddler(place).getAttribute('tiddler');
		if(tid) {
			followMacro.makeButton(place, {
				spaceField: "recipe",
				url: "/bags/%0/tiddlers/%1/backlinks".format(tid.fields['server.bag'],
					encodeURIComponent(tid.title)),
				blacklisted: followMacro.getBlacklist(),
				title: title,
				containingTiddler: containingTiddler,
				user: params[1] || false,
				consultFollowRelationship: args.follow ? true : false });
		}
	}
};

if(config.options.chkFollowTiddlersIsLinkedTiddlers) {
	merge(config.macros.followTiddlers, config.macros.linkedTiddlers);
	config.shadowTiddlers.FollowTiddlersHeading = "These are the other tiddlers that link to this tiddler.";
}

})(jQuery);
//}}}
<<tiddler [[Step 2, Meet and greet]]>>
This chapter starts describing steps in [[The Sales Process]]. Key points:
* Selling is a step by step process
* If you follow the steps you have a good chance tp make the sale
* The fact that people move up and down the path to purchase in a predictable way does not mean that you can script the sale because you can't
* To succesfully plan for the future you've got to know where you are now
* If you don't now what you are trying to do you won't know when you have done it.
* Skip a step and miss a sale.
* You have to rean the righ to move to the next step
|SPIN Phase|How you make the sale phase|h
|[[Opening]]|[[Step 1, Research prior to the sale]]|
||[[Step 2, Meet and greet]]|
|[[Investigating]]|[[Step 3, Discovery]]|
|[[Demonstrating Capability]]|[[Step 4, Features and benefits]]|
||[[Step 5. Making the case and presenting the solution]]|
|[[Obtaining commitment]]|[[Step 6, The objective is objections: dealing with resistance]]|
||[[Step 7, Closing: it is OK to ask for the order]]|
|Not present|[[Step 8, Following up for ongoing profitability]]|
In [[Sales Stages]] the concept of the value equation denotes that tehre is a balance between the cost of a solution versus benefit:

<<image /static/files/MBI/Module%2016/valuequation.PNG width:400>>

Things that no NOT easily tip the sales:
* Inconvenience

Things that can easily tip the sales:
* Lost customers
* Competition
* Lost quality
* Inefficiency
* Slow response times
<<image /static/files/MBI/Module%2016/thesalesprocesscheap.png width:400>>
Welcome to [[Dirk-Jan Swagerman's|http://nl.linkedin.com/in/djswagerman]] [[tiddlyspace|www.tiddlyspace.com]]. I host my own tiddlyspace for notekeeping and bookmarking on different subjects. The site is primairly aimed for my own use. For public articles read my [[blog|http://blog.dirkjanswagerman.nl]].

You can explore the different subjects in the menu bar on top:

* [[Mbi|http://mbi.dirkjanswagerman.nl]], study notes for my Master of Business Innovation study at ~Tias-Nimbas
* [[Sales|http://sales.dirkjanswagerman.nl]], summary of 3 books on sales, negotiation and influence.
* [[Games|http://games.dirkjanswagerman.nl]], started reading the book [[Gamestorming]]@games but extended with other games i stumbled upon
* [[Software|http://software.dirkjanswagerman.nl]], bookmarks on software
* [[Microscopy|http://microscopy.dirkjanswagerman.nl]], lectures and bookmarks about microscopy.
* [[Management|http://management.dirkjanswagerman.nl]], softskills and management bookmarks
* [[Nanotechnology|http://nanotechnology.dirkjanswagerman.nl]], bookmarks on nano tech in general
There are the following advantages and disadvantages in having an internal sales force:

|Advantages|Disadvantages|h
|Authority: Full control over activities|Sales process: You need to know what needs to be done to sell your product|
|Knowledge: You can fully train them|Financial risk: High risk for the company|
|Loyalty: You can expect more loyalty|Sales management: Need to know how to manage and motivate a sales force|
|Activities: Sales people can also be involved in servicing the customer|Management cost: High sales management (control) costs|
|Customer ownership: You own the customer relationship|Attractivenness: Need to be able to attract good sales people|
|Recrutement: You choose your own people|Flexibility: Can be expensive if the market changes quickly|
/*{{{*/
body {
	font-size: 1em;
	font-family: helvetica, arial, sans-serif;
	background-color: #fff;
	color: [[ColorPalette::Foreground]];
}

body ul { margin: 0; }

#popup {
	background-color: [[ColorPalette::TertiaryPale]];
}

#popup.confirmationPopup, .followList {
	font-size: 0.8em;
	padding: 1em;
	border: solid 1px [[ColorPalette::SecondaryMid]];
	background-color: [[ColorPalette::SecondaryPale]];
}

.followList .listTitle {
	text-decoration: underline;
}

#popup .followTiddlersList a {
	display: inline;
	padding: 0;
}

.viewer td { vertical-align: top; }

.borderless table,
.borderless th,
.borderless tr,
.borderless td
   { border:0 }

#popup li a {
	color: #fff;
	font-weight: bold;
}

#popup li a:hover {
	color: #fff;
	background: [[ColorPalette::PrimaryMid]];
}

#popup li.listTitle {
	border-bottom: 1px solid #000;
	font-weight: bold;
	margin-bottom: 10px;
}

#displayArea {
	margin: 0;
	top: 0px;
	left: 0px;
	width: 100%;
	position: relative;
}

.public {
	border-color: #C7EAFF;
}

.private {
	border-color: #FFCAE9;
}

/* *** Header *** */

.headerFix{
	background: [[ColorPalette::PrimaryMid]];
	_width: 100%; /* for ie 6 */
}
.header{
	color: #fff;
	background: [[ColorPalette::PrimaryMid]];
	overflow: hidden;
	_width: 100%; /* for ie 6 */
}

.clearFloat {
	clear: both;
}
#jsMath_Warning {display: none}

#contentWrapper {
	position: relative;
	padding-top: 1px;
	top: -1px;
}

#tiddlerDisplay {
	_position: relative; /* ie 6*/
}

.siteTitle {
	display: block;
	font-size: 28px;
	height: 32px;
	font-weight: bold;
	line-height: 32px;
}

#sidebarSearch {
        float: right;
	right: 80px;
	top: 8px;
	width: 176px;
}

#sidebarSearch .txtOptionInput {
	width: 100%;
	margin-top: 5px;
	_color: #bbb; /* ie6 danger */
}

#sidebarSearch .txtOptionInput:focus {
	color: #000;
}

#sidebarSearch .searchButton {
	display: none;
}

/* *** Menu Bar *** */

#mainMenu {
	position: static;
	text-align: left;
	margin-left: 30px;
	float: left;
	width: auto;
	padding: 0;
	font-size: 1em;
	line-height: normal;
}

#sidebarOptions {
	margin-right: 30px;
	float: right;
	font-size: 1.1em;
	line-height: 1.6em;
	min-height: 1em;
	padding-top: 0;
}

#sidebarOptions a {
	margin-right: 8px;
}

#mainMenu a:hover {
	background-color: [[ColorPalette::PrimaryMid]];
	color: [[ColorPalette::Background]]
}

.confirmationPopup .button,
#sidebarOptions .button {
	cursor: pointer;
	line-height: 1.4em;
	text-align: center;
	margin-right: 8px;
	margin-left:-2px;
}

.confirmationPopup .button {
	font-size: 0.9em;
	padding: 2px;
}

#sidebarOptions .button {
	font-size: 0.7em;
	float: left;
	width: 80px;
	padding: 0px;
}

.confirmationPopup a.button,
#sidebarOptions a {
	border: none;
	margin: 0 0.2em;
	padding: 0.6em 0.25em;
	display: inline;
	color: #666;
}

.confirmationPopup a.button:hover,
#sidebarOptions a:hover {
	color: #000;
}

.confirmationPopup a.button:active,
#sidebarOptions a:active {
	border: solid 1px [[ColorPalette::PrimaryMid]];
	background-color: #fff;
	background: -webkit-gradient( linear, left bottom, left top, color-stop(0.1,rgb(200,200,200)), color-stop(1, rgb(100,100,100)));
	background: -moz-linear-gradient(center bottom , rgb(200,200,200) 10%,rgb(100,100,100) 100%) repeat scroll 0 0 transparent;
}
/* *** Sidebar *** */

#sidebar .wizard table {
	margin: 0px;
}

.tabContents .listTitle:first-child {
	margin-top: 0px;
}

/*******************/
/* --- New CSS --- */
/*******************/

#menuBar {
	background: [[ColorPalette::PrimaryLight]];
	left: 0;
	right: 0;
	position: relative;
	margin: 0;
	padding: 0.5em 0 0.5em 0;
	min-height: 1em;
	overflow: hidden;
	_width: 100%; /* for ie 6 */
}


#menuBarOptions {
	background: [[ColorPalette::PrimaryPale]];
	left: 0;
	right: 0;
	position: relative;
	margin: 0;
	overflow: hidden;
	_width: 100%; /* for ie 6 */
}


#mainMenu a {
	color: #fff;
	padding: 8px;T
	font-size: 0.9em;
	margin-right: 16px;
}

#sidebarOptions a.button {
	color: #fff;
}

#sidebarOptions a.button:hover {
	color: [[ColorPalette::PrimaryPale]];
    background: [[ColorPalette::PrimaryMid]];
}

#tiddlerDisplay, #searchResults {
	margin: 16px 260px 0 40px;
}

#sidebarTabs {
	font-size: 0.7em;
	position: absolute;
	right: 22px;
	width: 208px;
	top: 0;
	font-size: 0.7em;
}

#sidebarTabs .tabsetWrapper .tabset {
	font-size: 0.7em;
	border-top: 1px solid [[ColorPalette::PrimaryPale]];
	border-left: 1px solid [[ColorPalette::PrimaryPale]];
	border-bottom: 1px solid [[ColorPalette::PrimaryPale]];
	height: auto;
	float: left;
	word-wrap: break-word;
	top: 0;
	padding: 0;
}

#sidebarTabs .tabsetWrapper .tabContents {
	font-size: 0.7em;
	background-color: [[ColorPalette::PrimaryPale]];
	border: 3px solid [[ColorPalette::PrimaryMid]];
	width: 160px;
	_width: 156px;
	left: -3px;
	_left: -5px;
	position: relative;
	min-height: 34em;
	padding: 8px;
}

/* ---- Side style --- */

#sidebarTabs .tabsetWrapper .tabset .tab {
	font-size: 0.7em;
	padding: 0.7em 8px 0.5em;
	color: #fff;
	background: [[ColorPalette::PrimaryLight]];
	border: none;
	line-height: 16px;
	position: relative;
	display: block;
	margin: 0;
}

#sidebarTabs .tabsetWrapper .tabset .tabSelected {
	font-size: 0.7em;
	color: [[ColorPalette::PrimaryMid]];
	background: [[ColorPalette::PrimaryPale]];
	border-top: 3px solid [[ColorPalette::PrimaryMid]];
	border-bottom: 3px solid [[ColorPalette::PrimaryMid]];
	border-left: 3px solid [[ColorPalette::PrimaryMid]];
	z-index: 10;
	margin-top: -1px;
	font-weight: bold;
	font-size: 0.4em;
}

#sidebarTabs .tabContents li {
	font-size: 1 em;
	border: none;
	margin-left: 0;
	word-wrap: break-word;
}

.tabContents .timeline {
	font-size: 1em;
	background: [[ColorPalette::PrimaryPale]];
	margin-bottom: 8px;
}

#sidebarTabs .timeline li.listTitle {
	font-size: 1em;
	color: #132E43;
	margin-left: 8px 0;
	padding: 0.3em 0.11em;
	border-bottom: none;
}

#sidebarTabs .tabContents li a {
	font-size: 0.7em;
	display: block;
	text-align: left;
	margin: 0 0 1px 0;
	padding: 0.3em 1em;
	background: [[ColorPalette::PrimaryPale]];
}

#sidebarTabs .tabsetWrapper .tabset a:hover,
#sidebarTabs .tabContents li a:hover {
	color: [[ColorPalette::PrimaryPale]];
	background: [[ColorPalette::PrimaryMid]];
}

/* Activity Stream */
#sidebarTabs .tabContents .activityStream .feedItem a {
	display: inline-block;
	padding: 0;
	background: none;
}

/* ---- Tagging box --- */
.tagInfo {
	border: 1px solid #cccccc;
	padding: 10px 15px;
	-moz-box-shadow: 0 2px 2px rgba(0, 0, 0, 0.2);
	box-shadow: 0 2px 2px rgba(0,0,0,0.2);
	color: [[ColorPalette::TertiaryMid]];
	background: -moz-linear-gradient(100% 100% 90deg, #f4f4f4, #e5e5e5);
	background: -webkit-gradient(linear, left top, right top, from(#e5e5e5), to(#f4f4f4));
	margin-top: 1em;
	font-size: 13px;
	margin: 0 0 0 56px;
}

.tagInfo ul {
	list-style: none;
	padding-left: 2.2em;
}

.tagInfo ul li {
	display: inline;
}

.tagInfo ul li.listTitle,
.tagInfo .tagging ul li.listTitle {
	color: [[ColorPalette::PrimaryMid]];
	font-size: 13px;
}

.tagInfo ul li a {
	border: none;
}

.tagInfo .tagging ul li {
	float: none;
	display: inline-block;
}

.tagInfo .tagging {
	padding: 0;
}

.viewRevision .toolbar {
	right: 48px;
	top: 8px;
}

.viewRevision .modifierIcon img,
.viewRevision .modifierIcon svg {
	margin-right: 8px;
}

.viewRevision .toolbar svg {
	width: 32px;
	height: 32px;
}

/* --- IE hacks from lattice --- */

/* ie hacks */
* html #menuBar {
	margin-bottom: 8px;
}
.toolbar .svgIconText {
	*display: inline;
}

div.tiddler .toolbar a {
	float: left\9;
	display: inline\9;
}

* html .toolbar {
	right: 8px;
}
* html .followButton a {
	margin-top: 0px;
	margin-right: 8px;
}
* html #tiddlerDisplay {
	margin-top: 0px;
}
/* for printing purposes */
@media print {
	#mainMenu,
	#sidebar,
	#messageArea,
	.toolbar,
	.followPlaceHolder,
	#backstageButton,
	#backstageArea,
	#sidebarTabs,
	#sidebarSearch .txtOptionInput,
	#sidebarOptions {
		display: none !important;
	}
	#displayArea {
		margin: 1em 1em 0em;
	}
	noscript {
		display:none; /* Fixes a feature in Firefox 1.5.0.2 where print preview displays the noscript content */
	}
	#tiddlerDisplay {
		margin: 16px 16px;
	}
}

@media all and (max-width: 960px){
	#tiddlerDisplay,
	#searchResults {
		margin: 16px 300px 0 16px;
	}

	#mainMenu {
		margin-left: 16px;
	}

	.headerForeground {
		margin-left: 16px;
	}

	#sidebarSearch {
		right: 16px;
	}

	#sidebarOptions {
		margin-right: 16px;
	}

	#sidebarTabs .tabsetWrapper .tabset {
		font-size: 0.5em;
		width: 57px;
	}

	#sidebarTabs .tabsetWrapper .tabContents {
		width: 160px;
		_width: 156px;
		font-size: 0.5em;
	}

	#sidebarTabs .tabContents li a {
		font-size: 0.5em;
	}
}

/*}}}*/
[[StyleSheetTiddler]]
In this step you begin to map out the customers understanding of his own problem. What problem is he/she trying to solve? You will need to figure out different aspects of the problem:
* What is the urgency for the customer?
* Who are involved in the decision process?
The discovery phase is where you start to //name// the problem. Your goal is to get the answers to the following questions:
* How do i discover the problem that drove the customer to this market?
* How do uncover the key purchase criteria that will drive this sale?
* How do i help the customer discover his key problem?
* How do i identify the best solutiuons for this problem?
* How do i discover which of the benefits of my product are most relevant for this customer?

!Questioning for results
<<tiddler [[Questioning for results]]>>
The picture below clearly depicts why it is better to prevent objections than to [[Dealing with Objections]] after you went too fast through the [[SPIN]] Questions:

<<image /static/files/MBI/Module%2016/preventingobjectionhandling.jpg width:600>>
<<YouTubeFragment tkyGOAWoYxA>>
Problem questions aim to explore problems, difficulties and dissatisfactions that your customer is experiencing with an //existing// situation. They are essential to make the sale because:
* People only buy if they have needs
* Needs almost always ''start with a problem, difficulty or dissatisfaction''
* The clearer and more explicit the need, the more likely the buyer is to buy.

The power in problem questions is to:
* //''reveal''// the buyers [[Implied Need]]s
* //''clarify''// the buyers difficulties and dissatisfations
* //''Gain shared understanding''// of the buyers problems
Most essential you need to ''uncover problems'' that you can solve so you can offer something useful to the buyer.
!Definition
Asking about ''problems, difficulties or dissatisfactions'' that the buyer is experiencing with the existing situation
!Examples
* //What makes this operation difficult?//
* //Which parts of the system create errors?//
* //How satisfied are you with your present system/suppliers?//
* //What prevents you from achieving that objective?//
* //What problems are you experiencing in this area?//
* ''//How long does it take//'' for your current service provider to respond when you have a breakdown
!Impact
More powerful than [[Situational Questions]]. People ask more problem questions if they get experienced at selling
!High and low risk areas
High risk:
# Sensitive areas, where the buyer has a personal involvement
# Recent major decisions, when probing may be seen as presumpuous or critical or where your questions might build resistance against your product.
# Your own product or service, where the buyer already uses your product and asking the problem questions may create/trigger dissatisfaction.
Low risk
# Early in the selling sale, make sure you have established a relationship and the buyer gives signs of wanting to explore together
# In significant areas, which might be important to the buyer
# When you can offer a solution.
!Practical tips
* Think of your products or services in terms the solve for buyers, not in terms of the details of characteristics that your product possesses|
* ''Do your homework first''. Prepare your problem questions well.
* ''Do use variety''. Ask problem questions directly, indirectly and through ''//linking//'' phrases
* ''Do follow up''. Ask clarifying problem questions when your buyer begins to reveal problems, dissatisfactions or difficulties.
* An important use of problem questions is //clarifying// the problems that your buyer identifies. ''//Follow-up questions//'' help you clarify [[Implied Need]]s you should focus on. Example:
** I want to be sure about which kind of [problem] you're having; could you tell me more about [problem]
** How often does [problem] happen? Do you have that trouble all the time or just once in a while?
** It sound like you are quit concerned about [problem]. Is that the issues that concerns you most?
* Asking //"Why?"// can help you:
** Better understand the reasons behind the buyers dissatisfaction
** Uncover related problems or effects
* Uncover several problems before asking an [[Implication Question]]
An //objection// in any sale is a reason your customer will bring up NOT to buy. Objections should be seen as request for more information.

In [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] two types of objections are defined:

* [[Value Objections]]
* [[Capability Objections]]

* Objections are NOT buying signals, sellers who experience more objections will not get more sales
* A majority of the objections are created by the //seller// by asking the wrong [[SPIN]] question at the wrong moment.
* Many objections arise because the seller sells his solution too soon.

!Practical tips
* Try to prevent objections rather than handling them
* Read [[Dealing with Objections]] for tips on handling resistance and view objections as a request for more information.

See also: [[Fogbugz on Objections]]
(function() {
var getCSRFToken = function(window) {
	// XXX: should not use RegEx - cf.
	// http://www.quirksmode.org/js/cookies.html
	// https://github.com/TiddlySpace/tiddlyspace/commit/5f4adbe009ed4bda3ce39058a3fb07de1420358d
	var regex = /^(?:.*; )?csrf_token=([^(;|$)]*)(?:;|$)/;
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	var csrf_token = null;
	if (match && (match.length === 2)) {
		csrf_token = match[1];
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	return csrf_token;
};

if (typeof config !== 'undefined' && config.extensions &&
		config.extensions.tiddlyspace &&
		config.extensions.tiddlyspace.getCSRFToken === null) {
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Benefits are ways how the product can be used to meet an [[Explicit Need]] of the user: That user would ask //"What is in it for me?"// Benefits are related to solving a problem for a person.

* ''Benefits are more memorable than Features or Advantages''
** Buyers don't remember features. The remember their own explicit needs.
* ''Benefits have high impact throughout the sale''
** Features have a low impact, benefits work at all phases in the stage call.
* ''Benefits help your internal sponsors sell''

!Examples
* //Our gateway gives you the full network access and search capabilities you've asked for.//
* //The Quanton system provides the ionizatio amplification you've said you'll need//
* //The Z4000 model meets all your B4 level safety criteria//
!Impact
* Benefits are the most powerful statements you can make in large or complex sales at all points in the sales cycle
* Benefits are ven more powerful //when stated by the buyer// (see also [[Commitment and consistency]])

<<image /static/files/MBI/Module%2016/Benefit.jpg width:600>>
The Organisational Theory as it applies to sales incentives tells the following:

|Assumption|The goals of the organisation and the sales people are aligned|
|Favours||

<<image /static/files/MBI/Module%2020/organisationaltheory.jpg width:400>>

|OUTCOME CONTROL (high % commission)|BEHAVIOR CONTROL (high % salary)|h
|Oriented toward personal bottom line|More oriented toward mutual benefit|
|“Get off my back”|Relatively cooperative w/ mgmt.|
|Take customers’ side more than management’s side|Tends to see mgmt’s viewpoint more when balancing customer interests|
|Generates short-term results: sales, growth, etc.|Generates strategic results: customer satisfaction, new product introduction, lower turnover, etc.|
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In this book the concepts of [[SPIN]] selling are explained. An important concept in spin selling is [[The value equation]]

!SPIN selling
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The principle of social proof says: ''//The greater the number of people who find any idea correct, the more the idea will be correct.//'' . Social proof works best when the circumstances are unclear and uncertain.

!The key to using the Rule of Social proof
This principle of Social Proof can be used to ''//stimulate a person's compliance with a request by informing him or her that many other individuals are or have observed this behavior//'' (More strongly in case of role models). This tool of influence provides a shortcut for determining how to behave. But at the same time it can make those involved with using this social shortcut vulnerable to the manipulations of others who seek to exploit such influence through such things as seminars, group introduction dinners, retreats etc. Group members may then provide the models for the behavior that each group plans to produce in its potential new members.

Social proof is most influential under two conditions:
# Uncertainty when people are unsure and the situation is ambiguous they are more likely to observe the behavior of others and to accept that behavior as correct
# Similarity people are more inclined to follow the lead of others who are similar.
Some recommendations on how to reduce susceptibility to contrived social proofs would include a greater sensitivity to clearly counterfeit evidence. That is what others are doing and their behavior should not form a sole basis for decision-making. 

!Examples
* Chose between the following leaflets for a hotel to motivate their customers to reuse their towels more often?
** Leaflet 1: appeal to the environmental friendliness of the customer to reuse the towel
** Leaflet 2: with the addition ''most guests in this hotel reuse their towel //at least once//'' (+26% with respect to leaflet 1)
** Leaflet 3: with addition "guests in this room..." (+33% with respect to leaflet 1)
*  In an experiment, a New York college student who appeared to be having an epileptic seizure received help 85 percent of the time when there was a single bystander present but only 31 percent of the time with five bystanders present.

!Practical tips
* Testimonials in our marketing materials, brochures and websites. If you don’t put any in there, people may look at you in the same way as the empty restaurants and pass on by! And now with web2.0 streaming video and podcasting, there is no excuse for not having compelling multimedia testimonials as well as written quotes.
* Case Studies – again as above these are a great way of demonstrating that your service was good enough for others.
* Client lists. Don’t hide your light under a bushel, publish a list of your top clients and see how this helps build your credibility and making attracting you clients much easier.
* The principle of [[Pluralistic Ignorance]]@psychology is best prevented by addressing individuals and ask them to take specific responsibilities. So in stead of calling out for "help" in general, it is better to be more specific: "You, sir with the blue jacket, i need help, will you please call an ambulance?"
* No leader can hope to persuade, regularly and single-handedly, all the members of the group. A forceful leader can reasonably expect, however, to persuade some sizable proportion of group members. Then the raw information that a substantial number of group members has been convinced can, by itself, convince the rest. Thus ''//the most influential leaders are those who know how to arrange group conditions//'' to allow the principle of social proof to work maximally in their favor.
<<tiddler [[Demonstration of Social Proof]]>>
!URL
http://blog.fogcreek.com/the-very-most-basic-things-your-company-needs-to-know-about-sales-part-1-of-4/

!Description
If you’re a founder you’re probably already doing sales even if you don’t really understand exactly what you’re doing. Your passion and domain understanding can translate remarkably well into enthusiastic product pitches and demos. You probably built your software to solve a problem, perhaps one you suffered from yourself, so you know all about it. This has pushed you well into the sales sphere.
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!Outcome control
* Salespeople are held accountable for their results but not their behaviors
* Low control of behaviors by firm
* extreme is manufacturers’ reps: Jamestown
* Need objective measures of results
!Outcome Measures
* Orders
** Number of orders
** Average size of orders
** Number of cancelled calls
* Accounts
** Number of active accounts
** Number of new accounts
** Number of lost accounts
** Number of overdue accounts
** Number of prospective accounts
There are the following advantages and disadvantages in having an outsource sales force:

|Advantages|Disadvantages|h
|Low cost: Low management overhead|Authority: No authority over the sales people|
|Sales Management: Requires no sales managemet knowledge|No ownership: No ownership of the customer relationship|
|Flexibility: Channels can easily be setup and changed to meet new market conditions|High Long term costs: Expensive is demand is high|
|Low risks: Requires no upfront investment|Recrutement: No choice over the type of sales people|
||Risk: Highly dependend on the distributors|
||Product: Works best with simple products|
In [[Selling the wheel]] ''//World customers//'' are the last group of customers to target during the [[Maturity]] phase of the [[Maturity phases in a product's life cycle]].

World Customers:
* Want a standard product at the best price
* Are buying the product that everybody buys
* Are very familiar with the product
* Examples are purchases and administrative staff in the business world. Most of retail.

A [[Captain and Crew]] is the best sales person for this type of customer.
Implicit needs are (often related to problems)
* It is difficult to...
* I am not satisfied with...
* 

Explicit needs:
* I want....
* I need...
Obtaining commitment is the last stage of the [[Four Stages of a Sales Call]]. Obtaining commitment:
# Starts before the [[Opening]] phase by setting objectives and pro actively [[Planning advances]]
# Is most easy when you developed strong needs in the [[Investigating]] phase.
# Is easy when you have been [[Demonstrating Capability]]
!Practical tips
Obtaining commitment has three steps:
# ''Check'' you have addressed the key concerns
# ''Summarize'' the benefits
# ''Propose'' a realistic commitment
People buy to solve a problem. There are:
* Real problems
* Perceived problems

The role of the sales person is to:
* understand the customers problem,
* possiblly help them understand their problem better
* walks them through possible solutions
* evaluate the options
* helps them select the best option to solve their problem

[[The path to purchase]] describes the steps any customer/buyer goes through when he/she decides to buy.

Key points of the chapter:
* Customers buy to solve a problem
* Some problems are real, some are perceived
* Many problems have an //image// or [[Brand]]@mbi component to them
* Customers go through a predictable process [[The path to purchase]] in any buying decision
* Customers don't buy products or services but ideally buy solutions
* The sales person with the best solution to the problem gets to make the sale
* The customer alone decides what the solution is.
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Key points in Chapter 1 are:
* Sales is service. The more fruitfully you service, the more you sell
* You customer is not your enemy (it is even your best friend, your customers need to defend their choice for you internally...)
* You don't win if your customer loses
* People buy from people (it is about
* Service is key to the sale, sales people add value if:
** They listen to the customer
** Clarify the customers needs and wants
** Determine the problem the customer is trying to solve
** Know your own product features and that of your competitor
** Present the solution in such a way that the customer recognizes the benefit
** Help the customer complete the transaction
** Follow up after the sale
** Service the customer
A well-known principle of human behavior says that when we ask someone to do us a favor we will be ''//more successful if we provide a reason//''. People simply like to have reasons for what they do. Langer demonstrated this unsurprising fact by asking a small favor of people waiting in line to use a library copying machine:

//Excuse me, 1 have five pages. May 1 use the Xerox machine because I'm in a rush?//

The effediveriess of this request-plus-reason was nearly total: Ninety-four percent of those asked let her skip ahead of them in line. Compare this success rate to the results when she made the request only:

//Excuse me, I havejive pages. May I use the Xerox machine?//

Under those circumstances, only 60 percent of those asked complied. At First glance, it appears that the crucial difference between the two requests was the additional information provided by the words “because I’m in a rush.” But a third type of request tried by Langer showed that it was not the whole series of words, but the First one, “''because,” that made the difference.''
Copied from and modified: http://blog.fogcreek.com/the-very-most-basic-things-your-company-needs-to-know-about-sales-part-1-of-4/

!When do you start sales?
If you’re a founder you’re probably already doing sales even if you don’t really understand exactly what you’re doing. Your passion and domain understanding can translate remarkably well into enthusiastic product pitches and demos. You probably built your software to solve a problem, perhaps one you suffered from yourself, so you know all about it. This has pushed you well into the sales sphere.

You might be doing a lot of “low-touch” sales, in which case it may be that you don’t even need a sales force—for years Fog Creek didn’t have one, and most of our sales still happen without any human intervention.

These low-touch sales are driven by marketing. You make a great website, you test how it’s doing, you change what’s failing.  You send out automatic emails, you try different copy—you dump the one that started, “I am the prince regent of a great and wealthy country…”

The line between sales and marketing is not clearly drawn, and the functions have huge overlap.  I almost think we need a new word for this.  Smarketing? Smales?

OK, smales.  This is the world of Patrick MacKenzie of Bingo Card Creator fame (and Avinash Kaushik, and Rob Walling, and Darmesh Shah, and so on). Smales is hugely important. It’s a low-cost way to increase sales, and especially if you’re technical, you should do this first. Do it frequently and do it always. You’ll want to start a sales team after you think you’ve squeezed everything you can out of smales. Remember, though, at some level, sales is always going on.

For now I only want to talk about the sales that human beings conduct with other human beings.

Even though the internet has radically changed sales channels, the basics of selling person-to-person haven’t changed at all.

!What is Sales?

Many technical people tend to have a rather, shall we say, uncharitable view of sales people.  They think something like the following: Sales is full of charlatans and hucksters who lie and inveigle and pressure; no one wants to talk to them and the thought of actually being one makes a root canal sound like a vacation.

That’s not so good.

But this is just a stereotype—not without some cause, for sure, but it doesn’t really deserve the weight it once did. Mature and responsible salespeople don’t act like that because they don’t need to, and because they understand that such behavior is classic win-lose.  The sales people of the stereotype are trying to force you into something you are unsure about and they make the whole thing feel like a battle where you have a lot to lose.  You don’t have to be that kind of salesperson, or have that kind of sales culture, and in fact, if you do, then you’re taking a very short-term view of your business.

So let’s try that again.

* ''Sales is a conversation.''

Ah! That’s it. That’s the most basic thing you need to know in order to demystify sales.  You’ve all had conversations, so you’re off to a good start. Sales conversations just tend to be a specific kind of conversation, one that you can become better at, and one that tends to take a particular form.

There is one other part to this sales demystification process that deserves top billing before we move on.

* ''Sales is problem solving.''

There are people in the world with a problem of some kind.  Some subset of those people need this problem fixed and is seeking a solution. You’re one of the people who can fix that problem, and you need to show them that your fix is the best one for them.  Again, that’s it.

Sales is a mindset as much as it is a set of skills.  If you believe that sales is hard, scary, underhanded, and manipulative, then that’s what it will be, and you’ll hate it, and fear it.

Let’s put these ideas together into one sales demystifying sentence: Sales is a conversation about how to solve a problem.

At its core it really is that simple. If you can learn the truth of that, sales will become radically less frightening.

There is more to it of course, but when you strip away all the advice contained in all the vast number of books on sales, this is what it’s all about.

Let’s talk specifics.

!Breaking Sales Down to Two Things

The success of salespeople hinges on two factors:
1) The quality of the things that come out of their mouths, and
2) The discipline they develop for their sales day.

The first one, quality, tends to be a bit softer—a sort of “I know it when I see it” thing—but it’s still exceptionally important.  You certainly know a good movie when you see one.  You might not be able to explain what makes the movie good, but you still know it. The same will hold for good sales people, and when you educate yourself about what to look for, you’ll become very good at figuring out what actually separates good sales people from bad ones.

The second part, discipline, focuses on process and more readily yields to data analysis. We’ll get to that in a later section.

When talking about the quality of things emerging from your mouth, there are again two main parts to consider, a) your sales and presentation skills, and b) your product and market knowledge.

!!Product knowledge

I am assuming that you make a great effort to understand everything you can about your product and your market. Study. Memorize. Practice. I don’t have much to add here, except to say, that the better your domain knowledge, the better your conversations will go. Neglect this and you’re crippling yourself as a sales person.

You’ll often find that sales people frequently have a fear of sounding dumb, especially if there is a large difference between the technical skills of the salesperson and the people they normally talk to.  This tends to lead to timid and boring presentations.  It also involves a lot of mumbling and low-talking while the sales person desperately prays for a change of topic from the one they only dimly grasp. Sometimes they will just blurt out, “Java!” and hope the whole thing goes away.

There are two fixes for this, the first I already mentioned, which is to crush your areas of ignorance.  If you plan to be a top performer in your field, then this is part of the cost. Just accept it.

The other way to mitigate this worry is to never pretend to know things you don’t know. Learn to say, “I don’t know” with total ease.  If you start to get into tricky terrain, don’t guess, and don’t speculate, just say, “I don’t know, but I’ll find out for you.”

Always be fearless with “I don’t know,” but also do a bit of self-analysis. Recognize that if you find yourself saying this so often that it would just be easier to have someone else handle the call, then you’ve got ignorance crushing to do and you better get to it!

!Sales Skills

!!The buying process

Understanding the buying process is important because it gives you a framework for understanding and analyzing what you’re doing.  Good sales books all have some view about how the sales process unfolds. I think the clearest and most useful articulation of this is in Frank McNair’s book, [[How you make the sale]]. It’s a short and readable book which will give you a nice foundation in the sales process. In an abbreviated form the sales process looks like this: You find out what problems the prospect is having, you present your solution, you deal with objections, you close, and usually you follow up.

Each of these can be exhaustively discussed and dissected (plus I left a couple out), but remember, we’re doing the basics.

!!Questions
<<tiddler [[Questions]]>>
!!Stories
<<tiddler [[Stories]]>>
!!Features and Benefits
<<tiddler [[Features and Benefits]]>>
!!Closing
<<tiddler [[Closing]]>>
!!Objections
<<tiddler [[Objections]]>>
<<tiddler [[Quality]]>>
A couple of last semi-random thoughts about quality
* Don’t interrupt your prospect when she is talking. Rude. Annoying. You miss good information.
 Don’t ask about the weather. It’s a cliché, and it’s so painfully artificial. Feel free to get down to business quickly. That’s why you’re all on the phone.
* Do everything for your prospects. For god’s sake don’t ever tell them the documentation is on the website and they can search for it. Are you serious? Find what they need and send it to them. Take care of everything. Everything you don’t take care of is a thing they probably won’t do even if they say they will.

Next we’re going to shift over to the second large area I said sales people need to be concerned with: how you spend your day.

!Process

!!Operations
If you’re a small shop, or a technical founder, or have technical resources available to you, then look around for things to automate. This is all about saving time and creating efficiencies so that you have more time for the squishy, but very valuable, person-to-person stuff.

New trials of FogBugz and Kiln at Fog Creek get turned into cases in our internal FogBugz install. Cases are assigned to a salesperson based on criteria we’ve set, and then the prospect is marked as belonging to the salesperson in our CRM system.

For over a year I did this manually, and it took me about 2.5 hours per week. What a total waste of time. We got a bit of (incredibly useful) spare tech time and now this all happens automatically, and I only know about it when it breaks, which it never does.

These sorts of internal process automations often get neglected because they’re not a new feature or a new product and don’t bring in new money in obvious ways. But never forget that operations efficiencies made Michael Dell a rich man. It’s one of the primary competitive advantages that a company can go for, and even if it isn’t one of yours, make absolutely sure operations inefficiencies are not an active drag.

You always have to do the cost-benefit-analysis, but it’s a pretty safe assumption that operations automations will save you time and money. Just make sure you don’t get overzealous—it’s this kind of thinking that has given the world the Acherontic automated phone tree.

!!What to do with your day
I don’t like to be rigid about this because autonomy is an important element of job satisfaction.

But I have found that sometimes people just need some guidance here. I’ve made the mistake of assuming that everyone would figure out a way that works for them, but they often don’t, so what follows is some advice on being better at the process side of sales.

First, have a sales tool of some kind that you use. I don’t care what it is; Fogbugz, Highrise, Salesforce, SugarCRM—it doesn’t really matter as long as you use it consistently and you don’t lose things in it. This system is the center of your day and gives you confidence that you’re not missing anything. It’s where you schedule your activities. It’s the tool you rely on to set your daily agenda.

In a perfect world someone will be able to pull lots of different kinds of data from it to do interesting analysis, like how long it takes to convert someone, which are the highest value prospects, and many other nuggets of useful business analysis.

How you spend your day will vary a lot depending on your business.  Do you do a lot of outbound, cold calls? Do you make $100,000 sales or do you tend to hover in the $2,000 range?  There will be many factors determining how your sales team operates. It might be that you’re the only sales person and also the technical lead (and bookkeeper, and hiring manager, and wastebasket cleaner).

There is at least one thing that is common to all of these situations: The need to set aside some time for uninterrupted planning each day. Sales people are interrupted a lot, and this can be mentally taxing. Take some time every day to calmly think about what you need to get done for the next day. Turn your phone off and let calls go to voicemail—there is no sales call that can’t wait an hour if necessary.

Whether you plan the night before or in the morning is a matter of taste, but this I know from lots of observation and experience: if you get to work and dive in without some semblance of a plan your day will be much more chaotic and reactive than it needs to be. All day will feel like you’re playing catch-up and you’ll likely go home with the nagging sense that you didn’t get to something important.

Do this: Just commit to one week of planning your sales day before you jump into the actual work and see if it makes a difference.

!!Your day in some more detail
I’m going to assume that you spend most or all of your day doing sales—adjust as necessary if that’s not the case.

Salespeople all have a pipeline—this is the set of prospects or leads that might convert to users or sales. Keeping that pipeline healthy is important. Doing that is often a function of smales (see part 1) which feeds you new leads, it’s also a function of the quality of things that come out of your mouth, but crucially, it’s a function of your personal organization and follow-up.

People that are good at the process aspect of sales have a very high tolerance for making lots of calls and sending out lots of email replies, and all other things being equal, they create an advantage for themselves.

!!The phone

Many places set really draconian call targets that salespeople must meet each day. Seventy calls, eighty calls, sometimes more. We don’t do that at Fog Creek because these sorts of targets are so easily gamed and don’t often serve your larger business goals.

But the purpose behind them is sound, even if the execution is not. What these goals attempt to capture is the importance of getting on the phone. If you convert the prospects you talk to at a 3% rate, and you talk to one hundred prospects, wallah, you have three new customers. Obviously, if you talk to two hundred prospects, you have six new customers. That’s what these call number requirements are after (by the way, the whole quality section of this series is about improving that conversion percentage).

I much prefer to have that impulse come naturally from the sales people. I certainly monitor the number of calls that are happening, and I’ll have a conversation if they get too low, but an internally motivated person is a million times preferable to the people you have to berate. I hate it, they hate it, and then they are working from fear, and not the personal desire for accomplishment, praise, self-satisfaction, or what have you.

So here is the point: block out a significant section of each day for sustained and uninterrupted calls. Paul Kenny told me the story of the most successful salesperson he ever saw—a guy whose business had failed, and who was doing sales to build up his stock of capital so he could start a new business—in other words, a highly motivated and focused person. This guy, pay attention, there is an important lesson coming here, this guy would block out around four hours each day and make calls non-stop. He made it a personal rule that the phone would not touch the cradle for that whole time, so he kept it draped over his shoulder as he dialed the next call, or made his notes from the previous call.

Similarly, one of the best salespeople we ever had at FogCreek would open up twenty-five or thirty tabs in her browser, each of them a prospect she wanted to call.  She worked from right to left through the list and closed each tab when she was done with it.

When you plan your calling day, do your most valuable calls first. Then if you need to slip calls to the next day, you’re shifting the less important ones. Just be cautious that you’re not forever slipping calls that then never get made.

This discipline matters and it makes an enormous difference. It’s not easy, but if you do it, you will be light years ahead of your peers. In fact, you might have to stop calling them peers.

!!How many calls?

There is no set number since there are so many variables that can affect what makes sense.  But keep in mind that many sales people estimate the number of calls they can make based on getting through to people, and so they think they can make eight or twelve calls. This is a mistake.  The vast majority of your calls will result in no talking at all.

What you want is a fairly heavy rotation for people you’re trying to get a hold of. Try to reach them often. At one point I discovered that some of the salespeople at Fog Creek would make an initial call to  someone with a new trial and if the salesperson didn’t get through, the prospect was put in for another call in two weeks.

Wrong.

Call them the next day. Hell, maybe later the same day. Initially you just won’t leave any voicemail messages. It’s just a call with no result. Note it and move on. Remember this is about keeping your pipeline healthy and having productive conversations. It’s just like the 3% close example above. If 10% of your calls result in a conversation and you have ten calls per day, you get one conversation ….ok, you get it. Make your calls.

A call without a conversation costs you maybe two minutes at the outside. If you’re well organized it’s not unreasonable to think you could do thirty calls in an hour, possibly more. If you have a conversation, fantastic!  That’s what we’re after, not some arbitrary number.

Now, I strongly suggest that you reserve an hour or two a day for this level of sustained calling. I don’t think most people can keep that high pace going all day long, but if you do an hour in the morning and an hour in the afternoon, you can certainly keep that up. Do more if you can. And just abandon and forget the notion that you’ll “get to the calls in between other things.” This is a fallacy a fraud and a fantasy.

You must reserve time exclusively for calls. Anything else is sub-optimal and is often just avoidance. Anything else is like hunting for gnats when you can order a porterhouse.

At some point after they’ve been in the rotation for a bit you may shift over to email, leave a voicemail, send a snail mail, put them on a much less frequent rotation, or abandon them. You’ll have to figure out where those lines are, but they are probably not as tight as your first impulse suggests.

Save voicemails for when you’ve tried to reach the prospect five or ten times. Most people just never return voicemails from a salesperson, so this tends to be a waste of time. Opinions differ on this topic, but that’s mine. It really depends on what you have to offer, though. If your voicemail said, “If you call me today I can get you 75% off your purchase,” well, OK, then they’ll call you back.

!!Follow-up

The purpose of the calls is to help people decide to use your product if it’s a good fit for them. In addition to calling new prospects, you should make follow-up calls so you can keep tabs on how the evaluation is going. It lets you intervene if there are bumps in the road. If a problem has developed and you have not been in contact with them, you will not know it until you’ve lost the sale.

Let me tell you another story.

I recently moved to a new apartment and needed to get blinds for the windows.  I had a guy come out and take measurements, show me samples, and give me the whole spiel.  Really nice guy. Did a great job. Explained everything clearly and set expectations really well.  And then? Nothing. Total silence.

Actually I was on the fence about buying.  It was a little more than I wanted to spend, so I sat on the decision for a while. Even so, there is a high chance that if he had called to follow up with me once or twice he could have convinced me to take the plunge.

He just lost a sale because he doesn’t have a good (or perhaps any) system for following up.  All I had was a price objection, and he probably has several ways to overcome that.  For the investment of maybe two phone calls, he had perhaps a 75% chance to make the sale.  In the end I bought from blinds.com and did it myself.  Oh well.

The price objection won because that was the only debater at the debate. No one else showed up. When you follow-up you’re getting yourself a seat at the conversation. You might still lose, but you can’t win if you don’t show.

And please remember the cardinal rule—do what you say you will. Part of sales is establishing credibility and trust, and these things can rise and fall on small moments like sending the article you promised to send, so always do that. Get it into your to do list, make a slot for it like it was a call, whatever it takes, but don’t forget.

Don’t chase inside straights

Develop, preferably through data or a formal process, a sense of what constitutes a good lead. Too many times I’ve heard this from a salesperson, “Had a great conversation with Company X and I think they’ll purchase next week.”

Awesome, sounds good.

Me: How many users?
Salesperson: I don’t know.
Me: Did you talk to the person who is going to make the decision?
Salesperson: I think so.
Me: When are they going to make a final decision?
Salesperson: Mmmm, not sure.
Me: What other tools are they looking at?
Salesperson: I didn’t ask.

OK, if you’re that salesperson you don’t get a cookie. You don’t know anything. That’s not a qualified lead, that’s a pipedream.

In order to know which leads are your most important, you need to get some of these very basic facts. If you don’t have those facts you’ll spend your time chasing chimeras while the real prospects go unattended.

We use a checklist to determine where in the buying process any given prospect we’ve spoken to happens to be right now. At a minimum you should be able to answer these questions about any lead you’re spending time on: 1) Who is making the final decision? 2) When are they going to make the decision? 3) How much will they need to buy? 4) What are they using now? 5) What other solutions are they considering?

You’re a lot further ahead if you know these things. If asking about any of this stuff makes you uncomfortable, go back to the questions section. You are trying to gather information so you can save everyone’s time and give them more precise answers to their needs.

!Last Thoughts
Anyone can learn to do sales, you just need to have the right mindset. Yes, it can seem very scary, but you’re just talking to other people, who have jobs, and desires, and concerns just like you. Try to be yourself, and remember you are simply having conversations about how to solve a problem.

Like any skill you can get better at it with practice, but find time to practice when you’re not talking to a prospect. No one got any good at the violin by practicing only during concerts.

If you have an obnoxious and pushy sales culture you’re doing it wrong. You can become exceptionally good at sales without making people hate you. In fact, people will really appreciate the help you give them.

Lastly, I’ve got a secret for you. Even though this was directed mainly at people who spend a chunk of time directly in sales conversations, the fact is everyone in your company is in sales. Everyone. Self-identification has nothing to do with it. You have a product or a service, and you want people to buy it or use it (or join or donate). That’s the fundamental purpose of your organization no matter what other noble and laudable goals you adorn it with. Every programmer, receptionist, support tech, accountant, and CEO is a salesperson in your organization, and they would all do well to think about how the above advice might apply to them.
Features:
* Parcels collected within a 3 hour window. No need to
* Same day delivery
* Parcels are offered twice before dropping of at the nearest drop off point
* 30 warehouses which act as parcel collection points
* Store parcels up to 7 days
* Print labels in advance
* Track and trace
* View invoices on line
* Self employed drivers
* Flexible service at reduced cost

Questions
Situational Question:
* How many events do you serve?
* How many packets do you send per event / per month?
* Where do these events happen?
* Biggest company?


Problem questions:
* What collection times is your current solution provider guarantee?
* What are the current costs?
* Is there always someone available to wait to pickup the parcel?
* What happens if someone is not available?
* How far do you need to travel in this case?
* Within how many days would you have the time to collect a parcel?
* When do these events take place? Are parcels delivered at the right moments for your customers
* Can you explain your label printing process? Do you have an improvement program?

Implication questions:
* What would be the impact of missing a parcel delivery? Do you have an idea of the cost?
* Are you aware of the labor costs involved in the label printing operation?
Bridging is an important skill in which you help the customer understand how a [[Feature]] is to their [[Advantage]]. By inspecting [[The Universal Benefits]] you can translate how features possibly are advantageous to invidividuals. Bridging is done in five steps:

# State their problem in your own words
# Explain the product feature that will solve their problem
# Support the feature with facts and data
# Bridge to a universal benefit
# Support the benefit with facts and data
From [[The path to purchase]] we know that by the time a customer reaches a sales person he/she already:
* Has an inkling that it may be time to make a purchase
* Probably gathered some information on the potential product offerings in the market place and
* Gone to the effort to come to your place of business

The chapter continues to define [[Hot button]]s, the features that the customer gets exited about. Every product has multiple hot buttons. Sales people need to be very aware of the //''hot button''// of their own product.

In contrast [[Flagging landmines]] are defined as a hidden piece of information that, when you stray across it, it carries the danger that it might blow your sale completely away.

Key points of the chapter:
* The sales process begins long before the salesperson and they prospective customer shake hands for the first time
* When you are doing research prior to a sale, nothing you learn is wasted
* It ain't the customers job to do your research for you!
* Be clear about what you //can// deliver and ask the buyer about his expectations
* [[Hot button]]s create excitement for the product
* [[Flagging landmines]] is a hidden piece of information that may blow up your sale
* An [[Objection]] is not a land mine. Landmines are more oblique and harder to surface. Which is why they are so dangerous.
* Signing of mutual [[NDA]]@law
* Your customer wanting to  test your product
* Action plan
* Agreement on a next step
* Getting payed for a demo
* Demo but:
** Who would be in the meeting?
** Who would be making the decision
In the [[Decision Making Unit (DMU)]] the different roles can perceive your offering in different ways. Perceivers of ''growth'' believe your value proposition will bring them better results than today:

<<image /static/files/MBI/Module%2020/Perceiverofgrowth.png width:400>>

|Perceives|Growth|
|Probability of action|High|
|Trigger words|More, Better, Faster, Improved|
|Your product|Much be able to achieve desired result|
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This space includes all articles, book summaries and bookmarks to help me understand sales in the broadest sense.
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In sales the concept of //likeability// is simply that we are more likely to accept proposals from:
* People //''who we like''//
* People who are ''//similar//'' or who share ''//similar//'' interest to us
* We all do like to ''//receive compliments//''
** Make sure it is //''sincere''//
** Make sure it is //''specific''//
* We automatically attribute beautiful people positive attributes

People “prefer to say yes to the requests of people we know and like” (p.142). So increasing the degree to which you are liked by someone will increase the probability that they will comply with your requests. We like people better and believe them more when they: are more attractive (Chaiken, 1979); are similar to us (Burger et al, 2004); like us (Berscheid & Walster, 1978); are familiar to us (Mita, Dermer, & Knight, 1977; Grush, 1980; Borstein, Leone, & Galley); are engaged in a cooperative effort with us (Kamisar, 1980); are associated with things we like (Manis, Cornell, & Moore); are present while we are eating (Razran, 1938).

* Example: At in-home Tupperware parties, the strength of the social bond between the host and attendee is twice as likely to determine purchasing decisions as preference for the actual product (Frenzen & Davis, 1990).
* Example: The Guinness Book of World Record’s “Greatest Car Salesman” sent out monthly greeting cards to each of his previous customers which read “I LIKE YOU” (p. 150).
* Example: Study participants reported a higher level of agreement with political statements they were exposed to while eating, even though they were not aware of which messages had been presented while food was being served (Razran, 1940).
!Practical tips
* When possible try to involve people in your sales process that your know your customers like
* When you give people compliments always be as specific as possible.
* Try to find elements where the customer and you share similarities
* Be the bringer of good news: it will reflect on how you will be perceived.
* Learn about [[The Luncheon Technique]]
This is <...> with <...>. You and i haven't spoken before but we have been working with <...>  for the last <...> years. the top 3 issues (concerns) we are hearing (lately) from other <...jobtitle...>  are
1)
2)
3)
We have helped companies like <...>, <...>  and <...> to address some of these issues. I would like to share with you how.
The most important skill you can develop in sales is the ability to ask good questions. Work on this first, and work on it relentlessly. Other important skills will follow more naturally when you’ve gained some skill here.

Questions give you information and help you understand what the problem or the need is. It’s by far the most powerful tool you have and is the prerequisite to everything else in the sales process outside of saying “hello.”

People generally like to talk about what they’re involved in. A few well placed questions can get the conversation rolling, and as it unfolds you get amazingly valuable information that will help you focus on the things that matter to the prospect.

Also, questions are like magic. You ask one question and suddenly the prospect is telling you other things that you never even asked about.  They’ll tell you things about their business, their processes, the other tools they use, how their teams work, when they can spend money…

I promise when you get good at asking questions you’ll be amazed at their power.  In the early stages of a call with good questions, you’ll find the prospect talking a lot more than you. This is good. This focuses your conversation.

[[Six rules about questions]]
Report grows from:
* Sharing experiences
* Sharing values
* Sharing backgrounds
* Sharing interests
Most of all: Be genuine!
In [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] an //explicit need// is defined as a clear statement of a buyers want, desire or intention to act. A customer with explicit need ''has a problem and is aware that he has a problem''

Succesful sellers uncover twice as much explicit needs than unsuccesful ones. By incovering explicit needs they now how to solve the problem a customer is aware of having.

See also [[Implied Need]]
<<image /static/files/MBI/Module%2016/impliedandexplicitneeds.jpg width:600>>
!Examples
* I'd like a way to cut my postage costs (//I'd like refers to a desire and therefore explicit)//)
* I'm looking for help to do a better job forecasting sales (//I'm looking for expresses want or desire//)
* I'm worried about the increase competition from onther contractors //(I'm worried indicates a problem or difficulty)//
* I need a low maintenance car
* Ideallly, if we had the right equipment, we would be able to reproduce documents in full color
* We really need each team member to be able to send messages automatically to each team member in the field.
[[Feature]]s are about the ''raw facts and information'' about your product. "What can your product do?"
[[Advantage]]s are ways in which the ''features can be used to help the user'': "So what?"
[[Benefit]]s are ways how the product can be used to ''meet the needs of the user'': "What is in it for me?"

Different features can deliver the same advantage. An advantage can have multiple benefits. A benefit can be realized through one or more advantages. Normally you advertise with your //''advantages''//

<<image /static/files/MBI/Module%2016/featuresadvantagesandbenefits.jpg width:600>>

(images source: http://www.boxonline.com/wp/suggestions/features-advantages-and-benefits-462)
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
/***
|''Name''|DeliciousImportPlugin|
|''Description''|import your Delicious links into TiddlyWiki|
|''Authors''|BenGillies|
|''Version''|.2|
|''Status''|unstable|
|''Source''|http://svn.tiddlywiki.org/Trunk/contributors/BenGillies/Plugins/Delicious/tiddlers/DeliciousImportPlugin.js|
|''CodeRepository''|http://svn.tiddlywiki.org/Trunk/contributors/BenGillies/Plugins/Delicious/|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
!Usage
{{{
<<deliciousImport username>>
}}}
Will import up to 100 (limit set by delicious) of your latest delicious feeds into your TiddlyWiki.
!To Do
*Convert into an adaptor
!Code
***/
//{{{
(function($) {
if (!version.extensions.DeliciousImportPlugin) {
version.extensions.DeliciousImportPlugin = { installed: true };

var importer
importer = config.macros.deliciousImport = {
	loadingMsg: "loading bookmarks...",
	noUserErr: "Error: No username specified.",
	uri: "http://feeds.delicious.com/v2/json/%0?count=10000&callback=%1",
	bookmarkletTemplate: '!URL\n%0\n\n!Description\n%1',
	handler:  function(place, macroName, params, wikifier, paramString, tiddler) {
		var username = params[0] || "";

		var btn = $("<button />").text("Import Bookmarks")
			.click(function() {
				if (username) {
					$(".deliciousResult").text(importer.loadingMsg);
					$('<script type="text/javascript" />')
						.attr("src", importer.uri.format([username,
							"config.macros.deliciousImport.jsonpCallback"]))
						.appendTo(place);
				} else {
					$(".deliciousResult").text(importer.noUserErr);
				}
			}).appendTo(place);
		$('<div class="deliciousResult" />').appendTo(place);
	},
	jsonpCallback: function(bookmarks) {
		var list = $("<ul />");
		$(".deliciousResult").text("").append(list);



                var workspace = config.defaultCustomFields['server.workspace'];
                workspace = workspace.replace ("bags/","");
                workspace = workspace.replace ("_public","");

		for(var i = 0; i < bookmarks.length; i++) {
			var bookmark = bookmarks[i];
			var title = bookmark.d;
			var modifier = bookmark.a;
			var tags = bookmark.t;
			tags.pushUnique("bookmark");
			var text = importer.bookmarkletTemplate.format([
				bookmark.u, bookmark.n]);
			var fields = {};
			if (config.defaultCustomFields) {
				merge(fields, config.defaultCustomFields);
			}

//                        if (tags.indexOf (workspace) != -1) {

			        if (!store.getTiddler(title)) {
				        store.saveTiddler(title, title, text, modifier, null, tags,
					         fields, false);
            			}
//                        }

			var linkPlace = $("<li />").appendTo(list);
			createTiddlyLink(linkPlace[0], title, true);
		}
		autoSaveChanges(true);
	}
};

}
})(jQuery);
//}}}
<!--{{{-->
<div class='toolbar'
	macro='toolbar [[ToolbarCommands::ViewToolbar]] icons:yes height:16 width:16 more:popup'>
</div>
<div class='heading'>
	<span class='spaceSiteIcon'
		macro='tiddlerOrigin label:no spaceLink:yes height:48 width:48 preserveAspectRatio:yes'>
	</span>
	<span class="titleBar">
		<div class='title' macro='view title text'></div>
		<span class="subtitle" macro='viewRevisions page:5'>
			last modified on
			<span macro="view modified date"></span>
		</span>
	</span>
	<div class='tagClear'></div>
</div>
<div class='content'>
	<div class='viewer' macro='view text wikified'></div>
</div>
<div class='tagInfo'>
	<div class='tidTags' macro='tags'></div>
	<div class='tagging' macro='tagging'></div>
        <div class='counted' macro='BBClonePlugin'></div>
</div>
<!--}}}-->
/***
|''Name:''|DiffFormatterPlugin|
|''Description:''|Extension of TiddlyWiki syntax to support Diff text formatting|
|''Author:''|Martin Budden (mjbudden (at) gmail (dot) com)|
|''Source:''|http://www.martinswiki.com/#DiffFormatterPlugin |
|''CodeRepository:''|http://svn.tiddlywiki.org/Trunk/contributors/MartinBudden/formatters/DiffFormatterPlugin.js |
|''Version:''|0.0.3|
|''Date:''|Sep 11, 2009|
|''Comments:''|Please make comments at http://groups.google.co.uk/group/TiddlyWikiDev |
|''License:''|[[Creative Commons Attribution-ShareAlike 2.5 License|http://creativecommons.org/licenses/by-sa/2.5/]] |
|''~CoreVersion:''|2.1.0|

This is an early release of the DiffFormatterPlugin, which extends the TiddlyWiki syntax to support Diff
text formatting.

The Diff formatter is different from the other formatters in that Tiddlers are not required to be
tagged: instead the Diff format adds formatting that augments TiddlyWiki's format.

The Diff formatter adds the following:
# ^+ for added
# ^- for removed
# ^"""@@ """, """--- """ and """+++ """ for special markers

Please report any defects you find at http://groups.google.co.uk/group/TiddlyWikiDev
!StyleSheet
.viewer .removed { background: #fdd; }
.viewer .added { background: #dfd; }
!Code
***/
//{{{
// Ensure that the DiffFormatterPlugin is only installed once.
if(!version.extensions.DiffFormatterPlugin) {
version.extensions.DiffFormatterPlugin = {installed:true};

if(version.major < 2 || (version.major == 2 && version.minor < 1)) {
	alertAndThrow('DiffFormatterPlugin requires TiddlyWiki 2.1 or later.');
}

diffFormatter = {}; // 'namespace' for local functions

diffFormatter.init = function() {
	var stylesheet = store.getTiddlerText(tiddler.title + "##StyleSheet");
	if(stylesheet) { // check necessary because it happens more than once for some reason
		config.shadowTiddlers["StyleSheetDiffFormatter"] = stylesheet;
		store.addNotification("StyleSheetDiffFormatter", refreshStyles);
	}
};

diffFormatter.added = {
	name: 'diffAdded',
	match: '^\\+',
	termRegExp: /(\n)/mg,
	handler: function(w)
	{
		var e = createTiddlyElement(w.output,'span',null,'added');
		w.subWikifyTerm(e,this.termRegExp);
		createTiddlyElement(w.output,'br');
	}
};

diffFormatter.removed = {
	name: 'diffRemoved',
	match: '^-',
	termRegExp: /(\n)/mg,
	handler: function(w)
	{
		var e = createTiddlyElement(w.output,'span',null,'removed');
		w.subWikifyTerm(e,this.termRegExp);
		createTiddlyElement(w.output,'br');
	}
};

diffFormatter.charDiff = {
	name: 'diffChars',
	match: '^(?:@@|[+-]{3}) ',
	lookaheadRegExp: /^(?:@@|[+-]{3}) .*\n/mg,
	handler: function(w)
	{
		this.lookaheadRegExp.lastIndex = w.matchStart;
		var lookaheadMatch = this.lookaheadRegExp.exec(w.source);
		if(lookaheadMatch && lookaheadMatch.index == w.matchStart) {
			w.nextMatch = this.lookaheadRegExp.lastIndex;
		}
	}
};

// add new formatters
diffFormatter.init();
config.formatters.push(diffFormatter.added);
config.formatters.push(diffFormatter.removed);

diffFormatter.replaceFormatter = function()
{
	for(var i=0; i<config.formatters.length; i++) {
		if(config.formatters[i].name == 'characterFormat') {
			config.formatters.splice(i,0,diffFormatter.charDiff);
			break;
		}
	}
};
diffFormatter.replaceFormatter();

}// end of 'install only once'
//}}}
<<tiddler [[Step 8, Following up for ongoing profitability]]>>
In the four defined maturity phases in a product's life cycle ''//Birth//'' is the first phase where the technology is new and revolutionary but primitive. Products are capable of only basic tasks and have a few, if any, features or options. During this period of infancy, appeal and value are limited to a relatively small number of people, but if the technology is successful, those few quickly become enthusiasts.

|Phase|Description|h
|Product|New, Basic, buggy, functionality|
|Sales skills required|[[Closer]]|
|Customer characteristics|[[Gateswingers]]|

!!Customer characteristics
<<tiddler [[Gateswinger]]>>
!!Sales skills required
<<tiddler [[Closer]]>>
In sales the acronym AIDA stands for:
* ''A''wareness 
* ''I''nterest
* ''D''esire
* ''A''ction

It is a shorter version of the [[The path to purchase]].
Before visiting your customer you need to know where you stand:
* What are the key strengths and benefits of the competitors product?
* How do our competitors sell and how we can take advantage of that?
* When people buy from competitors; why? And how often are they disappointed?
* When we lose sales to competitors; why and how do we loose these deals?
* How can we mitigate against those ways where we loose sales? What is our strategy?

<<tiddler [[Chapter 4, Research prior to the sale]]>>
[[About]] [[Books]] [[Terms]] [[Audio]] [[Video]] [[Bookmarks]]
<<formTiddler [[NewBookTemplate]]>><data>{"Author":"Nancy Duarte","Title":"Resonate"}</data>
<html>
<iframe src="http://rcm.amazon.com/e/cm?t=httptiddlyweb-20&o=1&p=8&l=as1&asins=0470632011&ref=tf_til&fc1=000000&IS2=1&lt1=_blank&m=amazon&lc1=0000FF&bc1=000000&bg1=FFFFFF&npa=1&f=ifr" style="width:120px;height:240px;" scrolling="no" marginwidth="0" marginheight="0" frameborder="0"></iframe>
</html>

Tip during the [[M16-Sales and Negotiation]] block.
<<tiddler [[Step 7, Closing: it is OK to ask for the order]]>>
This is <...> with <...>. You and i haven't spoken before but we have been working with <...>  and he suggested that i give you a call. We were able to help (her/him) address his/her frustation / difficulty with <...>. Would you be interested to know how?
Situational questions are about finding about facts. Buyers do not get a thrill about explaining you their existing situation.
!Definition
Finding out ''facts'' about the buyers existing situation
!Examples
* //How many people do you employ at this location?//
* //Could you tell me how the system is configured?//
* //How do you measure quality?//
!Impact
Least powerfull of the SPIN questions. Negative relation to success. Most people ask to many Inexperienced sales people often ask too much situational questions, This is because they do not link their products with the customers problem. Experienced sales people immediately dive into the [[Problem Questions]]
!Using Situation Questions Effectively
!!Selecting
Limit the number of question you need to ask and still obtain the information you need:
* Be sure each question has a clear purpose
* Ask questions that help uncover a problem a buyer needs and your product can solve
Plan situation questions in advance:
# List potential problems your product or service can solve
# Determine which facts you need to investigate those problems
The right situation questions can lead smootly and naturally to discussion of the potential problem.
!!Phrasing
Make sure that the buyer sees you as a problem solver and not as a prosecutor. A good way to do that is through //linking//:
# ''Linking your questions to buyer statements''
# ''Linking your questions to personal observations''
# ''Links to third party information''
!High and low risk areas
Low risk sitation questions:
# With new customers or clients
# Early in the selling cycle
# When situations change (i.e. reorganisation)
High risk situation quesions;
# Late in the selling cycle
# Irrelevant business area (don't provoke questions you cannot solve)
# Exessive use
# Sensitive areas (signature or budget authority)
!Advice
* Eliminate unnecessary Situation Questions by doing your homework in advance
* Focus the questions that most likely uncover an [[Explicit Need]]
* Plan situation questions in advance. List alternative sources of information for each of them.
* Don't use SPIN questions rigidly
* Ask questions that demonstrate your industry knowledge
* Gain time to think
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In [[Selling the wheel]] ''//Captain and Crew//'' is one of the different sales strategies a company can deploy.

!The Captain and his Crew
|Type|Description|h
|''Character''|Upbeat, Outgoing, Happy go lucky, Just average folks, similar to the customer|
|''Major drives''|Satisfied with making a decent living, Not an overachiever, Works to make the money to have fun on days off.|
|''Important skills''|All aspects of customer service. Must be able to handle 'social fatigue' so as to withstand constant contact with the public.|

!Marketing
|''Ideal company to image''|Thrifty. Efficient/ Offering quality at an unbeatable low price. Universal Locations|
|''To generate sales leads''|Offer free product trials. Advertise. Use coupons and other price incentives. Deep discount grand openings|
|''Qualifying customers''|Got a credit card? C'mon in!|

!Getting the sale
|''Sales Presentation''|Simple and short. An explanation of the features and options. The more skilled salespeople are able to highlight aspects of importance to the typical customer|
|''Typical Objections''|Is this the cheapest price? What happens if there is a problem after the sale?|
|''Resolve by''|Offering to meet or beat the competitors price. Offer money back guarantees.|
|''Closing''|Help the customer feel comfortable by the decision to buy. Empathize return policies. Price protection. Highlight reasons for the customer to buy. Make checkout easy.|

This sales strategy works best in the [[Maturity]] phase of the [[Maturity phases in a product's life cycle]].
/***
https://raw.github.com/tiddlyweb/chrjs/master/main.js
***/
//{{{
// TiddlyWeb adaptor
// v0.14.3

/*jslint vars: true, unparam: true, nomen: true, white: true */
/*global jQuery */

var tiddlyweb = (function($) {

"use strict";

var tw = {
	routes: {
		// host is the TiddlyWeb instance's URI (including server_prefix)
		// placeholders "_type" & "name" refer to the respective bag/recipe
		root     : "{host}/",
		bags     : "{host}/bags",
		bag      : "{host}/bags/{name}",
		recipes  : "{host}/recipes",
		recipe   : "{host}/recipes/{name}",
		tiddlers : "{host}/{_type}s/{name}/tiddlers",
		tiddler  : "{host}/{_type}s/{name}/tiddlers/{title}",
		revisions: "{host}/{_type}s/{name}/tiddlers/{title}/revisions",
		revision : "{host}/{_type}s/{name}/tiddlers/{title}/revisions/{revision}",
		search   : "{host}/search?q={query}"
	}
};

var convertTimestamp, supplant;

// host (optional) is the URI of the originating TiddlyWeb instance
tw.Resource = function(type, host) {
	if(arguments.length) { // initialization
		this._type = type;
		if(host !== false) {
			this.host = host !== undefined ? host.replace(/\/$/, "") : null;
		}
	}
};
$.extend(tw.Resource.prototype, {
	// retrieves resource from server
	// callback is passed resource, status, XHR (cf. jQuery.ajax success)
	// errback is passed XHR, error, exception, resource (cf. jQuery.ajax error)
	// filters is an optional filter string (e.g. "select=tag:foo;limit=5")
	get: function(callback, errback, filters) {
		var uri = this.route();
		if(filters) {
			var separator = uri.indexOf("?") === -1 ? "?" : ";";
			uri += separator + filters;
		}
		var self = this;
		return $.ajax({
			url: uri,
			type: "GET",
			dataType: "json",
			success: function(data, status, xhr) {
				var resource = self.parse(data);
				resource.etag = xhr.getResponseHeader("Etag");
				callback(resource, status, xhr);
			},
			error: function(xhr, error, exc) {
				errback(xhr, error, exc, self);
			}
		});
	},
	// sends resource to server
	// callback is passed data, status, XHR (cf. jQuery.ajax success)
	// errback is passed XHR, error, exception, resource (cf. jQuery.ajax error)
	put: function(callback, errback) {
		var self = this;
		var options = {
			url: this.route(),
			type: "PUT",
			contentType: "application/json",
			data: JSON.stringify(this.baseData()),
			success: function(data, status, xhr) {
				callback(self, status, xhr);
			},
			error: function(xhr, error, exc) {
				errback(xhr, error, exc, self);
			}
		};
		if(this.ajaxSetup) {
			this.ajaxSetup(options);
		}
		return $.ajax(options);
	},
	// deletes resource on server
	// callback is passed data, status, XHR (cf. jQuery.ajax success)
	// errback is passed XHR, error, exception, resource (cf. jQuery.ajax error)
	"delete": function(callback, errback) {
		var self = this;
		var options = {
			url: this.route(),
			type: "DELETE",
			success: function(data, status, xhr) {
				callback(self, status, xhr);
			},
			error: function(xhr, error, exc) {
				errback(xhr, error, exc, self);
			}
		};
		if(this.ajaxSetup) {
			this.ajaxSetup(options);
		}
		return $.ajax(options);
	},
	// returns an object carrying only the essential information of the resource
	baseData: function() {
		var data = {},
			self = this;
		$.each(this.data, function(i, item) {
			var value = self[item];
			if(value !== undefined) {
				data[item] = value;
			}
		});
		return data;
	},
	// returns corresponding instance from a raw object (if applicable)
	parse: function(data) {
		return data;
	},
	// list of accepted keys in serialization
	data: [],
	// returns resource's URI
	route: function() {
		return supplant(tw.routes[this._type], this);
	}
});

var Container = function(type, name, host) {
	if(arguments.length) { // initialization
		tw.Resource.apply(this, [type, host]);
		this.name = name;
		this.desc = "";
		this.policy = new tw.Policy({});
	}
};
Container.prototype = new tw.Resource();
$.extend(Container.prototype, {
	tiddlers: function() {
		return new tw.TiddlerCollection(this);
	},
	parse: function(data) {
		var type = tw._capitalize(this._type),
			container = new tw[type](this.name, this.host);
		data.policy = new tw.Policy(data.policy);
		return $.extend(container, data);
	},
	data: ["desc", "policy"]
});

// attribs is an object whose members are merged into the instance (e.g. query)
tw.Collection = function(type, host, attribs) {
	if(arguments.length) { // initialization
		tw.Resource.apply(this, [type, host]);
		$.extend(this, attribs);
	}
};
tw.Collection.prototype = new tw.Resource();

tw.TiddlerCollection = function(container, tiddler) {
	if(arguments.length) { // initialization
		tw.Collection.apply(this, [tiddler ? "revisions" : "tiddlers"]);
		this.container = container || null;
		this.tiddler = tiddler || null;
	}
};
tw.TiddlerCollection.prototype = new tw.Collection();
$.extend(tw.TiddlerCollection.prototype, {
	parse: function(data) {
		var container = this.container;
		return $.map(data, function(item, i) {
			var tiddler = new tw.Tiddler(item.title, container),
				bag = item.bag;
			tiddler = tw.Tiddler.prototype.parse.apply(tiddler, [item]);
			if(!tiddler.bag && bag) { // XXX: bag always present!?
				tiddler.bag = new tw.Bag(bag, container.host);
			}
			if(!tiddler.recipe && item.recipe) {
				tiddler.recipe = new tw.Recipe(item.recipe, container.host);
			}
			delete item.recipe;
			return $.extend(tiddler, item);
		});
	},
	route: function() {
		var params = this.container;
		if(this.tiddler) {
			var container = this.tiddler.bag || this.tiddler.recipe;
			params = {
				_type: container._type,
				host: container.host,
				name: container.name,
				title: this.tiddler.title
			};
		}
		return supplant(tw.routes[this._type], params);
	}
});

tw.Search = function(query, host) {
	tw.Collection.apply(this, ["search", host]);
	this.query = query;
};
tw.Search.prototype = new tw.Collection();
$.extend(tw.Search.prototype, {
	parse: function(data) {
		this.container = { // XXX: hacky
			_type: "bag",
			host: this.host
		};
		var tiddlers = tw.TiddlerCollection.prototype.parse.apply(this, arguments);
		delete this.container;
		return tiddlers;
	}
});

// title is the name of the tiddler
// container (optional) is an instance of either Bag or Recipe
// optionally accepts a single object representing tiddler attributes
tw.Tiddler = function(title, container) {
	tw.Resource.apply(this, ["tiddler", false]);
	this.title = title;
	this.bag = container && container._type === "bag" ? container : null;
	this.recipe = container && container._type === "recipe" ? container : null;
	var self = this;
	$.each(this.data, function(i, item) {
		self[item] = undefined; // exposes list of standard attributes for inspectability
	});
	if(title && title.title) { // title is an object of tiddler attributes
		$.extend(this, title);
	}
};
tw.Tiddler.prototype = new tw.Resource();
$.extend(tw.Tiddler.prototype, {
	revisions: function() {
		return new tw.TiddlerCollection(this.bag || this.recipe, this);
	},
	route: function() {
		var container = this.bag || this.recipe;
		var params = $.extend({}, this, {
			host: container ? container.host : null,
			_type: this.bag ? "bag" : (this.recipe ? "recipe" : null),
			name: container ? container.name : null
		});
		return supplant(tw.routes[this._type], params);
	},
	parse: function(data) {
		var tiddler = new tw.Tiddler(this.title),
			container = this.bag || this.recipe;
		if(data.bag) {
			tiddler.bag = new tw.Bag(data.bag, container.host);
			delete data.bag;
		}
		delete data.recipe;
		tiddler.created = data.created ? convertTimestamp(data.created) : new Date();
		delete data.created;
		tiddler.modified = data.modified ? convertTimestamp(data.modified) : new Date();
		delete data.modified;
		if(this.recipe) {
			tiddler.recipe = this.recipe;
		}
		return $.extend(tiddler, data);
	},
	data: ["created", "creator", "modifier", "modified", "tags", "type", "text",
			"fields"],
	ajaxSetup: function(options) {
		var self = this;
		if(this.etag && (options.type === "PUT" || options.type === "DELETE")) {
			options.beforeSend = function(xhr) {
				xhr.setRequestHeader("If-Match", self.etag);
			};
		}
		if(options.type === "PUT") {
			var callback = options.success;
			options.success = function(data, status, xhr) {
				var loc = xhr.getResponseHeader("Location"),
					etag = xhr.getResponseHeader("Etag");
				if(loc && etag) {
					self.etag = etag;
					if(!self.bag) {
						var bag = loc.split("/bags/").pop().split("/")[0];
						self.bag = new tw.Bag(bag, self.recipe.host);
					}
					callback(self, status, xhr);
				} else { // IE
					self.get(callback, options.error);
				}
			};
		}
	}
});

tw.Revision = function(id, tiddler) {
	var container = tiddler.bag || tiddler.recipe;
	tw.Tiddler.apply(this, [tiddler.title, container]);
	this._type = "revision";
	this.revision = id;
};
tw.Revision.prototype = new tw.Tiddler();
$.extend(tw.Revision.prototype, {
	revisions: false,
	data: false,
	put: false,
	"delete": false
});

tw.Bag = function(name, host) {
	Container.apply(this, ["bag", name, host]);
};
tw.Bag.prototype = new Container();

tw.Recipe = function(name, host) {
	Container.apply(this, ["recipe", name, host]);
	this.recipe = [];
};
tw.Recipe.prototype = new Container();
$.extend(tw.Recipe.prototype, {
	data: ["recipe"].concat(Container.prototype.data)
});

tw.Policy = function(constraints) { // TODO: validation?
	var self = this;
	$.each(this.constraints, function(i, item) {
		self[item] = constraints[item];
	});
};
tw.Policy.prototype.constraints = ["read", "write", "create", "delete",
	"manage", "accept", "owner"];

/*
 * utilities
 */

tw._capitalize = function(str) {
	return str.charAt(0).toUpperCase() + str.slice(1);
};

// convert YYYYMMDDhhmmss timestamp to Date instance
convertTimestamp = function(t) {
	if (t.match(/^\d{12,17}$/)) {
		return new Date(Date.UTC(
			parseInt(t.substr(0, 4), 10),
			parseInt(t.substr(4, 2), 10) - 1,
			parseInt(t.substr(6, 2), 10),
			parseInt(t.substr(8, 2), 10),
			parseInt(t.substr(10, 2), 10),
			parseInt(t.substr(12, 2) || "0", 10),
			parseInt(t.substr(14, 3) || "0", 10)
		));
	} else {
		return new Date(Date.parse(t));
	}
};

// adapted from Crockford (http://javascript.crockford.com/remedial.html)
supplant = function(str, obj) {
	return str.replace(/{([^{}]*)}/g, function (a, b) {
		var r = obj[b];
		r = typeof r === "string" || typeof r === "number" ? r : a;
		return $.inArray(b, ["host", "query"]) !== -1 ? r : encodeURIComponent(r); // XXX: special-casing
	});
};

return tw;

}(jQuery));
//}}}
The luncheon technique simply stands for an effort to persuade people over a meal. When they are eating (not before or after), present your ideas and make your persuasive statements.

Make sure the place where you are eating is pleasant and comfortable, and that the food is of good quality. It is key that the other person is comfortable and feeling satisfied.

The "Luncheon' technique was a term coined by Gregory Razran in the 1930s. He found that subjects became fonder of the people and things they experienced while they were eating. Razran’s subjects were presented with some political statements they had rated once before. At the end of the experiment, after all the political statements had been presented, Razran found that only certain of them had gained in approval-those that had been shown while food was being eaten. And these changes in liking seem to have occurred unconsciously, since the subjects could not remember which of the statements they had seen during the food service.
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In [[How you make the sale]] the Sales Process is defined with the following steps:
<<image /static/files/MBI/Module%2016/thesalesprocess.png width:600>>

# [[Step 1, Research prior to the sale]]
# [[Step 2, Meet and greet]]
# [[Step 3, Discovery]]
# [[Step 4, Features and benefits]]
# [[Step 5. Making the case and presenting the solution]]
# [[Step 6, The objective is objections: dealing with resistance]]
# [[Step 7, Closing: it is OK to ask for the order]]
# [[Step 8, Following up for ongoing profitability]]
In [[How you make the sale]] a ''//flagging landmine//'' is defined as a hidden piece of information that, when you stray across it, it carries the danger that it might blow your sale completely away. Generally applicable landmines include:
# Previous bad experiences with the company you represent
# Previous bad experiences with the product you represent
# Previous bad experiences with //you//. You can't remember them all but people will remember you
# Unarticulated loyalty to a competitors product
# Commitment to buy from someone else (using you as a second bid)
# Embarrassing fact (bad credit) that the customer does not want to reveal
# Conflict between two parties at the buying side
# Talking to customers far //above// or //below// their level of understanding.
## In the first case (above) you lose them
## In the second case (below) you irritate them
# Addressing your sales pitch to the wrong person/group within the customer
# Assuming you know what the customer drove to your product / market. ''Don't assume: ask!''
Fill out the table below:

|Advertising relatively important||Personal selling relatively important|h
|Large|Number of customers|Small|
|Low|Buyers information need|High|
|Small|Size and importance of the purchase|Large|
|Little|Post purchase service required|Much|
|Low|Product Complexity|High|
|Pull|Distribution policy|Push|
|Preset|Pricing policy|Negotiated|
|Many|Resource available for promotion|Few|
/***
|''Name:''|DataTiddlerPlugin|
|''Version:''|1.0.6 (2006-08-26)|
|''Source:''|http://tiddlywiki.abego-software.de/#DataTiddlerPlugin|
|''Author:''|UdoBorkowski (ub [at] abego-software [dot] de)|
|''Licence:''|[[BSD open source license]]|
|''TiddlyWiki:''|1.2.38+, 2.0|
|''Browser:''|Firefox 1.0.4+; InternetExplorer 6.0|
!Description
Enhance your tiddlers with structured data (such as strings, booleans, numbers, or even arrays and compound objects) that can be easily accessed and modified through named fields (in JavaScript code).

Such tiddler data can be used in various applications. E.g. you may create tables that collect data from various tiddlers. 

''//Example: "Table with all December Expenses"//''
{{{
<<forEachTiddler
    where
        'tiddler.tags.contains("expense") && tiddler.data("month") == "Dec"'
    write
        '"|[["+tiddler.title+"]]|"+tiddler.data("descr")+"| "+tiddler.data("amount")+"|\n"'
>>
}}}
//(This assumes that expenses are stored in tiddlers tagged with "expense".)//
<<forEachTiddler
    where
        'tiddler.tags.contains("expense") && tiddler.data("month") == "Dec"'
    write
        '"|[["+tiddler.title+"]]|"+tiddler.data("descr")+"| "+tiddler.data("amount")+"|\n"'
>>
For other examples see DataTiddlerExamples.




''Access and Modify Tiddler Data''

You can "attach" data to every tiddler by assigning a JavaScript value (such as a string, boolean, number, or even arrays and compound objects) to named fields. 

These values can be accessed and modified through the following Tiddler methods:
|!Method|!Example|!Description|
|{{{data(field)}}}|{{{t.data("age")}}}|Returns the value of the given data field of the tiddler. When no such field is defined or its value is undefined {{{undefined}}} is returned.|
|{{{data(field,defaultValue)}}}|{{{t.data("isVIP",false)}}}|Returns the value of the given data field of the tiddler. When no such field is defined or its value is undefined the defaultValue is returned.|
|{{{data()}}}|{{{t.data()}}}|Returns the data object of the tiddler, with a property for every field. The properties of the returned data object may only be read and not be modified. To modify the data use DataTiddler.setData(...) or the corresponding Tiddler method.|
|{{{setData(field,value)}}}|{{{t.setData("age",42)}}}|Sets the value of the given data field of the tiddler to the value. When the value is {{{undefined}}} the field is removed.|
|{{{setData(field,value,defaultValue)}}}|{{{t.setData("isVIP",flag,false)}}}|Sets the value of the given data field of the tiddler to the value. When the value is equal to the defaultValue no value is set (and the field is removed).|

Alternatively you may use the following functions to access and modify the data. In this case the tiddler argument is either a tiddler or the name of a tiddler.
|!Method|!Description|
|{{{DataTiddler.getData(tiddler,field)}}}|Returns the value of the given data field of the tiddler. When no such field is defined or its value is undefined {{{undefined}}} is returned.|
|{{{DataTiddler.getData(tiddler,field,defaultValue)}}}|Returns the value of the given data field of the tiddler. When no such field is defined or its value is undefined the defaultValue is returned.|
|{{{DataTiddler.getDataObject(tiddler)}}}|Returns the data object of the tiddler, with a property for every field. The properties of the returned data object may only be read and not be modified. To modify the data use DataTiddler.setData(...) or the corresponding Tiddler method.|
|{{{DataTiddler.setData(tiddler,field,value)}}}|Sets the value of the given data field of the tiddler to the value. When the value is {{{undefined}}} the field is removed.|
|{{{DataTiddler.setData(tiddler,field,value,defaultValue)}}}|Sets the value of the given data field of the tiddler to the value. When the value is equal to the defaultValue no value is set (and the field is removed).|
//(For details on the various functions see the detailed comments in the source code.)//


''Data Representation in a Tiddler''

The data of a tiddler is stored as plain text in the tiddler's content/text, inside a "data" section that is framed by a {{{<data>...</data>}}} block. Inside the data section the information is stored in the [[JSON format|http://www.crockford.com/JSON/index.html]]. 

//''Data Section Example:''//
{{{
<data>{"isVIP":true,"user":"John Brown","age":34}</data>
}}}

The data section is not displayed when viewing the tiddler (see also "The showData Macro").

Beside the data section a tiddler may have all kind of other content.

Typically you will not access the data section text directly but use the methods given above. Nevertheless you may retrieve the text of the data section's content through the {{{DataTiddler.getDataText(tiddler)}}} function.


''Saving Changes''

The "setData" methods respect the "ForceMinorUpdate" and "AutoSave" configuration values. I.e. when "ForceMinorUpdate" is true changing a value using setData will not affect the "modifier" and "modified" attributes. With "AutoSave" set to true every setData will directly save the changes after a setData.


''Notifications''

No notifications are sent when a tiddler's data value is changed through the "setData" methods. 

''Escape Data Section''
In case that you want to use the text {{{<data>}}} or {{{</data>}}} in a tiddler text you must prefix the text with a tilde ('~'). Otherwise it may be wrongly considered as the data section. The tiddler text {{{~<data>}}} is displayed as {{{<data>}}}.


''The showData Macro''

By default the data of a tiddler (that is stored in the {{{<data>...</data>}}} section of the tiddler) is not displayed. If you want to display this data you may used the {{{<<showData ...>>}}} macro:

''Syntax:'' 
|>|{{{<<}}}''showData '' [''JSON''] [//tiddlerName//] {{{>>}}}|
|''JSON''|By default the data is rendered as a table with a "Name" and "Value" column. When defining ''JSON'' the data is rendered in JSON format|
|//tiddlerName//|Defines the tiddler holding the data to be displayed. When no tiddler is given the tiddler containing the showData macro is used. When the tiddler name contains spaces you must quote the name (or use the {{{[[...]]}}} syntax.)|
|>|~~Syntax formatting: Keywords in ''bold'', optional parts in [...]. 'or' means that exactly one of the two alternatives must exist.~~|


!Revision history
* v1.0.6 (2006-08-26) 
** Removed misleading comment
* v1.0.5 (2006-02-27) (Internal Release Only)
** Internal
*** Make "JSLint" conform
* v1.0.4 (2006-02-05)
** Bugfix: showData fails in TiddlyWiki 2.0
* v1.0.3 (2006-01-06)
** Support TiddlyWiki 2.0
* v1.0.2 (2005-12-22)
** Enhancements:
*** Handle texts "<data>" or "</data>" more robust when used in a tiddler text or as a field value.
*** Improved (JSON) error messages.
** Bugs fixed: 
*** References are not updated when using the DataTiddler.
*** Changes to compound objects are not always saved.
*** "~</data>" is not rendered correctly (expected "</data>")
* v1.0.1 (2005-12-13)
** Features: 
*** The showData macro supports an optional "tiddlername" argument to specify the tiddler containing the data to be displayed
** Bugs fixed: 
*** A script immediately following a data section is deleted when the data is changed. (Thanks to GeoffS for reporting.)
* v1.0.0 (2005-12-12)
** initial version

!Code
***/
//{{{
//============================================================================
//============================================================================
//                           DataTiddlerPlugin
//============================================================================
//============================================================================

// Ensure that the DataTiddler Plugin is only installed once.
//
if (!version.extensions.DataTiddlerPlugin) {



version.extensions.DataTiddlerPlugin = {
    major: 1, minor: 0, revision: 6,
    date: new Date(2006, 7, 26), 
    type: 'plugin',
    source: "http://tiddlywiki.abego-software.de/#DataTiddlerPlugin"
};

// For backward compatibility with v1.2.x
//
if (!window.story) window.story=window; 
if (!TiddlyWiki.prototype.getTiddler) {
	TiddlyWiki.prototype.getTiddler = function(title) { 
		var t = this.tiddlers[title]; 
		return (t !== undefined && t instanceof Tiddler) ? t : null; 
	};
}

//============================================================================
// DataTiddler Class
//============================================================================

// ---------------------------------------------------------------------------
// Configurations and constants 
// ---------------------------------------------------------------------------

function DataTiddler() {
}

DataTiddler = {
    // Function to stringify a JavaScript value, producing the text for the data section content.
    // (Must match the implementation of DataTiddler.parse.)
    //
    stringify : null,
    

    // Function to parse the text for the data section content, producing a JavaScript value.
    // (Must match the implementation of DataTiddler.stringify.)
    //
    parse : null
};

// Ensure access for IE
window.DataTiddler = DataTiddler;

// ---------------------------------------------------------------------------
// Data Accessor and Mutator
// ---------------------------------------------------------------------------


// Returns the value of the given data field of the tiddler.
// When no such field is defined or its value is undefined
// the defaultValue is returned.
// 
// @param tiddler either a tiddler name or a tiddler
//
DataTiddler.getData = function(tiddler, field, defaultValue) {
    var t = (typeof tiddler == "string") ? store.getTiddler(tiddler) : tiddler;
    if (!(t instanceof Tiddler)) {
        throw "Tiddler expected. Got "+tiddler;
    }

    return DataTiddler.getTiddlerDataValue(t, field, defaultValue);
};


// Sets the value of the given data field of the tiddler to
// the value. When the value is equal to the defaultValue
// no value is set (and the field is removed)
//
// Changing data of a tiddler will not trigger notifications.
// 
// @param tiddler either a tiddler name or a tiddler
//
DataTiddler.setData = function(tiddler, field, value, defaultValue) {
    var t = (typeof tiddler == "string") ? store.getTiddler(tiddler) : tiddler;
    if (!(t instanceof Tiddler)) {
        throw "Tiddler expected. Got "+tiddler+ "("+t+")";
    }

    DataTiddler.setTiddlerDataValue(t, field, value, defaultValue);
};


// Returns the data object of the tiddler, with a property for every field.
//
// The properties of the returned data object may only be read and
// not be modified. To modify the data use DataTiddler.setData(...) 
// or the corresponding Tiddler method.
//
// If no data section is defined a new (empty) object is returned.
//
// @param tiddler either a tiddler name or a Tiddler
//
DataTiddler.getDataObject = function(tiddler) {
    var t = (typeof tiddler == "string") ? store.getTiddler(tiddler) : tiddler;
    if (!(t instanceof Tiddler)) {
        throw "Tiddler expected. Got "+tiddler;
    }

    return DataTiddler.getTiddlerDataObject(t);
};

// Returns the text of the content of the data section of the tiddler.
//
// When no data section is defined for the tiddler null is returned 
//
// @param tiddler either a tiddler name or a Tiddler
// @return [may be null]
//
DataTiddler.getDataText = function(tiddler) {
    var t = (typeof tiddler == "string") ? store.getTiddler(tiddler) : tiddler;
    if (!(t instanceof Tiddler)) {
        throw "Tiddler expected. Got "+tiddler;
    }

    return DataTiddler.readDataSectionText(t);
};


// ---------------------------------------------------------------------------
// Internal helper methods (must not be used by code from outside this plugin)
// ---------------------------------------------------------------------------

// Internal.
//
// The original JSONError is not very user friendly, 
// especially it does not define a toString() method
// Therefore we extend it here.
//
DataTiddler.extendJSONError = function(ex) {
	if (ex.name == 'JSONError') {
        ex.toString = function() {
			return ex.name + ": "+ex.message+" ("+ex.text+")";
		};
	}
	return ex;
};

// Internal.
//
// @param t a Tiddler
//
DataTiddler.getTiddlerDataObject = function(t) {
    if (t.dataObject === undefined) {
        var data = DataTiddler.readData(t);
        t.dataObject = (data) ? data : {};
    }
    
    return t.dataObject;
};


// Internal.
//
// @param tiddler a Tiddler
//
DataTiddler.getTiddlerDataValue = function(tiddler, field, defaultValue) {
    var value = DataTiddler.getTiddlerDataObject(tiddler)[field];
    return (value === undefined) ? defaultValue : value;
};


// Internal.
//
// @param tiddler a Tiddler
//
DataTiddler.setTiddlerDataValue = function(tiddler, field, value, defaultValue) {
    var data = DataTiddler.getTiddlerDataObject(tiddler);
    var oldValue = data[field];
	
    if (value == defaultValue) {
        if (oldValue !== undefined) {
            delete data[field];
            DataTiddler.save(tiddler);
        }
        return;
    }
    data[field] = value;
    DataTiddler.save(tiddler);
};

// Internal.
//
// Reads the data section from the tiddler's content and returns its text
// (as a String).
//
// Returns null when no data is defined.
//
// @param tiddler a Tiddler
// @return [may be null]
//
DataTiddler.readDataSectionText = function(tiddler) {
    var matches = DataTiddler.getDataTiddlerMatches(tiddler);
    if (matches === null || !matches[2]) {
        return null;
    }
    return matches[2];
};

// Internal.
//
// Reads the data section from the tiddler's content and returns it
// (as an internalized object).
//
// Returns null when no data is defined.
//
// @param tiddler a Tiddler
// @return [may be null]
//
DataTiddler.readData = function(tiddler) {
    var text = DataTiddler.readDataSectionText(tiddler);
	try {
	    return text ? DataTiddler.parse(text) : null;
	} catch(ex) {
		throw DataTiddler.extendJSONError(ex);
	}
};

// Internal.
// 
// Returns the serialized text of the data of the given tiddler, as it
// should be stored in the data section.
//
// @param tiddler a Tiddler
//
DataTiddler.getDataTextOfTiddler = function(tiddler) {
    var data = DataTiddler.getTiddlerDataObject(tiddler);
    return DataTiddler.stringify(data);
};


// Internal.
// 
DataTiddler.indexOfNonEscapedText = function(s, subString, startIndex) {
	var index = s.indexOf(subString, startIndex);
	while ((index > 0) && (s[index-1] == '~')) { 
		index = s.indexOf(subString, index+1);
	}
	return index;
};

// Internal.
//
DataTiddler.getDataSectionInfo = function(text) {
	// Special care must be taken to handle "<data>" and "</data>" texts inside
	// a data section. 
	// Also take care not to use an escaped <data> (i.e. "~<data>") as the start 
	// of a data section. (Same for </data>)

    // NOTE: we are explicitly searching for a data section that contains a JSON
    // string, i.e. framed with braces. This way we are little bit more robust in
    // case the tiddler contains unescaped texts "<data>" or "</data>". This must
    // be changed when using a different stringifier.

	var startTagText = "<data>{";
	var endTagText = "}</data>";

	var startPos = 0;

	// Find the first not escaped "<data>".
	var startDataTagIndex = DataTiddler.indexOfNonEscapedText(text, startTagText, 0);
	if (startDataTagIndex < 0) {
		return null;
	}

	// Find the *last* not escaped "</data>".
	var endDataTagIndex = text.indexOf(endTagText, startDataTagIndex);
	if (endDataTagIndex < 0) {
		return null;
	}
	var nextEndDataTagIndex;
	while ((nextEndDataTagIndex = text.indexOf(endTagText, endDataTagIndex+1)) >= 0) {
		endDataTagIndex = nextEndDataTagIndex;
	}

	return {
		prefixEnd: startDataTagIndex, 
		dataStart: startDataTagIndex+(startTagText.length)-1, 
		dataEnd: endDataTagIndex, 
		suffixStart: endDataTagIndex+(endTagText.length)
	};
};

// Internal.
// 
// Returns the "matches" of a content of a DataTiddler on the
// "data" regular expression. Return null when no data is defined
// in the tiddler content.
//
// Group 1: text before data section (prefix)
// Group 2: content of data section
// Group 3: text behind data section (suffix)
//
// @param tiddler a Tiddler
// @return [may be null] null when the tiddler contains no data section, otherwise see above.
//
DataTiddler.getDataTiddlerMatches = function(tiddler) {
	var text = tiddler.text;
	var info = DataTiddler.getDataSectionInfo(text);
	if (!info) {
		return null;
	}

	var prefix = text.substr(0,info.prefixEnd);
	var data = text.substr(info.dataStart, info.dataEnd-info.dataStart+1);
	var suffix = text.substr(info.suffixStart);
	
	return [text, prefix, data, suffix];
};


// Internal.
//
// Saves the data in a <data> block of the given tiddler (as a minor change). 
//
// The "chkAutoSave" and "chkForceMinorUpdate" options are respected. 
// I.e. the TiddlyWiki *file* is only saved when AutoSave is on.
//
// Notifications are not send. 
//
// This method should only be called when the data really has changed. 
//
// @param tiddler
//             the tiddler to be saved.
//
DataTiddler.save = function(tiddler) {

    var matches = DataTiddler.getDataTiddlerMatches(tiddler);

    var prefix;
    var suffix;
    if (matches === null) {
        prefix = tiddler.text;
        suffix = "";
    } else {
        prefix = matches[1];
        suffix = matches[3];
    }

    var dataText = DataTiddler.getDataTextOfTiddler(tiddler);
    var newText = 
            (dataText !== null) 
                ? prefix + "<data>" + dataText + "</data>" + suffix
                : prefix + suffix;
    if (newText != tiddler.text) {
        // make the change in the tiddlers text
        
        // ... see DataTiddler.MyTiddlerChangedFunction
        tiddler.isDataTiddlerChange = true;
        
        // ... do the action change
        tiddler.set(
                tiddler.title,
                newText,
                config.options.txtUserName, 
                config.options.chkForceMinorUpdate? undefined : new Date(),
                tiddler.tags);

        // ... see DataTiddler.MyTiddlerChangedFunction
        delete tiddler.isDataTiddlerChange;

        // Mark the store as dirty.
        store.dirty = true;
 
        // AutoSave if option is selected
        if(config.options.chkAutoSave) {
           saveChanges();
        }
    }
};

// Internal.
//
DataTiddler.MyTiddlerChangedFunction = function() {
    // Remove the data object from the tiddler when the tiddler is changed
    // by code other than DataTiddler code. 
    //
    // This is necessary since the data object is just a "cached version" 
    // of the data defined in the data section of the tiddler and the 
    // "external" change may have changed the content of the data section.
    // Thus we are not sure if the data object reflects the data section 
    // contents. 
    // 
    // By deleting the data object we ensure that the data object is 
    // reconstructed the next time it is needed, with the data defined by
    // the data section in the tiddler's text.
    
    // To indicate that a change is a "DataTiddler change" a temporary
    // property "isDataTiddlerChange" is added to the tiddler.
    if (this.dataObject && !this.isDataTiddlerChange) {
        delete this.dataObject;
    }
    
    // call the original code.
	DataTiddler.originalTiddlerChangedFunction.apply(this, arguments);
};


//============================================================================
// Formatters
//============================================================================

// This formatter ensures that "~<data>" is rendered as "<data>". This is used to 
// escape the "<data>" of a data section, just in case someone really wants to use
// "<data>" as a text in a tiddler and not start a data section.
//
// Same for </data>.
//
config.formatters.push( {
    name: "data-escape",
    match: "~<\\/?data>",

    handler: function(w) {
            w.outputText(w.output,w.matchStart + 1,w.nextMatch);
    }
} );


// This formatter ensures that <data>...</data> sections are not rendered.
//
config.formatters.push( {
    name: "data",
    match: "<data>",

    handler: function(w) {
		var info = DataTiddler.getDataSectionInfo(w.source);
		if (info && info.prefixEnd == w.matchStart) {
            w.nextMatch = info.suffixStart;
		} else {
			w.outputText(w.output,w.matchStart,w.nextMatch);
		}
    }
} );


//============================================================================
// Tiddler Class Extension
//============================================================================

// "Hijack" the changed method ---------------------------------------------------

DataTiddler.originalTiddlerChangedFunction = Tiddler.prototype.changed;
Tiddler.prototype.changed = DataTiddler.MyTiddlerChangedFunction;

// Define accessor methods -------------------------------------------------------

// Returns the value of the given data field of the tiddler. When no such field 
// is defined or its value is undefined the defaultValue is returned.
//
// When field is undefined (or null) the data object is returned. (See 
// DataTiddler.getDataObject.)
//
// @param field [may be null, undefined]
// @param defaultValue [may be null, undefined]
// @return [may be null, undefined]
//
Tiddler.prototype.data = function(field, defaultValue) {
    return (field) 
         ? DataTiddler.getTiddlerDataValue(this, field, defaultValue)
         : DataTiddler.getTiddlerDataObject(this);
};

// Sets the value of the given data field of the tiddler to the value. When the 
// value is equal to the defaultValue no value is set (and the field is removed).
//
// @param value [may be null, undefined]
// @param defaultValue [may be null, undefined]
//
Tiddler.prototype.setData = function(field, value, defaultValue) {
    DataTiddler.setTiddlerDataValue(this, field, value, defaultValue);
};


//============================================================================
// showData Macro
//============================================================================

config.macros.showData = {
     // Standard Properties
     label: "showData",
     prompt: "Display the values stored in the data section of the tiddler"
};

config.macros.showData.handler = function(place,macroName,params) {
    // --- Parsing ------------------------------------------

    var i = 0; // index running over the params
    // Parse the optional "JSON"
    var showInJSONFormat = false;
    if ((i < params.length) && params[i] == "JSON") {
        i++;
        showInJSONFormat = true;
    }
    
    var tiddlerName = story.findContainingTiddler(place).id.substr(7);
    if (i < params.length) {
        tiddlerName = params[i];
        i++;
    }

    // --- Processing ------------------------------------------
    try {
        if (showInJSONFormat) {
            this.renderDataInJSONFormat(place, tiddlerName);
        } else {
            this.renderDataAsTable(place, tiddlerName);
        }
    } catch (e) {
        this.createErrorElement(place, e);
    }
};

config.macros.showData.renderDataInJSONFormat = function(place,tiddlerName) {
    var text = DataTiddler.getDataText(tiddlerName);
    if (text) {
        createTiddlyElement(place,"pre",null,null,text);
    }
};

config.macros.showData.renderDataAsTable = function(place,tiddlerName) {
    var text = "|!Name|!Value|\n";
    var data = DataTiddler.getDataObject(tiddlerName);
    if (data) {
        for (var i in data) {
            var value = data[i];
            text += "|"+i+"|"+DataTiddler.stringify(value)+"|\n";
        }
    }
    
    wikify(text, place);
};


// Internal.
//
// Creates an element that holds an error message
// 
config.macros.showData.createErrorElement = function(place, exception) {
    var message = (exception.description) ? exception.description : exception.toString();
    return createTiddlyElement(place,"span",null,"showDataError","<<showData ...>>: "+message);
};

// ---------------------------------------------------------------------------
// Stylesheet Extensions (may be overridden by local StyleSheet)
// ---------------------------------------------------------------------------
//
setStylesheet(
    ".showDataError{color: #ffffff;background-color: #880000;}",
    "showData");


} // of "install only once"
// Used Globals (for JSLint) ==============

// ... TiddlyWiki Core
/*global 	createTiddlyElement, saveChanges, store, story, wikify */
// ... DataTiddler
/*global 	DataTiddler */
// ... JSON
/*global 	JSON */
			

/***
!JSON Code, used to serialize the data
***/
/*
Copyright (c) 2005 JSON.org

Permission is hereby granted, free of charge, to any person obtaining a copy
of this software and associated documentation files (the "Software"), to deal
in the Software without restriction, including without limitation the rights
to use, copy, modify, merge, publish, distribute, sublicense, and/or sell
copies of the Software, and to permit persons to whom the Software is
furnished to do so, subject to the following conditions:

The Software shall be used for Good, not Evil.

THE SOFTWARE IS PROVIDED "AS IS", WITHOUT WARRANTY OF ANY KIND, EXPRESS OR
IMPLIED, INCLUDING BUT NOT LIMITED TO THE WARRANTIES OF MERCHANTABILITY,
FITNESS FOR A PARTICULAR PURPOSE AND NONINFRINGEMENT. IN NO EVENT SHALL THE
AUTHORS OR COPYRIGHT HOLDERS BE LIABLE FOR ANY CLAIM, DAMAGES OR OTHER
LIABILITY, WHETHER IN AN ACTION OF CONTRACT, TORT OR OTHERWISE, ARISING FROM,
OUT OF OR IN CONNECTION WITH THE SOFTWARE OR THE USE OR OTHER DEALINGS IN THE
SOFTWARE.
*/

/*
    The global object JSON contains two methods.

    JSON.stringify(value) takes a JavaScript value and produces a JSON text.
    The value must not be cyclical.

    JSON.parse(text) takes a JSON text and produces a JavaScript value. It will
    throw a 'JSONError' exception if there is an error.
*/
var JSON = {
    copyright: '(c)2005 JSON.org',
    license: 'http://www.crockford.com/JSON/license.html',
/*
    Stringify a JavaScript value, producing a JSON text.
*/
    stringify: function (v) {
        var a = [];

/*
    Emit a string.
*/
        function e(s) {
            a[a.length] = s;
        }

/*
    Convert a value.
*/
        function g(x) {
            var c, i, l, v;

            switch (typeof x) {
            case 'object':
                if (x) {
                    if (x instanceof Array) {
                        e('[');
                        l = a.length;
                        for (i = 0; i < x.length; i += 1) {
                            v = x[i];
                            if (typeof v != 'undefined' &&
                                    typeof v != 'function') {
                                if (l < a.length) {
                                    e(',');
                                }
                                g(v);
                            }
                        }
                        e(']');
                        return;
                    } else if (typeof x.toString != 'undefined') {
                        e('{');
                        l = a.length;
                        for (i in x) {
                            v = x[i];
                            if (x.hasOwnProperty(i) &&
                                    typeof v != 'undefined' &&
                                    typeof v != 'function') {
                                if (l < a.length) {
                                    e(',');
                                }
                                g(i);
                                e(':');
                                g(v);
                            }
                        }
                        return e('}');
                    }
                }
                e('null');
                return;
            case 'number':
                e(isFinite(x) ? +x : 'null');
                return;
            case 'string':
                l = x.length;
                e('"');
                for (i = 0; i < l; i += 1) {
                    c = x.charAt(i);
                    if (c >= ' ') {
                        if (c == '\\' || c == '"') {
                            e('\\');
                        }
                        e(c);
                    } else {
                        switch (c) {
                            case '\b':
                                e('\\b');
                                break;
                            case '\f':
                                e('\\f');
                                break;
                            case '\n':
                                e('\\n');
                                break;
                            case '\r':
                                e('\\r');
                                break;
                            case '\t':
                                e('\\t');
                                break;
                            default:
                                c = c.charCodeAt();
                                e('\\u00' + Math.floor(c / 16).toString(16) +
                                    (c % 16).toString(16));
                        }
                    }
                }
                e('"');
                return;
            case 'boolean':
                e(String(x));
                return;
            default:
                e('null');
                return;
            }
        }
        g(v);
        return a.join('');
    },
/*
    Parse a JSON text, producing a JavaScript value.
*/
    parse: function (text) {
        var p = /^\s*(([,:{}\[\]])|"(\\.|[^\x00-\x1f"\\])*"|-?\d+(\.\d*)?([eE][+-]?\d+)?|true|false|null)\s*/,
            token,
            operator;

        function error(m, t) {
            throw {
                name: 'JSONError',
                message: m,
                text: t || operator || token
            };
        }

        function next(b) {
            if (b && b != operator) {
                error("Expected '" + b + "'");
            }
            if (text) {
                var t = p.exec(text);
                if (t) {
                    if (t[2]) {
                        token = null;
                        operator = t[2];
                    } else {
                        operator = null;
                        try {
                            token = eval(t[1]);
                        } catch (e) {
                            error("Bad token", t[1]);
                        }
                    }
                    text = text.substring(t[0].length);
                } else {
                    error("Unrecognized token", text);
                }
            } else {
                token = operator = undefined;
            }
        }


        function val() {
            var k, o;
            switch (operator) {
            case '{':
                next('{');
                o = {};
                if (operator != '}') {
                    for (;;) {
                        if (operator || typeof token != 'string') {
                            error("Missing key");
                        }
                        k = token;
                        next();
                        next(':');
                        o[k] = val();
                        if (operator != ',') {
                            break;
                        }
                        next(',');
                    }
                }
                next('}');
                return o;
            case '[':
                next('[');
                o = [];
                if (operator != ']') {
                    for (;;) {
                        o.push(val());
                        if (operator != ',') {
                            break;
                        }
                        next(',');
                    }
                }
                next(']');
                return o;
            default:
                if (operator !== null) {
                    error("Missing value");
                }
                k = token;
                next();
                return k;
            }
        }
        next();
        return val();
    }
};

/***
!Setup the data serialization
***/

DataTiddler.format = "JSON";
DataTiddler.stringify = JSON.stringify;
DataTiddler.parse = JSON.parse;

//}}}

/***
|''Name''|BinaryUploadPlugin|
|''Version''|0.3.16|
|''Author''|Ben Gillies and Jon Robson|
|''Type''|plugin|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/BinaryUploadPlugin.js|
|''Description''|Upload a binary file to TiddlyWeb|
|''CoreVersion''|2.6.1|
|''Requires''|TiddlySpaceConfig TiddlyWebConfig|
!Usage
{{{
<<binaryUpload bag:<name> edit:tags edit:title tags:<default tags> title:<title> >>
}}}
* {{{bag:<name>}}}: optional; if left out, the file will be saved to the current workspace
* {{{edit:tags}}}: specifies that you want to tag the file being uploaded
* {{{edit:title}}}: specifies that you want to set the title to something other than the filename
* {{{tags:<default tags>}}}: specifies a default set of tags to apply to the file (requires {{{edit:tags}}} to be set)
* {{{title:<title>}}}: predefines the title of the binary tiddler
!Requires
TiddlyWeb
tiddlywebplugins.form
!Code
***/
//{{{
(function($) {

var tiddlyspace = config.extensions.tiddlyspace;

var macro = config.macros.binaryUpload = {
	locale: {
		titleDefaultValue: "Please enter a title...",
		tagsDefaultValue: "Please enter some tags...",
		titlePrefix: "title: ",
		tagsPrefix: "tags: ",
		loadSuccess: 'Tiddler %0 successfully uploaded',
		loadError: "An error occurred when uploading the tiddler %0",
		uploadInProgress: "Please wait while the file is uploaded...",
		membersOnly: "Only members can upload."
	},
	renderInputFields: function(container, options) {
		var locale = macro.locale;
		var editableFields = options.edit;
		var includeFields = {
			tags:  editableFields && editableFields.contains("tags") ? true : false,
			title: editableFields && editableFields.contains("title") ? true : false
		};
		var fields = ["title", "tags"];
		for(var i = 0; i < fields.length; i++) {
			var fieldName = fields[i];
			var userDefault = options[fieldName];
			var defaultValue = userDefault ? userDefault[0] : false;
			if(includeFields[fieldName] || defaultValue) {
				var localeDefault = locale["%0DefaultValue".format(fieldName)];
				var className = defaultValue ? "userInput" : "userInput notEdited";
				var inputEl;
				var val = defaultValue || localeDefault || "";
				var iContainer = $("<div />").addClass("binaryUpload%0".format(fieldName)).
					appendTo(container);
				if(defaultValue && !includeFields[fieldName]) {
					var label = locale["%0Prefix".format(fieldName)];
					$("<span />").text(label).appendTo(iContainer);
					$("<span />").addClass("disabledInput").text(val).appendTo(iContainer);
					inputEl = $("<input />").attr("type", "hidden");
				} else {
					inputEl = $("<input />").attr("type", "text");
				}
				inputEl.attr("name", fieldName).
					addClass("%0Edit".format(fieldName)).
					val(val).addClass(className).appendTo(iContainer);
			}
		}
	},
	getTiddlerName: function(fileName) {
		var fStart = fileName.lastIndexOf("\\");
		var fStart2 = fileName.lastIndexOf("/");
		fStart = fStart < fStart2 ? fStart2 : fStart;
		fileName = fileName.substr(fStart+1);
		return fileName;
	},
	errorHandler: function(fileName) {
		displayMessage("upload of file %0 failed".format(fileName));
	},
	uploadFile: function(place, baseURL, workspace, options) {
		var pleaseWait = $(".uploadProgress", place);
		var iframeName = options.target;
		var form = $("form", place);
		var existingVal = $("input[name=title]", form).val();
		var fileName = existingVal || $('input:file', form).val();
		if(!fileName) {
			return false; // the user hasn't selected a file yet
		}
		fileName = macro.getTiddlerName(fileName);
		$("input[name=title]", place).val(fileName);
		// we need to go somewhere afterwards to ensure the onload event triggers
		var redirectTo = "/%0/tiddlers.txt?select=title:%1".
			format(workspace, fileName);
		var token = tiddlyspace ? tiddlyspace.getCSRFToken() : "";
		var action = "%0?csrf_token=%1&redirect=%2"
			.format(baseURL, token, redirectTo);
		form[0].action = action; // dont use jquery to work with ie
		form[0].target = iframeName;
		// do not refactor following line... won't work in IE6 otherwise
		$(place).append($('<iframe name="' + iframeName + '" id="' + iframeName + '"/>').css('display','none'));
		macro.iFrameLoader(iframeName, function() {
			var content = document.getElementById(iframeName).contentWindow.document.documentElement;
			if($(content).text().indexOf(fileName) > -1) {
				options.callback(place, fileName, workspace, baseURL);
			} else {
				macro.errorHandler(fileName);
			}
			form.show(1000);
			pleaseWait.hide(1000);
		});
		form.hide(1000);
		pleaseWait.show(1000);
		return true;
	},
	createUploadForm: function(place, options) {
		var locale = macro.locale;
		if(readOnly) {
			$('<div class="annotation" />').text(locale.membersOnly).
				appendTo(place);
			return;
		}
		var bag = options.bag;
		options.callback = options.callback ? options.callback :
			function(place, fileName, workspace, baseurl) {
				macro.displayFile(place, fileName, workspace);
				displayMessage(locale.loadSuccess.format(fileName));
				$("input[type=text]", place).val("");
			};
		var defaults = config.defaultCustomFields;
		place = $("<div />").addClass("container").appendTo(place)[0];
		var workspace = bag ? "bags/%0".format(bag) : config.defaultCustomFields["server.workspace"];
		var baseURL = defaults["server.host"];
		baseURL += (baseURL[baseURL.length - 1] !== "/") ? "/" : "";
		baseURL = "%0%1/tiddlers".format(baseURL, workspace);
		//create the upload form, complete with invisible iframe
		var iframeName = "binaryUploadiframe%0".format(Math.random());
		// do not refactor following line of code to work in IE6.
		var form = $('<form action="%0" method="POST" enctype="multipart/form-data" />'.
					format(baseURL)).addClass("binaryUploadForm").
			appendTo(place)[0];
		macro.renderInputFields(form, options);
		$(form).
			append('<div class="binaryUploadFile"><input type="file" name="file" /></div>').
			append('<div class="binaryUploadSubmit"><input type="submit" value="Upload" disabled /></div>').
			submit(function(ev) {
				this.target = iframeName;
				options.target = iframeName;
				macro.uploadFile(place, baseURL, workspace, options);
			})
			.find('[type="file"]').bind('change', function() {
				$(form).find('[type="submit"]').prop('disabled', false);
			}).end();
		$('<div />').addClass("uploadProgress").text(locale.uploadInProgress).hide().appendTo(place);
		$("input[name=file]", place).change(function(ev) {
			var target = $(ev.target);
			var fileName = target.val();
			var title = $("input[type=text][name=title]", place);
			if(!title.val()) {
				title.val(fileName);
			}
		});
	},
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		params = paramString.parseParams(null, null, true);
		macro.createUploadForm(place, params[0]);
	},
	iFrameLoader: function(iframeName, callback) {
		var iframe = document.getElementById(iframeName); //jQuery doesn't seem to want to do this!?
		var locale = macro.locale;
		$(".userInput").addClass("notEdited"); // reset editing
		var finishedLoading = function() {
			callback();
		};
		var iFrameLoadHandler = function() {
			finishedLoading.apply();
			return;
		};

		iframe.onload = iFrameLoadHandler;
		//IE
		completeReadyStateChanges = 0;
		iframe.onreadystatechange = function() {
			if (++(completeReadyStateChanges) == 3) {
				iFrameLoadHandler();
			}
		};
	},
	displayFile: function(place, title, workspace) {
		var adaptor = store.getTiddlers()[0].getAdaptor();
		var context = {
			workspace: workspace,
			host: config.defaultCustomFields['server.host']
		};
		adaptor.getTiddler(title, context, null, function(context) {
			if(context.status) {
				store.addTiddler(context.tiddler);
				story.displayTiddler(place, title);
				var image = config.macros.image;
				if(image && image.refreshImage) {
					image.refreshImage("/%0/tiddlers/%1".format(workspace, title));
					image.refreshImage(title);
					image.refreshImage("/%0".format(title));
					image.refreshImage("%0/%1/tiddlers/%2".format(config.extensions.tiddlyweb.host, workspace, title));
				}
			} else {
				displayMessage(macro.locale.loadError.format(title));
			}
		});
	}
};

if(tiddlyspace) {
	config.macros.binaryUploadPublic = {
		handler: function(place, macroName, params, wikifier, paramString, tiddler) {
			var options = paramString.parseParams(null, null, true)[0];
			var bag = tiddlyspace.getCurrentBag("public");
			options.bag = bag;
			macro.createUploadForm(place, options);
		}
	};
	config.messages.privacySetting = config.options.chkPrivateMode ?
		"private" : "public";
	config.macros.binaryUpload.defaultWorkspace = tiddlyspace.
		getCurrentWorkspace(config.messages.privacySetting);
}

})(jQuery);
//}}}
<<YouTubeFragment R2NBbIrKyJM>>
<!DOCTYPE html>
<html lang="en">
<head>
	<meta charset="utf-8"/>
	<title>TiddlySpace Apps</title>
	<link rel="stylesheet" href="/bags/common/tiddlers/reset.css" />
	<link rel="stylesheet" href="/bags/common/tiddlers/appspage.css" />
	<!--[if lt IE 7 ]>
	<link rel="stylesheet" href="/bags/common/tiddlers/appspageie6.css" />
	<![endif]-->
</head>
<body>
	
	<div id="wrapper">
		<div id="TSbar"></div>
		<div id="main-content">
			<div id="space-details">
				<a href="/_space"><img class="siteicon"></a>
				<div id="title-subtitle">
					<h1 class="spaceaddress">
						<span class="spaceName"></span><span class="hostName"></span>
					</h1>
					<p class="tagline"><span class="subTitle"></span><a class="managespaces" href="/_space">manage space</a></p>
				</div>
			</div>
			<div id="holder">
				<div id="appswitcher-wrapper">
					<div id="appswitcher">
						<h2>Your Apps</h2>
						<ul id="app-list">
							<li class="htmlserialisation">
								<a href="/tiddlers.html?select=tag:!excludeLists;sort=-modified">
									<img src="/bags/common/tiddlers/browse_read_blue.png" alt="Icon for the HTML Serialisation" class="app-img" />
									BROWSE
								</a>
							</li>
							<li class="tiddlywiki">
								<a href="/tiddlers.wiki">
									<img src="/bags/common/tiddlers/tiddlywiki2_blue.png" alt="Icon for TiddlyWiki" class="app-img" />
									TIDDLYWIKI
								</a>
							</li>
						</ul>
						<div id="addapp">
							<button class="inactive">Add More!</button>
						</div>
					</div>
					<div id="app-desc">
						<ul>
							<li class="htmlserialisationdesc"><p>an easy to understand HTML representation of your content.</p></li>
							<li class="tiddlywikidesc"><p>use TiddlyWiki to create, edit and organise your content.</p></li>
						</ul>
					</div>
					<div style="clear: both;"></div>
				</div>
			</div>
		</div>
		<div id="footer"><!-- ie doesn't support footer tag -->
			<div id="footer-content">
				<div class="links">
					<a href="http://blog.tiddlyspace.com">blog</a>
					<a href="http://featured.tiddlyspace.com">featured</a>
					<a href="http://docs.tiddlyspace.com">documentation</a>
					<a href="https://github.com/TiddlySpace/tiddlyspace">source</a>
				</div>
				<p>TiddlySpace 2011, created by <a href="http://osmosoft.com">Osmosoft</a></p>
			</div>
		</div>
	</div>
	
	<script type="text/javascript" src="/bags/common/tiddlers/backstage.js"></script>
	<script type="text/javascript" src="/bags/common/tiddlers/jquery.js"></script>
	<script type="text/javascript" src="/bags/tiddlyspace/tiddlers/chrjs"></script>
	<script type="text/javascript" src="/bags/common/tiddlers/chrjs-store.js"></script>
	<script type="text/javascript" src="/bags/common/tiddlers/jquery-json.js"></script>
	<script type="text/javascript" src="/bags/common/tiddlers/appspage.js"></script>
</body>
</html>
<!--{{{-->
<div id='headerFix'>
</div>
<div class='header'>
		<table width="100%">
<td width=30px></td>
			<td ALIGN=left>
				<span class='siteTitle' refresh='content' tiddler='SiteTitle'></span>
			</td>
			<td ALIGN=right>
				<span macro='search'></span>
			</td>
			<td> </td>
			<td> </td>
		</table>
</div>
<div id='menuBar'>
	<div id='mainMenu' refresh='content' tiddler='MainMenu'></div>
</div>
<div id='menuBarOptions'>
	<div id='sidebarOptions' refresh='content' tiddler='SideBarOptions'></div>
</div>
<div id='displayArea'>
	<div id='messageArea'></div>
	<div id='tiddlerDisplay'></div>
        <div id='sidebarTabs' refresh='content' force='true' tiddler='SideBarTabs'></div>
</div>
<!--}}}-->
/***
<<checkForDataTiddlerPlugin>>
|''Name:''|FormTiddlerPlugin|
|''Version:''|1.0.7 (2012-04-19)|
|''Summary:''|Use form-based tiddlers to enter your tiddler data using text fields, listboxes, checkboxes etc. (All standard HTML Form input elements supported).|
|''Documentation:''|[[Introduction|FormTiddler Introduction]], [[Examples|FormTiddler Examples]]|
|''Source:''|http://tiddlywiki.abego-software.de/#FormTiddlerPlugin|
|''Twitter:''|[[@abego|https://twitter.com/#!/abego]]|
|''Author:''|UdoBorkowski (ub [at] abego-software [dot] de)|
|''License:''|[[BSD open source license|http://www.abego-software.de/legal/apl-v10.html]]|
|''Requires:''|DataTiddlerPlugin|
!Description
Use form-based tiddlers to enter your tiddler data using text fields, listboxes, checkboxes etc. (All standard HTML Form input elements supported).

''Syntax:'' 
|>|{{{<<}}}''formTiddler'' //tiddlerName//{{{>>}}}|
|//tiddlerName//|The name of the FormTemplate tiddler to be used to edit the data of the tiddler containing the macro.|

|>|{{{<<}}}''newTiddlerWithForm'' //formTemplateName// //buttonLabel// [//titleExpression// [''askUser'']] {{{>>}}}|
|//formTemplateName//|The name of the tiddler that defines the form the new tiddler should use.|
|//buttonLabel//|The label of the button|
|//titleExpression//|A (quoted) JavaScript String expression that defines the title (/name) of the new tiddler.|
|''askUser''|Typically the user is not asked for the title when a title is specified (and not yet used). When ''askUser'' is given the user will be asked in any case. This may be used when the calculated title is just a suggestion that must be confirmed by the user|
|>|~~Syntax formatting: Keywords in ''bold'', optional parts in [...]. 'or' means that exactly one of the two alternatives must exist.~~|

For details and how to use the macros see the [[introduction|FormTiddler Introduction]] and the [[examples|FormTiddler Examples]].

!Source Code
***/
/***
This plugin's source code is compressed (and hidden). 
Use this [[link|http://tiddlywiki.abego-software.de/archive/FormTiddlerPlugin/1.0.7/FormTiddlerPlugin-1.0.7-src.js]] to get the readable source code.
***/
///%
if(!window.abego){window.abego={}}abego.getOptionsValue=function(c,b){var a=c.options[b].value;if(!a&&c.options[b].text){a=c.options[b].text}return a};version.extensions.FormTiddlerPlugin={major:1,minor:0,revision:7,date:new Date(2012,3,19),type:"plugin",source:"http://tiddlywiki.abego-software.de/#FormTiddlerPlugin"};if(!window.story){window.story=window}if(!TiddlyWiki.prototype.getTiddler){TiddlyWiki.prototype.getTiddler=function(a){return t=this.tiddlers[a];return(t!=undefined&&t instanceof Tiddler)?t:null}}config.macros.formTiddler={label:"formTiddler",prompt:"Edit tiddler data using forms",setter:{button:function(b,a){},checkbox:function(b,a){b.checked=a},file:function(b,a){try{b.value=a}catch(b){}},hidden:function(b,a){b.value=a},password:function(b,a){b.value=a},radio:function(b,a){b.checked=(b.value==a)},reset:function(b,a){},"select-one":function(b,a){config.macros.formTiddler.setSelectOneValue(b,a)},"select-multiple":function(b,a){config.macros.formTiddler.setSelectMultipleValue(b,a)},submit:function(b,a){},text:function(b,a){b.value=a},textarea:function(b,a){b.value=a}},getter:{button:function(b,a){return undefined},checkbox:function(b,a){return b.checked},file:function(b,a){return b.value},hidden:function(b,a){return b.value},password:function(b,a){return b.value},radio:function(b,a){return b.checked?b.value:undefined},reset:function(b,a){return undefined},"select-one":function(b,a){return config.macros.formTiddler.getSelectOneValue(b)},"select-multiple":function(b,a){return config.macros.formTiddler.getSelectMultipleValue(b)},submit:function(b,a){return undefined},text:function(b,a){return b.value},textarea:function(b,a){return b.value}}};config.macros.formTiddler.handler=function(g,c,f,h,d,n){if(!config.macros.formTiddler.checkForExtensions(g,c)){return}var j=0;var l=undefined;if(j<f.length){l=f[j];j++}if(!l){config.macros.formTiddler.createErrorElement(g,"No form template specified in <<"+c+">>.");return}var a=store.getTiddler(l);if(!a){config.macros.formTiddler.createErrorElement(g,"Form template '"+l+"' not found.");return}var m=a.text;if(!m){return}var b=config.macros.formTiddler.getContainingTiddlerName(g);var o="form"+l+"__"+b;var k=document.createElement("form");k.setAttribute("name",o);g.appendChild(k);wikify(m,k);config.macros.formTiddler.initValuesAndHandlersInFormElements(o,DataTiddler.getDataObject(b))};config.macros.formTiddler.initValuesAndHandlersInFormElements=function(l,f){var b=config.macros.formTiddler.findForm(l);if(!b){return}try{var a=b.elements;for(var g=0;g<a.length;g++){var j=a[g];var d=config.macros.formTiddler.setter[j.type];if(d){var k=f[j.name];if(k!=null){d(j,k)}j.onchange=onFormTiddlerChange}else{config.macros.formTiddler.displayFormTiddlerError("No setter defined for INPUT element of type '"+j.type+"'. (Element '"+j.name+"' in form '"+l+"')")}}}catch(h){config.macros.formTiddler.displayFormTiddlerError("Error when updating elements with new formData. "+h)}};config.macros.formTiddler.findForm=function(c){var a=window.document.forms;for(var b=0;b<a.length;b++){var d=a[b];if(d.name==c){return d}}return null};config.macros.formTiddler.setSelectOneValue=function(b,c){var d=b.options.length;for(var a=0;a<d;a++){b.options[a].selected=abego.getOptionsValue(b,a)==c}};config.macros.formTiddler.setSelectMultipleValue=function(c,d){var a={};for(var b=0;b<d.length;b++){a[d[b]]=true}var e=c.length;for(var b=0;b<e;b++){c.options[b].selected=!(!a[abego.getOptionsValue(c,b)])}};config.macros.formTiddler.getSelectOneValue=function(b){var a=b.selectedIndex;return(a>=0)?abego.getOptionsValue(b,a):null};config.macros.formTiddler.getSelectMultipleValue=function(c){var a=[];var d=c.length;for(var b=0;b<d;b++){if(c.options[b].selected){a.push(abego.getOptionsValue(c,b))}}return a};config.macros.formTiddler.checkForExtensions=function(a,b){if(!version.extensions.DataTiddlerPlugin){config.macros.formTiddler.createErrorElement(a,"<<"+b+">> requires the DataTiddlerPlugin. (You can get it from http://tiddlywiki.abego-software.de/#DataTiddlerPlugin)");return false}return true};config.macros.formTiddler.trace=function(a){displayMessage("Trace: "+a)};config.macros.formTiddler.displayFormTiddlerError=function(a){alert("FormTiddlerPlugin Error: "+a)};config.macros.formTiddler.createErrorElement=function(a,b){return createTiddlyElement(a,"span",null,"formTiddlerError",b)};config.macros.formTiddler.getContainingTiddlerName=function(a){return story.findContainingTiddler(a).getAttribute("tiddler")};function onFormTiddlerChange(f){if(!f){f=window.event}var d=resolveTarget(f);var b=config.macros.formTiddler.getContainingTiddlerName(d);var a=config.macros.formTiddler.getter[d.type];if(a){var c=a(d);DataTiddler.setData(b,d.name,c)}else{config.macros.formTiddler.displayFormTiddlerError("No getter defined for INPUT element of type '"+d.type+"'. (Element '"+d.name+"' used in tiddler '"+b+"')")}}window.onFormTiddlerChange=onFormTiddlerChange;setStylesheet(".formTiddlerError{color: #ffffff;background-color: #880000;}","formTiddler");config.macros.checkForDataTiddlerPlugin={label:"checkForDataTiddlerPlugin",version:{major:1,minor:0,revision:0,date:new Date(2005,12,14)},prompt:"Check if the DataTiddlerPlugin exists"};config.macros.checkForDataTiddlerPlugin.handler=function(a,b,c){config.macros.formTiddler.checkForExtensions(a,config.macros.formTiddler.label)};config.macros.newTiddlerWithForm={label:"newTiddlerWithForm",version:{major:1,minor:0,revision:1,date:new Date(2006,1,6)},prompt:"Creates a new Tiddler with a <<formTiddler ...>> macro"};config.macros.newTiddlerWithForm.handler=function(place,macroName,params){var i=0;var formTemplateName=undefined;if(i<params.length){formTemplateName=params[i];i++}if(!formTemplateName){config.macros.formTiddler.createErrorElement(place,"No form template specified in <<"+macroName+">>.");return}var buttonLabel=undefined;if(i<params.length){buttonLabel=params[i];i++}if(!buttonLabel){config.macros.formTiddler.createErrorElement(place,"No button label specified in <<"+macroName+">>.");return}var tiddlerNameScript=undefined;var askUser=false;if(i<params.length){tiddlerNameScript=params[i];i++;if(i<params.length&&params[i]=="askUser"){askUser=true;i++}}if(!readOnly){var onClick=function(){var tiddlerName=undefined;if(tiddlerNameScript){try{tiddlerName=eval(tiddlerNameScript)}catch(ex){}}if(!tiddlerName||askUser){tiddlerName=prompt("Please specify a tiddler name.",askUser?tiddlerName:"")}while(tiddlerName&&store.getTiddler(tiddlerName)){tiddlerName=prompt("A tiddler named '"+tiddlerName+"' already exists.\n\nPlease specify a tiddler name.",tiddlerName)}if(tiddlerName){var body="<<formTiddler [["+formTemplateName+"]]>>";var tags=[];store.saveTiddler(tiddlerName,tiddlerName,body,config.options.txtUserName,new Date(),tags);story.displayTiddler(null,tiddlerName,1)}};createTiddlyButton(place,buttonLabel,buttonLabel,onClick)}};
//%/
{{{
//{{{
config.macros.PlotFunction = {
  handler: function (place, macroName, params, wikifier, paramString, tiddler)
  {
     var resultString;
     var wolframAlphaQuery;

     var xml;
     var width = '500';
     var height = '270';

     if (params[1] != null)
     {
           width = params[1];
     }

     if (params[2] != null)
     {
           height = params[2];
     }

     wolframAlphaQuery = '/query_wolfram/v1/query?input=';
     wolframAlphaQuery += params[0];
     wolframAlphaQuery += '&format=image&appid=beta824g5';
     var xmlDoc=document.implementation.createDocument("","",null);

     resultString = "<html>";
     resultString += '<iframe ';
     resultString += 'src="';
     resultString += QueryWolframAlpha(wolframAlphaQuery);
     resultString += '"';
     resultString += ' width=' + width;
     resultString += ' height=' + height;
     resultString +='">';
     resultString += '</iframe>';
     resultString += '</html>';

     wikify(resultString,place);
   }
 }

function QueryWolframAlpha(s)
{
     var xmlhttp=false;
     var resultString = "";
     var partialResultString  = "";
     var xmlDoc;

     try {
          xmlhttp = new XMLHttpRequest();
     } catch (e) {
          xmlhttp=false;
     }

     xmlhttp.open("GET",s,false);
     xmlhttp.send(null);
     if (xmlhttp.readyState==4) {
          xmlDoc = xmlhttp.responseXML;
          var xPathRes;
              xPathRes= xmlDoc.evaluate('/queryresult[@success="true"]/pod[@title="Plots"]/subpod[@title=""]/img/@src', xmlDoc, null, XPathResult.ANY_TYPE,null);
               if (xPathRes.resultType == 4)
               {
                    xPathRes = xPathRes.iterateNext();
                    partialResultString = xPathRes.value;
               }
     }
     return (partialResultString);
}

//}}}
}}}
The transaction cost theory as it applies to sales incentives tells the following:

|Assumption|Market control mechanisms are more efficient than bureaucratic ones|
|Favours|Outsourced sales force|
|Problem|Markets can fail and therefore must be looked into (see below)|
|Solution|If any of the problems exist, insource the sales force|

Problems:
* ''Asset specificity''
** Capabilities need to sell the product and that cannot easily be used for other products and services
* ''Safeguard problem''
** Sales people can take advantage of the specific knowledge they receive as resellers
* ''Transaction frequency''
** High transaction volumes are more cost efficient in an hierarchical organisation.
A ''//frontal attack//'' consists of deciding to go head to head with your competitor to win the deal:

<<image /static/files/MBI/Module%2020/frontalattack.png width:500>>

The approach consist of:
* Demonstrate your superior product
** Better performance
** Better price
** Proprietary strategy
* Demonstrate your superior reputation
** Better relationships
** Lower risks
** Prestige

Drawback is that it is //''expensive''//
/***
|''Name''|TiddlySpaceInitialization|
|''Version''|0.7.3|
|''Description''|Initializes new TiddlySpaces the first time they are created|
|''Status''|@@beta@@|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/blob/master/src/plugins/TiddlySpaceInit.js|
|''CoreVersion''|2.6.1|
|''Requires''|TiddlySpaceConfig RandomColorPalettePlugin chrjs ImageMacroPlugin|
!TODO
* robust error notification and recovery
!MarkupPreHead
<!--{{{-->
<link href="/bags/%0_public/tiddlers.atom" rel="alternate"
	type="application/atom+xml" title="%0's public feed" />
<link rel="canonical" href="%1/" />
<!--}}}-->
!Code
***/
//{{{
(function($) {

var versionField = "tiddlyspaceinit_version";
var markupPreHead = store.getTiddlerText(tiddler.title + "##MarkupPreHead", "");
var tiddlyspace = config.extensions.tiddlyspace;
var currentSpace = tiddlyspace.currentSpace;
var tweb = config.extensions.tiddlyweb;

var plugin = config.extensions.TiddlySpaceInit = {
	version: "0.6",
	SiteTitle: "%0",
	SiteSubtitle: "a TiddlySpace",
	flagTitle: "%0SetupFlag",
	flagWarning: "Please do not modify this tiddler; it was created " +
		"automatically upon space creation.",

	dispatch: function(ev) {
		var title = plugin.flagTitle.format([currentSpace.name]);
		config.annotations[title] = plugin.flagWarning;
		if(currentSpace.type != "private") {
			return;
		}
		var tiddlers = [];
		var tid = store.getTiddler(title);
		if(tid) {
			curVersion = parseFloat(tid.fields[versionField]);
			reqVersion = parseFloat(plugin.version);
			if(curVersion < reqVersion) {
				plugin.update(curVersion, tid);
				tid.fields[versionField] = plugin.version;
				tid.incChangeCount();
				tid = store.saveTiddler(tid);
				tiddlers.push(tid);
			}
		} else { // first run
			tid = new Tiddler(title);
			tid.tags = ["excludeLists", "excludeSearch", "excludePublisher"];
			tid.fields = $.extend({}, config.defaultCustomFields);
			tid.fields[versionField] = plugin.version;
			tid.text = "@@%0@@".format([plugin.flagWarning]);
			tid = store.saveTiddler(tid);
			tiddlers = tiddlers.concat(plugin.firstRun(), tid);
		}
		autoSaveChanges(null, tiddlers);
	},
	update: function(curVersion, flagTiddler) {
		if(curVersion < 0.2) {
			this.createAvatar();
		}
		if(curVersion < 0.3) {
			flagTiddler.tags.pushUnique("excludePublisher"); // XXX: never persisted
		}
		if(curVersion < 0.5) { // v0.4 was faulty
			this.setupMarkupPreHead();
		}
		if(curVersion < 0.6) {
			this.purgeSystemSettings();
		}
	},
	pubTid: {
		tags: ["excludeLists", "excludeSearch"],
		fields: $.extend({}, config.defaultCustomFields, {
			"server.workspace": tiddlyspace.getCurrentWorkspace("public")
		})
	},
	makeTiddlerIfNot: function(tiddler) {
		if (!store.tiddlerExists(tiddler.title)) {
			$.extend(true, tiddler, plugin.pubTid);
			return [store.saveTiddler(tiddler)];
		} else {
			return [];
		}
	},
	firstRun: function() {
		var tiddlers = [];
		// generate Site*itle
		$.each(["SiteTitle", "SiteSubtitle"], function(i, item) {
			var tid = new Tiddler(item);
			tid.text = plugin[item].format([currentSpace.name]);
			tiddlers.push.apply(tiddlers,
				plugin.makeTiddlerIfNot(tid));
		});
		// generate public ColorPalette
		var tid = new Tiddler("ColorPalette");
		tid.text = config.macros.RandomColorPalette.generatePalette({
			saturation_pale: 0.67, saturation_light: 0.53,
			saturation_mid: 0.43, saturation_dark: 0.06,
			pale: 0.99, light: 0.85, mid: 0.5, dark: 0.31
		},
			false);
		tiddlers.push.apply(tiddlers, plugin.makeTiddlerIfNot(tid));
		this.createAvatar();
		this.setupMarkupPreHead();
		return tiddlers;
	},
	// remove _cookie slices (TiddlyWiki 2.6.2 beta 6 remnants)
	purgeSystemSettings: function() {
		var ss = store.getTiddler("SystemSettings");
		if(ss) {
			var lines = ss.text.split("\n");
			var persistentOptions = $.grep(lines, function(line, i) {
				return line.indexOf("_cookie:") == -1;
			});
			ss.text = persistentOptions.join("\n");
			ss = store.saveTiddler(ss);
			autoSaveChanges(null, [ss]);
		}
	},
	createAvatar: function() {
		var avatar = "SiteIcon";
		var host = tweb.host;
		var notify = function(xhr, error, exc) {
			displayMessage("ERROR: could not create avatar - " + // TODO: i18n
				"%0: %1".format([xhr.statusText, xhr.responseText]));
			// TODO: resolve!?
		};

		var pubBag = tiddlyspace.getCurrentBag("public");
		var tid = new tiddlyweb.Tiddler(avatar);
		tid.bag = new tiddlyweb.Bag(pubBag, host);

		var callback = function(data, status, xhr) {}; // avatar already exists; do nothing
		var errback = function(xhr, error, exc) {
			if(xhr.status != 404) {
				return;
			}
			// copy default avatar
			var _notify = function(tid, status, xhr) {
				displayMessage("created avatar"); // TODO: i18n
				var image = config.macros.image;
				if(image && image.refreshImage) {
					var uri = "/%0/tiddlers/SiteIcon".
						format(tiddlyspace.getCurrentWorkspace("public"));
					image.refreshImage(uri);
					image.refreshImage("SiteIcon");
				}
			};
			var _callback = function(tid, status, xhr) {
				tid.title = avatar;
				tid.bag.name = pubBag;
				delete tid.etag;
				tid.put(_notify, notify); // TODO: add to current session document (via adaptor?)
			};
			tweb.getUserInfo(function(user) {
				var avatarTitle = currentSpace.name == user.name ?
					"defaultUserIcon" : "defaultSiteIcon";
				var tid = new tiddlyweb.Tiddler(avatarTitle);
				tid.bag = new tiddlyweb.Bag("common", host);
				tid.get(_callback, notify);
			});
		};
		tid.get(callback, errback);
	},
	savePublicTiddlerText: function(title, text, pubWorkspace) {
		var tid = new Tiddler(title);
		tid.text = text;
		tid.tags = ["excludeLists"];
		tid.fields = $.extend({}, config.defaultCustomFields);
		tid.fields["server.workspace"] = pubWorkspace;
		tid.fields["server.page.revision"] = "false";
		tid = store.saveTiddler(tid);
		autoSaveChanges(null, [tid]);
	},
	setupMarkupPreHead: function() {
		var pubWorkspace = tiddlyspace.getCurrentWorkspace("public");
		var existing = store.getTiddler("MarkupPreHead");
		if(!existing || existing.fields["server.workspace"] != pubWorkspace) {
			var context = this;
			tweb.getStatus(function(status) {
				var text = markupPreHead.format(currentSpace.name,
					tiddlyspace.getHost(status.server_host, currentSpace.name));
				context.savePublicTiddlerText("MarkupPreHead", text,
					pubWorkspace);
			});
		}
		// also set up DefaultTiddlers
		var title = "DefaultTiddlers";
		existing = store.getTiddler(title) || new Tiddler(title);
		if(existing.fields["server.workspace"] != pubWorkspace) {
			var text = existing.text || store.getShadowTiddlerText(title);
			this.savePublicTiddlerText(title, text, pubWorkspace);
		}
	}
};

$(document).bind("startup", plugin.dispatch);

})(jQuery);
//}}}
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
In [[How you make the sale]] questioning for results mentions the technique of Differential Diagnostics that is being used by Doctors. The discovery step describes the difference between [[Closed Questions]] and [[Open Questions]]:
!Open Questions
<<tiddler [[Open Questions]]>>
!Closed Questions
<<tiddler [[Closed Questions]]>>
[[Probing Questions]] are used to gather additional information about a topic that is already on the table. The purpose of the probe is to encourage the speaker to keep talking. 
!Question types
!!The Funnel Questioning Pattern
<<tiddler [[The Funnel Questioning Pattern]]>>
!!The Tipi Questioning Pattern
<<tiddler [[The Tipi Questioning Pattern]]>>
!!The Hourglass Questioning Pattern
<<tiddler [[The Hourglass Questioning Pattern]]>>
!Sample Questions
<<tiddler [[Sample Sales Questions]]>>
!Question Families
<<tiddler [[Question Families]]>>
/***
|''Name:''|ForEachTiddlerPlugin|
|''Version:''|1.0.8 (2007-04-12)|
|''Source:''|http://tiddlywiki.abego-software.de/#ForEachTiddlerPlugin|
|''Author:''|UdoBorkowski (ub [at] abego-software [dot] de)|
|''Licence:''|[[BSD open source license (abego Software)|http://www.abego-software.de/legal/apl-v10.html]]|
|''Copyright:''|&copy; 2005-2007 [[abego Software|http://www.abego-software.de]]|
|''TiddlyWiki:''|1.2.38+, 2.0|
|''Browser:''|Firefox 1.0.4+; Firefox 1.5; InternetExplorer 6.0|
!Description

Create customizable lists, tables etc. for your selections of tiddlers. Specify the tiddlers to include and their order through a powerful language.

''Syntax:'' 
|>|{{{<<}}}''forEachTiddler'' [''in'' //tiddlyWikiPath//] [''where'' //whereCondition//] [''sortBy'' //sortExpression// [''ascending'' //or// ''descending'']] [''script'' //scriptText//] [//action// [//actionParameters//]]{{{>>}}}|
|//tiddlyWikiPath//|The filepath to the TiddlyWiki the macro should work on. When missing the current TiddlyWiki is used.|
|//whereCondition//|(quoted) JavaScript boolean expression. May refer to the build-in variables {{{tiddler}}} and  {{{context}}}.|
|//sortExpression//|(quoted) JavaScript expression returning "comparable" objects (using '{{{<}}}','{{{>}}}','{{{==}}}'. May refer to the build-in variables {{{tiddler}}} and  {{{context}}}.|
|//scriptText//|(quoted) JavaScript text. Typically defines JavaScript functions that are called by the various JavaScript expressions (whereClause, sortClause, action arguments,...)|
|//action//|The action that should be performed on every selected tiddler, in the given order. By default the actions [[addToList|AddToListAction]] and [[write|WriteAction]] are supported. When no action is specified [[addToList|AddToListAction]]  is used.|
|//actionParameters//|(action specific) parameters the action may refer while processing the tiddlers (see action descriptions for details). <<tiddler [[JavaScript in actionParameters]]>>|
|>|~~Syntax formatting: Keywords in ''bold'', optional parts in [...]. 'or' means that exactly one of the two alternatives must exist.~~|

See details see [[ForEachTiddlerMacro]] and [[ForEachTiddlerExamples]].

!Revision history
* v1.0.8 (2007-04-12)
** Adapted to latest TiddlyWiki 2.2 Beta importTiddlyWiki API (introduced with changeset 2004). TiddlyWiki 2.2 Beta builds prior to changeset 2004 are no longer supported (but TiddlyWiki 2.1 and earlier, of cause)
* v1.0.7 (2007-03-28)
** Also support "pre" formatted TiddlyWikis (introduced with TW 2.2) (when using "in" clause to work on external tiddlers)
* v1.0.6 (2006-09-16)
** Context provides "viewerTiddler", i.e. the tiddler used to view the macro. Most times this is equal to the "inTiddler", but when using the "tiddler" macro both may be different.
** Support "begin", "end" and "none" expressions in "write" action
* v1.0.5 (2006-02-05)
** Pass tiddler containing the macro with wikify, context object also holds reference to tiddler containing the macro ("inTiddler"). Thanks to SimonBaird.
** Support Firefox 1.5.0.1
** Internal
*** Make "JSLint" conform
*** "Only install once"
* v1.0.4 (2006-01-06)
** Support TiddlyWiki 2.0
* v1.0.3 (2005-12-22)
** Features: 
*** Write output to a file supports multi-byte environments (Thanks to Bram Chen) 
*** Provide API to access the forEachTiddler functionality directly through JavaScript (see getTiddlers and performMacro)
** Enhancements:
*** Improved error messages on InternetExplorer.
* v1.0.2 (2005-12-10)
** Features: 
*** context object also holds reference to store (TiddlyWiki)
** Fixed Bugs: 
*** ForEachTiddler 1.0.1 has broken support on win32 Opera 8.51 (Thanks to BrunoSabin for reporting)
* v1.0.1 (2005-12-08)
** Features: 
*** Access tiddlers stored in separated TiddlyWikis through the "in" option. I.e. you are no longer limited to only work on the "current TiddlyWiki".
*** Write output to an external file using the "toFile" option of the "write" action. With this option you may write your customized tiddler exports.
*** Use the "script" section to define "helper" JavaScript functions etc. to be used in the various JavaScript expressions (whereClause, sortClause, action arguments,...).
*** Access and store context information for the current forEachTiddler invocation (through the build-in "context" object) .
*** Improved script evaluation (for where/sort clause and write scripts).
* v1.0.0 (2005-11-20)
** initial version

!Code
***/
//{{{

	
//============================================================================
//============================================================================
//		   ForEachTiddlerPlugin
//============================================================================
//============================================================================

// Only install once
if (!version.extensions.ForEachTiddlerPlugin) {

if (!window.abego) window.abego = {};

version.extensions.ForEachTiddlerPlugin = {
	major: 1, minor: 0, revision: 8, 
	date: new Date(2007,3,12), 
	source: "http://tiddlywiki.abego-software.de/#ForEachTiddlerPlugin",
	licence: "[[BSD open source license (abego Software)|http://www.abego-software.de/legal/apl-v10.html]]",
	copyright: "Copyright (c) abego Software GmbH, 2005-2007 (www.abego-software.de)"
};

// For backward compatibility with TW 1.2.x
//
if (!TiddlyWiki.prototype.forEachTiddler) {
	TiddlyWiki.prototype.forEachTiddler = function(callback) {
		for(var t in this.tiddlers) {
			callback.call(this,t,this.tiddlers[t]);
		}
	};
}

//============================================================================
// forEachTiddler Macro
//============================================================================

version.extensions.forEachTiddler = {
	major: 1, minor: 0, revision: 8, date: new Date(2007,3,12), provider: "http://tiddlywiki.abego-software.de"};

// ---------------------------------------------------------------------------
// Configurations and constants 
// ---------------------------------------------------------------------------

config.macros.forEachTiddler = {
	 // Standard Properties
	 label: "forEachTiddler",
	 prompt: "Perform actions on a (sorted) selection of tiddlers",

	 // actions
	 actions: {
		 addToList: {},
		 write: {}
	 }
};

// ---------------------------------------------------------------------------
//  The forEachTiddler Macro Handler 
// ---------------------------------------------------------------------------

config.macros.forEachTiddler.getContainingTiddler = function(e) {
	while(e && !hasClass(e,"tiddler"))
		e = e.parentNode;
	var title = e ? e.getAttribute("tiddler") : null; 
	return title ? store.getTiddler(title) : null;
};

config.macros.forEachTiddler.handler = function(place,macroName,params,wikifier,paramString,tiddler) {
	// config.macros.forEachTiddler.traceMacroCall(place,macroName,params,wikifier,paramString,tiddler);

	if (!tiddler) tiddler = config.macros.forEachTiddler.getContainingTiddler(place);
	// --- Parsing ------------------------------------------

	var i = 0; // index running over the params
	// Parse the "in" clause
	var tiddlyWikiPath = undefined;
	if ((i < params.length) && params[i] == "in") {
		i++;
		if (i >= params.length) {
			this.handleError(place, "TiddlyWiki path expected behind 'in'.");
			return;
		}
		tiddlyWikiPath = this.paramEncode((i < params.length) ? params[i] : "");
		i++;
	}

	// Parse the where clause
	var whereClause ="true";
	if ((i < params.length) && params[i] == "where") {
		i++;
		whereClause = this.paramEncode((i < params.length) ? params[i] : "");
		i++;
	}

	// Parse the sort stuff
	var sortClause = null;
	var sortAscending = true; 
	if ((i < params.length) && params[i] == "sortBy") {
		i++;
		if (i >= params.length) {
			this.handleError(place, "sortClause missing behind 'sortBy'.");
			return;
		}
		sortClause = this.paramEncode(params[i]);
		i++;

		if ((i < params.length) && (params[i] == "ascending" || params[i] == "descending")) {
			 sortAscending = params[i] == "ascending";
			 i++;
		}
	}

	// Parse the script
	var scriptText = null;
	if ((i < params.length) && params[i] == "script") {
		i++;
		scriptText = this.paramEncode((i < params.length) ? params[i] : "");
		i++;
	}

	// Parse the action. 
	// When we are already at the end use the default action
	var actionName = "addToList";
	if (i < params.length) {
	   if (!config.macros.forEachTiddler.actions[params[i]]) {
			this.handleError(place, "Unknown action '"+params[i]+"'.");
			return;
		} else {
			actionName = params[i]; 
			i++;
		}
	} 
	
	// Get the action parameter
	// (the parsing is done inside the individual action implementation.)
	var actionParameter = params.slice(i);


	// --- Processing ------------------------------------------
	try {
		this.performMacro({
				place: place, 
				inTiddler: tiddler,
				whereClause: whereClause, 
				sortClause: sortClause, 
				sortAscending: sortAscending, 
				actionName: actionName, 
				actionParameter: actionParameter, 
				scriptText: scriptText, 
				tiddlyWikiPath: tiddlyWikiPath});

	} catch (e) {
		this.handleError(place, e);
	}
};

// Returns an object with properties "tiddlers" and "context".
// tiddlers holds the (sorted) tiddlers selected by the parameter,
// context the context of the execution of the macro.
//
// The action is not yet performed.
//
// @parameter see performMacro
//
config.macros.forEachTiddler.getTiddlersAndContext = function(parameter) {

	var context = config.macros.forEachTiddler.createContext(parameter.place, parameter.whereClause, parameter.sortClause, parameter.sortAscending, parameter.actionName, parameter.actionParameter, parameter.scriptText, parameter.tiddlyWikiPath, parameter.inTiddler);

	var tiddlyWiki = parameter.tiddlyWikiPath ? this.loadTiddlyWiki(parameter.tiddlyWikiPath) : store;
	context["tiddlyWiki"] = tiddlyWiki;
	
	// Get the tiddlers, as defined by the whereClause
	var tiddlers = this.findTiddlers(parameter.whereClause, context, tiddlyWiki);
	context["tiddlers"] = tiddlers;

	// Sort the tiddlers, when sorting is required.
	if (parameter.sortClause) {
		this.sortTiddlers(tiddlers, parameter.sortClause, parameter.sortAscending, context);
	}

	return {tiddlers: tiddlers, context: context};
};

// Returns the (sorted) tiddlers selected by the parameter.
//
// The action is not yet performed.
//
// @parameter see performMacro
//
config.macros.forEachTiddler.getTiddlers = function(parameter) {
	return this.getTiddlersAndContext(parameter).tiddlers;
};

// Performs the macros with the given parameter.
//
// @param parameter holds the parameter of the macro as separate properties.
//				  The following properties are supported:
//
//						place
//						whereClause
//						sortClause
//						sortAscending
//						actionName
//						actionParameter
//						scriptText
//						tiddlyWikiPath
//
//					All properties are optional. 
//					For most actions the place property must be defined.
//
config.macros.forEachTiddler.performMacro = function(parameter) {
	var tiddlersAndContext = this.getTiddlersAndContext(parameter);

	// Perform the action
	var actionName = parameter.actionName ? parameter.actionName : "addToList";
	var action = config.macros.forEachTiddler.actions[actionName];
	if (!action) {
		this.handleError(parameter.place, "Unknown action '"+actionName+"'.");
		return;
	}

	var actionHandler = action.handler;
	actionHandler(parameter.place, tiddlersAndContext.tiddlers, parameter.actionParameter, tiddlersAndContext.context);
};

// ---------------------------------------------------------------------------
//  The actions 
// ---------------------------------------------------------------------------

// Internal.
//
// --- The addToList Action -----------------------------------------------
//
config.macros.forEachTiddler.actions.addToList.handler = function(place, tiddlers, parameter, context) {
	// Parse the parameter
	var p = 0;

	// Check for extra parameters
	if (parameter.length > p) {
		config.macros.forEachTiddler.createExtraParameterErrorElement(place, "addToList", parameter, p);
		return;
	}

	// Perform the action.
	var list = document.createElement("ul");
	place.appendChild(list);
	for (var i = 0; i < tiddlers.length; i++) {
		var tiddler = tiddlers[i];
		var listItem = document.createElement("li");
		list.appendChild(listItem);
		createTiddlyLink(listItem, tiddler.title, true);
	}
};

abego.parseNamedParameter = function(name, parameter, i) {
	var beginExpression = null;
	if ((i < parameter.length) && parameter[i] == name) {
		i++;
		if (i >= parameter.length) {
			throw "Missing text behind '%0'".format([name]);
		}
		
		return config.macros.forEachTiddler.paramEncode(parameter[i]);
	}
	return null;
}

// Internal.
//
// --- The write Action ---------------------------------------------------
//
config.macros.forEachTiddler.actions.write.handler = function(place, tiddlers, parameter, context) {
	// Parse the parameter
	var p = 0;
	if (p >= parameter.length) {
		this.handleError(place, "Missing expression behind 'write'.");
		return;
	}

	var textExpression = config.macros.forEachTiddler.paramEncode(parameter[p]);
	p++;

	// Parse the "begin" option
	var beginExpression = abego.parseNamedParameter("begin", parameter, p);
	if (beginExpression !== null) 
		p += 2;
	var endExpression = abego.parseNamedParameter("end", parameter, p);
	if (endExpression !== null) 
		p += 2;
	var noneExpression = abego.parseNamedParameter("none", parameter, p);
	if (noneExpression !== null) 
		p += 2;

	// Parse the "toFile" option
	var filename = null;
	var lineSeparator = undefined;
	if ((p < parameter.length) && parameter[p] == "toFile") {
		p++;
		if (p >= parameter.length) {
			this.handleError(place, "Filename expected behind 'toFile' of 'write' action.");
			return;
		}
		
		filename = config.macros.forEachTiddler.getLocalPath(config.macros.forEachTiddler.paramEncode(parameter[p]));
		p++;
		if ((p < parameter.length) && parameter[p] == "withLineSeparator") {
			p++;
			if (p >= parameter.length) {
				this.handleError(place, "Line separator text expected behind 'withLineSeparator' of 'write' action.");
				return;
			}
			lineSeparator = config.macros.forEachTiddler.paramEncode(parameter[p]);
			p++;
		}
	}
	
	// Check for extra parameters
	if (parameter.length > p) {
		config.macros.forEachTiddler.createExtraParameterErrorElement(place, "write", parameter, p);
		return;
	}

	// Perform the action.
	var func = config.macros.forEachTiddler.getEvalTiddlerFunction(textExpression, context);
	var count = tiddlers.length;
	var text = "";
	if (count > 0 && beginExpression)
		text += config.macros.forEachTiddler.getEvalTiddlerFunction(beginExpression, context)(undefined, context, count, undefined);
	
	for (var i = 0; i < count; i++) {
		var tiddler = tiddlers[i];
		text += func(tiddler, context, count, i);
	}
	
	if (count > 0 && endExpression)
		text += config.macros.forEachTiddler.getEvalTiddlerFunction(endExpression, context)(undefined, context, count, undefined);

	if (count == 0 && noneExpression) 
		text += config.macros.forEachTiddler.getEvalTiddlerFunction(noneExpression, context)(undefined, context, count, undefined);
		

	if (filename) {
		if (lineSeparator !== undefined) {
			lineSeparator = lineSeparator.replace(/\\n/mg, "\n").replace(/\\r/mg, "\r");
			text = text.replace(/\n/mg,lineSeparator);
		}
		saveFile(filename, convertUnicodeToUTF8(text));
	} else {
		var wrapper = createTiddlyElement(place, "span");
		wikify(text, wrapper, null/* highlightRegExp */, context.inTiddler);
	}
};


// ---------------------------------------------------------------------------
//  Helpers
// ---------------------------------------------------------------------------

// Internal.
//
config.macros.forEachTiddler.createContext = function(placeParam, whereClauseParam, sortClauseParam, sortAscendingParam, actionNameParam, actionParameterParam, scriptText, tiddlyWikiPathParam, inTiddlerParam) {
	return {
		place : placeParam, 
		whereClause : whereClauseParam, 
		sortClause : sortClauseParam, 
		sortAscending : sortAscendingParam, 
		script : scriptText,
		actionName : actionNameParam, 
		actionParameter : actionParameterParam,
		tiddlyWikiPath : tiddlyWikiPathParam,
		inTiddler : inTiddlerParam, // the tiddler containing the <<forEachTiddler ...>> macro call.
		viewerTiddler : config.macros.forEachTiddler.getContainingTiddler(placeParam) // the tiddler showing the forEachTiddler result
	};
};

// Internal.
//
// Returns a TiddlyWiki with the tiddlers loaded from the TiddlyWiki of 
// the given path.
//
config.macros.forEachTiddler.loadTiddlyWiki = function(path, idPrefix) {
	if (!idPrefix) {
		idPrefix = "store";
	}
	var lenPrefix = idPrefix.length;
	
	// Read the content of the given file
	var content = loadFile(this.getLocalPath(path));
	if(content === null) {
		throw "TiddlyWiki '"+path+"' not found.";
	}
	
	var tiddlyWiki = new TiddlyWiki();

	// Starting with TW 2.2 there is a helper function to import the tiddlers
	if (tiddlyWiki.importTiddlyWiki) {
		if (!tiddlyWiki.importTiddlyWiki(content))
			throw "File '"+path+"' is not a TiddlyWiki.";
		tiddlyWiki.dirty = false;
		return tiddlyWiki;
	}
	
	// The legacy code, for TW < 2.2
	
	// Locate the storeArea div's
	var posOpeningDiv = content.indexOf(startSaveArea);
	var posClosingDiv = content.lastIndexOf(endSaveArea);
	if((posOpeningDiv == -1) || (posClosingDiv == -1)) {
		throw "File '"+path+"' is not a TiddlyWiki.";
	}
	var storageText = content.substr(posOpeningDiv + startSaveArea.length, posClosingDiv);
	
	// Create a "div" element that contains the storage text
	var myStorageDiv = document.createElement("div");
	myStorageDiv.innerHTML = storageText;
	myStorageDiv.normalize();
	
	// Create all tiddlers in a new TiddlyWiki
	// (following code is modified copy of TiddlyWiki.prototype.loadFromDiv)
	var store = myStorageDiv.childNodes;
	for(var t = 0; t < store.length; t++) {
		var e = store[t];
		var title = null;
		if(e.getAttribute)
			title = e.getAttribute("tiddler");
		if(!title && e.id && e.id.substr(0,lenPrefix) == idPrefix)
			title = e.id.substr(lenPrefix);
		if(title && title !== "") {
			var tiddler = tiddlyWiki.createTiddler(title);
			tiddler.loadFromDiv(e,title);
		}
	}
	tiddlyWiki.dirty = false;

	return tiddlyWiki;
};


	
// Internal.
//
// Returns a function that has a function body returning the given javaScriptExpression.
// The function has the parameters:
// 
//	 (tiddler, context, count, index)
//
config.macros.forEachTiddler.getEvalTiddlerFunction = function (javaScriptExpression, context) {
	var script = context["script"];
	var functionText = "var theFunction = function(tiddler, context, count, index) { return "+javaScriptExpression+"}";
	var fullText = (script ? script+";" : "")+functionText+";theFunction;";
	return eval(fullText);
};

// Internal.
//
config.macros.forEachTiddler.findTiddlers = function(whereClause, context, tiddlyWiki) {
	var result = [];
	var func = config.macros.forEachTiddler.getEvalTiddlerFunction(whereClause, context);
	tiddlyWiki.forEachTiddler(function(title,tiddler) {
		if (func(tiddler, context, undefined, undefined)) {
			result.push(tiddler);
		}
	});
	return result;
};

// Internal.
//
config.macros.forEachTiddler.createExtraParameterErrorElement = function(place, actionName, parameter, firstUnusedIndex) {
	var message = "Extra parameter behind '"+actionName+"':";
	for (var i = firstUnusedIndex; i < parameter.length; i++) {
		message += " "+parameter[i];
	}
	this.handleError(place, message);
};

// Internal.
//
config.macros.forEachTiddler.sortAscending = function(tiddlerA, tiddlerB) {
	var result = 
		(tiddlerA.forEachTiddlerSortValue == tiddlerB.forEachTiddlerSortValue) 
			? 0
			: (tiddlerA.forEachTiddlerSortValue < tiddlerB.forEachTiddlerSortValue)
			   ? -1 
			   : +1; 
	return result;
};

// Internal.
//
config.macros.forEachTiddler.sortDescending = function(tiddlerA, tiddlerB) {
	var result = 
		(tiddlerA.forEachTiddlerSortValue == tiddlerB.forEachTiddlerSortValue) 
			? 0
			: (tiddlerA.forEachTiddlerSortValue < tiddlerB.forEachTiddlerSortValue)
			   ? +1 
			   : -1; 
	return result;
};

// Internal.
//
config.macros.forEachTiddler.sortTiddlers = function(tiddlers, sortClause, ascending, context) {
	// To avoid evaluating the sortClause whenever two items are compared 
	// we pre-calculate the sortValue for every item in the array and store it in a 
	// temporary property ("forEachTiddlerSortValue") of the tiddlers.
	var func = config.macros.forEachTiddler.getEvalTiddlerFunction(sortClause, context);
	var count = tiddlers.length;
	var i;
	for (i = 0; i < count; i++) {
		var tiddler = tiddlers[i];
		tiddler.forEachTiddlerSortValue = func(tiddler,context, undefined, undefined);
	}

	// Do the sorting
	tiddlers.sort(ascending ? this.sortAscending : this.sortDescending);

	// Delete the temporary property that holds the sortValue.	
	for (i = 0; i < tiddlers.length; i++) {
		delete tiddlers[i].forEachTiddlerSortValue;
	}
};


// Internal.
//
config.macros.forEachTiddler.trace = function(message) {
	displayMessage(message);
};

// Internal.
//
config.macros.forEachTiddler.traceMacroCall = function(place,macroName,params) {
	var message ="<<"+macroName;
	for (var i = 0; i < params.length; i++) {
		message += " "+params[i];
	}
	message += ">>";
	displayMessage(message);
};


// Internal.
//
// Creates an element that holds an error message
// 
config.macros.forEachTiddler.createErrorElement = function(place, exception) {
	var message = (exception.description) ? exception.description : exception.toString();
	return createTiddlyElement(place,"span",null,"forEachTiddlerError","<<forEachTiddler ...>>: "+message);
};

// Internal.
//
// @param place [may be null]
//
config.macros.forEachTiddler.handleError = function(place, exception) {
	if (place) {
		this.createErrorElement(place, exception);
	} else {
		throw exception;
	}
};

// Internal.
//
// Encodes the given string.
//
// Replaces 
//	 "$))" to ">>"
//	 "$)" to ">"
//
config.macros.forEachTiddler.paramEncode = function(s) {
	var reGTGT = new RegExp("\\$\\)\\)","mg");
	var reGT = new RegExp("\\$\\)","mg");
	return s.replace(reGTGT, ">>").replace(reGT, ">");
};

// Internal.
//
// Returns the given original path (that is a file path, starting with "file:")
// as a path to a local file, in the systems native file format.
//
// Location information in the originalPath (i.e. the "#" and stuff following)
// is stripped.
// 
config.macros.forEachTiddler.getLocalPath = function(originalPath) {
	// Remove any location part of the URL
	var hashPos = originalPath.indexOf("#");
	if(hashPos != -1)
		originalPath = originalPath.substr(0,hashPos);
	// Convert to a native file format assuming
	// "file:///x:/path/path/path..." - pc local file --> "x:\path\path\path..."
	// "file://///server/share/path/path/path..." - FireFox pc network file --> "\\server\share\path\path\path..."
	// "file:///path/path/path..." - mac/unix local file --> "/path/path/path..."
	// "file://server/share/path/path/path..." - pc network file --> "\\server\share\path\path\path..."
	var localPath;
	if(originalPath.charAt(9) == ":") // pc local file
		localPath = unescape(originalPath.substr(8)).replace(new RegExp("/","g"),"\\");
	else if(originalPath.indexOf("file://///") === 0) // FireFox pc network file
		localPath = "\\\\" + unescape(originalPath.substr(10)).replace(new RegExp("/","g"),"\\");
	else if(originalPath.indexOf("file:///") === 0) // mac/unix local file
		localPath = unescape(originalPath.substr(7));
	else if(originalPath.indexOf("file:/") === 0) // mac/unix local file
		localPath = unescape(originalPath.substr(5));
	else // pc network file
		localPath = "\\\\" + unescape(originalPath.substr(7)).replace(new RegExp("/","g"),"\\");	
	return localPath;
};

// ---------------------------------------------------------------------------
// Stylesheet Extensions (may be overridden by local StyleSheet)
// ---------------------------------------------------------------------------
//
setStylesheet(
	".forEachTiddlerError{color: #ffffff;background-color: #880000;}",
	"forEachTiddler");

//============================================================================
// End of forEachTiddler Macro
//============================================================================


//============================================================================
// String.startsWith Function
//============================================================================
//
// Returns true if the string starts with the given prefix, false otherwise.
//
version.extensions["String.startsWith"] = {major: 1, minor: 0, revision: 0, date: new Date(2005,11,20), provider: "http://tiddlywiki.abego-software.de"};
//
String.prototype.startsWith = function(prefix) {
	var n =  prefix.length;
	return (this.length >= n) && (this.slice(0, n) == prefix);
};



//============================================================================
// String.endsWith Function
//============================================================================
//
// Returns true if the string ends with the given suffix, false otherwise.
//
version.extensions["String.endsWith"] = {major: 1, minor: 0, revision: 0, date: new Date(2005,11,20), provider: "http://tiddlywiki.abego-software.de"};
//
String.prototype.endsWith = function(suffix) {
	var n = suffix.length;
	return (this.length >= n) && (this.right(n) == suffix);
};


//============================================================================
// String.contains Function
//============================================================================
//
// Returns true when the string contains the given substring, false otherwise.
//
version.extensions["String.contains"] = {major: 1, minor: 0, revision: 0, date: new Date(2005,11,20), provider: "http://tiddlywiki.abego-software.de"};
//
String.prototype.contains = function(substring) {
	return this.indexOf(substring) >= 0;
};

//============================================================================
// Array.indexOf Function
//============================================================================
//
// Returns the index of the first occurance of the given item in the array or 
// -1 when no such item exists.
//
// @param item [may be null]
//
version.extensions["Array.indexOf"] = {major: 1, minor: 0, revision: 0, date: new Date(2005,11,20), provider: "http://tiddlywiki.abego-software.de"};
//
Array.prototype.indexOf = function(item) {
	for (var i = 0; i < this.length; i++) {
		if (this[i] == item) {
			return i;
		}
	}
	return -1;
};

//============================================================================
// Array.contains Function
//============================================================================
//
// Returns true when the array contains the given item, otherwise false. 
//
// @param item [may be null]
//
version.extensions["Array.contains"] = {major: 1, minor: 0, revision: 0, date: new Date(2005,11,20), provider: "http://tiddlywiki.abego-software.de"};
//
Array.prototype.contains = function(item) {
	return (this.indexOf(item) >= 0);
};

//============================================================================
// Array.containsAny Function
//============================================================================
//
// Returns true when the array contains at least one of the elements 
// of the item. Otherwise (or when items contains no elements) false is returned.
//
version.extensions["Array.containsAny"] = {major: 1, minor: 0, revision: 0, date: new Date(2005,11,20), provider: "http://tiddlywiki.abego-software.de"};
//
Array.prototype.containsAny = function(items) {
	for(var i = 0; i < items.length; i++) {
		if (this.contains(items[i])) {
			return true;
		}
	}
	return false;
};


//============================================================================
// Array.containsAll Function
//============================================================================
//
// Returns true when the array contains all the items, otherwise false.
// 
// When items is null false is returned (even if the array contains a null).
//
// @param items [may be null] 
//
version.extensions["Array.containsAll"] = {major: 1, minor: 0, revision: 0, date: new Date(2005,11,20), provider: "http://tiddlywiki.abego-software.de"};
//
Array.prototype.containsAll = function(items) {
	for(var i = 0; i < items.length; i++) {
		if (!this.contains(items[i])) {
			return false;
		}
	}
	return true;
};


} // of "install only once"

// Used Globals (for JSLint) ==============
// ... DOM
/*global 	document */
// ... TiddlyWiki Core
/*global 	convertUnicodeToUTF8, createTiddlyElement, createTiddlyLink, 
			displayMessage, endSaveArea, hasClass, loadFile, saveFile, 
			startSaveArea, store, wikify */
//}}}


/***
!Licence and Copyright
Copyright (c) abego Software ~GmbH, 2005 ([[www.abego-software.de|http://www.abego-software.de]])

Redistribution and use in source and binary forms, with or without modification,
are permitted provided that the following conditions are met:

Redistributions of source code must retain the above copyright notice, this
list of conditions and the following disclaimer.

Redistributions in binary form must reproduce the above copyright notice, this
list of conditions and the following disclaimer in the documentation and/or other
materials provided with the distribution.

Neither the name of abego Software nor the names of its contributors may be
used to endorse or promote products derived from this software without specific
prior written permission.

THIS SOFTWARE IS PROVIDED BY THE COPYRIGHT HOLDERS AND CONTRIBUTORS "AS IS" AND ANY
EXPRESS OR IMPLIED WARRANTIES, INCLUDING, BUT NOT LIMITED TO, THE IMPLIED WARRANTIES
OF MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE ARE DISCLAIMED. IN NO EVENT
SHALL THE COPYRIGHT OWNER OR CONTRIBUTORS BE LIABLE FOR ANY DIRECT, INDIRECT,
INCIDENTAL, SPECIAL, EXEMPLARY, OR CONSEQUENTIAL DAMAGES (INCLUDING, BUT NOT LIMITED
TO, PROCUREMENT OF SUBSTITUTE GOODS OR SERVICES; LOSS OF USE, DATA, OR PROFITS; OR
BUSINESS INTERRUPTION) HOWEVER CAUSED AND ON ANY THEORY OF LIABILITY, WHETHER IN
CONTRACT, STRICT LIABILITY, OR TORT (INCLUDING NEGLIGENCE OR OTHERWISE) ARISING IN
ANY WAY OUT OF THE USE OF THIS SOFTWARE, EVEN IF ADVISED OF THE POSSIBILITY OF SUCH
DAMAGE.
***/
/***
|''Name:''|TiddlySpaceLinkPlugin|
|''Description:''|Formatter to reference other spaces from wikitext |
|''Author:''|PaulDowney (psd (at) osmosoft (dot) com) |
|''Source:''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/TiddlySpaceLinkPlugin.js|
|''Version:''|1.4.2|
|''License:''|[[BSD License|http://www.opensource.org/licenses/bsd-license.php]] |
|''Comments:''|Please make comments at http://groups.google.co.uk/group/TiddlyWikiDev |
|''~CoreVersion:''|2.4|
!!Documentation
This plugin provides wikitext formatters for referencing another [[space|Space]] on the same TiddlySpace server, as in the following examples:
<<<
  {{{@space}}} -- @space 
  {{{~@space}}} -- ~@space 
  {{{Tiddler@space}}} -- Tiddler@space
  {{{[[Tiddler Title]]@space}}} -- [[Tiddler Title]]@space 
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<<<
Links to tiddlers with a title begining with an "@" remain as tiddlyLinks:
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<<<
and these may be changed into a space link using {{{@@}}}:
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<<<
TiddlySpace includes the [[TiddlySpaceLinkPlugin]] which provides WikiText markup for linking to other spaces on the same server. For example @glossary is a link to the {{{glossary}}} space and [[Small Trusted Group]]@glossary a link to an individual tiddler in the @glossary space. Prefixing the link with a tilde escapes the link, for example {{{~@space}}}.
Email addresses, for example joe.bloggs@example.com and mary@had.a.little.lamb.org should be unaffected.
!!Features
The plugin provides external links decorated so that other plugins may be included to add features such as the ability to dynamically pull externally linked tiddlers into the current TiddlyWiki.
Wikitext linking to a space on another server, for example from a tiddler in a space on tiddlyspace.com to a tiddler or a space on example.com, isn't currently supported. 
!!Code
***/
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//}}}
An implication question is asking about the ''consequences, effect or implications'' or a buyers problems, difficulties or dissatisfactions. The goal of implication questions is build the pain before presenting the solution by:

* //focussing on the consequences// of the problem
* //extending and expanding the effects// of the problem
* //linking a problem// to other potential problems

!Definition
Asking questions about the ''consequences or effects'' of the buyers problems, diffulcties or satisfactions
!Examples
* //What effect does that problem has on the outputs?//
* //Could that lead to lower costs?//
* //What effect do these problems have on your competitive position?//
* //Could that lead to an increase in your costs?//
* //How will this problem affect your people's productivity?//
* //Could that unreliability create waste that adds to your costs?//
!Impact
The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions and are able to uncover more potential problems this way:
<<image  /static/files/MBI/Module%2016/problemandimplicationquestions.jpg width:600>>
!High and low risk
The biggest mistake is to introduce a solution before the [[Explicit Need]] has fully developed. Make sure you build a bridge to your solution first.
High risk:
* Too early in the call
* With implications you cannot solve
* In sensitive areas (organisational issues, politics, personal issues or a recent buyer decision)
Low risks:
* When problems are significant
* When problems are unclear
* When problems require redefinition
!Practical tips
* Do the [[Exercise to explore implication questions]]
* Plan your implication questions ahead
* To be able to ask implication questions you need business and application knowledge
In [[How you make the sale]] the following points are made with respect to price in a negotiation dialog:

# ''Don't lead with price''
## If the price is beyond what the prospect thinks is reasonable; they will quit listening the minute you give your price way and your chance to close the deal is finished.
# ''Build value before you talk about price''
## A bad deal is a bad deal at any price. Make sure you have properly sold your solution. Sell your solution before you hang a price tag to it.
# ''Ensure a apples to apples price comparison''
## It is easy to get trapped when a prospective customers says: "The last guy was a third lower than yours". Make sure the offers compare similar with respect to warranty, terms, delivery, quality.
# ''Don't appologize for your price''
## It is what it is. If it is higher, don't draw attention to it. The customer will notice it on his/her own. If you don't believe it is worth what it costs, advocate for lower prices or quit. It is impossible to sell a product you do not believe in.
# ''Focus on the [[Total Value Proposition]]''
## This includes the price of the product, the reputation and of your company as a supplier. the terms and conditions of the sale and the other opportunities.
In this step you may see the benefit from your work in step 1 to 6:
* You prepared well and established report with the customer.
* You listened carefully and learned observed which features and benefits are appealing to your customer
* You made the case that you can solve the problem
* And you circled back to query for more information.
The last step is not magic, just ask what your customer thinks and if you can prepare a final quote. If you do get objections, you know what to do: just circle back to [[Step 3, Discovery]] again. Alternatively, keep the contact open and conclude that this is not the right moment for doing business together. Your goals in this step will be:
* How can i ask for the order in a way that is congruent with our collegial sales model?
* How do we finalize our commitments to each other in a professional way?
!Key points
* If you have done the first six step OK, closing is the easiest step
* Closing is a series of commitments
* When you solved the problem, you earned the right to close
* Closing creates anxiety for the seller, Buying creates anxiety for the buyer.
* If you get into trouble in the middle of a close, circle back to discovery again.
* Remember the three R's:
** Recap all your agreements
** Review the benefits to the customer of the decision made
** Reduce into writing
Value objections emerge when the buyer raises doubt about thye value, worth or usefulness of the solution. In other words, to the buyer the problem does not warrant the cost (see also [[The value equation]]).

Value objections are the hardest for sales people to overcome. Less succesful sellers try to justify the cost. Top sales people ask [[Implication Questions]] to build the seriousness of the problem and building the value of their solution:

<<image /static/files/MBI/Module%2016/handlingvalueobjections.jpg width:600>>
In [[Selling the wheel]] ''//Progressive customers//'' are the second group of customers to target during the [[Fast Growth]] phase of the [[Maturity phases in a product's life cycle]].

Progressive customers:
* Want an advanced solution or capability
* Are buying state of the art
* Are first time buyers making a complicated purchase and need expertise from the sales person to make the best decision
* Examples are managers with line responsibility buying the first generation of high tech systems.

A [[Wizard]] is the best sales person for this type of customer.
In [[How you make the sale]] the following items are recommended to be viewed as a credible collegue:
* Does this sales person listen to me when i talk?
* Is this sales person willing to get to know me before trying to sell me?
* Am i a human being or another sales target?
* Does this person know what he is talking about?
** Their own products and applications?
** Competitors products and applications?
** The differences between the two?
** Advantages and disadvantages?
* Does this person move the process along at a pace that feels comfortable to me?
!Building trust through listening
* Tell the truth without shading it as an advantage
* Listen carefully to the customers problems
* Question closely so that you can explore the full buying condition
* Respect the customers desires and constraints
* Educate the customers, share your knowledge
* Partner with the customer
* Shape a solution that solves the customers problem
@@Please do not modify this tiddler; it was created automatically upon space creation.@@
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* E-prospecting on the web
* Cold canvassing
* Endless chain - customer referral
* Orphaned customers
* Sales lead clubs
* Prospect lists
* Become expert, get published
* Public exhibititionas and demonstrations
* Center of influence
* Direct mail
* Telephone and telemarketing
* Observation
* Networking
* ''Participate in a European project''
@@Please do not modify this tiddler; it was created automatically upon space creation.@@
In the tipi questioning pattern, one starts withs a few [[Closed Questions]] and open up later. The focus is on getting the information you need to help the customer define and solve his/her problems.

<<image /static/files/MBI/Module%2016/Tipi.jpg width:200>>
In the investigation stage for different sales stages you will focus on understanding the customer ''needs''

!Purpose
!Practical tips

Question types:
Asking questions about background facts on the customers situation|Base on this information
Rarely you will make your sell without any objection: "You price is too high", " Let me think about it": do not panic. An objection seldomly says no. It says: "give me more information" or "how far can you go". In this step you'll circle back to [[Step 3, Discovery]] and determine what additional information the buyer needs.

Dealing with resistance is a step which will always be there. Just make sure you discover the real barriers to move on to the next step, closing the deal. In this step the goals are:
* How do i respond when the customer raises objections to my presentation
* How do i remember that //''an objection is symply a request for more information''//
* How do i circle back to [[Step 3, Discovery]] to uncover the additional facts i need to solve this customers problem and make the sale.
!Key points
* Objections can occur at any points in the sales process
* Making the case often raises objections to surface
* Prospective customers object for one simple reason: they do not believe we have fully solved their problem
* An objection is simply a question: and the core question is "but can you solve this part of my problem?"
* Don't panic when you hear an objection! Just circle back to discovery and gather more data.
* If you get into trouble ask [[Probing Questions]]. If you stay in trouble, call a colleague
* Watch for [[Buying signs]] then ask for the order.

!Dealing with Objections
<<tiddler [[Dealing with Objections]]>>
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A ''//Fragmented attack//'' is an attack that seperates the campain into smaller pieces. Fragmented attach consists of targeting individual applications or departments each individually withing the account.

<<image /static/files/MBI/Module%2020/fragmentedattack.png width:500>>

The approach consist of:
* BEACHHEAD
** Foot in the door
** Department by department
** By applications
** Example: canon vs xerox
* COEXISTANCE
** Extend capacity
** Enhance customers investment
** Compatibility
** Example: Digital vs IBM
People have a desire to look consistent through their words, beliefs, attitudes and deeds and this tendency is supported or fed from three sources:
# ''Good personal consistency is highly valued by society''
# ''Consistent conduct provides a beneficial approach to daily life''.
# A ''consistent orientation affords a valuable shortcut'' through the complexity of modern existence. That is by being consistent with earlier decisions we can reduce the need to process all the relevant information in future similar situations. Instead, one merely needs to recall the earlier decision and respond consistently. 

* Inconsistency is considered a negative personalty trait
* We are urged to behave in correspondence with the ''choices, norms and values'' we previously made
* As soon as we took a position on an issue, we are compelled internally to behave in correspondence with that issue

!The key to using the principles of Commitment and Consistency
This held to manipulate people to make some initial commitment. ''After making a commitment, taking a stand or position, people are more willing to agree to requests that are consistent with their prior commitment''. Examples:
** Begging people that first ask for a question and //then// for money get up to five times more money

Many compliance professionals will try to induce others to take an initial position that is consistent with a behavior they will later request. Commitments are most effective when they are:
* ''Active''
* ''Public''
* ''Effortful''
* ''Internally motivated'' and not coerced.

Once a stand is taken, there is a natural tendency to behave in ways that are stubbornly consistent with the stand. The drive to be and look consistent constitutes a highly potent tool of social influence, often causing people to act in ways that are clearly contrary to their own best interests.

To recognize and resist the undue influence of consistency pressures upon our compliance decisions we can listen for signals coming from two places within us our stomach or "gut reaction" and our heart.
* A bad feeling in the pit of the stomach may appear when we realize that we are being pushed by commitment and consistency pressures to agree to requests we know we don't want to perform. 
* Our heart may bother us when it is not clear that an initial commitment was right. 
* At such points it is meaningful to ask a crucial question, "Knowing what I know now, if I could go back, would I have made the same commitment?" 
!Practical tips
* Ask your customer to take a stand on an issue first before asking them to take action
* If possible, let the customer write it down.

!Examples
* In a study by social psychologist Steven J. Sherman residents were asked them to predict what they would say if asked to spend three hours collecting money for the American Cancer Society.
** Not wanting to seem uncharitable to the survey taker or to themselves, many of these people said that they would volunteer.
** The consequence of this sly commitment procedure was a 700 percent increase in volunteers when, a few days later, a representative of the American Cancer Society did call and ask for neighborhood canvassers.
* Ann even more crafty commitment technique has been developed recently by telephone solicitors for charity:
** Have you noticed that callers asking you to contribute to some cause or another these days seem to begin things by inquiring about your current health and well-being? “Hello Mr./Ms. Targetperson,” they say. “How are you feeling this evening?". 
** This question It is to get you to respond-as you normally do to such polite, superficial inquiries-with a polite, superficial comment of your omm: “Just Fine” or “Real good" or “I’m doing great, thanks.”
** Once ''//you have publicly stated that all is well//'', it becomes much easier for the solicitor to corner you into aiding those for whom all is not well: “I’m glad to hear that, because I’m calling to ask if you’d be willing to make a donation to help out the  unfortunate victims of...”
* Consumer researcher Daniel Howard put the theory to test.
** Dallas, Texas, residents were called on the phone and asked if they would agree to allow a representative of the Hunger Relief Committee to come to their homes to sell them cookies, the proceeds from which would be used to supply meals for the needy. When tried alone, that request (labeled the “standard solicitation npprunenl) produced only 10 percent agreement. However, if the caller initially asked, “How are you feeling this evening?" and waited for a reply before proceeding to the standard approach, several noteworthy things happened:
** First, of the 120 individuals called, most (108) gave the customary favorable reply (“Good,” “Fine,” “Real well,” etc.).
** Second, 32 percent of the people who get the “How are you feeling tonight” question agreed to receive the cookie seller at their homes, nearly twice the success rate of the standard solicitation approach.
** Third, true to the consistency principle, almost everyone who committed to such a visit purchased a cookie.

<<tiddler [[Robert Cialdini on consistency]]>>
The acronyme ICE stands for ''I''dentify, ''C''larify and ''E''xtend:
# ''Identify Explicit Needs''
## The goal is to identify if an explicit need really exists, examples:
## //Would it help you to have a reliable source of supply?//
## //Do you need a faster machine?//
# ''Clarify Explicit Needs''
## //Why is that important to you?//
## //Could you tell me more about your need for flexibility?//
## //Do you want faster turnaround to save costs or to better utilize your other equipment//
# ''Extend Explicit Needs''
## These questions invite the buyer to specify additional pay offs, examples:
## //Is there any other way this would help you?//
## //Besides adding useful space, would the design enhance your image?//
Using ICE thing of one of your [[Hot button]]s or [[Feature]]s and start probing:
<<image /static/files/MBI/Module%2016/ice.jpg width:600>>
a TiddlySpace
This step in [[The Sales Process]] is where [[The path to purchase]] and the sales process meet. The consumer has done his/her preparation and you know your product very well. This first meeting is very critical; if it goes wrong you lose the sale.

* You never got a second chance to make a first impression!
* Our responses can vary greatly:
** Sometimes we are very excited
** Sometimes we are very anxious
** Sometimes we are baffled
** Sometimes we are even irritated
* //''Customers do not care how much you know until they know how much you care''//

!Key points
*In [[The path to purchase]] we could be even in step 7, so you should realize that the customer has gone at a length already to meet you. We just however started the sales process. The goal of the meet and greet is to:
** How do i greet new customers in a way that they //[[see me as a credible colleague|How to be viewed as a credible colleague]]//?
** How do i [[build //report//|Building report]]?
** How do i get customers to invite me in //their problem solving process//?
* //Sell yourself// before you self your product
* To be successful at [[Cold calling]] you have to have a 'hook'
* Learn how to deal with [[Difficult customers]]
Cold calling is the term for contacting customers you neve met before. Make sure that you use and prepare high quality [[Selling Scripts]] for your purpose.
In the [[Decision Making Unit (DMU)]] the different roles can perceive your offering in different ways. Overconfident perceivers believe your value proposition will bring them more than is realistic.

<<image /static/files/MBI/Module%2020/Overconfidentperceiver.png width:400>>

|Perceives|Overconfident|
|Probability of action|NONE|
|Causes|False reading of the situation, sight set too low, strong resistance to change, does not believe your product will improve the situation|
|Your product|Does not stand a chance|
<<YouTubeFragment -rEScsskeAE>>
/***
|''Name''|TiddlySpaceRevisionView|
|''Description''|Show tiddler revisions in a stack of cards view|
|''Author''|BenGillies|
|''Version''|0.2.0|
|''Status''|beta|
|''Source''|http://github.com/TiddlySpace/tiddlyspace|
|''CodeRepository''|http://github.com/TiddlySpace/tiddlyspace|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''CoreVersion''|2.6.0|
|''Requires''|TiddlyWebAdaptor|
!Usage
The viewRevisions macro can be attached to any element, which should be passed
in as a parameter.

For example:

&lt;&lt;viewRevisions page:10 link:"<<view modified date>>"&gt;&gt;

would show the revisions "stack of cards" view, 10 at a time, when the modified
date is clicked.
!Code
***/
//{{{
(function($) {

var me = config.macros.viewRevisions = {
	revisionTemplate: "RevisionTemplate",
	revSuffix: " [rev. #%0]", // text to append to each tiddler title
	defaultPageSize: 5, // default number of revisions to show
	defaultLinkText: "View Revisions", // when there's nothing else to use
	offsetTop: 30, // in px
	offsetLeft: 10, // in px
	shiftDownDelay: 50, // in ms
	visibleSlideAmount: 20, // amount of revisions to show on left hand edge after sliding
	zIndex: 100, // default z-index
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		params = paramString.parseParams(null, null, true)[0];
		var tiddlerElem = story.findContainingTiddler(place);

		var revButton;
		var pageSize = parseInt(params.page[0], 10) || me.defaultPageSize;
		var linkObj = params.link ? params.link[0] || me.defaultLinkText : false;
		if(linkObj) {
			revButton = $('<span class="button openRevisions" />')
				.appendTo(place);
			wikify(linkObj, revButton[0], null, tiddler);
		} else {
			revButton = place;
		}

		$(revButton).click(function() {
			if (!$(tiddlerElem).hasClass("revisions")) {
				me.showRevisions(tiddlerElem, tiddler, pageSize);
			} else {
				me.closeRevisions(tiddlerElem);
			}
		});
	},

	// initialisation for revision view
	showRevisions: function(tiddlerElem, tiddler, pageSize) {
		var context = {
			host: tiddler.fields["server.host"],
			workspace: tiddler.fields["server.workspace"]
		};
		$(tiddlerElem).addClass("revisions").attr("revName", tiddler.title);
		// ensure toolbar commands deactivate RevisionsView
		$("a", ".toolbar", tiddlerElem).each(function(index, btn) {
			var _onclick = btn.onclick;
			btn.onclick = function(e) {
				me.closeRevisions(tiddlerElem);
				_onclick.apply(this, arguments);
			};
		});
		// ensure default action deactivates RevisionsView
		var _ondblclick = tiddlerElem.ondblclick;
		tiddlerElem.ondblclick = function(e) {
			me.closeRevisions(tiddlerElem);
			_ondblclick.apply(this, arguments);
		};
		var type = tiddler.fields["server.type"];
		var adaptor = new config.adaptors[type]();
		var userParams = {
			tiddlerElem: tiddlerElem,
			pageSize: pageSize,
			title: tiddler.title
		};
		me.createCloak(tiddlerElem);
		adaptor.getTiddlerRevisionList(tiddler.title, null, context, userParams,
				function(context, userParams) {
					// strip the current revision
					context.revisions.shift();
					me.expandStack(context, userParams);
				});
	},

	// fetch the actual revision and put it in the tiddler div
	showRevision: function(place, revision, callback) {
		var context = {
			host: revision.fields["server.host"],
			workspace: revision.fields["server.workspace"]
		};
		var userParams = {
			revElem: place
		};
		var type = revision.fields["server.type"];
		var adaptor = new config.adaptors[type]();
		var revNo = revision.fields["server.page.revision"];
		adaptor.getTiddlerRevision(revision.title, revNo, context, userParams,
			function(context, userParams) {
				var tiddler = context.tiddler;
				tiddler.title += me.revSuffix
					.format([$(place).attr("revision")]);
				tiddler.fields.doNotSave = true;
				if (store.getTiddler(tiddler.title)) {
					store.deleteTiddler(tiddler.title);
				}
				store.addTiddler(tiddler);

				//now, populate the existing div
				var revElem = userParams.revElem;
				$(revElem).attr("id", story.tiddlerId(tiddler.title));
				$(revElem).attr("refresh", "tiddler");
				var getTemplate = function() {
					var themeName = config.options.txtTheme;
					if (themeName) {
						return store.getTiddlerSlice(themeName,
							me.revisionTemplate) || me.revisionTemplate ||
							"ViewTemplate";
					} else {
						return (store.getTiddler(me.revisionTemplate)) ?
							me.revisionTemplate : "ViewTemplate";
					}
				};
				var template = getTemplate();
				story.refreshTiddler(tiddler.title, template, true);
				callback(tiddler);
			});
	},

	createCloak: function(promoteElem) {
		var el = $(promoteElem);
		// cache styles for resetting later
		el.data({
			top: el.css("top"),
			left: el.css("left"),
			zIndex: el.css("z-index")
		});

		$('<div class="revisionCloak" />').css("z-index", me.zIndex)
			.click(function() {
				me.closeRevisions(promoteElem);
			})
			.appendTo(document.body);

		el.css("z-index", me.zIndex + 1);
	},

	// clean up, removing all evidence of revision view
	closeRevisions: function(promoteElem) {
		var el = $(promoteElem);
		// revert the original tiddler back to its previous state
		el.removeAttr("revName").removeClass("revisions").css({
			top: el.data("top"),
			left: el.data("left"),
			zIndex: el.data("zIndex")
		});

		// remove any revisions still in the store
		var revisions = $(".revisions");
		revisions.each(function(index, revision) {
			var revAttributes = revision.attributes;
			if ((revAttributes.revname) &&
					(revAttributes.revision)) {
				var revName = revAttributes.revname.value;
				var revNo = revAttributes.revision.value;
				var title = revName + me.revSuffix.format([revNo]);

				if (store.getTiddler(title)) {
					store.deleteTiddler(title);
				}
			}
		});

		// delete the previous revisions
		revisions.remove();

		// remove the cloak
		$(".revisionCloak").remove();
	},

	// calback from getting list of revisions
	expandStack: function(context, userParams) {
		var pageSize = userParams.pageSize;

		var from = userParams.from || 0;
		var tiddlerElem = userParams.tiddlerElem;

		userParams.defaultHeight = $(tiddlerElem).height();
		userParams.defaultWidth = $(tiddlerElem).width();
		if (from < context.revisions.length) {
			me.displayNextRevision(tiddlerElem, userParams, context, from,
				from + pageSize - 1);
		}
	},

	// place the next div above and behind the previous one
	displayNextRevision: function(tiddlerElem, userParams, context, from, to) {
		var revision = context.revisions[from];
		var callback = function() {
			var revText = revBtn.getRevisionText(tiddlerElem, revision);
			tiddlerElem = me.createRevisionObject(tiddlerElem, context,
				userParams, revText);
			$(tiddlerElem)
				.attr("revision", (context.revisions.length - from));
			if ((from < to) && ((from + 1) < context.revisions.length)){
				me.displayNextRevision(tiddlerElem, userParams, context,
					from + 1, to);
			} else if ((context.revisions.length - 1) > to) {
				me.showMoreButton(tiddlerElem, context, userParams, to + 1);
			}
		};
		me.shiftVisibleDown(userParams.title, callback);
	},

	createRevisionObject: function(tiddlerElem, context, userParams, text) {
		var newPosition = me.calculatePosition(tiddlerElem, context);
		return $('<div class="revisions tiddler" />')
			.css({
				position: "absolute",
				top: newPosition.top,
				left: newPosition.left,
				"z-index": me.zIndex + 1,
				height: userParams.defaultHeight,
				width: userParams.defaultWidth
			})
			.attr("revName", userParams.title)
			.append(text)
			.insertBefore(tiddlerElem);
	},

	// move the already present revisions down by 1 to fit the next one in
	shiftVisibleDown: function(title, callback) {
		var revisions = $("[revName='%0'].revisions".format([title]));
		var revisionCount = revisions.length;

		$(revisions).animate({top: "+=" + me.offsetTop},
				me.shiftDownDelay, function() {
					revisionCount -= 1;
					if ((callback) && (!revisionCount)) {
						callback();
					}
				});
	},

	// where we put the new revision
	calculatePosition: function(elem, context) {
		var offset = $(elem).offset();
		var currentPosition = $(elem).position();
		var newPosition = {
			top: currentPosition.top - me.offsetTop
		};
		if ((context.restrictLeft) ||
				((offset.left - me.offsetLeft) <
				$("#contentWrapper").offset().left)) {
			newPosition.left = $(elem).position().left;
			context.restrictLeft = true;
		} else {
			newPosition.left = currentPosition.left - me.offsetLeft;
		}
		return newPosition;
	},

	// equivalent of displayNextRevision, but for the more button
	showMoreButton: function(tiddlerElem, context, userParams, moreIndex) {
		userParams.from = moreIndex + 1;
		me.shiftVisibleDown(userParams.title, function() {
			var btn = me.createRevisionObject(tiddlerElem, context, userParams,
				"");

			var more = createTiddlyButton(btn[0], "more...", "show more revisions",
				function() {
					if ($(".viewRevision").length) {
						return;
					}
					userParams.tiddlerElem = btn[0];
					$(btn).text("")
						.append(revBtn
							.getRevisionText(btn[0], context.revisions[moreIndex]))
						.attr("revision", context.revisions.length - moreIndex);
					me.expandStack(context, userParams);
				});
			$(more).css("float", "right");
		});
	},

	stripRevFromTitle: function(revisionTitle) {
		return revisionTitle.split(/ ?\[rev\. #[0-9]+\]$/)[0];
	},

	onClickRevision: function(revElem, revision, callback) {
		// don't do anything if we are still loading
		if ($(".revisions").hasClass("loading")) {
			return null;
		}

		var origTitle = me.stripRevFromTitle(revision.title);
		if ($(revElem).hasClass("viewRevision")) {
			$(".revisions").addClass("loading");
			me.slideIn(revElem, revision, origTitle, function() {
				store.deleteTiddler(revision.title);
				revision.title = origTitle;
				$(revElem).text("").append(revBtn.getRevisionText(revElem,
						revision))
					.removeAttr("tags").removeAttr("tiddler")
					.removeAttr("refresh").removeAttr("template")
					.removeAttr("id");
				$(".revisions").removeClass("loading");
				if (callback) {
					callback();
				}
			});
			$(revElem).removeAttr("prevPos").removeClass("viewRevision");
		} else {
			var viewRevision = function() {
				var prevPos = $(revElem).position().left;
				$(revElem).addClass("viewRevision").attr("prevPos", prevPos);
				$(".revisions").addClass("loading");
				me.showRevision(revElem, revision, function(rev) {
					me.slideOut(revElem, rev, origTitle, function() {
						$(".revisions").removeClass("loading");
					});
				});
			};
			// make sure another revision isn't already out
			if ($(".viewRevision").length) {
				var newRevElem = $(".viewRevision")[0];
				var newRevision = store.getTiddler($(newRevElem)
					.attr("tiddler"));
				me.onClickRevision(newRevElem, newRevision, viewRevision);
			} else {
				viewRevision();
			}
		}
	},

	slideOut: function(revElem, revision, title, callback) {
		var leftMostPos = $("[revName='%0'].revisions".format([title]))
			.offset().left;
		var width = $(revElem).width();
		var originalLeftPos = $(story.getTiddler(title))
			.position().left;

		var slideAmount = leftMostPos + width - me.visibleSlideAmount;
		$("[revName='%0'].revisions:not(.viewRevision)".format([title]))
			.animate({left: "-=" + slideAmount}, 1000);
		$(revElem)
			.attr("baseHeight", $(revElem).css("height"))
			.css("height", "auto")
			.animate({left: originalLeftPos}, 1000, callback);
	},

	slideIn: function(revElem, revision, title, callback) {
		var slideAmount = $(revElem).offset().left -
			$(story.getTiddler(title)).offset().left;
		var origRevPos = $(revElem).attr("prevPos");

		$("[revName='%0'].revisions:not(.viewRevision)".format([title]))
			.animate({left: "+=" + slideAmount}, 1000);
		$(revElem).animate({left: origRevPos}, 1000, function() {
			$(revElem)
				.css("height", $(revElem).attr("baseHeight"))
				.removeAttr("baseHeight");
			callback();
		});
	}
};

var revBtn;
config.macros.slideRevision = revBtn = {
	btnText: "created by %0 at %1 on %2",
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		var btn = revBtn.getRevisionText(place, tiddler);
		$(place).append(btn);
	},

	getRevisionText: function(place, revision) {
		var text = revBtn.btnText.format([revision.modifier,
			revision.modified.formatString("0hh:0mm"),
			revision.modified.formatString("0DD MMM YYYY")]);
		var btn = $('<a href="javascript:;" class="button revButton" />')
			.text(text)
			.click(function() {
				var revElem = story.findContainingTiddler(this);
				me.onClickRevision(revElem, revision);
			});
		return btn;
	}
};

})(jQuery);
//}}}
Advantages are ways in which the features can be used to help the user: So it the answer to the user asking //"So what?"//
!Examples
* //...which means it's easy to use.//
* //And because the duradyne rotor it operates silently//
* //So it provides extra security//
!Impact
|Sales Phase|Impact|Comments|h
|Early in the sales cycle|Slightly positive|Most effective in the first visit|
|Later in the sales cycle|Neutral|Later in the cycle advantages are more effective than features|
|Middle of the sales cycle|Positive|Advantages have a continously less positive effect on the buyers as the sales cycle proceeds|

Advantages lead to [[Objections]] because a seller offers a solution where the buyer did not express an [[Explicit Need]]
<<image /static/files/MBI/Module%2016/advantage.jpg width:600>>
** Aims for fast profit
** Aims to push opportunistic arguments to close the deal
** Aims to close the deal as soon as possible
** The sale is a 'transaction' (quick deal and then its done)
** Uses ''closed questions'' aimed to focus the customer
** Relies heavily on marketing

See also [[Consultative sales]]
{{{
config.macros.GoogleVideoFragment = {
  handler: function (place, macroName, params, wikifier, paramString, tiddler)
  {
     var movie;

     if (params[0] != null)
     {
           movie = params[0];
     }

     resultString = '<html>';
     resultString += '<object width="425" height="344">';
     resultString += '<param name="movie" value="http://www.youtube.com/v/';
     resultString += movie;
     resultString += '&hl=en&fs=1">';

     resultString += '</param><param name="allowFullScreen" value="true">';
     resultString += '</param><param name="allowscriptaccess" value="always">';
     resultString += '</param><embed src=';
     resultString += 'http://www.youtube.com/v/';

     resultString += movie;
     resultString += '&hl=en&fs=1" ';
     resultString += 'type="application/x-shockwave-flash" allowscriptaccess="always" allowfullscreen="true" width="425" height="344">';
     resultString += ' </embed></object> ';
     resultString += '</html>';

     wikify(resultString,place);
   }
 }
}}}
There are four possible outcomes of any sales interaction:

* ''Order''
** Clear written commitment to buy
* ''Advance''
** An //advance// is an agreement with the buyer that moves the sale forward
** I'd like you to talk to my partner next week
** [[Planning advances]]
* ''Continuation''
** The discussion continues without an agreement or action
** "Great tooling, call me in 6 months"
** A continuation is unsuccesful, no matter how complimentary the buyer seems!
* ''No-sale''
** A very clear rejection or refusal to buy
** Listen carefully to customer needs
** Uses ''open questions'' aimed to explore the needs
** Summarize needs
** Create a 'personalized value proposal'
** Joinly develop the solution
** "He understands my problem" versus "He understands his solution"
** ''Even a consultative sale needs to be finalized using closed questions''
** Less need for marketing

See also: [[Manipulative sales]]
[[StyleSheetTiddlySpace]]
Book tips on this subject:
<<forEachTiddler
    where
        'tiddler.tags.contains("Book")'
    sortBy 
         'tiddler.title.toUpperCase()'
 script
 '
 function getFirstLine(s,a,rc,rt) {
 var r = "";
 var m = s.match(/\s*(.*)/);
 if (a == undefined)
 {
    r = m != null && m.length >= 1 ? m[1] : ""
 }
 else
 {
   r = "Author: " + a;
 }
if (rc == undefined)
{
  r = r + ", @@color(red):Not read yet@@";
}
else
{
  if (rc == true)
  {
    r = r + ", \'\'@@color(green):Completed@@\'\'";
  }
  else
  {
    r = r + ", To read";
  }
}
if (rt == undefined)
{
  r = r + ", not rated";
}
else
{
    r = r + ", @@color(green):" + rt + "@@";
}


 return (r);
 }
 '
 write
 '"* [["+tiddler.title+"]]"+", \/\/"+ getFirstLine(tiddler.text, tiddler.data("Author"), tiddler.data("ReadingCompleted"), tiddler.data("Rating"))+"\/\/\n"' 
>>

<<newTiddlerWithForm NewBookTemplate "New book"  '"Title"' askUser>>
List of tiddlers containing video fragments:

<<forEachTiddler
 where
 'tiddler.tags.contains("Video")'
 sortBy 
        'tiddler.title.toUpperCase()'
 script
 '
 function getFirstLine(s) {
 var m = s.match(/\s*(.*)/);
 return m != null && m.length >= 1 ? m[1] : "";
 }
 '
 write
 '"[["+tiddler.title+"]]\n"' 

>>
<<YouTubeFragment OwN3J1VytH4>>
Different roles in the DMU are:

* Users
* Buyer
* Decider
* Gatekeeper
** Gatekeepers can say "no" but they cannot say "yes"
* Influencer

A special role at the customer is the ''//coach//''. Who is the person that:
* Wants you to win
* Helps/Guides you through the opportunity
* Has credibility with the other buying influencer
* Is part of the decision making unit
* Can be more than one person

The DMU can perceive your offering in the following ways:
* [[Growth|Growth perceivers in the DMU]]
* [[Trouble|Trouble perceivers in the DMU]]
* [[Neutral|Neutral perceivers in the DMU]]
* [[Overconfident|Overconfident perceivers in the DMU]]

You can use the following rating scheme to assess each member in the DMU:

|Rating|Verbal indication|h
|5|Advocate|
|4|Strongly supportive|
|3|Supportive|
|2|Interested|
|1|Will go along|
|-1|Probably won't resist|
|-2|Uninterested|
|-3|Negative|
|-4|Very negative|
|-5|Anti sponsor|
/***
|''Name''|TiddlyTagMindMap2|
|''Requires''|excanvas jit-yc|
|''Version''|2.0.0|
!Parameters
See http://mindmaps.tiddlyspace.com#How to use
* fieldType
!StyleSheet
.ttmm {
	overflow: hidden;
	position: relative;
	height: 200px;
}
.ttmm .node {
	cursor: pointer;
	font-size: 0.7em;
}

.nodeMissing {
	color: #ccc;
}

.nodeVisited {
	color: Purple;
}

.depth0 {
	border: solid 1px black;
}
!Todo
* html labels have id of the node. This is really bad and should be fixed in the jit core.
***/
//{{{
(function($){

var tiddler = {title: "TiddlyTagMindMap2Plugin"};
var name = "StyleSheetTiddlyTagMindMap";
config.shadowTiddlers[name] = store.getTiddlerText(tiddler.title +
"##StyleSheet");
store.addNotification(name, refreshStyles);
config.shadowTiddlers.TiddlyTagMindMapNodeTemplate = "<<view title text>>";
var macro = config.macros.TiddlyTagMindMap = {
	
	rootNode: "TiddlyTagMindMapRootNode",
	defaultOptions: {
		id: null,
		rootNode: null,
		field: [ "tags" ], // dictates the parent node
		fieldsAreList: true,
		width: null,
		height: null,
		nodeType: "square",
		nodeColor: '#ddeeff',
		nodeSize: 4,
		centerOn: false,
		edgeColor: '#C17878',
		directed: false,
		edgeType: null,
		edgeWidth: 1.5,
		template: "TiddlyTagMindMapNodeTemplate",
		filter: false,
		maxNodeNameLength: false,
		labelDepth: false,
		exclude: "excludeLists",
		vizType: "radial",
		animate: true, //*
		ignoreLoneNodes: true, //*
		caseSensitive: false, //*
		hideRoot: true,
		valuePrefix: false
	},
	init: function() {
		macro._active = {};
		var _displayTiddler = Story.prototype.displayTiddler;
		Story.prototype.displayTiddler = function(srcElement,tiddler,template,animate,unused,customFields,toggle,animationSrc) {
			var el = _displayTiddler.apply(this, arguments);
			var id = typeof(tiddler) == 'string' ? tiddler : tiddler.title;
			macro.centerAll(id);
			return el;
		};
		
		var _saveTiddler = TiddlyWiki.prototype.saveTiddler;
		TiddlyWiki.prototype.saveTiddler = function(title, newTitle, newBody, modifier,
				modified, tags, fields, clearChangeCount, created, creator) {
			var tid = _saveTiddler.apply(this, arguments);
			macro.updateAllGraphs();
			return tid;
		};
		var _removeTiddler = TiddlyWiki.prototype.removeTiddler;
		TiddlyWiki.prototype.removeTiddler = function(title) {
			var tid = store.getTiddler(title);
			var flag = _removeTiddler.apply(this, arguments);
			macro.updateAllGraphs(title);
			return flag;
		};
	},
	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		var options = macro.getOptions(place, paramString);
		var data = macro.getData(options);
		var id = options.id || "ttmm2_%0".format([Math.random()]);
		if(macro._active[id]) {
			$(document.getElementById(id)).empty();
		}
		var container = $("<div />").addClass("ttmm").attr("id", id).
			css({width: options.width, height: options.height}).appendTo(place)[0];
		$(container).dblclick(function(ev) {
			ev.stopPropagation();
		});
		macro.renderGraph(container, data, options);
	},
	getNodeLabelId: function(containerId,id) {
		return "node-%0-%1".format([containerId, id])
	},
	updateAllGraphs: function(changed) {
			for(var i in macro._active) {
				var el = document.getElementById(i);
				if(el) {
					var cache = macro._active[i];
					var deleted = document.getElementById(macro.getNodeLabelId(i, changed));
					if(cache) {
						var options = cache.options;
						var viz = cache.viz;
						var data = macro.getData(options);
						macro._refresh(viz, data, options);
						viz.refresh();
						$(deleted).remove();
					}
				} else {
					macro._active[i] = false;
				}
			}
	},
	centerAll: function(id) {
		for(var i in macro._active) {
			var el = document.getElementById(i);
			if(el) {
				var cache = macro._active[i];
				if(cache) {
					var viz = cache.viz;
					if(viz.graph.hasNode(id)) {
						viz.onClick(id);
					}
				}
			} else {
				macro._active[i] = false;
			}
		}
	},
	renderGraph: function(container, data, options) {
		if(options.vizType == "hypertree") {
			macro._renderHypertree(container, data, options);
		} else {
			macro._renderRGraph(container, data, options);
		}
	},
	_getViz: function(type, container, options) {
		var containerId = $(container).attr("id");
		var viz = new $jit[type]({ 
			injectInto: containerId,
			Navigation: {
				enable: true,
				panning: true,
				zooming: 10
			},
			Node: {
				color: options.nodeColor,
				type: options.nodeType,
				overridable: true,
				width: options.nodeSize,
				dim: options.nodeSize,
				height: options.nodeSize
			},
			Edge: {
				color: options.edgeColor,
				lineWidth: options.edgeWidth,
				type: options.edgeType,
				overridable: true,
				dim: 15
			},
			onBeforeCompute: function(node){},
			onAfterCompute: function(){},
			onCreateLabel: function(domElement, node){
				var el = $(domElement).empty();
				if(!options.maxNodeNameLength) {
					var ctx = store.tiddlerExists(node.id) ? store.getTiddler(node.id) : new Tiddler(node.id);
					var template = store.getTiddlerText(options.template);
					template = template ? template : store.getTiddlerText("TiddlyTagMindMapNodeTemplate");
					wikify(template, domElement, null, ctx);
				} else {
					var text = el.text();
					var maxLength = options.maxNodeNameLength;
					if(maxLength) {
						if(text.length > maxLength) {
							var diff = (text.length - maxLength);
							text = "%0...".format([text.slice(0, text.length - diff)]);
						}
					}
					el.text(text);
				}
				el.attr("id", macro.getNodeLabelId(containerId, node.id));
				var rgraph = this;
				var wasClick = false;
				$(domElement).click(function(ev){
					wasClick = true;
					window.setTimeout(function() {
						if(wasClick) {
							var cache = macro._active[containerId];
							if(cache && cache.visitedNodes) {
								cache.visitedNodes[node.id] = true;
							}
							options.centerOn = node.id;
							viz.onClick(node.id);
						}
					}, 300);
				});
				$(domElement).dblclick(function(ev) {
					wasClick = false;
					story.displayTiddler(ev.target, node.id);
					ev.stopPropagation();
					return false;
				});
			},
			onPlaceLabel: function(domElement, node){
				var el = $(domElement);
				var depth = node._depth;
				if(options.labelDepth && depth > options.labelDepth) {
					el.hide();
					return;
				}
				el.show();
				var existingDepth = el.attr("node-depth");
				if(existingDepth) {
					el.removeClass("depth%0".format([existingDepth]));
				}
				el.attr("node-depth", depth);
				el.addClass("depth%0".format([depth]));
				if(options.hideRoot && node.data.root) {
					el.hide();
				}
				if(node.data.missing) {
					el.addClass("nodeMissing");
					if(options.missingColor) {
						el.css({ color: "#ccc" });
					}
				}
				var cache = macro._active[containerId];
				if(cache && cache.visitedNodes && cache.visitedNodes[node.id]) {
					el.addClass("nodeVisited");
				}
			}
		});
		return viz;
	},
	_refresh: function(viz, data, options) {
		viz.labels = false; // hack
		viz.loadJSON(data);
    //compute positions and plot.
    try {
			viz.refresh();
		} catch(e) {
		}
		if(options.centerOn) {
			viz.onClick(options.centerOn);
		}
	},
	_patch: function(viz) {
		// customisations
		var _plotLine = viz.constructor.Plot.prototype.plotLine;
		var _plotNode = viz.constructor.Plot.prototype.plotNode;
		viz.constructor.Plot.prototype.plotLine = function(adj, canvas, animating) {
			if(adj.nodeFrom.id != macro.rootNode && adj.nodeTo.id != macro.rootNode) {
				_plotLine.apply(this, arguments);
			}
		}
		viz.constructor.Plot.prototype.plotNode = function(node, canvas, animating) {
			if(node.id != macro.rootNode) {
				_plotNode.apply(this, arguments);
			}
		};
	},
	_renderHypertree: function(container, data, options) {
		var ht = macro._getViz("Hypertree", container, options);
		macro._patch(ht);
		var id = $(container).attr("id");
		macro._active[id] = {
			data: data,
			viz: ht,
			options: options,
			visitedNodes: {}
		};
		macro._refresh(ht, data, options);
    //end
    ht.controller.onAfterCompute();
	},
	_renderRGraph: function(container, data, options) {
		var rgraph = macro._getViz("RGraph", container, options);
		macro._patch(rgraph);
		//load JSON data
		var id = $(container).attr("id");
		macro._active[id] = {
			data: data,
			viz: rgraph,
			options: options,
			visitedNodes: {}
		};
		macro._refresh(rgraph, data, options);
	},
	refresh: function(container) {
		var id = $(container).attr("id");
		var cache = macro._active[id];
		if(cache) {
			var data = cache.data;
			var options = cache.options;
			var rgraph = cache.viz;
		}
	},
	getData: function(options) {
		var root = options.rootNode || macro.rootNode;
		options = options ? options : macro.defaultOptions;
		options._tiddlers = options.filter ? store.filterTiddlers(options.filter) : store.getTiddlers(null, options.exclude);
		return macro._createNode(root, options);
	},
	getOptions: function(container, paramString) {
		var listOptions = ["field"]; // will be saved as lists
		var numberOptions = ["labelDepth"];
		var args = paramString.parseParams("name", null, true, false, true)[0];
		var options = {};
		merge(options, macro.defaultOptions);
		for(var id in args) {
			if(true) {
				var p = args[id];
				if(listOptions.contains(id)) {
					options[id] = p;
				} else if(numberOptions.contains(id)){
					options[id] = parseFloat(p[0]);
				} else {
					options[id] = p[0];
				}
			}
		}
		options.fieldsAreList = options.fieldType && options.fieldType == "string" ? false : true; 
		options.width = options.width ? parseInt(options.width) : $(container).width();
		options.height = options.height ? parseInt(options.height) : $(container).height();
		options.edgeType = options.directed ? "arrow" : options.edgeType;
		options.hideRoot = options.hideRoot && options.hideRoot == "no" ? false : true;
		// note hyperline doesn't work for RGraph
		var defaultEdgeType = options.vizType == "hypertree" ? "hyperline" : "line";
		if(!options.edgeType) {
			options.edgeType = defaultEdgeType;
		} else {
			options.edgeType = options.edgeType == "hyperline" && options.vizType != "hypertree" ? "line" : options.edgeType;
		}
		return options;
	},
	lookupFieldValue: function(tiddler, options) {
		var allValues = [];
		for(var i = 0; i < options.field.length; i++) {
			var fieldName = options.field[i];
			var values = tiddler[fieldName] ? tiddler[fieldName] : tiddler.fields[fieldName];
			if(options.fieldsAreLists) {
				values = typeof(values) == "string" ? values.readBracketedList() : values;
			} else {
				values = typeof(values) == "string" ? [ values ] : values;
			}
			if(values) {
				for(var j = 0; j < values.length; j++) {
					allValues.pushUnique(values[j]);
				}
			}
		}
		return allValues;
	},
	lookupTiddlers: function(tiddlers, value, options) {
		var matches = [];
		for(var i = 0; i < tiddlers.length; i++) {
			var tiddler = tiddlers[i];
			var values = macro.lookupFieldValue(tiddler, options);
			if(values && values.indexOf(value) > -1) {
				matches.push(tiddler);
			}
		}
		return matches;
	},
	_getChildNodes: function(title, options) {
		var children = [];
		var tiddlers = options._tiddlers;
		if(title == macro.rootNode) { // get all tiddlers with no tags
			var tags = {};
			for(var i = 0; i < tiddlers.length; i++) {
				var tiddler = tiddlers[i];
				var values = macro.lookupFieldValue(tiddler, options);
				if(values.length === 0) {
					var node = macro._createNode(tiddler.title, options);
					node.data.orphan = true;
					if(node) {
						children.push(node);
					}
				} else {
					for(var j = 0; j < values.length; j++) {
						var value = values[j];
						var tiddler = store.getTiddler(value);
						if(!tiddler) {
							var node = macro._createNode(value, options);
							if(node) {
								node.data.orphan = true;
								children.push(node);
							}
						}
					}
				}
			}
		} else {
			var lookup = options.valuePrefix ? "%0%1".format([options.valuePrefix, title]) : title;
			var matches = macro.lookupTiddlers(tiddlers, lookup, options);
			if(matches) {
				// TODO: support strings to array
				for(var i = 0; i < matches.length; i++) {
					var node = macro._createNode(matches[i].title, options);
					if(node) {
						children.push(node);
					}
				}
			}
		}
		return children;
	},
	_createNode: function(title, options) {
		var children = macro._getChildNodes(title, options);
		var node = {
			id: title,
			name: title,
			data: {
				missing: store.tiddlerExists(title) ? false : true,
				visited: false,
				root: title == macro.rootNode,
				weight: children.length
			},
			children: children
		};
		return node;
	}
};
})(jQuery);
//}}}
In [[Selling the wheel]] four phases in a product's life cycle are identified

* Birth ("The wheel revolution")
* Fast Growth ("The wheel advances")
* Incremental Growth ("Everybody wants wheels!")
* Maturity ("Billions and billions of wheels!")

These are highly similar to the phase described (a bit better in) [[Crossing the chasm]]@mbi. The point of this book and what it adds is that because the customers are different in each phase, the sales approach and skills needs to be different:

|Phase|Phrase|Sales skill|Customer|h
|[[Birth]]|''The technology is new''|[[Closer]]|[[Gateswingers]]|
|[[Fast Growth]]|''The technology advances''|[[Wizard]]|[[Progressive customers]]|
|[[Incremental Growth]]|''The technology goes into widespread use''|[[Relationship Builder]]|[[Relationship Customers]]|
|[[Maturity]]|''The technology is standardized''|[[Captain and Crew]]|[[World Customers]]|

A [[Closer]] can be recognized by high energy, (s)he will be extrovert, charming but also manipulative. A closer is willing to do whatever it takes to close the sale, whenever, wherever. Closers will sell a dream. Usually they are engaged in one sale per customer and are looking quickly for the next big thing. A [[Wizard]] is knowledgeable and technical savvy. A confident, "Buttoned down" personality. Both a team player and a team leader. Professional demeanor and attire. Enjoys the challenge of creating unique solutions for customers. Thrives on managing complexity. A [[Relationship Builder]] is a solid citizen, fun loving, likable. Hardworking. Good marriage, civic minded. Optimistic but also pragmatic. Lifestyle is upscale but not extravagant. Team members in a [[Captain and Crew]] sales force are generally upbeat, outgoing, happy go lucky. Just average folks, similar to the customer.

|Item|[[Closer]]|[[Wizard]]|[[Relationship Builder]]|[[Captain and Crew]]|h
|''Major drives''|A big time need to succeed. Too much money is almost enough|Sees sales as a stepping stone to a managing position|Needs the security and sense of belonging of an organization. Prefers sales to management|Satisfied with making a decent living|
|''Important skills''|Qualifying, Presenting, Resolving objections, Closing. Be able to build a "dream" picture of the results of purchasing|Needs to have good organization and communication skills. Needs to be highly skilled in resolving objections|Resolving objections. Closing. Developing good relations. Building repeat business. Have an inner sense that the customer always comes first|All aspects of customer service. Must be able to handle 'social fatigue' so as to withstand constant contact with the public.|
|''Presentation''|Entertaining, Exciting, Sometimes even dramatic|Tend to be formal, sit down. Conference room affairs. Good audio visual aids and literature are a must!|Might take place on the golf course or in a restaurant. Emphasize a superior delivery of the familiar not the new. Show that you offer a better implementation of a standard solution|Simple and short. An explanation of the features and options. The more skilled salespeople are able to highlight aspects of importance to the typical customer|
|''Closing''|Ask for the sale immediately after the presentation. Offer a limited time for acceptance. Give "permission" to buy. Overall, inject a strong emotional push to people on the fence: either fear or desire|Suggest a starting date. Send a letter of agreement. Recommend a smaller scale pilot to test performance and results|Be there pronto when the customer needs you. Often a handshake is all that is required to seal the deal|Help the customer feel comfortable by the decision to buy. Empathize return policies. Price protection. Highlight reasons for the customer to buy. Make checkout easy.|
The rule of 'Authority' states that people are put under ''//strong pressure for compliance when requested by an authority figure//''. 

!The key to using the principle of Authority
Deference to authorities can occur in a mindless fashion as a kind of decision-making shortcut. When reacting to authority in an automatic fashion there is a tendency to often do so in response to the mere symbols of authority rather than to its substance.

Three types of symbols have been demonstrated through research as effective in this regard:
# ''Titles''
# ''Clothing''
# ''Automobiles'' 
In separate studies investigating the influence of these symbols individuals that possessed one or another of these symbols, even without other legitimizing credentials, were accorded more deference or obedience by those they encountered. Moreover, in each instance, those individuals who deferred and/or obeyed these individuals underestimated the effect of authority pressures upon their behavior.

!Resisting the rule of Authority
Asking two questions can attain a meaningful defense against the detrimental effects of undue influence gained through authority.
# Is this authority truly an expert?
## The first question directs our attention away from symbols and toward actual evidence for authority status. 
# How truthful can we expect this expert to be? 
## The second advises us to consider not just the expert's knowledge in the situation, but also his or her //trustworthiness//.
### With regard to this second consideration, we should be alert to the trust-enhancing tactic in which a communicator may first provide some mildly negative information about himself or herself. This can be seen as a strategy to create the perception of honesty making subsequent information seem more credible to those listening. 

!Examples
Once someone has accepted you as an authority, they will follow your instructions even against their own judgment, ethics, and feelings (Milgram, 1974).
* Example: Milgram’s (1974) obedience study where persons where proving electrical shocks up to dangerous levels.
* Example: Sanka made a commercial for decaffeinated coffee that was so successful that it ran for years, which featured an actor who had played a doctor on a medical show extolling the health benefits of decaf (p. 183)
* Example: Nearly all pedestrians complied when an experimenter in a guard costume instructed them to pay someone else’s parking meter, even if the guard was no longer present (Bickman, 1974)
* Example: 3½ times as many people will sweep out into traffic following a jaywalker dressed in a well-tailored business suit (Lefkowitz, Blake, & Mouton, 1955).

!Practical tips
* To appear as an expert you need to have ''credentials'' and to appear as ''credible''
This chapter starts to talk about [[Dealing with rejection]]

!Key points
* Rejection is the most painful phase of the selling process
* There are four ways of [[Dealing with rejection]]
* Rejection is a root cause, but discouragement can be a result
* Four ways to deal with discouragement are:
** Find a way to de-stress
** Build a life outside of your work
** Give away yourself
** Connect to something beyond yourself
* Personalize your sales for greater sales success
* Life is mostly packaging but you can't buff a turd
* Sell every product & service your customer needs but not a penny more!
/***
|''Name''|TiddlySpaceToolbar|
|''Description''|augments tiddler toolbar commands with SVG icons|
|''Author''|Osmosoft|
|''Version''|0.6.6|
|''Status''|@@beta@@|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/TiddlySpaceToolbar.js|
|''CodeRepository''|http://github.com/TiddlySpace/tiddlyspace|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''CoreVersion''|2.5.0|
|''Requires''|ImageMacroPlugin|
|''Keywords''|toolbar icons SVG|
!Description
replaces tiddler toolbar commands with SVG icons if available
!Notes
requires [[ImageMacroPlugin|http://svn.tiddlywiki.org/Trunk/contributors/JonRobson/plugins/ImageMacroPlugin/plugins/ImageMacroPlugin.tid]]

SVG icons are drawn from tiddlers titled {{{<command>.svg}}}
In readonly mode a tiddler called {{{<command>ReadOnly.svg}}} will be used if it exists.
!TODO
* rename (IconToolbarPlugin?)
* support more than one more popup menu in the toolbar.
!Code
***/
//{{{
(function($) {

if(!config.macros.image) {
	throw "Missing dependency: ImageMacroPlugin";
}

var macro = config.macros.toolbar;

macro.icons = {
	cloneTiddler: "editTiddler"
};

var _handler = macro.handler;
macro.handler = function(place, macroName, params, wikifier,
		paramString, tiddler) {
	var toolbar = $(place);
	toolbar.attr({
		refresh: "macro",
		macroName: macroName
	}).data("args", arguments);
	var status = _handler.apply(this, arguments);
	if(tiddler.isReadOnly()) {
		toolbar.addClass("toolbarReadOnly");
	} else {
		toolbar.removeClass("toolbarReadOnly");
	}
	var parsedParams = paramString.parseParams("name")[0];
	if(parsedParams.icons && parsedParams.icons == "yes") {
		this.augmentCommandButtons(place);
	}
	if(parsedParams.more && parsedParams.more == "popup") {
		// note we must override the onclick event like in createTiddlyButton
		// otherwise the click event is the popup AND the slider
		$(".moreCommand", place).each(function(i, el) {
			el.onclick = macro.onClickMorePopUp;
		});
		// buttons that are after a less command should not be in more menu.
		$(".lessCommand ~ .button", place).appendTo(place);
		$(".lessCommand", place).remove();
	}
	return status;
};

macro.refresh = function(place, params) {
	var args = $(place).empty().data("args");
	this.handler.apply(this, args);
};

var imageMacro = config.macros.image;
macro.augmentCommandButtons = function(toolbar) {
	$(".button", toolbar).each(function(i, el) {
		var cmd = $(el).attr("commandname");
		cmd = cmd ? cmd : "moreCommand"; // XXX: special-casing of moreCommand due to ticket #1234
		var icon = store.tiddlerExists(cmd) ? cmd : macro.icons[cmd];
		var text = $(el).text();
		if(readOnly) {
			var readOnlyAlternative = "%0ReadOnly".format([icon]);
			if(store.tiddlerExists(readOnlyAlternative)) {
				icon = readOnlyAlternative;
			}
		}
		if(store.tiddlerExists(icon)) {
			$(el).css({display: "inline-block"}).empty();
			imageMacro.renderImage(el, icon, { alt: text });
		}
	});
};

// provide onClickMore to provide extra commands in a popup
macro.onClickMorePopUp = function(ev) {
	ev = ev || window.event;
	var sibling = this.nextSibling;
	if(sibling) {
		var commands = sibling.childNodes;
		var popup = Popup.create(this);
		$(popup).addClass("taggedTiddlerList");
		for(var i = 0; i < commands.length; i++) {
			var li = createTiddlyElement(popup, "li", null);
			var oldCommand = commands[i];
			var command = oldCommand.cloneNode(true);
			command.onclick = oldCommand.onclick;
			li.appendChild(command);
		}
		Popup.show();
	}
	ev.cancelBubble = true;
	if(ev.stopPropagation) {
		ev.stopPropagation();
	}
	return false;
};

})(jQuery);
//}}}
sales
The hardest part of sales is dealing with rejection. In [[How you make the sale]] author Frank McNair gives us the following tips:

# ''Don't take it personally''
## Even though you take everything you have into the sale it is important to remember that i rejection is not likely to be //because of you//
## More likely they //''reject your business proposition''//
# ''Learn what you can from every rejection''
## Try to get to the root cause of the buyers decision
## Remember quadrant 2 of [[The Problem Awareness Grid]]. Make sure that you invest in the relationship and wait.
# ''Play the percentages''
## It is impossible to get a 100% hit rate. Hearing "no" will be more common than hearing "yes"
## Know your hitrate and focus on what you have acomplished.
# ''Remember: they can't hate you. they don't even know you''
The 8 steps identified in [[The Sales Process]] are not complete. There are a few additional steps:

!Prospects and leads
* Identifying prospects
* Lead generation

!Sales qualification
* Qualifying leads

Once prospects and leads are identified the other steps apply:
* [[Step 1, Research prior to the sale]]

!Sales bidding and negotiation
* [[Step 2, Meet and greet]]
* [[Step 3, Discovery]]
* [[Step 4, Features and benefits]]
* [[Step 5. Making the case and presenting the solution]]
* [[Step 6, The objective is objections: dealing with resistance]]
* [[Step 7, Closing: it is OK to ask for the order]]

!Order fulfillment

!Sales follow up
* [[Step 8, Following up for ongoing profitability]]
!URL
http://www.slideshare.net/thomasvdc/persuasion-herding-the-digital-sheep?from=ss_embed

!Description
Presentation with good visuals introducing the six principles of influence.

<html>
<div style="width:425px" id="__ss_2749091"> <strong style="display:block;margin:12px 0 4px"><a href="http://www.slideshare.net/thomasvdc/persuasion-herding-the-digital-sheep" title="Persuasion: herding the digital sheep">Persuasion: herding the digital sheep</a></strong> <iframe src="http://www.slideshare.net/slideshow/embed_code/2749091" width="425" height="355" frameborder="0" marginwidth="0" marginheight="0" scrolling="no"></iframe> <div style="padding:5px 0 12px"> View more <a href="http://www.slideshare.net/">presentations</a> from <a href="http://www.slideshare.net/thomasvdc">Thomas Vande Casteele</a> </div> </div>
</html>
In [[How you make the sale]] a buying sign is defined to be a sign from your prospective customer that he or she feels like you have made the case for your product and that your product will solve the problem that brought them in in the first place: Example buying signs are:

* When can you make delivery
* What APR are you charging fro these days?
* Can you deliver it today?
* How much discount do you give for cash?
* How much wiggle room do you have on price?
* I really like this one but i have a better price from another vendor.
* How much will you give me as a trade allowance?
A ''//Develop attack//'' strategy is an attack whereby you develop a position for a possible future attack. There is often no real compelling event at the moment. There is no opening for buying a new solution yet. You cannot compete with the existing vendors for the moment.

<<image /static/files/MBI/Module%2020/developattack.png width:500>>

The approach consist of:
* INVEST
** Listen en wait until you asked to participate
** Establish a presence
** Invest in your product to meet potential future access to the account
** Establish credibility within the account so that they will include you
* DELAY
** Attractive future alternative
** Inside alignment
** FUD
** Estyablish the value of conducting an in depth analysis to oversee the whole decision.
In [[Selling the wheel]] hiring a ''//Wizard//'' is one of the different sales strategies a company can deploy. This sales strategy works best in the [[Fast Growth]] phase of the [[Maturity phases in a product's life cycle]].

!The Wizard
||Description|h
|!Personality|||
|''Character''|Confident, "Buttoned down. Both a team player and a team leader. Professional demeanor and attire. Enjoys the challenge of creating unique solutions for customers. Thrives on managing complexity|
|''Major drives''|Sees sales as a stepping stone to a managing position|
|''Important skills''|Needs to have good organization and communication skills. Needs to be highly skilled in resolving objections|
|!Marketing|||
|''Ideal company to image''|Smart, Progressive, Superior, Advanced technology, A team of experts to support you; the customer. Offering customer systems much better than the current standard|
|''To generate sales leads''|Offer free knowledge Write articles for professional journals. Mail reprints to prospects. Publicize technical accomplishments. Do speaking engagements. Do problem-solution style advertising|
|''Qualifying customers''|You are often going to be dealing at multiple levels at the customers organization. You need the right contacts at each level. Where you are starts depends upon what you are selling|
|!Sales|||
|''Sales Presentation''|Tend to be formal, sit down. Conference room affairs. Good audio visual aids and literature are a must!|
|''Typical Objections''|Does the benefit outweigh the cost and headaches of making a radical change? Is this design really the best solution?|
|''Resolve by''|Showing a realistic timetable for completion. Present data to demonstrate that the pain is worth the gain|
|''Closing''|Suggest a starting date. Send a letter of agreement. Recommend a smaller scale pilot to test performance and results|
|!Service|||
|''Great service means''|Total support. Doing whatever is necessary to provide results as promised. Taking measures to minimize disruptions to the customers operations|
|''Key to repeat business''|Due to the maturity state of the technology, often leads to a repeat sale. Suggest improvements that may lead to add-on sales. Forge good working relationhips and look for new projects you can competently execute|
Features are about the raw facts and information about your product. //"What can your product do?"//
!Examples
* //We have sixty branch offices//
* //The X3 model can collate up to 100 copy sets//
* //Basic cost is $42000,-//
* //There is a five-year warranty//
!Impact
|Sales Phase|Impact|Comments|h
|Early in the sales cycle|Negative||
|Later in the sales cycle|Neutral||
|Middle of the sales cycle|Positive|Complex selling cycles of technical products, buyers may demand lots of product details|
''Users respond more favorably to Features than decision makers do''
!Practical tips
* For a potential buyer each feature in a product adds to the overall cost of the product. Imagine a sales person telling:
** "Our insurance policy covers also all hospital surgery and private accommodation"
** A buyer would immediately think "That's going to be expensive"
* Claiming advantages without asking first whether the buyer has a need for them because the buyer starts raising [[Objections]]. Imagine a sales person tell "One of the main advantages of the policy is that your children will also be covered". But selling that to a person without children...

Example general features are:
* Price
* Physical dimension

Features that are not coupled to needs will be perceived as too expensive and unneccesary in the buyers mind:

<<image /static/files/MBI/Module%2016/Feature.jpg width:600>>
!1) They must sound natural.
Everyone can hear it when you’re reading from a list or a script. It just sounds awful. This makes me feel like I’m on the world’s worst sales call, which is damn close to the world’s worst fate. You make things sound natural through repetition. Practice your questions all the time. Practice them in your head, practice while you’re driving. Think about a call from yesterday and ask where you missed good questions. Play it over in your head, and then revise those sections mentally until they are perfect.

!2) No salesy questions.
I’ve banned any question that sound like canned “salesy” questions. If any slip through on our team I strangle them, drown them, and bury them in the desert. And then I turn my attention to the question.

I never want to lose sight of the fact that this is a conversation about how to solve a problem, and I want my questions to further that conversation, not make my prospect roll his eyes.

An example of a salesy question is what the sales books call a “tie down” question. It goes like this: “Having a secure house is important, isn’t it?” Barf. Everyone sees right through this manipulative question.

!3) Actually ask the questions.
You would be stunned at how often question asking is neglected, or how little time is spent on it. Paul Kenny, sales consultant and owner of Ocean Learning, says that the average time that elapses between the end of the initial chit chat and the launch of the pitch is about forty-nine seconds. Forty-nine!  You couldn’t get much more than my name in forty-nine seconds. It’s the biggest missed opportunity in sales.

!4) Ask open questions.

There are three types of questions:

* A selection question: “Do you want the red pill or the blue pill?”
* A closed question: “Oh my god. Was that the dog?”
* An open question: “How did you end up down there?”

Open questions are the ones you want to favor. These expand the conversation and receive fuller answers. Closed questions are necessary, but when relied upon too much they invite short, clipped answers.  “Do you want pizza?” invites one kind of answer, and “What are you in the mood to eat?” invites a completely different kind.

Open questions that get a sales call going could be, “What prompted you to look at FogBugz?” or “Since you’re using Bugzilla but looking at FogBugz, can you tell me a bit about what’s not working for you now?” Sometimes you’ll get a short answer to an open question, but that’s fine; just ask another open question.

!5) Ask questions until you understand everything you need to.
I’ve seen reticence on the part of some sales people around asking repeated questions. They feel like the questions are intrusive and bothersome, and anyway, they’re straining like greyhounds waiting to start their product demo. This is a mistake.

If your prospect describes an internal process you don’t understand, uses an acronym or jargon that’s foreign to you, or simply says something in an unclear way, keep asking questions until you understand properly.

!6) Take notes.
You think you are going to remember that conversation you had, but you’re wrong. Write your notes as soon as you get off the phone. Just make it part of your habit.
<<tiddler [[Authority]]>>
The following list includes very common and general benefits people are looking for:
Money:
* Make more money
* Spend less money
* Save more money
* Have more money
Time
* Work less / Fewer hours
* Save time
* Have more time off
Relationships:
* Look good to others
* Be attractive
* Be part of a winning team
* Work with folks i like
* Make a contribution
* Make a difference
* Be heard or valued
* Get recognition / be a hero
Personal development:
* Learn something new
* Use new technology
* Unlock full potential
* Do competent / quality work
Security:
* Reduce risk
* Avoid pain
* Minimize fear
* Be safe
* Be secure
* Have fewer hassles
* Be left alone
* Be more productive
* Be vindicated
* Feel hard
Purpose:
* Play more
* Have fun
* Serve god / Higher purpose
* Look good to myself
* Be autonomous
@@Please do not modify this tiddler; it was created automatically upon space creation.@@
This site is build as a [[tiddlywiki|http://www.tiddlywiki.com]] and hosted using [[tiddlyspace|http://www.tiddlyspace.com]] technololgy.  Reading ~TiddlyWikis is easy, but takes some getting used to. Rather than scrolling up and down a long web page or word processing document, you open small chunks of information ("microcontent") written in boxes called "tiddlers." You read what you need from a tiddler, then close it with the close button at the top right hand corner of the tiddler.

When a tiddler is opened up, it appears at the top of the screen or below the tiddler used to link to it. After opening a few tiddlers in succession, you might feel overwhelmed by all the open tiddlers. Not to worry.

    * You can close every tiddler but the one you are using by clicking on the close others button.
    * If you have multiple tiddlers open, you can use the jump button to quickly go to the open tiddler you desire without having to scroll up and down.
    * See here for information on the other buttons at the top right of the tiddler.

To search for a tiddler, you can use the search window at the top right of the screen. All the tiddlers that contain the word that you search for will appear.  Use 'search' on (right of the screen) to find information on a topic, for instance:
* Search for M3 to find all notes taken during module '3'. Module numbers can be found at the left
* Search for 'Reading' to see abstract of articles
* Search for 'Session notes' to see notes taken during the training
Click on a module on the left to navigate to a certain module or module session.
Top sellers close more calls effectively by 
* Turning continuations into advances
* Understanding what kind of advance can make the call succesful
* Setting realistics closing objectives that move the sale forward.

By actively brainstorming and planning advances a buyer can move to the sale faster.

!Examples
* Meet the department director
* Get the project manager to all two of our satisfied customers
* Get a meeting arranged with all the members of the [[DMU]]
* Set up introduction to the regional sales manager
* Get their list of vendor selection criteria
* Get contact to propose a pilot field test
* Get an introduction to other department heads
* Get an NDA signed
/***
|''Name''|TiddlySpaceSearcher|
|''Version''|0.2.5|
|''Requires''|TiddlySpaceConfig TiddlySpaceFollowingPlugin|
***/
//{{{
(function($) {
var tiddlyspace = config.extensions.tiddlyspace;
var tsScan = config.macros.tsScan;

config.shadowTiddlers.SearchTemplate = "<<view server.bag SiteIcon label:no width:24 height:24 preserveAspectRatio:yes>> <<view server.bag spaceLink title external:no>> in space <<view server.bag spaceLink>>";
config.shadowTiddlers.StyleSheetSearch = [".resultsArea .siteIcon { display: inline; }",
	".searchForm {text-align: left;}"].join("\n");
store.addNotification("StyleSheetSearch", refreshStyles);

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		error: "please provide a search query or a tag, modifier or title!",
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		spaceAdvanced: "only in the space: ",
		notspaceAdvanced: "but not in the spaces: ",
		tagsAdvanced: "with the tags: "
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	andConstructor: function(container, label, fieldname, negationMode) {
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		$(el).data("container", container);
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		search.fieldConstructor(container, locale.titleAdvanced, "title");
		search.fieldConstructor(container, locale.modifierAdvanced, "modifier");
		search.fieldConstructor(container, locale.spaceAdvanced, "space");
		search.andConstructor(container, locale.notspaceAdvanced, "space", true);
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		search.advancedOptions(form);
		var query = $('<h2 class="query"/>').appendTo(place)[0];
		var results = $("<div />").appendTo(place).addClass("resultsArea")[0];
		var lookup = function(url) {
			if(!url) {
				results.empty().addClass("error").text(locale.error);
				return;
			}
			config.extensions.tiddlyweb.getStatus(function(status) {
				$(query).text(locale.query);
				var href = status.server_host.url + url;
				$("<a />").attr("href", href).text(href).appendTo(query);
				tsScan.scan(results, { url: url, emptyMessage: search.locale.noResults, cache: true,
					template: "SearchTemplate", sort: "title", callback: function(tiddlers) {
						$("<h2 />").text(locale.resultsHeader.format(tiddlers.length)).prependTo(results);
					}
				});
			});
		};
		$(form).submit(function(ev) {
			ev.preventDefault();
			var url = search.constructSearchQuery(form);
			config.macros.tsSearch.lastSearch = url;
			lookup(url);
		});
		if(search.lastSearch) {
			lookup(search.lastSearch);
		}
		return form;
	},
	handler: function(place) {
		var container = $("<div />").addClass("searchForm").appendTo(place)[0];
		search.constructForm(container);
	}
};

})(jQuery);
//}}}
Examples of groups of questions you may want to explore during a sales cycle include:
* Reputation / Perception (of manufacturer, sales person, product)
* Price (gross and net)
* Cost ((not the same as price, includes price of maintenance)
* Financing
* Productivity ? Efficiency
* Quality
* Image (not the same as reputation, more status focussed)
* Service (availability,. quality and training of service people)
* Warranty
* Technology
* Complexity
* Product Options
* Purchase
* Delivery
* Uses and applications
* Problems
<<formTiddler [[NewBookTemplate]]>><data>{"Author":"Frank mcNair","Title":"How you make the sale","ReadingCompleted":true,"Rating":"****"}</data>
<html>
<iframe src="http://rcm.amazon.com/e/cm?lt1=_blank&bc1=000000&IS2=1&npa=1&bg1=FFFFFF&fc1=000000&lc1=0000FF&t=httptiddlyweb-20&o=1&p=8&l=as1&m=amazon&f=ifr&ref=qf_sp_asin_til&asins=1402204353" style="width:120px;height:240px;" scrolling="no" marginwidth="0" marginheight="0" frameborder="0"></iframe>
</html>

Summary:
How you make the sale is an instructive practical book with guidelines and a process for sales. It describes the following steps in the sales process:

[[Chapter 1, Selling as a service]]
[[Chapter 2, how buyers decide to buy]]
[[Chapter 3, How does as sale unfold?]]
[[Chapter 4, Research prior to the sale]]
[[Chapter 5, Meet and greet]]
[[Chapter 6. Discovery]]
[[Chapter 7, Features and Benefits]]
[[Chapter 8, Making the Case]]
[[Chapter 9, Dealing with Resistance]]
[[Chapter 10, It is OK to ask for the order]]
[[Chapter 11, Following up for ongoing profitability]]
[[Chapter 12, Launching your sales ship for a successful voyage]]

!The Sales Process 
<<tiddler [[The Sales Process]]>>
In the four defined maturity phases in a product's life cycle the third phase is ''//Incremental Growth//''. The technology becomes accepted by the majority of a potential market. Though it still continues to advance, improvements come in less dramatic steps. Products become 'feature rich' and options become a marketing tool. Those who buy and use these products are familiar with performance issues and can hold informed conversations about them.

|Phase|Description|h
|Product|More advanced, new features and options. Increased Complexity|
|Sales skills required|[[Relationship Builder]]|
|Customer characteristics|[[Relationship Customers]]|

!!Customer characteristics
<<tiddler [[Relationship Customers]]>>
!!Sales skills required
<<tiddler [[Relationship Builder]]>>
<html>
<img src="/static/files/Work/Dirk-Jan/dsn.jpg" width="150" style="float:left;margin:5px 20px 5px 0" />
Dirk-Jan Swagerman is a result driven innovation and development director and coach. Capable of getting things done. Enjoying people, technology and multi site multi disciplinary innovation and development. Fulfilled software architecture, functional  management and project leading roles. Practical hands on manager with process affinity. Conceptual and creative thinker. Demonstrated ability to build strong cross site and cross functional relationships. Strong experience with Czech and United States work cultures. My goal is learn and expand my in company entrepreneurial business skills. This was the reason to start with Master of Business Innovation program at Tias Nimbas in March 2010. I completed this program in June 2012. In the context of the study i started to host my own tiddlyspace for notekeeping and bookmarking on different subjects.
<br>
<br>
After the MBI study I started to coach startups using my <a href="http://mbi.dirkjanswagerman.nl">Master of Business Innovation</a> website as a resource for learning and reference. If you are interest in a free first coaching session please contact me at <a href="mailto:djswagerman@chello.nl">Dirk-Jan Swagerman</a> or through my linkedin account below. You can read about the coaching approach <a href="http://blog.dirkjanswagerman.nl/innovation-coaching-for-startups/">here.</a> 
<br>
<br>
<br>
<br>
<iframe allowtransparency="true" frameborder="0" scrolling="no"
  src="//platform.twitter.com/widgets/follow_button.html?screen_name=djswagerman"
  style="width:300px; height:20px;"></iframe>
<br>
<a href="http://nl.linkedin.com/in/djswagerman">
      
          <img src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" width="160" height="33" border="0" alt="View Dirk Jan Swagerman's profile on LinkedIn">
        
    </a>
</html>
/***
|''Name:''|FCKeditorPlugin|
|''Description:''|Wysiwyg editor for TiddlyWiki using FCKeditor.|
|''Version:''|1.1.1|
|''Date:''|Dec 21,2007|
|''Source:''|http://visualtw.ouvaton.org/VisualTW.html|
|''Author:''|Pascal Collin|
|''License:''|[[BSD open source license|License]]|
|''~CoreVersion:''|2.2.0|
|''Browser:''|Firefox 2.0; InternetExplorer 6.0, others|
!Demo:
On the plugin [[homepage|http://visualtw.ouvaton.org/VisualTW.html]], see and edit [[WysiwygDemo]].
!Installation:
#download and unzip [[FCKeditor|http://www.fckeditor.net/download]] (by default, in a wiki subfolder, such that the relative path "fckeditor/fckeditor.js" is right).
#import [[FCKeditorPlugin]] (systemConfig tagged)
#add the following text to MarkupPreHead : {{{<script type="text/javascript" src="fckeditor/fckeditor.js"></script>}}}
#customize FCKeditorPath if needed (in MarkupPreHead and in options below)
#save and reload
#use the <<toolbar editHtml>> button in the tiddler's toolbar (in default ViewTemplate) or add {{{editHtml}}} command in your own toolbar.
! Useful Addons
*[[HTMLFormattingPlugin|http://www.tiddlytools.com/#HTMLFormattingPlugin]] to embed wiki syntax in html tiddlers.<<br>>//__Tips__ : When this plugin is installed, you can use anchor syntax to link tiddlers in wysiwyg mode (example : #example). Anchors are converted back and from wiki syntax when editing.//
*[[TaggedTemplateTweak|http://www.TiddlyTools.com/#TaggedTemplateTweak]] to use alternative ViewTemplate/EditTemplate for tiddler's tagged with specific tag values.
!Configuration options :
|FCKeditor folder (absolute or relative)|<<option txtFCKeditorPath>> |
|FCKeditor custom configuration script path (relative or absolute)<<br>>[[Example|fckeditor/editor/custom_config.js]] : {{{ fckeditor/editor/custom_config.js}}}|<<option txtFCKCustomConfigScript>>|
|Toolbar name ("Default", "Basic" or custom)<<br>>See [[FCKeditor documentation|http://wiki.fckeditor.net/Developer%27s_Guide/Configuration/Toolbar]] for more information on custom toolbars|<<option txtFCKToolbar>>|
|FCKeditor default height (if blank = 500px)|<<option txtFCKheight>>|
|Template called by the {{{wysiwyg}}} button|EditHtmlTemplate|
!Code
***/
//{{{
config.options.txtFCKeditorPath = config.options.txtFCKeditorPath ? config.options.txtFCKeditorPath : "/static/fckeditor/";
config.options.txtFCKCustomConfigScript = config.options.txtFCKCustomConfigScript ? config.options.txtFCKCustomConfigScript : "";
config.options.txtFCKToolbar = config.options.txtFCKToolbar ? config.options.txtFCKToolbar : "";
config.options.txtFCKheight = config.options.txtFCKheight ? config.options.txtFCKheight : "500px";

config.macros.editHtml = {
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			config.macros.edit.handler(place,macroName,params,wikifier,paramString,tiddler);

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	FCKvalues : {},
	FCKeditorUnavailable : "FCKeditor was unavailable. Check plugin configuration and reload."
}


window.FCKeditor_OnComplete= function( editorInstance ) {
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}

Story.prototype.previousGatherSaveEditHtml = Story.prototype.previousGatherSaveEditHtml ? Story.prototype.previousGatherSaveEditHtml : Story.prototype.gatherSaveFields; // to avoid looping if this line is called several times
Story.prototype.gatherSaveFields = function(e,fields){
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};

config.shadowTiddlers.EditHtmlTemplate = config.shadowTiddlers.EditTemplate.replace(/macro='edit text'/,"macro='editHtml text'");

config.commands.editHtml={
	text: "wysiwyg",
	tooltip: "Edit this tiddler with a rich text editor",
	readOnlyText: "",
	handler : function(event,src,title) {
		clearMessage();
		var tiddlerElem = document.getElementById(story.idPrefix + title);
		var fields = tiddlerElem.getAttribute("tiddlyFields");
		story.displayTiddler(null,title,"EditHtmlTemplate",false,null,fields);
		return false;
	}
}

config.shadowTiddlers.ViewTemplate = config.shadowTiddlers.ViewTemplate.replace(/\+editTiddler/,"+editTiddler editHtml");

//}}}
<<formTiddler [[NewBookTemplate]]>><data>{"Author":"Jeff Cox","Title":"Seling the wheel","ReadingCompleted":true,"Rating":"****"}</data>

<html>
<iframe src="http://rcm.amazon.com/e/cm?t=httptiddlyweb-20&o=1&p=8&l=as1&asins=0684856018&ref=tf_til&fc1=000000&IS2=1&lt1=_blank&m=amazon&lc1=0000FF&bc1=000000&bg1=FFFFFF&npa=1&f=ifr" style="width:120px;height:240px;" scrolling="no" marginwidth="0" marginheight="0" frameborder="0"></iframe>
</html>

!Summary
Easy to read book on the difference of selling and business throughout the life cycle of a new product innovation. The book is written as a story trying to sell the wheel in the times of ancient Egypt.

<<tiddler [[Maturity phases in a product's life cycle]]>>

http://htmljs.tiddlyspace.com/jquery.js
http://htmljs.tiddlyspace.com/htmljs-wikiupgrade.js
Click the "new tiddler" button towards the top right of the screen to write something in your space. You'll need to give it a title, some content and, optionally, some tags that will help you identify it later.

!Stuck for ideas?
Not sure what to write about? Not sure what to keep in your space? Other people use ~TiddlySpace for almost anything. How about some of the following:

* [[Save interesting sites|http://bookmarks.tiddlyspace.com]], images or articles from around the web so that you can refer back to them.
* [[Record your family tree|http://familytree.tiddlyspace.com]], store notes on long lost relatives or ancestors and map their relationship to you.
* [[Make up a pocketbook|http://pocketbook.tiddlyspace.com]] to store some useful information in, then print it out, [[fold it up|http://www.pocketmod.com/]], and take it with you.
* [[Plan your holiday|http://the-web-is-your-oyster.tiddlyspace.com/]], record where you're planning to go, note down places of interest and refer back to it later.
* [[Create a mindmap|http://mindmaps.tiddlyspace.com/]] to visualise your inner thoughts and see how they relate to each other.
* [[Set up a questionnaire|http://questionnaire.tiddlyspace.com/]] and get all your friends to answer it.

If you don't like any of those ideas, you can still use this space directly to keep notes and link them together, make a todo list and keep track of everything you're doing, or any one of a hundred million other things.

Still stuck? Check out the @featured space for more suggestions.

You can also [[socialise with others|How to socialise]].
<<forEachTiddler
 where
 'tiddler.tags.contains("Term")'
 sortBy 
        'tiddler.title.toUpperCase()'
 script
 '
 function getFirstLine(s) {
 var m = s.match(/\s*(.*)/);
 return m != null && m.length >= 1 ? m[1] : "";
 }
 '
 write
 '"|[["+tiddler.title+"]]"+"|"+ getFirstLine(tiddler.text)+"|\n"' 

>>
<!--{{{-->
<div class='toolbar'
	macro='toolbar [[ToolbarCommands::EditToolbar]] icons:yes'>
</div>
<div class='heading editorHeading'>
	<div class='editor title' macro='edit title'></div>
	<div class='tagClear'></div>
</div>
<div class='annotationsBox' macro='annotations'>
	<div class='editSpaceSiteIcon'
		macro='tiddlerOrigin height:16 width:16 label:no interactive:no'>
	</div>
	<div class="privacyEdit" macro='setPrivacy label:no interactive:no'></div>
	<div class='tagClear'></div>
</div>
<div class='editor' macro='edit text'></div>
<div class='editorFooter'>
	<div class='tagTitle'>tags</div>
	<div class='editor' macro='edit tags'></div>
	<div class='tagAnnotation'>
		<span macro='message views.editor.tagPrompt'></span>
		<span macro='tagChooser excludeLists'></span>
	</div>
</div>
<!--}}}-->
/***
|''Name''|TiddlySpaceFilters|
|''Description''|provide TiddlySpace-specific filter extensions|
|''Author''|Jon Robson|
|''Version''|0.6.1|
|''Status''|@@beta@@|
|''CoreVersion''|2.6.2|
|''Requires''|TiddlySpaceConfig|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
!Usage
{{{
<<tsList Private>>
<<tsList Public>>
<<tsList Draft>>
}}}
!Code
***/
//{{{
(function($) {

var tiddlyspace = config.extensions.tiddlyspace;
var privateBag = tiddlyspace.getCurrentBag("private");
var publicBag = tiddlyspace.getCurrentBag("public");

config.filterHelpers = {
	is: {
		"private": function(tiddler) {
			var bag = tiddler.fields["server.bag"];
			return bag == privateBag;
		},
		"public": function(tiddler) {
			var bag = tiddler.fields["server.bag"];
			return bag == publicBag;
		},
		draft: function(tiddler) {
			var fields = tiddler.fields;
			var bag = fields["server.bag"];
			return (privateBag == bag && fields["publish.name"]) ? true : false;
		},
		local: function(tiddler) {
			return config.filterHelpers.is["public"](tiddler) ||
				config.filterHelpers.is["private"](tiddler);
		},
		unsynced: function(tiddler) {
			return tiddler ? tiddler.isTouched() : false;
		}
	}
};

config.filters.is = function(results, match) {
	var candidates = store.getTiddlers("title");
	var type = match[3];
	for (var i = 0; i < candidates.length; i++) {
		var tiddler = candidates[i];
		var helper = config.filterHelpers.is[type];
		if(helper && helper(tiddler)) {
			results.pushUnique(tiddler);
		}
	}
	return results;
};

})(jQuery);
//}}}
<svg xmlns="http://www.w3.org/2000/svg" xmlns:xl="http://www.w3.org/1999/xlink" version="1.1" viewBox="450 366 38 57"
width="30" height="30">
	<g stroke="none" stroke-opacity="1" stroke-dasharray="none" fill="none" fill-opacity="1">
		<g>
			<path d="M 452.1094 421.2422 L 450 421.2422 L 450 423 L 487.9688 423 L 487.9688 421.2422 L 485.8595 421.2422 
			L 485.8595 377.29688 L 487.9688 377.29688 L 487.9688 375.53906 L 485.8595 375.53906 
			C 485.8595 375.53906 481.12463 371.59341 473.02023 370.52802 C 472.6824 368.9689 471.72098 366.75 468.9844 366.75 
			C 466.24783 366.75 465.28638 368.9689 464.94864 370.52802 
			C 456.84418 371.59341 452.1094 375.53906 452.1094 375.53906 L 450 375.53906 L 450 377.29688 L 452.1094 377.29688 
			Z M 467.12247 370.32086 L 467.12247 370.32086 C 467.3805 369.42395 467.90762 368.50781 468.9844 368.50781 
			C 470.0612 368.50781 470.5883 369.42395 470.84634 370.32086 
			C 470.24136 370.2848 469.62054 370.26562 468.9844 370.26562 
			C 468.34827 370.26562 467.72748 370.2848 467.12247 370.32086 Z M 454.21875 420.92804 L 454.21875 420.92804 
			C 455.46762 420.42087 456.32816 419.35281 456.32816 418.11716 L 456.32816 377.29688 L 458.4375 377.29688 
			L 458.4375 421.2422 L 454.21875 421.2422 Z M 460.5469 420.92804 L 460.5469 420.92804 
			C 461.79578 420.42087 462.65625 419.35281 462.65625 418.11716 L 462.65625 377.29688 L 464.76566 377.29688 
			L 464.76566 421.2422 L 460.5469 421.2422 Z M 466.87503 420.92804 L 466.87503 420.92804 
			C 468.1239 420.42087 468.9844 419.35281 468.9844 418.11716 L 468.9844 377.29688 L 471.09378 377.29688 
			L 471.09378 421.2422 L 466.87503 421.2422 Z M 473.2032 420.92804 L 473.2032 420.92804 
			C 474.45203 420.42087 475.31256 419.35281 475.31256 418.11716 L 475.31256 377.29688 L 477.4219 377.29688 
			L 477.4219 421.2422 L 473.2032 421.2422 Z M 479.5313 420.92804 L 479.5313 420.92804 
			C 480.78018 420.42087 481.64066 419.35281 481.64066 418.11716 L 481.64066 377.29688 L 483.75006 377.29688 
			L 483.75006 421.2422 L 479.5313 421.2422 Z" fill="black" class="glyph"/>
		</g>
	</g>
</svg>
<<tiddler [[Step 5. Making the case and presenting the solution]]>>
/***
|''Name''|RandomColorPalettePlugin|
|''Description''|Adds a random color palette to TiddlyWiki|
|''Author''|Jon Robson|
|''Version''|1.4.0|
|''Status''|stable|
|''Source''|https://github.com/jdlrobson/TiddlyWikiPlugins/raw/master/plugins/RandomColorPalettePlugin/RandomColorPalettePlugin.js|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
!Usage
{{{
<<RandomColorPalette>>
}}}
Sets and saves a random color palette on execution

{{{
<<RandomColorPaletteButton>>
}}}
Creates a button, which when clicked will change the color palette
More information at http://macros.tiddlyspace.com/#%5B%5BRandomColorPaletteButton%20macro%5D%5D
!Code
***/
//{{{
RGB.prototype.toRGBString = function() {
	return "rgb(%0,%1,%2)".format(parseInt(this.r * 255, 10),
		parseInt(this.g * 255, 10), parseInt(this.b * 255, 10))
}
function HSL_TO_RGB(h, s, l) { // h (hue) between 0 and 360, s (saturation) & l (lightness) between 0 and 1
	var c = l <= 0.5 ? 2 * l * s : ( 2 - (2 * l)) * s;
	var h1 = h / 60;
	var x = c * (1 - Math.abs((h1 % 2) - 1)); 
	var r, g, b;
	if(typeof(h) == 'undefined') {
		r = 0;
		g = 0;
		b = 0;
	} else if(0 <= h1 && h1 < 1) {
		r = c;
		g = x;
		b = 0;
	} else if(1 <= h1 && h1 < 2) {
		r = x;
		g = c;
		b = 0;
	} else if(2 <= h1 && h1 < 3) {
		r = 0;
		g = c;
		b = x;
	} else if(3 <= h1 && h1 < 4) {
		r = 0;
		g = x;
		b = c;
	} else if(4 <= h1 && h1 < 5) {
		r = x;
		g = 0;
		b = c;
	} else if(5 <= h1 && h1 < 6) {
		r = c;
		g = 0;
		b = x;
	}
	m = l - (0.5 * c);
	return new RGB(r + m, g + m, b + m);
}

(function($){
	var macro = config.macros.RandomColorPalette = {
		messagesOn: false, 
		changedPaletteText: "We have assigned you a random theme by adjusting the [[ColorPalette]] tiddler.\nDon't like it? Click <<RandomColorPalette>> for another one.", 
		handler: function(place, macroName, params, wikifier, paramString, tiddler) {
			paramString = paramString || "";
			var options = macro.getOptions(paramString);
			macro.generatePalette(options, true);
		},
		optionTypes: {
			floats: ["hue", "saturation", "darkest", "lightness", "huevariance", "dark", "pale", "light", "mid",
				"saturation_light", "saturation_pale", "saturation_mid", "saturation_dark"
			]
		},
		getOptions: function(paramString) {
			var args = paramString.parseParams("name", null, true, false, true)[0];
			var options = {};
			var numbers = macro.optionTypes.floats;
			for(var i in args) {
				options[i] = numbers.indexOf(i) > -1 ? parseFloat(args[i][0], 10) : args[i][0];
			}
			return options;
		},
		generateRandomNumber: function(min, max, info) {
			var num = (Math.random() * 1);
			info = !info ? { attempts:0 } : info;
			info.attempts += 1;
			var good = true;
			if(min == max) {
				return max;
			}
			if(min && num < min) {
				good = false;
			} else if(max && num > max) {
				good = false;
			}
			if(!good) {
				if(info.attempts < 5) {
					return macro.generateRandomNumber(min, max, info);
				} else {
					if(max) {
						return max;
					} else if(min) {
						return min;
					} else {
						return 1;
					}
				}
			}
			return num;
		},
		getExistingPalette: function(asJSON) {
			var title = "ColorPalette";
			var tiddlerText;
			if(store.tiddlerExists(title)) {
				tiddlerText = store.getTiddlerText(title);
			} else if(store.isShadowTiddler(title)){
				tiddlerText = config.shadowTiddlers[title];
			}
			if(asJSON) {
				var json = {};
				if(tiddlerText) {
					var lines = tiddlerText.split("\n");
					for(var i = 0; i < lines.length; i++) {
						var definition = lines[i].split(":");
						if(definition.length == 2) {
							var name = definition[0].trim();
							var value = definition[1].trim();
							json[name] = value;
						}
					}
				}
				return json;
			} else {
				return tiddlerText;
			}
		},
		generatePalette: function(options, save) {
			var outputRGB = options.rgb;
			var palette = macro.getExistingPalette(true);
			var hue = options.hue || Math.floor(Math.random() * 359);
			var saturation = options.saturation || macro.generateRandomNumber(0.3, 0.7);
			var dark = options.dark || options.darkest || macro.generateRandomNumber(0, 0.10);
			var pale = options.pale || options.lightness || macro.generateRandomNumber(0.90, 1);
			var delta = ( ( pale - dark ) / 3 );
			var mid = options.mid || dark + delta;
			var light = options.light || dark + (delta * 2);
			var lightness_values = {Dark: dark, Mid: mid, Light: light, Pale: pale};
			var saturation_values = {};
			for(i in lightness_values) {
				if(true) {
					saturation_values[i] = options["saturation_" + i.toLowerCase()] || saturation;
				}
			}

			var opposite_hue = (hue + 180) % 360;
			var seed = options.huevariance || Math.floor((85 * Math.random()) + 5); // we want it to be at least 5 degrees
			var huetwo = (opposite_hue + seed) % 360;
			var huethree = (opposite_hue - seed) % 360;
			if(huetwo < 0) {
				huetwo = 360 + huetwo;
			}
			if(huethree < 0) {
				huethree = 360 + huethree;
			}
			for(var j in lightness_values) {
				if(true) {
					var saturation = saturation_values[j];
					palette["Primary" + j] = HSL_TO_RGB(hue, saturation, lightness_values[j]);
					palette["Secondary" + j] = HSL_TO_RGB(huetwo, saturation, lightness_values[j]);
					palette["Tertiary" + j] = HSL_TO_RGB(huethree, saturation, lightness_values[j]);
				}
			}
			palette.Background = HSL_TO_RGB(hue, saturation, 0.92);
			palette.Foreground = HSL_TO_RGB(hue, saturation, 0.08);
			palette.ColorPaletteParameters = ["HSL([", hue, "|", seed, "], [", saturation_values.Pale, "|",
				saturation_values.Light, "|", saturation_values.Mid, "|", saturation_values.Dark, "],",
				"[", dark, "|", mid, "|", light, "|", pale, "])"].join("");
			// construct new ColorPalette
			var text = ["/*{{{*/\n"];
			var colorcode;
			for(var id in palette) {
				if(true) {
					var color = palette[id];
					colorcode = outputRGB ? color.toRGBString() : color.toString();
					text.push("%0: %1\n".format(id, colorcode));
				}
			}
			text.push("/*}}}*/");
			text = text.join("");
			if(save) {
				macro.saveColorPalette(text);
			}
			return text;
		},
		saveColorPalette: function(text) {
			var tid = store.getTiddler("ColorPalette");
			if(!tid) {
				tid = new Tiddler("ColorPalette");
				tid.fields = merge({}, config.defaultCustomFields);
			} // TODO: detect that the ColorPalette in the space comes from outside recipe
			tid.fields["server.page.revision"] = "false"; // edit conflicts dont matter

			// save the color palette in tid
			tid = store.saveTiddler(tid.title, tid.title, text, tid.modifier, tid.modified,
				tid.tags, tid.fields, false, tid.created, tid.creator);
			// an interval is used to cope with users clicking on the palette button quickly.
			if(macro._nextSave) {
				window.clearTimeout(macro._nextSave);
			}
			macro._nextSave = window.setTimeout(function() {
					autoSaveChanges(null, [tid]);
				}, 2000);
			// temporary workaround for IE.
			$.twStylesheet.remove({ id: "StyleSheetColors" });
			$.twStylesheet.remove({ id: "StyleSheet" });
			refreshAll();
			macro.reportChange();
			return tid;
		},
		reportChange: function() {
			if(macro.messagesOn) { // only display message once..
				var msgPlace = getMessageDiv();
				if(!$(".changedPalette", msgPlace)[0]) {
					var tempPlace = document.createElement("div");
					wikify("{{changedPalette{" + macro.changedPaletteText + "}}}", tempPlace);
					msgPlace.appendChild(tempPlace);
				}
			}
		}
	};
	var btnMacro = config.macros.RandomColorPaletteButton = {
			text: "New ColorPalette",
			tooltip: "Generate a random colour scheme for your TiddlyWiki",
			makeButton: function(place, options) {
				var btnHandler = function(ev) {
					var t = $(ev.target);
					var options = t.data("options");
					macro.generatePalette(options, true);
					ev.preventDefault();
					return false;
				};
				var btn = createTiddlyButton(place, this.text, this.tooltip, btnHandler);
				$(btn).data("options", options);
				return btn;
			},
			handler: function(place, macroName, params, wikifier, paramString, tiddler) {
				var options = macro.getOptions(paramString);
				btnMacro.makeButton(place, options);
			}
	};
})(jQuery);
//}}}
||Problem|No Problem|h
|Aware|Quadrant 1: ''Has a problem'' and ''knows they have a problem'' <br>''@@color(green):negotiate@@''|Quadrant 2: ''Has no problem'' and is aware of not having a problem<br>''@@color(green):wait and build relationship<br>@@''|
|Not Aware|Quadrant 3: ''Has a problem'' but is ''not aware'' <br>''@@color(green):educate@@''|Quadrant 4: ''Has no problem'' and is ''not aware'' there is no problem<br>''@@color(green):agitate and create doubt@@''|

* ''Quadrant 1, customer has a problem and knows it''
** These are the easiest customers to deal with.
** Solve the problem in favorable terms and you have the deal
* ''Quadrant 2, customer does NOT have  problem and know it''
** These are not customers you are likely to meet. If you do, it is more difficult to sell to them but not impossible.
** Your task is to raise awareness by educating the customer. Then you solve the problem, negotiate favorable terms.
** They you to this sale is knowing where you are so you can know where you need to go.
* ''Quadrant 3, customer has a problem and does NOT know it''
** They may be buying from a suppliers which is overcharging them. The may be unaware of the technology advances and buy the same product. There is a problem there to solve and the goal is to bring it into the awareness of this customer.
** The challenge here is to build a relation with the customer and wait. No hurry.
** Ask if you can contact in a few months from now.
** The current suppliers will always stumble or weaken a bit. This will be the time where you may have an opportunity.
* ''Quadrant 4, customer does NOT have a problem and does NOT know it''
** These customers believe they //may// have a probem but it is only a hunch. They lack the data. It is your job to provide this customer with data.
** The challenge here is to agitate and create doubt in the customers mind
** When you created the doubt they may move to Quadrant 1
!Object of play
The goal of this game is to create visual [[Sales scripts]] in a brainstorm like fashion.
!Number of players
Multi disciplinary group, max 5 persons
!Duration of play
1 hour
!How to play
# Brainstorm a generic story line
# Create pictographs/icons for each scene
# Follow an [[AIDA]] story line:
## Create awareness
## Create interest
## Create desire
## Move towards action
<<image /static/files/MBI/Module%2020/salesstoryboarding.JPG width:600>>

!Tips
* Use the [[Six principles of influence]]:
**  [[Reciprocity]]
** [[Commitment and consistency]]
** [[Social proof]]
** [[Likeability]]
** [[Authority]]
** [[Scarcity]]
* Use the [[SPIN]] selling questions / moments in your story board:
** ''S'' [[Situational Questions]]
** ''P'' [[Problem Questions]] (implicit needs)
** ''I'' [[Implication Questions]]
** ''N'' [[Need Payoff Questions]] (explicit needs)
||Definition|Impact|Advice|h
|[[Situational Questions]]|Finding out ''facts'' about the buyers existing situation|Least powerfull of the SPIN questions. Negative relation to success. Most people ask to many|Eliminate unnecessary Situation Questions by doing your homework in advance|
|[[Problem Questions]]|Asking about ''problems, difficulties or dissatisfactions'' that the buyer is experiencing with the existing situation|More powerful than Situation Questions. People ask more problem questions if they get experienced at selling|Think of your products or services in terms the solve for buyers, not in terms of the details of characteristics that your product possesses|
|[[Implication Questions]]|Asking questions about the ''consequences or effects'' of the buyers problems, diffulcties or satisfactions|The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions|These questions are the hardest to ask. Practice and read the tips!|
|[[Need Payoff Questions]]|Asking about the ''value or usefulness'' of a proposed solution|Versatile questions used by a great deal by top salespeople. Positive impact on customers who rate calls high in Need payoff questions as helpful and constructive|Use these questions to get buyers tell you about the benefits that your solution can offer|
<svg xmlns="http://www.w3.org/2000/svg" xmlns:xl="http://www.w3.org/1999/xlink" version="1.1" viewBox="78 222 60 60" 
width="30" height="30">
<g stroke="none" stroke-opacity="1" stroke-dasharray="none" fill="none" fill-opacity="1">
	<g>
		<path d="M 107.92718 244.14815 L 86.651474 222.89253 L 78.85206 230.69925 L 100.120415 251.9476 L 78.774 273.27396 
		L 86.57342 281.08075 L 107.927216 259.74707 L 129.39981 281.19946 L 137.19922 273.39267 L 115.73397 251.94763 
		L 137.121155 230.58054 L 129.32175 222.77374 Z" fill="black" class="glyph"/>
	</g>
</g>
</svg>
/***
|''Name''|TiddlyWebConfig|
|''Description''|configuration settings for TiddlyWebWiki|
|''Author''|FND|
|''Version''|1.3.2|
|''Status''|stable|
|''Source''|http://svn.tiddlywiki.org/Trunk/association/plugins/TiddlyWebConfig.js|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''Requires''|TiddlyWebAdaptor ServerSideSavingPlugin|
|''Keywords''|serverSide TiddlyWeb|
!Code
***/
//{{{
(function($) {

if(!config.extensions.ServerSideSavingPlugin) {
	throw "Missing dependency: ServerSideSavingPlugin";
}
if(!config.adaptors.tiddlyweb) {
	throw "Missing dependency: TiddlyWebAdaptor";
}

if(window.location.protocol != "file:") {
	config.options.chkAutoSave = true;
}

var adaptor = tiddler.getAdaptor();
var recipe = tiddler.fields["server.recipe"];
var workspace = recipe ? "recipes/" + recipe : "bags/common";

var plugin = config.extensions.tiddlyweb = {
	host: tiddler.fields["server.host"].replace(/\/$/, ""),
	username: null,
	status: {},

	getStatus: null, // assigned later
	getUserInfo: function(callback) {
		this.getStatus(function(status) {
			callback({
				name: plugin.username,
				anon: plugin.username ? plugin.username == "GUEST" : true
			});
		});
	},
	hasPermission: function(type, tiddler) {
		var perms = tiddler.fields["server.permissions"];
		if(perms) {
			return perms.split(", ").contains(type);
		} else {
			return true;
		}
	}
};

config.defaultCustomFields = {
	"server.type": tiddler.getServerType(),
	"server.host": plugin.host,
	"server.workspace": workspace
};

// modify toolbar commands

config.shadowTiddlers.ToolbarCommands = config.shadowTiddlers.ToolbarCommands.
	replace("syncing ", "revisions syncing ");

config.commands.saveTiddler.isEnabled = function(tiddler) {
	return plugin.hasPermission("write", tiddler) && !tiddler.isReadOnly();
};

config.commands.deleteTiddler.isEnabled = function(tiddler) {
	return !readOnly && plugin.hasPermission("delete", tiddler);
};

// hijack option macro to disable username editing
var _optionMacro = config.macros.option.handler;
config.macros.option.handler = function(place, macroName, params, wikifier,
		paramString) {
	if(params[0] == "txtUserName") {
		params[0] = "options." + params[0];
		var self = this;
		var args = arguments;
		args[0] = $("<span />").appendTo(place)[0];
		plugin.getUserInfo(function(user) {
			config.macros.message.handler.apply(self, args);
		});
	} else {
		_optionMacro.apply(this, arguments);
	}
};

// hijack isReadOnly to take into account permissions and content type
var _isReadOnly = Tiddler.prototype.isReadOnly;
Tiddler.prototype.isReadOnly = function() {
	return _isReadOnly.apply(this, arguments) ||
		!plugin.hasPermission("write", this);
};

var getStatus = function(callback) {
	if(plugin.status.version) {
		callback(plugin.status);
	} else {
		var self = getStatus;
		if(self.pending) {
			if(callback) {
				self.queue.push(callback);
			}
		} else {
			self.pending = true;
			self.queue = callback ? [callback] : [];
			var _callback = function(context, userParams) {
				var status = context.serverStatus || {};
				for(var key in status) {
					if(key == "username") {
						plugin.username = status[key];
						config.macros.option.propagateOption("txtUserName",
							"value", plugin.username, "input");
					} else {
						plugin.status[key] = status[key];
					}
				}
				for(var i = 0; i < self.queue.length; i++) {
					self.queue[i](plugin.status);
				}
				delete self.queue;
				delete self.pending;
			};
			adaptor.getStatus({ host: plugin.host }, null, _callback);
		}
	}
};
(plugin.getStatus = getStatus)(); // XXX: hacky (arcane combo of assignment plus execution)

})(jQuery);
//}}}
In the four defined maturity phases in a product's life cycle the second phase is ''//Fast Growth//''. As the technology advances, often in big jumps, features and options increase rapidly. In this phase there is often a custom tailored implementation for different customer needs. Though more valuable to a broader range of people, the technology stills has many skeptics.

|Phase|Description|h
|Product|More advanced, new features and options. Increased Complexity|
|Sales skills required|[[Wizard]]|
|Customer characteristics|[[Progressive customers]]|

!!Customer characteristics
<<tiddler [[Progressive customers]]>>
!!Sales skills required
<<tiddler [[Wizard]]>>
/***
|''Name''|ToggleTiddlerPrivacyPlugin|
|''Version''|0.7.1|
|''Status''|@@beta@@|
|''Description''|Allows you to set the privacy of new tiddlers and external tiddlers within an EditTemplate, and allows you to set a default privacy setting|
|''CoreVersion''|2.6.1|
|''Requires''|TiddlySpaceConfig|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/ToggleTiddlerPrivacyPlugin.js|
!Notes
When used in conjunction with TiddlySpaceTiddlerIconsPlugin changing the privacy setting will also interact with any privacy icons.

Currently use of
{{{<<setPrivacy defaultValue:public>>}}} is in conflict with {{{<<newTiddler fields:"server.workspace:x_private">>}}}

There is an option, found in the tweak tab of the backstage, called txtPrivacyMode. Set this to either ''public'' or ''private'' depending on your security preference. If you choose not to set it then it will default to ''public''.
!Params
defaultValue:[private|public]
Allows you to set the default privacy value (Default is private)

!Code
***/
//{{{
(function($) {

	var tiddlyspace = config.extensions.tiddlyspace,
		macro;
	macro = config.macros.setPrivacy = {
		handler: function(place, macroName, params, wikifier, paramString, tiddler) {
			if(readOnly) {
				return;
			}
			var el = $(story.findContainingTiddler(place)),
				args = paramString.parseParams("name",
					null, true, false, true)[0],
				container = $("<div />").
					addClass("privacySettings").
					appendTo(place)[0],
				currentSpace = tiddlyspace.currentSpace.name,
				currentBag = tiddler ? tiddler.fields["server.bag"] : false,
				// XXX: is the following reliable?
				isNewTiddler = el.hasClass("missing") || !currentBag,
				tiddlerStatus = tiddlyspace.getTiddlerStatusType(tiddler),
				customFields = el.attr("tiddlyfields"),
				defaultValue = "public",
				options = config.macros.tiddlerOrigin ?
						config.macros.tiddlerOrigin.getOptions(paramString) :
						{};
			customFields = customFields ? customFields.decodeHashMap() : {};
			if(isNewTiddler || !["public", "private", "unsyncedPrivate",
					"unsyncedPublic"].contains(tiddlerStatus)) {
				if(args.defaultValue) {
					defaultValue = args.defaultValue[0].toLowerCase();
				} else {
					defaultValue = config.options.chkPrivateMode ?
							"private" : "public";
				}
				defaultValue = defaultValue ?
						"%0_%1".format(currentSpace, defaultValue) :
						customFields["server.bag"];
				this.createRoundel(container, tiddler, currentSpace,
						defaultValue, options);
			}
		},
		updateEditFields: function(tiddlerEl, bag) {
			var saveBagField = $('[edit="server.bag"]', tiddlerEl),
				saveWorkspaceField = $('[edit="server.workspace"]', tiddlerEl),
				input = $("<input />").attr("type", "hidden"),
				workspace = "bags/" + bag;
			if(saveBagField.length === 0) {
				input.clone().attr("edit", "server.bag").val(bag).
					appendTo(tiddlerEl);
			} else {
				saveBagField.val(bag);
			}
			// reset to prevent side effects
			$(tiddlerEl).attr("tiddlyFields", "");
			if(saveWorkspaceField.length === 0) {
				input.clone().attr("edit", "server.workspace").
					val(workspace).appendTo(tiddlerEl);
			} else {
				saveWorkspaceField.val(workspace);
			}
		},
		setBag: function(tiddlerEl, newBag, options) {
			var bagStatus,
				title = $(tiddlerEl).attr("tiddler"),
				tiddler = store.getTiddler(title),
				originButton = $(".originButton", tiddlerEl)[0],
				refreshIcon,
				newWorkspace = "bags/" + newBag,
				rPrivate = $("input[type=radio].isPrivate", tiddlerEl),
				rPublic = $("input[type=radio].isPublic", tiddlerEl);
			refreshIcon = function(type) {
				var originMacro = config.macros.tiddlerOrigin;
				if(originButton && originMacro) {
					options.noclick = true;
					originMacro.showPrivacyRoundel(tiddler, type,
							originButton, options);
				}
			};
			macro.updateEditFields(tiddlerEl, newBag);
			if(tiddler) {
				tiddler.fields["server.bag"] = newBag;
				// for external tiddlers
				tiddler.fields["server.workspace"] = newWorkspace;
			}
			if(newBag.indexOf("_public") > -1) {
				rPrivate.attr("checked", false);
				rPublic.attr("checked", true);
				bagStatus = "public";
			} else {
				rPublic.attr("checked", false); // explicitly do this for ie
				rPrivate.attr("checked", true);
				bagStatus = "private";
			}
			refreshIcon(bagStatus);
		},
		createRoundel: function(container, tiddler, currentSpace,
							   defaultValue, options) {
			var privateBag = "%0_private".format(currentSpace),
				publicBag = "%0_public".format(currentSpace),
				rbtn = $("<input />").attr("type", "radio").
					attr("name", tiddler.title),
				el = story.findContainingTiddler(container);
			rbtn.clone().val("private").addClass("isPrivate").
				appendTo(container);
			$("<label />").text("private").appendTo(container); // TODO: i18n
			rbtn.clone().val("public").addClass("isPublic")
				.appendTo(container);
			$("<label />").text("public").appendTo(container); // TODO: i18n
			$("[type=radio]", container).click(function(ev) {
				var btn = $(ev.target);
				tiddler.fields["server.page.revision"] = "false";
				if(btn.hasClass("isPrivate")) { // private button clicked.
					$(el).addClass("isPrivate").removeClass("isPublic");
					macro.setBag(el, privateBag, options);
				} else {
					$(el).addClass("isPublic").removeClass("isPrivate");
					macro.setBag(el, publicBag, options);
				}
			});
			window.setTimeout(function() {
				macro.setBag(el, defaultValue, options);
			}, 100);
			// annoyingly this is needed as customFields are added to end of EditTemplate so are not present yet
			// and don't seem to respect any existing customFields.
		}
	};

}(jQuery));
//}}}
!Core Problem
* What problem are you trying to solve with this purchase?
* Why did you decide to make this purchase now?
* If this purchase solves your problem, how will things be different?
* How is thye current situation affecting your ability to get your work done?
* How do you hope that this purchase will make things better?

!Product specifications
* What is the single most important way you want this purchase to improve or be different from the products / services you currently use?
* What is the single most frustating thing about the product or service you will be replacing?
* How much output are you looking for from the new equipment?
* How much output are you getting frome the current equipment?
* What is the downtime of the current equipment?
* What do you spend on maintenance?
* What is your current efficiency level? What would you like to have?

!Competition
* Who else are you talking with about this purchase?
* Have you had any previous experience with this company?
* What other products do you consider?
* Have you had previous experience with this brand/product line?
* Do you have references for the suppliers you are considering?
* Can i give you some references to compare?

!Price
* How much is your budget for this purchase?
* Have you already committed the money or are you exploring?
* How much did you pay for the item you will be replacing?
* Where does price fit in the list of attributes that will help you make this decision?
* Have you considered total costs (downtime., maintenance, product life time) as a possible way to make the decision?

!Buying process
* Who else will be involved in making the buying decision?
* Will any end users be involved?
* Could i talk to some end users?
* When do you anticipate you will make the decision?
* What criteria will drive your decision?
* If a committee is involved in the buying decision could i meet all persons?
!UserUnplugged
<<TiddlySpaceLogin>>

!SpaceUnplugged
{{unpluggedSpaceTab{
{{wizard{
<<image unsyncedIcon width:48>> <<message messages.syncExplanation>>
}}}
{{wizard syncKey{
{{keyHeading{
Key}}}
{{changedServer keyItem{<<message macros.sync.syncStatusList.changedServer.text>>}}} {{changedBoth keyItem{<<message macros.sync.syncStatusList.changedBoth.text>>}}} {{changedLocally keyItem{<<message macros.sync.syncStatusList.changedLocally.text>>}}} {{notFound keyItem{<<message macros.sync.syncStatusList.notFound.text>>}}}
}}}
<<sync>>

!User
{{textRight{
<<TiddlySpaceLogout>>
<<tabs txtUserTab
	"Your Identities" "Manage your identities" [[Backstage##Identities]]
	"Your Spaces" "Maintain your spaces and create new ones" [[Backstage##UserSpaces]]
	"Your Password" "Change your password" [[Backstage##Password]]
>>
}}}

!Menu
{{tiddlyspaceMenu{
<<message messages.memberStatus>> <<homeLink>>
{{unsyncedList{<<message messages.syncListHeading>> <<list filter [is[unsynced]]>>}}}

<<tabs txtTiddlySpaceTab
search "search across TiddlySpace" Backstage##Search
help "quick access to useful space resources" Backstage##Resources
>>
running TiddlySpace@glossary version <<message extensions.tiddlyweb.status.tiddlyspace_version>>
}}}

!Resources
[[blog|@@blog]]
[[documentation|@@docs]]
[[featured spaces|@@featured]]

!Search
<<tsSearch>>

!Space
<<followSpace>>
<<tabs txtSpaceTab
	members Members Backstage##SpaceMembers
	includes "include spaces" Backstage##SpaceInclusions
	tiddlers "tiddlers control panel" Backstage##Tiddlers
	plugins "Manage installed plugins" PluginManager
	batch "Perform batch operations on public/private tiddlers" Backstage##BatchOps
	options "TiddlyWiki options" Backstage##Options
	tweaks "Tweak the appearance and behaviour of TiddlyWiki" AdvancedOptions
	import "Import tiddlers from a TiddlyWiki" Backstage##FileImport
	export "Export this TiddlySpace for offline use" Backstage##Export
>>

!FileImport
<<fileImport>>

!Export
You can download this TiddlySpace as an offline TiddlyWiki:
{{chunkyButton{<<exportSpace>>}}}

!Identities
You can associate your account with multiple identities. If you have an open id for example you could log into TiddlySpace with that as well as a TiddlySpace user account.
<<TiddlySpaceIdentities add>>
{{inlineList{
	<<TiddlySpaceIdentities list>>
}}}
{{backstageClear{}}}

!Login
<<tabs txtLoginTab 
"TiddlySpace Username" "Login via a TiddlySpace username and password" Backstage##UserUnplugged
"OpenID" "Login via an OpenID"  Backstage##TabOpenID
"Register" "Register a TiddlySpace account" Backstage##TabRegister
>>

!TabOpenID
<<TiddlySpaceLogin openid>>

!TabRegister
<<TiddlySpaceRegister>>

!Options
upload a <<message messages.privacySetting>> file:
<<binaryUpload>>
<<search>><<closeAll>><<permaview>><<newTiddler>><<newJournal "DD MMM YYYY" "journal">><<saveChanges>><<slider chkSliderOptionsPanel OptionsPanel "options »" "Change TiddlyWiki advanced options">>

!Password
<<TiddlySpaceChangePassword>>

!SpaceInclusions
This space includes the public tiddlers from the following spaces:
<<TiddlySpaceInclusion list>>
<<TiddlySpaceInclusion passive>>

!SpaceMembers
The following people are members of the space ''<<message extensions.tiddlyspace.currentSpace.name>>''. Only members have access to the private tiddlers in a space.
<<TiddlySpaceMembers list>>
<<TiddlySpaceMembers add>>

!Tiddlers
<<tabs
	txtMainTab
	"Recent" "Recently edited tiddlers" TabTimeline
>>

!BatchOps
<<tabs
	txtPublisherTab
	"Private" "Move tiddlers from private to public" Backstage##BatchPrivate
	"Public" "Move tiddlers from public to private" Backstage##BatchPublic
>>

!BatchPrivate
<<TiddlySpacePublisher type:private>>

!BatchPublic
<<TiddlySpacePublisher type:public>>

!UserSpaces
<<TiddlySpaceSpaces add>>
You are currently a member of the following spaces.
{{inlineList{
<<TiddlySpaceSpaces list>>
}}}
{{backstageClear{}}}
In [[How you make the sale]] a hot button is defined as a for a buyer highly appealing feature of your product. Sales people need to now their products hot buttons very well.
/***
|''Name''|TiddlySpaceRevertRevision|
|''Description''|Revert to a previous revision|
|''Author''|BenGillies|
|''Version''|0.1|
|''Status''|unstable|
|''Source''|http://github.com/TiddlySpace/tiddlyspace|
|''CodeRepository''|http://github.com/TiddlySpace/tiddlyspace|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''CoreVersion''|2.6.0|
|''Requires''|TiddlyWebAdaptor TiddlySpaceRevisionView|
!Usage
Add a control button to revert to a particular revision.

The button must be called from within a revision, as generated by TiddlySpaceRevisionView
!Code
***/
//{{{
(function($) {

config.commands.revert = {
	text: "revert",
	tooltip: "make this revision the current one",
	handler: function(ev, src, title) {
		var revElem = story.getTiddler(title);
		var tidToRevert = store.getTiddler($(revElem).attr("revName"));

		var revision = store.getTiddler(title);
		if ((revision) && (tidToRevert)) {
			tidToRevert.text = revision.text;
			var newFields = merge({}, revision.fields);
			for (var fieldName in newFields) {
				if (fieldName.substr(0, 7) === "server.") {
					delete newFields[fieldName];
				}
			}
			merge(tidToRevert.fields, newFields);
			tidToRevert.tags = merge([], revision.tags);
			tidToRevert.fields.changecount = 1;
			delete tidToRevert.fields.doNotSave;

			store.saveTiddler(tidToRevert.title, tidToRevert.title,
				tidToRevert.text, null, null, tidToRevert.tags,
				tidToRevert.fields, false, tidToRevert.created, tidToRevert.creator);

			autoSaveChanges(true);
		}
	}
};

})(jQuery);
//}}}
# [[Opening]]
# [[Investigating]]
# [[Demonstrating capability]]
# [[Obtaining commitment]]
<svg xmlns="http://www.w3.org/2000/svg" xmlns:xl="http://www.w3.org/1999/xlink" version="1.1" viewBox="2 724 68 55" 
width="30" height="30">
<g stroke="none" stroke-opacity="1" stroke-dasharray="none" fill="none" fill-opacity="1">
	<g>
		<path d="M 2.25 756 L 11.25 747 L 24.75 760.4994 L 60.750004 724.4994 L 69.75 733.49902 
		L 24.749977 778.49976 Z" fill="#101010" class="glyph"/>
	</g>
</g>
</svg>
{{{
config.macros.PDF = {
  handler: function (place, macroName, params, wikifier, paramString, tiddler)
  {
     var url;

     if (params[0] != null)
     {
           url = params[0];
     }

     resultString = "<html>";
     resultString += '<iframe src ="http://docs.google.com/gview?url='
     resultString += url;
     resultString += ' &embedded=true" style="width:600px;height:340px;" frameborder="0"';
     resultString += '</iframe>'
     resultString += '</html>';

     wikify(resultString,place);
   }
 }
}}}
[[Menu approach]]
[[Customer referral approach]]
Understanding the sales process (outlined in part one) makes objections seem a lot less daunting. Recall that you are figuring out what the problem is (by asking questions), you’re making your presentation (using lots of vivid stories, and talking about benefits), and you’re explicitly asking for the sale.

Read [[Dealing with Objections]] for tips on handling resistance and view objections as a request for more information.
* Be eager to want to hear all of the objections.  Want them to come up early and forcefully expressed.
* Think of an objection as a map. It points you into the right direction.
* An objection is simply a request for more information.
* Objections shouldn’t make you wilt; objections should make you ask more questions.
* If you can’t just kill the objection, then you’re back to asking [[Questions]].  
* Get in front of a common objection by just bringing it up first. If you have a really expensive product you might say, “We’re not the cheapest, but…”
* Never, ever, ever argue with your prospects.
* Always go back to asking questions. 
** Probe. Feel around. Try to find out why this is a concern. Try to figure out as much useful information around the issue as you can. Ask them how important that concern is; after all, not all objections are equally serious. Almost always you’ll find some grounds to defeat the objection. Every conversation is different, but this process really works.

The basic thing you need to know is that objections fall on you. They are a simple indication that you have not yet given the prospect everything he needs in order to make the decision. You just need to find out what that information is and give it to him. That’s all.

Once you have the information you need, deal with the objection. Get a tech person on the call. Explore workarounds. Look for reframing opportunities. Relate how others dealt with this issue. Weigh it next to other benefits. You may even have to simply admit a deficiency in your product, which is always preferable to dissembling about it.

!Example.

“I don’t think I can use FogBugz because it doesn’t have both severity and priority.”
I could launch into my speech about why having both makes no sense, but that’s too combative. A question is the answer.

Instead, you might say, “So can you describe for me how you use severity and priority now?” And they’ll tell you. And then you may have some more questions, or you might move gently into your severity/priority speech.

For sales technique-combining bonus points, you would tie this speech to some benefits: how using only one of the two saves time, how it reduces case entry overhead, how it increases adoption. Then, if you had a story about another company who stopped using severity and lived to tell about it, well then, you just did a triple axle. Take a bow. The persuasive content of this exchange would be very high.

That conversation is an example of [[Reframing]]@nlp, and it’s something you’ll be doing a lot. People frequently have very specific notions of what they “need”, but you will often find that these requirements, when you scratch at them a bit, are not requirements at all, and if you can show them a better way to get where they want to go, not only will they agree to go that way, they’ll be very enthusiastic about it.

But what if re-framing fails? In the example above, we could actually just kill the objection because you can have severity and priority in FogBugz; we just think it’s a bad idea.
@@Please do not modify this tiddler; it was created automatically upon space creation.@@
Welcome to [[Dirk-Jan Swagerman's|http://nl.linkedin.com/in/djswagerman]] [[tiddlyspace|www.tiddlyspace.com]]. I host my own tiddlyspace for notekeeping and bookmarking on different subjects. The site is primairly aimed for my own use, infrequently i may [[blog|http://blog.dirkjanswagerman.nl]] on topics that may interest me. You can explore different subjects in the menu bar on top and in addition the following spaces may be of your interest:

* [[Mbi|http://mbi.dirkjanswagerman.nl]], study notes for my Master of Business Innovation study at ~Tias-Nimbas
* [[Sales|http://sales.dirkjanswagerman.nl]], summary of 3 books on sales, negotiation and influence.
* [[Games|http://games.dirkjanswagerman.nl]], started reading the book [[Gamestorming]]@games but extended with other games i stumbled upon
* [[Software|http://software.dirkjanswagerman.nl]], bookmarks on software
* [[Management|http://management.dirkjanswagerman.nl]], softskills and management bookmarks (for instance around [[DISC|http://disc.dirkjanswagerman.nl]] and [[Situational Leadership|http://situationalleadership.dirkjanswagerman.nl]]

From my time at Philips Healthcare:
* [[FDA Regulation|http://fda.dirkjanswagerman.nl]], my summary of FDA regulation for medical devices.

From my time at FEI:
* [[Microscopy|http://microscopy.dirkjanswagerman.nl]], lectures and bookmarks about microscopy.
* [[Nanotechnology|http://nanotechnology.dirkjanswagerman.nl]], bookmarks on nano tech in general

Please send me an [[email|mailto://dirkjan@dirkjanswagerman.nl]] if you feel i need to remove certain contents from the site due to copyright infringements.

!About this space
<<tiddler [[About this space]]>>

!About ~Dirk-Jan
<<tiddler [[About Dirk Jan]]>>

!How to use
This site is build as a [[tiddlywiki|http://www.tiddlywiki.com]] and hosted using [[tiddlyspace|http://www.tiddlyspace.com]] technololgy.  Reading ~TiddlyWikis is easy, but takes some getting used to. Rather than scrolling up and down a long web page or word processing document, you open small chunks of information ("microcontent") written in boxes called "tiddlers." You read what you need from a tiddler, then close it with the close button at the top right hand corner of the tiddler.

When a tiddler is opened up, it appears at the top of the screen or below the tiddler used to link to it. After opening a few tiddlers in succession, you might feel overwhelmed by all the open tiddlers. Not to worry.

* You can close every tiddler but the one you are using by clicking on the close others button.
* If you have multiple tiddlers open, you can use the jump button to quickly go to the open tiddler you desire without having to scroll up and down.
* See here for information on the other buttons at the top right of the tiddler.

To search for a tiddler, you can use the search window at the top right of the screen. All the tiddlers that contain the word that you search for will appear.  Use 'search' on (right of the screen) to find information on a topic, for instance:
* Search for M3 to find all notes taken during module '3'. Module numbers can be found at the left
* Search for 'Reading' to see abstract of articles
* Search for 'Session notes' to see notes taken during the training
Click on a module on the left to navigate to a certain module or module session.

!Log In
<<TiddlySpaceLogin>>
!Sign Up
<<TiddlySpaceRegister>>

!Log Out
<<TiddlySpaceLogout>>
In [[Selling the wheel]] Attracting a ''//Relationship Builder//'' is one of the different sales strategies a company can deploy. This sales strategy works best in the [[Incremental Growth]] phase of the [[Maturity phases in a product's life cycle]].

!The Relationship Builder
||Description|h
|!Personality|||
|''Character''|Solid Citizin, fun loving, likable. Hardworking. Good marriage, civic minded. Optimistic but also pragmatic. Lifestyle is upscale but not extravagant|
|''Major drives''|Likes the entrepreneurial spirit of sales, but needs the security and sense of belonging of an organisation. Prefers sales to management|
|''Important skills''|Resolving objections. Closing. Developing good relations. Building repeat business. Have an inner sense that the customer always comes first|
|!Marketing|||
|''Ideal company to image''|Tried and true. Years of experience. Established but up to date. Champion of today's standard|
|''To generate sales leads''|Offers a free service. Use social networking to meet new prospects|
|''Qualifying customers''|The [[Wizard]] looks for prospects. The builder seeks accounts. Your goal is to identify the best customers, the one who are going to give you repeat business.|
|!Getting the sale|||
|''Sales Presentation''|Might take place on the golf course or in a restaurant. Emphasize a superior delivery of the familiar not the new. Show that you offer a better implementation of a standard solution|
|''Typical Objections''|Tend to resolve around issues brought up by the customers in-house experts such as "Can you meet our special specifications and delivery requirements?" Price is an issue but not the most important one.|
|''Resolve by''|Supporting and working with in house experts. Be an ally not an enemy. Make adjustments to satisfy special needs.|
|''Closing''|Be there pronto when the customer needs you. Often a handshake is all that is required to seal the deal|
|!Service|||
|''Great service means''|No hassles. Fast delivery. Prompt exchange or money refund if the customer is dissatisfied. Policies empowering people to work with the customer to bend the rules to make a difference|
|''Key to repeat business''|Consistent quality and a low price. Do everything possible not to lose customers once you have them. Keep the buying experience pleasant, easy and problem free. Try to make buying fun. Deliver friendly service|
In [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] an //implied need// is defined as a statement of a buyers problem, dissatisfaction or difficulty with a //current// situation. A customer with an implied need ''has a problem but is NOT aware of it (yet...)''.  Implied needs are not enough to close a sale.

The bigest mistake that less successful sellers make in developing needs is to ''respond to an implied need introducing their solution''.

See also [[Explicit Need]]
<<image /static/files/MBI/Module%2016/impliedandexplicitneeds.jpg width:600>>
!Examples
* I'm spending too much on postage each month
* My car has been needing a lot of maintenance lately
* Our patients are complaining about having to wait an hour after they check iin at the desk and have stopped coming. (//stopped coming reflects dissatisfaction//)
* Our communication systems are not as flexible as i'd like
The following sheet can help you track progress over time for assessing an opportunity: 

||||||Date|||||Date|
||||||You|Competitor A|Competitor B|||You|Competitor A|Competitor B|h
||''Is there an opportunity?''|
|1|Customer application or project|Defined|+|
|||Undefined|-|
|2|Customer Business Profile|Known|+|
|||Unknown|-|
|3|Customer Financial Position|Strong|+|
|||Weak|-|
|4|Access to funds|Yes|+|
|||No|-|
|5|[[Compelling event]]|Defined|+|
|||Undefined|-|
||''Can we compete?''||
|6|Formal decision criteria|Known|+|
|||Unknown|-|
|7|Product fit|Good|+|
|||Poor|-|
|8|Sales Resource Requirements|High|+|
|||Low|-|
|9|Current Relationship|Strong|+|
|||Weak|-|
|10|Unique Business Value|Defined|+|
|||Undefined|-|
||''Can we win?''||
|11|Inside support|Strong|+|
|||Weak|-|
|12|Executive credibility|Strong|+|
|||Weak|-|
|13|Corporate Compatibility|Good|+|
|||Poor|-|
|14|Informal Decision Process|Known|+|
|||Unknown|-|
|15|Political Alignment|Strong|+|
|||Weak|-|
||''Is it worth winning?''||
|16|Short Term Revenue|High|+|
|||Low|-|
|17|Future Sales|High|+|
|||Low|-|
|18|Profitability|High|+|
|||Low|-|
|19|Degree of risk|Low|+|
|||High|-|
|20|Strategic Value|Yes|+|
|||No|-|
Once you have some content then you may choose to determine a tiddler, or set of tiddlers to display each time you load ~TiddlySpace. This is determined by the [[DefaultTiddlers]].
<!DOCTYPE html>
<html>
<head>
	<meta http-equiv="Content-Type" content="text/html;charset=utf-8">
	<title>This Space</title>
	<link href="/bags/common/tiddlers/profile.css" type='text/css' rel='stylesheet' >
	<link href="/bags/common/tiddlers/admin.css" type='text/css' rel='stylesheet' >
	<!--[if lte IE 8]>
	<script type="text/javascript" src="/bags/common/tiddlers/json2.js"></script>
	<script type="text/javascript" src="/bags/common/tiddlers/es5-shim.min.js"></script>
	<![endif]-->
</head>
<body>
<div id="container">
	<div id="text-html" class="main section">
		<a class="app" href="/">home</a>
		<div class="left">
		<h2>About this space <button class='toggleNext'></button></h2>
		<div id="siteinfo"></div>
		<h2>Site Icon</h2>
		<div>
			<img id="siteicon" class="siteicon">
			<form id="upload" method="POST" enctype="multipart/form-data">
				<input type="hidden" name="title" value="SiteIcon" />
				<input type="hidden" name="tags" value="excludeLists">
				<input type="hidden" name="csrf_token" class="csrf" />
				<input type="file" name="file" accept="image/*" />
				<input class="btn" type="submit" value="upload" />
			</form>
			<div id="dropzone">Drop file here
				<img class="notloading" src="/bags/common/tiddlers/ajax-loader.gif" alt="submitting SiteIcon" />
			</div>
		</div>
		<h2>Vital Statistics</h2>
		<div id="info">please wait while information is loaded about this space...</div>
		<button class="spacereset">Reset Space</button>
		<div class="reset-confirm-wrap messageArea">
			<button class="close-btn" title="cancel reset">×</button>
			<p>Are you sure you want to reset the space? You can't go back! This will remove all the content from the space!</p>
			<form class="cf">
				<label for="reset-confirm">Enter the space name to confirm.</label>
				<input type="text" name="reset-confirm" class="reset-confirm-input inputBox" />
				<button type="submit">Reset Now</button>
			</form>
			<div class="reset-message-area">
				<p class="performing">Resetting...</p>
				<p class="finished">Reset Done!</p>
				<p class="recipe-error-msg">Error removing includes. Please remove manually.</p>
			</div>
		</div>
		</div>
		<div class="right">
		<div class="ts-membership">
			<h2>
				Add Member
				<a href="http://docs.tiddlyspace.com/What%20is%20a%20member%3F" title="What is a Member?" class="help">What is a Member?</a>
			</h2>
			<div>
				<p>Add a new member to your space by entering their name below. Enter a space name instead and prefix with @ to add everyone who is already a member of that space.</p>
				<form class="ts-members">
					<input class="inputBox" type="text" name="username">
					<input type="submit" value="Add Member" class="btn" />
				</form>
			</div>
			<h2>
				Existing Members <button class='toggleNext'></button>
			</h2>
			<div>
				Your space currently has the following members: 
				<ul class="ts-members"></ul>
			</div>
			<h2>
				Include Space
				<a class="help" href="http://docs.tiddlyspace.com/What%20is%20space%20inclusion%3F" title="What is inclusion?">What is Inclusion?</a>
			</h2>
			<form class="ts-includes">
				<input class="inputBox" type="text" name="spacename">
				<input type="submit" value="Include Space" class="btn" />
			</form>
		</div>
		<div>
			<h2>Included Spaces <button class='toggleNext'></button></h2>
			<div>
			This space includes the following spaces:
			<ul class="ts-includes"></ul>
			</div>
		</div>
		</div>
		<div class="clear"></div>
	</div>
</div>
<script src='/bags/common/tiddlers/backstage.js'></script>
<script src='/bags/common/tiddlers/jquery.js'></script>
<script src='/bags/tiddlyspace/tiddlers/chrjs'></script>
<script src='/bags/common/tiddlers/chrjs.space'></script>
<script src='/bags/common/tiddlers/chrjs.users'></script>
<script src='/bags/common/tiddlers/chrjs.identities'></script>
<script src='/bags/tiddlyspace/tiddlers/TiddlySpaceCSRF'></script>
<script src='/bags/common/tiddlers/jquery-form.js'></script>
<script src="/bags/common/tiddlers/siteiconupload.js"></script>
<script src="/bags/common/tiddlers/ts.js"></script>
<script src="/status.js"></script>
<script src="/bags/common/tiddlers/space.js"></script>
</body>
</html>
There are three ways to describe capabilities:
* ''[[Feature]]s''
* ''[[Advantage]]s''
* ''[[Benefit]]s''

Demonstrating capabilities involves transforming [[Advantage]]s into [[Benefit]]s:
* Prevent [[Objections]] than having to "handle" objections
* Help, internal sponsors sell for you most effectively
* Gain buyer support or approval for your solution

!Purpose
Demonstrating capability effectively involves:
* Completing the [[Investigating]] stage and have all [[SPIN]] questions asked
* Your buyer has to express an [[Explicit Need]] that your solution can meet
twrelease: alpha
User-agent: *
Disallow: /bags
Disallow: /recipes
/***
|''Name''|ErrorHandlerPlugin|
|''Version''|0.4.3|
|''Author''|Jon Robson|
|''Description''|Localised tiddler save errors including edit conflict resolution.|
|''CoreVersion''|2.6.1|
|''Requires''|TiddlySpaceConfig|
***/
//{{{
(function($) {

var tiddlyspace = config.extensions.tiddlyspace;
var currentSpace = tiddlyspace.currentSpace.name;
tiddlyspace.getLocalTitle = function(title, workspace, suffix) {
	var endsWith = config.extensions.BinaryTiddlersPlugin.endsWith;
	if(!suffix) {
		var isPublic = endsWith(workspace, "_public");
		suffix = tiddlyspace.resolveSpaceName(workspace);
		if(currentSpace == suffix) {
			suffix = isPublic ? "public" : "private";
		} else {
			suffix = "@%0".format(suffix);
		}
	}
	return "%0 *(%1)*".format(title, suffix);
};

var sssp = config.extensions.ServerSideSavingPlugin;

var msgs = config.messages.editConflict = {
	loading: "Loading..",
	resolve: "[[Edit Conflict]]@glossary: this tiddler may have been changed by someone else.",
	reviewDiff: "review (recommended)",
	reviewDiffTooltip: "review changes made to this tiddler",
	reviewDiffError: "error retrieving revision.",
	save: "overwrite",
	saveTooltip: "make this revision the top revision of this tiddler",
	discard: "cancel",
	discardTooltip: "undo changes to this tiddler and get most recent version",
	diffTitle: "%0",
	diffFieldTitle: "%0 - fields",
	diffTextTitle: "%0 - text",
	updating: "updating your version...",
	diffHeader: ["Review the changes that have been made whilst you were editing this tiddler. ",
		"Fold relevant changes back into your version.\n",
		"{{removed{Red}}} highlight shows content removed. ",
		"{{added{Green}}} highlight shows content added.\n"].join(""),
	diffTextHeader: "View changes in text",
	diffFieldsHeader: "View changes in fields"
};

var plugin = config.extensions.errorHandler = {
	diffTags: ["excludeLists", "excludeMissing", "excludeSearch"],
	displayMessage: function(message, tiddler, context) {
		var desc = context && context.httpStatus ? context.statusText :
			sssp.locale.connectionError;
		var reportArea = plugin.reportError(tiddler.title);
		var msg = $("<div />").appendTo(reportArea);
		if(message == "saveConflict") {
			wikify(msgs.resolve, msg[0]);
			var choiceArea = $("<div />").appendTo(reportArea)[0];
			plugin.editConflictHandler(choiceArea, tiddler);
		} else {
			msg.text(sssp.locale[message].format(tiddler.title, desc));
		}
	},
	editConflictHandler: function(container, tiddler) {
		var title = tiddler.title;
		var myrev = tiddler.fields["server.page.revision"];
		// note user now needs to edit, fix problem and save. 
		// TODO: make sure this gets reset in save callback
		store.getTiddler(title).fields["server.page.revision"] = "false";

		var diffBtn = createTiddlyButton(container, msgs.reviewDiff, msgs.reviewDiffTooltip, function(ev) {
			var title = $(ev.target).data("title");
			plugin.displayDiff(ev.target, store.getTiddler(title), myrev);
		});
		var saveBtn = createTiddlyButton(container, msgs.save, msgs.saveTooltip, function(ev) {
				var title = $(ev.target).data("title");
				var tid = store.saveTiddler(store.getTiddler(title));
				autoSaveChanges(null, [tid]);
			});
		var ignoreBtn = createTiddlyButton(container, msgs.discard, msgs.discardTooltip, function(ev) {
			var title = $(ev.target).text(msgs.updating).data("title");
			plugin.resetToServerVersion(store.getTiddler(title));
		});
		$([diffBtn, ignoreBtn, saveBtn]).data("title", title);
	},
	getDiffTiddlerTexts: function(diffText) {
		var chunks = diffText.split("\n  \n");
		if(chunks.length < 2) {
			return [chunks[0], ""];
		} else {
			var diffFieldsText = "{{diff{\n%0\n}}}".format(chunks[0]);
			diffText = '{{diff{\n%0\n}}}'.format(chunks.splice(1, chunks.length).join("\n"));
			return [diffText, diffFieldsText];
		}
	},
	makeDiffTiddler: function(title, diff) {
		var newTiddler = new Tiddler(title);
		var tags = plugin.diffTags;
		newTiddler.text = msgs.loading;
		newTiddler.fields.doNotSave = true;
		newTiddler.tags = diff ? tags.concat(["diff"]) : tags;
		newTiddler = store.saveTiddler(newTiddler);
		$.extend(store.getTiddler(title).fields,
			config.defaultCustomFields); // allow option to save it
		return newTiddler;
	},
	displayDiff: function(src, tiddler, latestRevision) {
		var adaptor = tiddler.getAdaptor();
		var title = tiddler.title;
		var ts = new Date().formatString("0hh:0mm:0ss");
		var suffix = "edit conflict %0".format(ts);
		var diffTitle = tiddlyspace.getLocalTitle(msgs.diffTitle.format(title), "", suffix);
		var diffTextTitle = tiddlyspace.getLocalTitle(msgs.diffTextTitle.format(title), "", suffix);
		var diffFieldsTitle = tiddlyspace.getLocalTitle(msgs.diffFieldTitle.format(title), "", suffix);
		plugin.makeDiffTiddler(diffTextTitle, true);
		plugin.makeDiffTiddler(diffFieldsTitle, true);
		var newTiddler = plugin.makeDiffTiddler(diffTitle, false);
		newTiddler.text = ['%0\n<<slider chkViewDiffText "%1" "%2">>\n',
			'<<slider chkViewDiffField "%3" "%4">>'].join("").
			format(msgs.diffHeader, diffTextTitle, msgs.diffTextHeader,
				diffFieldsTitle, msgs.diffFieldsHeader);
		store.saveTiddler(newTiddler);

		var callback = function(r) {
			var text = plugin.getDiffTiddlerTexts(r);
			store.getTiddler(diffTextTitle).text = text[0];
			store.getTiddler(diffFieldsTitle).text = text[1];
			story.refreshTiddler(diffTitle, null, true);
		};
		var workspace = "bags/%0".format(tiddler.fields["server.bag"]);
		ajaxReq({
			type: "get",
			dataType: "text",
			url: "/diff?format=unified&rev1=%0/%1/%2&rev2=%0/%1".format(workspace, title, latestRevision),
			success: callback,
			error: function() {
				displayMessage(msgs.reviewDiffError);
			}
		});
		story.displayTiddler(src, diffTitle);
	},
	resetToServerVersion: function(tiddler) {
		var adaptor = tiddler.getAdaptor();
		var ctx = { 
			host: tiddler.fields["server.host"],
			workspace: "bags/" + tiddler.fields["server.bag"]
		};
		adaptor.getTiddler(tiddler.title, ctx, null, function(context) {
			store.saveTiddler(context.tiddler);
			story.refreshTiddler(tiddler.title);
			store.setDirty(false);
		});
	},
	reportError: function(title) {
		var el = story.getTiddler(title);
		if(!el) {
			el = story.displayTiddler(null, title);
		}
		return $("<div />").addClass("error annotation").prependTo(el)[0];
	}
};

sssp.reportFailure = function(message, tiddler, context) {
	config.options.chkViewDiffText = config.options.chkViewDiffText === undefined ?
		true : config.options.chkViewDiffText;
	config.options.chkViewDiffFields = config.options.chkViewDiffFields || false;
	plugin.displayMessage(message, tiddler, context);
};

})(jQuery);
//}}}
[[How you make the sale]] includes a six step process for making your case:

# ''Restate the problem''
## Be sure to get your prospect customer to agree on the problems and get a feeling for their relative weight.
# ''Revisit each of the problems''
## Deal with each of the problems you identified and in turn make the case that your product or service delivers the best solution for these problems.
# ''Bridge features to benefits''
## Always bridge your product features to benefits that matter to the customer.
# ''Repeat your customer''
## As you make the case that you have solved a portion of the customers problem, repeat anything your customers has said about your solution.
# ''Use [[Tie-down Questions]] to increase commitment''
## Use tie-down questions to ensure that the prospect agrees with each part of the solution as you make your case. Thhe goal is to tie-up all loose ends on one component of the sale before moving to the next component.
# ''Use a [[Trial Close]]''
## Use a trial close to gauge the customers receptivity to the overall case you have made and to flush out any [[Objection]]s
In the four defined maturity phases in a product's life cycle the last phase is ''//Maturity//''. By this time the technology has become a commodity and has near universal acceptance within the culture. You are considered eccentric if you don't use it. Advancements are greatly reduced and might face resistance. Choices of features and options diminish as they become standard to the essential product. Products are simple to use, even 'idiot proof'. But this causing the technology to be frozen, thereby creating opportunities for the next technical wave that will force its obsolescence.

|Phase|Description|h
|Product|Complete and feature rich. Easy to use|
|Sales skills required|[[Captain and Crew]]|
|Customer characteristics|[[World Customers]]|

!!Customer characteristics
<<tiddler [[World Customers]]>>
!!Sales skills required
<<tiddler [[Captain and Crew]]>>
config.macros.OpenID={};
merge(config.macros.OpenID,{
	titleOpenID:"",
	buttonOpenIDText:"Login",
	buttonOpenIDToolTip:"Click to use OpenID Login" 
});

config.macros.OpenID.handler=function(place,macroName,params,wikifier,paramString,tiddler,errorMsg){
	var w = new Wizard();
	var me = config.macros.OpenID;
	w.createWizard(place,me.titleOpenID);
	w.addStep(null,"<!--<img width='150px' src='http://openid.net/wp-content/uploads/2007/10/openid_big_logo_text.png'/><br />--><input name='open_id_login' value='%0' size=40 style='background: rgb(255, 255, 255) url(http://www.openid.net/login-bg.gif) no-repeat scroll 0pt 50%; -moz-background-clip: -moz-initial; -moz-background-origin: -moz-initial; -moz-background-inline-policy: -moz-initial; color: rgb(0, 0, 0); padding-left: 18px;'/>".format([decodeURIComponent(cookieString(document.cookie).txtUserName)]));
	w.setButtons([
		{caption: me.buttonOpenIDText, tooltip: me.buttonOpenIDToolTip, onClick: function(){config.macros.OpenID.login(w);  } }
	]);
};

config.macros.OpenID.login = function (w) {
	var iframe = document.createElement("iframe");
	iframe.style.display = "none";
	iframe.src = url+"plugins/OpenID/files/openid/try_auth.php?action=verify&openid_identifier="+w.formElem.open_id_login.value;
	document.body.appendChild(iframe);
	iframe.onload = function() {
		// this is not working properly.
		if(iframe.src.indexOf("finish_auth.php")){
			window.location = iframe.src;	
		}
	};
	document.body.appendChild(iframe);
}

//}}}
<<formTiddler [[NewBookTemplate]]>><data>{"Author":"Robert Cialdini","Title":"Influence, the psychology of persuation","Rating":"****","ReadingCompleted":true}</data>
<html>
<iframe src="http://rcm.amazon.com/e/cm?t=httptiddlyweb-20&o=1&p=8&l=as1&asins=006124189X&ref=tf_til&fc1=000000&IS2=1&lt1=_blank&m=amazon&lc1=0000FF&bc1=000000&bg1=FFFFFF&npa=1&f=ifr" style="width:120px;height:240px;" scrolling="no" marginwidth="0" marginheight="0" frameborder="0"></iframe>
</html>

Tip during the [[M16-Sales and Negotiation]] block. Describes the [[Six principles of influence]]

[[Chapter 1, Influence]]
[[Chapter 2, Reciprocity]]
[[Chapter 3, Commitment and consistency]]
[[Chapter 4, Social proof]]
[[Chapter 5, Likeability]]
[[Chapter 6, Authority]]
![[Six principles of influence]]
<<tiddler [[Six principles of influence]]>>
Need Payoff Questions are questions asking about the ''value or usefulness'' of a proposed solution. The purpose of Need Payoff questions is:
* ''Focusing on the payoff of a solution'' instead of the problem
* ''Probing for [[Explicit Need]]s''
* ''Getting the buyer to tell you the benefits of the solution'' 
!Definition
Asking about the ''value, importance or usefulness'' of a proposed solution:
* Need-payoff Questions are positive, helpful and constructuve, because they focus on the solution.
* They reduce objections, because they caus ebuyers to explain how your solutions can help and, in doing so, ''convince themselves of the value'' of your solution.
* They move the discussion forward towards action and commitments.
The three main functions of Need-payoff Questions are defined by [[The ICE system]]
!Examples
* //How much savings would this mean?//
* //Why is the important to solve this problem?//
* //Is there any other way this solution would help?//
* //If you had better reliability, wouldn't that cut waste and costs?//
* //How much would you save if we could speed this operation by 20 percent?//
* //How would our faster system help you?//
* "Our system is easy to use" becomes: //What advantages would you see from a system that could be used by untrained operators?//
* "There is a very short setup time" becomes: //If you could cut your present setup time with 50 percent what would that do with your output?//
* "We have attractive lease times" becomes: //Would it help your cash position iof you could get a new system without paying capital costs?//
!Impact
Versatile questions used by a great deal by top salespeople. Positive impact on customers who rate calls high in Need payoff questions as helpful and constructive. You can increase the power of need-payoff questions by asking questions that make the buyer //actively specify pay offs//. As an example take the following questions:
# If i could help you save time on this operation //would that be useful to you//?
# If i could help you save time on this operation //what would that enable you to do what you can't do now?//
An active thinking process extends the buyers explicit need into new pay off areas. //Because buyers specified the pay-offs themselves, they will be more committed to your solution//
!High and low risk areas
High risk:
* ''Too early in the call''
* ''When the buyers need is subjective'', sometimes a buyer just likes your product and does not have a good motivation for it. Asking need-pay off question may help him/her realize this...
Low risk:
* The best time to ask need-payoff questions is:
** ''Before'' describing your solution
** ''After developing the seriousness of thye buyer's problem by using [[Implication Questions]]''
* ''When the solution has payoffs in other areas'', 
* ''When the buyer has to justify the decision'', for instance when the buyer is authorized but needs to motivate his/her decision internally in the company
!Practical tips
* Use these questions to get buyers tell you about the benefits that your solution can offer|
* How phrase:
** ''Use linking phrases'' : link your questions to your buyers statements or responses.
** ''Use variety'': Be clear and specific and avoid repetition of the same phrases.
** ''Get the buyer to actively specify payoffs''.
*** What important projects could you work on if you didn't have so much time on billing problems?
* Need-payoff questions help identifying [[Benefits]]
** ''The buyer's attention is focussed on how the solution will help, not on product details''
** ''The buyer explaines the benefits to the seller, not vice versa''
** 'The buyers enthousiasm and confidence in your solution are increased''
This chapter is a general introduction to influence. The following concepts are introduced:

* [[People like reasons]]
* [[The contrast principle]]
/***
|''Name:''|YourSearchPlugin|
|''Version:''|2.1.4 (2009-09-04)|
|''Source:''|http://tiddlywiki.abego-software.de/#YourSearchPlugin|
|''Author:''|UdoBorkowski (ub [at] abego-software [dot] de)|
|''Licence:''|[[BSD open source license (abego Software)|http://www.abego-software.de/legal/apl-v10.html]]|
|''Copyright:''|&copy; 2005-2009 [[abego Software|http://www.abego-software.de]]|
|''~CoreVersion:''|2.1.0|
|''Community:''|[[del.icio.us|http://del.icio.us/post?url=http://tiddlywiki.abego-software.de/index.html%23YourSearchPlugin]]|
|''Browser:''|Firefox 1.0.4+; Firefox 1.5; ~InternetExplorer 6.0|
!About YourSearch
YourSearch gives you a bunch of new features to simplify and speed up your daily searches in TiddlyWiki. It seamlessly integrates into the standard TiddlyWiki search: just start typing into the 'search' field and explore!

For more information see [[Help|YourSearch Help]].
!Compatibility
This plugin requires TiddlyWiki 2.1. 
Check the [[archive|http://tiddlywiki.abego-software.de/archive]] for ~YourSearchPlugins supporting older versions of TiddlyWiki.
!Source Code
***/
/***
This plugin's source code is compressed (and hidden). Use this [[link|http://tiddlywiki.abego-software.de/archive/YourSearchPlugin/Plugin-YourSearch-src.2.1.4.js]] to get the readable source code.
***/
///%
if(!version.extensions.YourSearchPlugin){version.extensions.YourSearchPlugin={major:2,minor:1,revision:4,source:"http://tiddlywiki.abego-software.de/#YourSearchPlugin",licence:"[[BSD open source license (abego Software)|http://www.abego-software.de/legal/apl-v10.html]]",copyright:"Copyright (c) abego Software GmbH, 2005-2009 (www.abego-software.de)"};if(!window.abego){window.abego={};}if(!Array.forEach){Array.forEach=function(_1,_2,_3){for(var i=0,_4=_1.length;i<_4;i++){_2.call(_3,_1[i],i,_1);}};Array.prototype.forEach=function(_5,_6){for(var i=0,_7=this.length;i<_7;i++){_5.call(_6,this[i],i,this);}};}abego.toInt=function(s,_8){if(!s){return _8;}var n=parseInt(s);return (n==NaN)?_8:n;};abego.createEllipsis=function(_9){var e=createTiddlyElement(_9,"span");e.innerHTML="&hellip;";};abego.shallowCopy=function(_a){if(!_a){return _a;}var _b={};for(var n in _a){_b[n]=_a[n];}return _b;};abego.copyOptions=function(_c){return !_c?{}:abego.shallowCopy(_c);};abego.countStrings=function(_d,s){if(!s){return 0;}var _e=s.length;var n=0;var _f=0;while(1){var i=_d.indexOf(s,_f);if(i<0){return n;}n++;_f=i+_e;}return n;};abego.getBracedText=function(_10,_11,_12){if(!_11){_11=0;}var re=/\{([^\}]*)\}/gm;re.lastIndex=_11;var m=re.exec(_10);if(m){var s=m[1];var _13=abego.countStrings(s,"{");if(!_13){if(_12){_12.lastIndex=re.lastIndex;}return s;}var len=_10.length;for(var i=re.lastIndex;i<len&&_13;i++){var c=_10.charAt(i);if(c=="{"){_13++;}else{if(c=="}"){_13--;}}}if(!_13){if(_12){_12.lastIndex=i-1;}return _10.substring(m.index+1,i-1);}}};abego.select=function(_14,_15,_16,_17){if(!_17){_17=[];}_14.forEach(function(t){if(_15.call(_16,t)){_17.push(t);}});return _17;};abego.consumeEvent=function(e){if(e.stopPropagation){e.stopPropagation();}if(e.preventDefault){e.preventDefault();}e.cancelBubble=true;e.returnValue=true;};abego.TiddlerFilterTerm=function(_18,_19){if(!_19){_19={};}var _1a=_18;if(!_19.textIsRegExp){_1a=_18.escapeRegExp();if(_19.fullWordMatch){_1a="\\b"+_1a+"\\b";}}var _1b=new RegExp(_1a,"m"+(_19.caseSensitive?"":"i"));this.tester=new abego.MultiFieldRegExpTester(_1b,_19.fields,_19.withExtendedFields);};abego.TiddlerFilterTerm.prototype.test=function(_1c){return this.tester.test(_1c);};abego.parseNewTiddlerCommandLine=function(s){var m=/(.*?)\.(?:\s+|$)([^#]*)(#.*)?/.exec(s);if(!m){m=/([^#]*)()(#.*)?/.exec(s);}if(m){var r;if(m[3]){var s2=m[3].replace(/#/g,"");r=s2.parseParams("tag");}else{r=[[]];}var _1d=m[2]?m[2].trim():"";r.push({name:"text",value:_1d});r[0].text=[_1d];return {title:m[1].trim(),params:r};}else{return {title:s.trim(),params:[[]]};}};abego.parseTiddlerFilterTerm=function(_1e,_1f,_20){var re=/\s*(?:(?:\{([^\}]*)\})|(?:(=)|([#%!])|(?:(\w+)\s*\:(?!\/\/))|(?:(?:("(?:(?:\\")|[^"])+")|(?:\/((?:(?:\\\/)|[^\/])+)\/)|(\w+\:\/\/[^\s]+)|([^\s\)\-\"]+)))))/mg;var _21={"!":"title","%":"text","#":"tags"};var _22={};var _23;re.lastIndex=_1f;while(1){var i=re.lastIndex;var m=re.exec(_1e);if(!m||m.index!=i){throw "Word or String literal expected";}if(m[1]){var _24={};var _25=abego.getBracedText(_1e,0,_24);if(!_25){throw "Invalid {...} syntax";}var f=Function("tiddler","return ("+_25+");");return {func:f,lastIndex:_24.lastIndex,markRE:null};}if(m[2]){_23=true;}else{if(m[3]){_22[_21[m[3]]]=1;}else{if(m[4]){_22[m[4]]=1;}else{var _26=m[6];var _27=m[5]?window.eval(m[5]):m[6]?m[6]:m[7]?m[7]:m[8];var _20=abego.copyOptions(_20);_20.fullWordMatch=_23;_20.textIsRegExp=_26;var _28=[];for(var n in _22){_28.push(n);}if(_28.length==0){_20.fields=_20.defaultFields;}else{_20.fields=_28;_20.withExtendedFields=false;}var _29=new abego.TiddlerFilterTerm(_27,_20);var _2a=_26?_27:_27.escapeRegExp();if(_2a&&_23){_2a="\\b"+_2a+"\\b";}return {func:function(_2b){return _29.test(_2b);},lastIndex:re.lastIndex,markRE:_2a?"(?:"+_2a+")":null};}}}}};abego.BoolExp=function(s,_2c,_2d){this.s=s;var _2e=_2d&&_2d.defaultOperationIs_OR;var _2f=/\s*(?:(\-|not)|(\())/gi;var _30=/\s*\)/g;var _31=/\s*(?:(and|\&\&)|(or|\|\|))/gi;var _32=/\s*[^\)\s]/g;var _33=/\s*(\-|not)?(\s*\()?/gi;var _34;var _35=function(_36){_33.lastIndex=_36;var m=_33.exec(s);var _37;var _38;if(m&&m.index==_36){_36+=m[0].length;_37=m[1];if(m[2]){var e=_34(_36);_30.lastIndex=e.lastIndex;if(!_30.exec(s)){throw "Missing ')'";}_38={func:e.func,lastIndex:_30.lastIndex,markRE:e.markRE};}}if(!_38){_38=_2c(s,_36,_2d);}if(_37){_38.func=(function(f){return function(_39){return !f(_39);};})(_38.func);_38.markRE=null;}return _38;};_34=function(_3a){var _3b=_35(_3a);while(1){var l=_3b.lastIndex;_31.lastIndex=l;var m=_31.exec(s);var _3c;var _3d;if(m&&m.index==l){_3c=!m[1];_3d=_35(_31.lastIndex);}else{try{_3d=_35(l);}catch(e){return _3b;}_3c=_2e;}_3b.func=(function(_3e,_3f,_40){return _40?function(_41){return _3e(_41)||_3f(_41);}:function(_42){return _3e(_42)&&_3f(_42);};})(_3b.func,_3d.func,_3c);_3b.lastIndex=_3d.lastIndex;if(!_3b.markRE){_3b.markRE=_3d.markRE;}else{if(_3d.markRE){_3b.markRE=_3b.markRE+"|"+_3d.markRE;}}}};var _43=_34(0);this.evalFunc=_43.func;if(_43.markRE){this.markRegExp=new RegExp(_43.markRE,_2d.caseSensitive?"mg":"img");}};abego.BoolExp.prototype.exec=function(){return this.evalFunc.apply(this,arguments);};abego.BoolExp.prototype.getMarkRegExp=function(){return this.markRegExp;};abego.BoolExp.prototype.toString=function(){return this.s;};abego.MultiFieldRegExpTester=function(re,_44,_45){this.re=re;this.fields=_44?_44:["title","text","tags"];this.withExtendedFields=_45;};abego.MultiFieldRegExpTester.prototype.test=function(_46){var re=this.re;for(var i=0;i<this.fields.length;i++){var s=store.getValue(_46,this.fields[i]);if(typeof s=="string"&&re.test(s)){return this.fields[i];}}if(this.withExtendedFields){return store.forEachField(_46,function(_47,_48,_49){return typeof _49=="string"&&re.test(_49)?_48:null;},true);}return null;};abego.TiddlerQuery=function(_4a,_4b,_4c,_4d,_4e){if(_4c){this.regExp=new RegExp(_4a,_4b?"mg":"img");this.tester=new abego.MultiFieldRegExpTester(this.regExp,_4d,_4e);}else{this.expr=new abego.BoolExp(_4a,abego.parseTiddlerFilterTerm,{defaultFields:_4d,caseSensitive:_4b,withExtendedFields:_4e});}this.getQueryText=function(){return _4a;};this.getUseRegExp=function(){return _4c;};this.getCaseSensitive=function(){return _4b;};this.getDefaultFields=function(){return _4d;};this.getWithExtendedFields=function(){return _4e;};};abego.TiddlerQuery.prototype.test=function(_4f){if(!_4f){return false;}if(this.regExp){return this.tester.test(_4f);}return this.expr.exec(_4f);};abego.TiddlerQuery.prototype.filter=function(_50){return abego.select(_50,this.test,this);};abego.TiddlerQuery.prototype.getMarkRegExp=function(){if(this.regExp){return "".search(this.regExp)>=0?null:this.regExp;}return this.expr.getMarkRegExp();};abego.TiddlerQuery.prototype.toString=function(){return (this.regExp?this.regExp:this.expr).toString();};abego.PageWiseRenderer=function(){this.firstIndexOnPage=0;};merge(abego.PageWiseRenderer.prototype,{setItems:function(_51){this.items=_51;this.setFirstIndexOnPage(0);},getMaxPagesInNavigation:function(){return 10;},getItemsCount:function(_52){return this.items?this.items.length:0;},getCurrentPageIndex:function(){return Math.floor(this.firstIndexOnPage/this.getItemsPerPage());},getLastPageIndex:function(){return Math.floor((this.getItemsCount()-1)/this.getItemsPerPage());},setFirstIndexOnPage:function(_53){this.firstIndexOnPage=Math.min(Math.max(0,_53),this.getItemsCount()-1);},getFirstIndexOnPage:function(){this.firstIndexOnPage=Math.floor(this.firstIndexOnPage/this.getItemsPerPage())*this.getItemsPerPage();return this.firstIndexOnPage;},getLastIndexOnPage:function(){return Math.min(this.getFirstIndexOnPage()+this.getItemsPerPage()-1,this.getItemsCount()-1);},onPageChanged:function(_54,_55){},renderPage:function(_56){if(_56.beginRendering){_56.beginRendering(this);}try{if(this.getItemsCount()){var _57=this.getLastIndexOnPage();var _58=-1;for(var i=this.getFirstIndexOnPage();i<=_57;i++){_58++;_56.render(this,this.items[i],i,_58);}}}finally{if(_56.endRendering){_56.endRendering(this);}}},addPageNavigation:function(_59){if(!this.getItemsCount()){return;}var _5a=this;var _5b=function(e){if(!e){var e=window.event;}abego.consumeEvent(e);var _5c=abego.toInt(this.getAttribute("page"),0);var _5d=_5a.getCurrentPageIndex();if(_5c==_5d){return;}var _5e=_5c*_5a.getItemsPerPage();_5a.setFirstIndexOnPage(_5e);_5a.onPageChanged(_5c,_5d);};var _5f;var _60=this.getCurrentPageIndex();var _61=this.getLastPageIndex();if(_60>0){_5f=createTiddlyButton(_59,"Previous","Go to previous page (Shortcut: Alt-'<')",_5b,"prev");_5f.setAttribute("page",(_60-1).toString());_5f.setAttribute("accessKey","<");}for(var i=-this.getMaxPagesInNavigation();i<this.getMaxPagesInNavigation();i++){var _62=_60+i;if(_62<0){continue;}if(_62>_61){break;}var _63=(i+_60+1).toString();var _64=_62==_60?"currentPage":"otherPage";_5f=createTiddlyButton(_59,_63,"Go to page %0".format([_63]),_5b,_64);_5f.setAttribute("page",(_62).toString());}if(_60<_61){_5f=createTiddlyButton(_59,"Next","Go to next page (Shortcut: Alt-'>')",_5b,"next");_5f.setAttribute("page",(_60+1).toString());_5f.setAttribute("accessKey",">");}}});abego.LimitedTextRenderer=function(){var _65=40;var _66=4;var _67=function(_68,_69,_6a){var n=_68.length;if(n==0){_68.push({start:_69,end:_6a});return;}var i=0;for(;i<n;i++){var _6b=_68[i];if(_6b.start<=_6a&&_69<=_6b.end){var r;var _6c=i+1;for(;_6c<n;_6c++){r=_68[_6c];if(r.start>_6a||_69>_6b.end){break;}}var _6d=_69;var _6e=_6a;for(var j=i;j<_6c;j++){r=_68[j];_6d=Math.min(_6d,r.start);_6e=Math.max(_6e,r.end);}_68.splice(i,_6c-i,{start:_6d,end:_6e});return;}if(_6b.start>_6a){break;}}_68.splice(i,0,{start:_69,end:_6a});};var _6f=function(_70){var _71=0;for(var i=0;i<_70.length;i++){var _72=_70[i];_71+=_72.end-_72.start;}return _71;};var _73=function(c){return (c>="a"&&c<="z")||(c>="A"&&c<="Z")||c=="_";};var _74=function(s,_75){if(!_73(s[_75])){return null;}for(var i=_75-1;i>=0&&_73(s[i]);i--){}var _76=i+1;var n=s.length;for(i=_75+1;i<n&&_73(s[i]);i++){}return {start:_76,end:i};};var _77=function(s,_78,_79){var _7a;if(_79){_7a=_74(s,_78);}else{if(_78<=0){return _78;}_7a=_74(s,_78-1);}if(!_7a){return _78;}if(_79){if(_7a.start>=_78-_66){return _7a.start;}if(_7a.end<=_78+_66){return _7a.end;}}else{if(_7a.end<=_78+_66){return _7a.end;}if(_7a.start>=_78-_66){return _7a.start;}}return _78;};var _7b=function(s,_7c){var _7d=[];if(_7c){var _7e=0;var n=s.length;var _7f=0;do{_7c.lastIndex=_7e;var _80=_7c.exec(s);if(_80){if(_7e<_80.index){var t=s.substring(_7e,_80.index);_7d.push({text:t});}_7d.push({text:_80[0],isMatch:true});_7e=_80.index+_80[0].length;}else{_7d.push({text:s.substr(_7e)});break;}}while(true);}else{_7d.push({text:s});}return _7d;};var _81=function(_82){var _83=0;for(var i=0;i<_82.length;i++){if(_82[i].isMatch){_83++;}}return _83;};var _84=function(s,_85,_86,_87,_88){var _89=Math.max(Math.floor(_88/(_87+1)),_65);var _8a=Math.max(_89-(_86-_85),0);var _8b=Math.min(Math.floor(_86+_8a/3),s.length);var _8c=Math.max(_8b-_89,0);_8c=_77(s,_8c,true);_8b=_77(s,_8b,false);return {start:_8c,end:_8b};};var _8d=function(_8e,s,_8f){var _90=[];var _91=_81(_8e);var pos=0;for(var i=0;i<_8e.length;i++){var t=_8e[i];var _92=t.text;if(t.isMatch){var _93=_84(s,pos,pos+_92.length,_91,_8f);_67(_90,_93.start,_93.end);}pos+=_92.length;}return _90;};var _94=function(s,_95,_96){var _97=_96-_6f(_95);while(_97>0){if(_95.length==0){_67(_95,0,_77(s,_96,false));return;}else{var _98=_95[0];var _99;var _9a;if(_98.start==0){_99=_98.end;if(_95.length>1){_9a=_95[1].start;}else{_67(_95,_99,_77(s,_99+_97,false));return;}}else{_99=0;_9a=_98.start;}var _9b=Math.min(_9a,_99+_97);_67(_95,_99,_9b);_97-=(_9b-_99);}}};var _9c=function(_9d,s,_9e,_9f,_a0){if(_9f.length==0){return;}var _a1=function(_a2,s,_a3,_a4,_a5){var t;var _a6;var pos=0;var i=0;var _a7=0;for(;i<_a3.length;i++){t=_a3[i];_a6=t.text;if(_a4<pos+_a6.length){_a7=_a4-pos;break;}pos+=_a6.length;}var _a8=_a5-_a4;for(;i<_a3.length&&_a8>0;i++){t=_a3[i];_a6=t.text.substr(_a7);_a7=0;if(_a6.length>_a8){_a6=_a6.substr(0,_a8);}if(t.isMatch){createTiddlyElement(_a2,"span",null,"marked",_a6);}else{createTiddlyText(_a2,_a6);}_a8-=_a6.length;}if(_a5<s.length){abego.createEllipsis(_a2);}};if(_9f[0].start>0){abego.createEllipsis(_9d);}var _a9=_a0;for(var i=0;i<_9f.length&&_a9>0;i++){var _aa=_9f[i];var len=Math.min(_aa.end-_aa.start,_a9);_a1(_9d,s,_9e,_aa.start,_aa.start+len);_a9-=len;}};this.render=function(_ab,s,_ac,_ad){if(s.length<_ac){_ac=s.length;}var _ae=_7b(s,_ad);var _af=_8d(_ae,s,_ac);_94(s,_af,_ac);_9c(_ab,s,_ae,_af,_ac);};};(function(){function _b0(msg){alert(msg);throw msg;};if(version.major<2||(version.major==2&&version.minor<1)){_b0("YourSearchPlugin requires TiddlyWiki 2.1 or newer.\n\nCheck the archive for YourSearch plugins\nsupporting older versions of TiddlyWiki.\n\nArchive: http://tiddlywiki.abego-software.de/archive");}abego.YourSearch={};var _b1;var _b2;var _b3=function(_b4){_b1=_b4;};var _b5=function(){return _b1?_b1:[];};var _b6=function(){return _b1?_b1.length:0;};var _b7=4;var _b8=10;var _b9=2;var _ba=function(s,re){var m=s.match(re);return m?m.length:0;};var _bb=function(_bc,_bd){var _be=_bd.getMarkRegExp();if(!_be){return 1;}var _bf=_bc.title.match(_be);var _c0=_bf?_bf.length:0;var _c1=_ba(_bc.getTags(),_be);var _c2=_bf?_bf.join("").length:0;var _c3=_bc.title.length>0?_c2/_bc.title.length:0;var _c4=_c0*_b7+_c1*_b9+_c3*_b8+1;return _c4;};var _c5=function(_c6,_c7,_c8,_c9,_ca,_cb){_b2=null;var _cc=_c6.reverseLookup("tags",_cb,false);try{var _cd=[];if(config.options.chkSearchInTitle){_cd.push("title");}if(config.options.chkSearchInText){_cd.push("text");}if(config.options.chkSearchInTags){_cd.push("tags");}_b2=new abego.TiddlerQuery(_c7,_c8,_c9,_cd,config.options.chkSearchExtendedFields);}catch(e){return [];}var _ce=_b2.filter(_cc);var _cf=abego.YourSearch.getRankFunction();for(var i=0;i<_ce.length;i++){var _d0=_ce[i];var _d1=_cf(_d0,_b2);_d0.searchRank=_d1;}if(!_ca){_ca="title";}var _d2=function(a,b){var _d3=a.searchRank-b.searchRank;if(_d3==0){if(a[_ca]==b[_ca]){return (0);}else{return (a[_ca]<b[_ca])?-1:+1;}}else{return (_d3>0)?-1:+1;}};_ce.sort(_d2);return _ce;};var _d4=80;var _d5=50;var _d6=250;var _d7=50;var _d8=25;var _d9=10;var _da="yourSearchResult";var _db="yourSearchResultItems";var _dc;var _dd;var _de;var _df;var _e0;var _e1=function(){if(version.extensions.YourSearchPlugin.styleSheetInited){return;}version.extensions.YourSearchPlugin.styleSheetInited=true;setStylesheet(store.getTiddlerText("YourSearchStyleSheet"),"yourSearch");};var _e2=function(){return _dd!=null&&_dd.parentNode==document.body;};var _e3=function(){if(_e2()){document.body.removeChild(_dd);}};var _e4=function(e){_e3();var _e5=this.getAttribute("tiddlyLink");if(_e5){var _e6=this.getAttribute("withHilite");var _e7=highlightHack;if(_e6&&_e6=="true"&&_b2){highlightHack=_b2.getMarkRegExp();}story.displayTiddler(this,_e5);highlightHack=_e7;}return (false);};var _e8=function(){if(!_de){return;}var _e9=_de;var _ea=findPosX(_e9);var _eb=findPosY(_e9);var _ec=_e9.offsetHeight;var _ed=_ea;var _ee=_eb+_ec;var _ef=findWindowWidth();if(_ef<_dd.offsetWidth){_dd.style.width=(_ef-100)+"px";_ef=findWindowWidth();}var _f0=_dd.offsetWidth;if(_ed+_f0>_ef){_ed=_ef-_f0-30;}if(_ed<0){_ed=0;}_dd.style.left=_ed+"px";_dd.style.top=_ee+"px";_dd.style.display="block";};var _f1=function(){if(_dd){window.scrollTo(0,ensureVisible(_dd));}if(_de){window.scrollTo(0,ensureVisible(_de));}};var _f2=function(){_e8();_f1();};var _f3;var _f4;var _f5=new abego.PageWiseRenderer();var _f6=function(_f7){this.itemHtml=store.getTiddlerText("YourSearchItemTemplate");if(!this.itemHtml){_b0("YourSearchItemTemplate not found");}this.place=document.getElementById(_db);if(!this.place){this.place=createTiddlyElement(_f7,"div",_db);}};merge(_f6.prototype,{render:function(_f8,_f9,_fa,_fb){_f3=_fb;_f4=_f9;var _fc=createTiddlyElement(this.place,"div",null,"yourSearchItem");_fc.innerHTML=this.itemHtml;applyHtmlMacros(_fc,null);refreshElements(_fc,null);},endRendering:function(_fd){_f4=null;}});var _fe=function(){if(!_dd||!_de){return;}var _ff=store.getTiddlerText("YourSearchResultTemplate");if(!_ff){_ff="<b>Tiddler YourSearchResultTemplate not found</b>";}_dd.innerHTML=_ff;applyHtmlMacros(_dd,null);refreshElements(_dd,null);var _100=new _f6(_dd);_f5.renderPage(_100);_f2();};_f5.getItemsPerPage=function(){var n=(config.options.chkPreviewText)?abego.toInt(config.options.txtItemsPerPageWithPreview,_d9):abego.toInt(config.options.txtItemsPerPage,_d8);return (n>0)?n:1;};_f5.onPageChanged=function(){_fe();};var _101=function(){if(_de==null||!config.options.chkUseYourSearch){return;}if((_de.value==_dc)&&_dc&&!_e2()){if(_dd&&(_dd.parentNode!=document.body)){document.body.appendChild(_dd);_f2();}else{abego.YourSearch.onShowResult(true);}}};var _102=function(){_e3();_dd=null;_dc=null;};var _103=function(self,e){while(e!=null){if(self==e){return true;}e=e.parentNode;}return false;};var _104=function(e){if(e.target==_de){return;}if(e.target==_df){return;}if(_dd&&_103(_dd,e.target)){return;}_e3();};var _105=function(e){if(e.keyCode==27){_e3();}};addEvent(document,"click",_104);addEvent(document,"keyup",_105);var _106=function(text,_107,_108){_dc=text;_b3(_c5(store,text,_107,_108,"title","excludeSearch"));abego.YourSearch.onShowResult();};var _109=function(_10a,_10b,_10c,_10d,_10e,_10f){_e1();_dc="";var _110=null;var _111=function(txt){if(config.options.chkUseYourSearch){_106(txt.value,config.options.chkCaseSensitiveSearch,config.options.chkRegExpSearch);}else{story.search(txt.value,config.options.chkCaseSensitiveSearch,config.options.chkRegExpSearch);}_dc=txt.value;};var _112=function(e){_111(_de);return false;};var _113=function(e){if(!e){var e=window.event;}_de=this;switch(e.keyCode){case 13:if(e.ctrlKey&&_e0&&_e2()){_e0.onclick.apply(_e0,[e]);}else{_111(this);}break;case 27:if(_e2()){_e3();}else{this.value="";clearMessage();}break;}if(String.fromCharCode(e.keyCode)==this.accessKey||e.altKey){_101();}if(this.value.length<3&&_110){clearTimeout(_110);}if(this.value.length>2){if(this.value!=_dc){if(!config.options.chkUseYourSearch||config.options.chkSearchAsYouType){if(_110){clearTimeout(_110);}var txt=this;_110=setTimeout(function(){_111(txt);},500);}}else{if(_110){clearTimeout(_110);}}}if(this.value.length==0){_e3();}};var _114=function(e){this.select();clearMessage();_101();};var args=_10e.parseParams("list",null,true);var _115=getFlag(args,"buttonAtRight");var _116=getParam(args,"sizeTextbox",this.sizeTextbox);var btn;if(!_115){btn=createTiddlyButton(_10a,this.label,this.prompt,_112);}var txt=createTiddlyElement(null,"input",null,null,null);if(_10c[0]){txt.value=_10c[0];}txt.onkeyup=_113;txt.onfocus=_114;txt.setAttribute("size",_116);txt.setAttribute("accessKey",this.accessKey);txt.setAttribute("autocomplete","off");if(config.browser.isSafari){txt.setAttribute("type","search");txt.setAttribute("results","5");}else{txt.setAttribute("type","text");}if(_10a){_10a.appendChild(txt);}if(_115){btn=createTiddlyButton(_10a,this.label,this.prompt,_112);}_de=txt;_df=btn;};var _117=function(){_e3();var _118=_b5();var n=_118.length;if(n){var _119=[];for(var i=0;i<n;i++){_119.push(_118[i].title);}story.displayTiddlers(null,_119);}};var _11a=function(_11b,_11c,_11d,_11e){invokeMacro(_11b,"option",_11c,_11d,_11e);var elem=_11b.lastChild;var _11f=elem.onclick;elem.onclick=function(e){var _120=_11f.apply(this,arguments);_fe();return _120;};return elem;};var _121=function(s){var _122=["''","{{{","}}}","//","<<<","/***","***/"];var _123="";for(var i=0;i<_122.length;i++){if(i!=0){_123+="|";}_123+="("+_122[i].escapeRegExp()+")";}return s.replace(new RegExp(_123,"mg"),"").trim();};var _124=function(){var i=_f3;return (i>=0&&i<=9)?(i<9?(i+1):0):-1;};var _125=new abego.LimitedTextRenderer();var _126=function(_127,s,_128){_125.render(_127,s,_128,_b2.getMarkRegExp());};var _129=TiddlyWiki.prototype.saveTiddler;TiddlyWiki.prototype.saveTiddler=function(_12a,_12b,_12c,_12d,_12e,tags,_12f){_129.apply(this,arguments);_102();};var _130=TiddlyWiki.prototype.removeTiddler;TiddlyWiki.prototype.removeTiddler=function(_131){_130.apply(this,arguments);_102();};config.macros.yourSearch={label:"yourSearch",prompt:"Gives access to the current/last YourSearch result",handler:function(_132,_133,_134,_135,_136,_137){if(_134.length==0){return;}var name=_134[0];var func=config.macros.yourSearch.funcs[name];if(func){func(_132,_133,_134,_135,_136,_137);}},tests:{"true":function(){return true;},"false":function(){return false;},"found":function(){return _b6()>0;},"previewText":function(){return config.options.chkPreviewText;}},funcs:{itemRange:function(_138){if(_b6()){var _139=_f5.getLastIndexOnPage();var s="%0 - %1".format([_f5.getFirstIndexOnPage()+1,_139+1]);createTiddlyText(_138,s);}},count:function(_13a){createTiddlyText(_13a,_b6().toString());},query:function(_13b){if(_b2){createTiddlyText(_13b,_b2.toString());}},version:function(_13c){var t="YourSearch %0.%1.%2".format([version.extensions.YourSearchPlugin.major,version.extensions.YourSearchPlugin.minor,version.extensions.YourSearchPlugin.revision]);var e=createTiddlyElement(_13c,"a");e.setAttribute("href","http://tiddlywiki.abego-software.de/#YourSearchPlugin");e.innerHTML="<font color=\"black\" face=\"Arial, Helvetica, sans-serif\">"+t+"<font>";},copyright:function(_13d){var e=createTiddlyElement(_13d,"a");e.setAttribute("href","http://www.abego-software.de");e.innerHTML="<font color=\"black\" face=\"Arial, Helvetica, sans-serif\">&copy; 2005-2008 <b><font color=\"red\">abego</font></b> Software<font>";},newTiddlerButton:function(_13e){if(_b2){var r=abego.parseNewTiddlerCommandLine(_b2.getQueryText());var btn=config.macros.newTiddler.createNewTiddlerButton(_13e,r.title,r.params,"new tiddler","Create a new tiddler based on search text. (Shortcut: Ctrl-Enter; Separators: '.', '#')",null,"text");var _13f=btn.onclick;btn.onclick=function(){_e3();_13f.apply(this,arguments);};_e0=btn;}},linkButton:function(_140,_141,_142,_143,_144,_145){if(_142<2){return;}var _146=_142[1];var text=_142<3?_146:_142[2];var _147=_142<4?text:_142[3];var _148=_142<5?null:_142[4];var btn=createTiddlyButton(_140,text,_147,_e4,null,null,_148);btn.setAttribute("tiddlyLink",_146);},closeButton:function(_149,_14a,_14b,_14c,_14d,_14e){var _14f=createTiddlyButton(_149,"close","Close the Search Results (Shortcut: ESC)",_e3);},openAllButton:function(_150,_151,_152,_153,_154,_155){var n=_b6();if(n==0){return;}var _156=n==1?"open tiddler":"open all %0 tiddlers".format([n]);var _157=createTiddlyButton(_150,_156,"Open all found tiddlers (Shortcut: Alt-O)",_117);_157.setAttribute("accessKey","O");},naviBar:function(_158,_159,_15a,_15b,_15c,_15d){_f5.addPageNavigation(_158);},"if":function(_15e,_15f,_160,_161,_162,_163){if(_160.length<2){return;}var _164=_160[1];var _165=(_164=="not");if(_165){if(_160.length<3){return;}_164=_160[2];}var test=config.macros.yourSearch.tests[_164];var _166=false;try{if(test){_166=test(_15e,_15f,_160,_161,_162,_163)!=_165;}else{_166=(!eval(_164))==_165;}}catch(ex){}if(!_166){_15e.style.display="none";}},chkPreviewText:function(_167,_168,_169,_16a,_16b,_16c){var _16d=_169.slice(1).join(" ");var elem=_11a(_167,"chkPreviewText",_16a,_16c);elem.setAttribute("accessKey","P");elem.title="Show text preview of found tiddlers (Shortcut: Alt-P)";return elem;}}};config.macros.foundTiddler={label:"foundTiddler",prompt:"Provides information on the tiddler currently processed on the YourSearch result page",handler:function(_16e,_16f,_170,_171,_172,_173){var name=_170[0];var func=config.macros.foundTiddler.funcs[name];if(func){func(_16e,_16f,_170,_171,_172,_173);}},funcs:{title:function(_174,_175,_176,_177,_178,_179){if(!_f4){return;}var _17a=_124();var _17b=_17a>=0?"Open tiddler (Shortcut: Alt-%0)".format([_17a.toString()]):"Open tiddler";var btn=createTiddlyButton(_174,null,_17b,_e4,null);btn.setAttribute("tiddlyLink",_f4.title);btn.setAttribute("withHilite","true");_126(btn,_f4.title,_d4);if(_17a>=0){btn.setAttribute("accessKey",_17a.toString());}},tags:function(_17c,_17d,_17e,_17f,_180,_181){if(!_f4){return;}_126(_17c,_f4.getTags(),_d5);},text:function(_182,_183,_184,_185,_186,_187){if(!_f4){return;}_126(_182,_121(_f4.text),_d6);},field:function(_188,_189,_18a,_18b,_18c,_18d){if(!_f4){return;}var name=_18a[1];var len=_18a.length>2?abego.toInt(_18a[2],_d7):_d7;var v=store.getValue(_f4,name);if(v){_126(_188,_121(v),len);}},number:function(_18e,_18f,_190,_191,_192,_193){var _194=_124();if(_194>=0){var text="%0)".format([_194.toString()]);createTiddlyElement(_18e,"span",null,"shortcutNumber",text);}}}};var opts={chkUseYourSearch:true,chkPreviewText:true,chkSearchAsYouType:true,chkSearchInTitle:true,chkSearchInText:true,chkSearchInTags:true,chkSearchExtendedFields:true,txtItemsPerPage:_d8,txtItemsPerPageWithPreview:_d9};for(var n in opts){if(config.options[n]==undefined){config.options[n]=opts[n];}}config.shadowTiddlers.AdvancedOptions+="\n<<option chkUseYourSearch>> Use 'Your Search' //([[more options|YourSearch Options]]) ([[help|YourSearch Help]])// ";config.shadowTiddlers["YourSearch Help"]="!Field Search\nWith the Field Search you can restrict your search to certain fields of a tiddler, e.g"+" only search the tags or only the titles. The general form is //fieldname//'':''//textToSearch// (e."+"g. {{{title:intro}}}). In addition one-character shortcuts are also supported for the standard field"+"s {{{title}}}, {{{text}}} and {{{tags}}}:\n|!What you want|!What you type|!Example|\n|Search ''titles "+"only''|start word with ''!''|{{{!jonny}}} (shortcut for {{{title:jonny}}})|\n|Search ''contents/text "+"only''|start word with ''%''|{{{%football}}} (shortcut for {{{text:football}}})|\n|Search ''tags only"+"''|start word with ''#''|{{{#Plugin}}} (shortcut for {{{tags:Plugin}}})|\n\nUsing this feature you may"+" also search the extended fields (\"Metadata\") introduced with TiddlyWiki 2.1, e.g. use {{{priority:1"+"}}} to find all tiddlers with the priority field set to \"1\".\n\nYou may search a word in more than one"+" field. E.g. {{{!#Plugin}}} (or {{{title:tags:Plugin}}} in the \"long form\") finds tiddlers containin"+"g \"Plugin\" either in the title or in the tags (but does not look for \"Plugin\" in the text). \n\n!Boole"+"an Search\nThe Boolean Search is useful when searching for multiple words.\n|!What you want|!What you "+"type|!Example|\n|''All words'' must exist|List of words|{{{jonny jeremy}}} (or {{{jonny and jeremy}}}"+")|\n|''At least one word'' must exist|Separate words by ''or''|{{{jonny or jeremy}}}|\n|A word ''must "+"not exist''|Start word with ''-''|{{{-jonny}}} (or {{{not jonny}}})|\n\n''Note:'' When you specify two"+" words, separated with a space, YourSearch finds all tiddlers that contain both words, but not neces"+"sarily next to each other. If you want to find a sequence of word, e.g. '{{{John Brown}}}', you need"+" to put the words into quotes. I.e. you type: {{{\"john brown\"}}}.\n\nUsing parenthesis you may change "+"the default \"left to right\" evaluation of the boolean search. E.g. {{{not (jonny or jeremy)}}} finds"+" all tiddlers that contain neither \"jonny\" nor \"jeremy. In contrast to this {{{not jonny or jeremy}}"+"} (i.e. without parenthesis) finds all tiddlers that either don't contain \"jonny\" or that contain \"j"+"eremy\".\n\n!'Exact Word' Search\nBy default a search result all matches that 'contain' the searched tex"+"t. E.g. if you search for {{{Task}}} you will get all tiddlers containing 'Task', but also '~Complet"+"edTask', '~TaskForce' etc.\n\nIf you only want to get the tiddlers that contain 'exactly the word' you"+" need to prefix it with a '='. E.g. typing '=Task' will find the tiddlers that contain the word 'Tas"+"k', ignoring words that just contain 'Task' as a substring.\n\n!~CaseSensitiveSearch and ~RegExpSearch"+"\nThe standard search options ~CaseSensitiveSearch and ~RegExpSearch are fully supported by YourSearc"+"h. However when ''~RegExpSearch'' is on Filtered and Boolean Search are disabled.\n\nIn addition you m"+"ay do a \"regular expression\" search even with the ''~RegExpSearch'' set to false by directly enterin"+"g the regular expression into the search field, framed with {{{/.../}}}. \n\nExample: {{{/m[ae][iy]er/"+"}}} will find all tiddlers that contain either \"maier\", \"mayer\", \"meier\" or \"meyer\".\n\n!~JavaScript E"+"xpression Filtering\nIf you are familiar with JavaScript programming and know some TiddlyWiki interna"+"ls you may also use JavaScript expression for the search. Just enter a JavaScript boolean expression"+" into the search field, framed with {{{ { ... } }}}. In the code refer to the variable tiddler and e"+"valuate to {{{true}}} when the given tiddler should be included in the result. \n\nExample: {{{ { tidd"+"ler.modified > new Date(\"Jul 4, 2005\")} }}} returns all tiddler modified after July 4th, 2005.\n\n!Com"+"bined Search\nYou are free to combine the various search options. \n\n''Examples''\n|!What you type|!Res"+"ult|\n|{{{!jonny !jeremy -%football}}}|all tiddlers with both {{{jonny}}} and {{{jeremy}}} in its tit"+"les, but no {{{football}}} in content.|\n|{{{#=Task}}}|All tiddlers tagged with 'Task' (the exact wor"+"d). Tags named '~CompletedTask', '~TaskForce' etc. are not considered.|\n\n!Access Keys\nYou are encour"+"aged to use the access keys (also called \"shortcut\" keys) for the most frequently used operations. F"+"or quick reference these shortcuts are also mentioned in the tooltip for the various buttons etc.\n\n|"+"!Key|!Operation|\n|{{{Alt-F}}}|''The most important keystroke'': It moves the cursor to the search in"+"put field so you can directly start typing your query. Pressing {{{Alt-F}}} will also display the pr"+"evious search result. This way you can quickly display multiple tiddlers using \"Press {{{Alt-F}}}. S"+"elect tiddler.\" sequences.|\n|{{{ESC}}}|Closes the [[YourSearch Result]]. When the [[YourSearch Resul"+"t]] is already closed and the cursor is in the search input field the field's content is cleared so "+"you start a new query.|\n|{{{Alt-1}}}, {{{Alt-2}}},... |Pressing these keys opens the first, second e"+"tc. tiddler from the result list.|\n|{{{Alt-O}}}|Opens all found tiddlers.|\n|{{{Alt-P}}}|Toggles the "+"'Preview Text' mode.|\n|{{{Alt-'<'}}}, {{{Alt-'>'}}}|Displays the previous or next page in the [[Your"+"Search Result]].|\n|{{{Return}}}|When you have turned off the 'as you type' search mode pressing the "+"{{{Return}}} key actually starts the search (as does pressing the 'search' button).|\n\n//If some of t"+"hese shortcuts don't work for you check your browser if you have other extensions installed that alr"+"eady \"use\" these shortcuts.//";config.shadowTiddlers["YourSearch Options"]="|>|!YourSearch Options|\n|>|<<option chkUseYourSearch>> Use 'Your Search'|\n|!|<<option chkPreviewText"+">> Show Text Preview|\n|!|<<option chkSearchAsYouType>> 'Search As You Type' Mode (No RETURN required"+" to start search)|\n|!|Default Search Filter:<<option chkSearchInTitle>>Title ('!')     <<option chk"+"SearchInText>>Text ('%')     <<option chkSearchInTags>>Tags ('#')    <<option chkSearchExtendedFiel"+"ds>>Extended Fields<html><br><font size=\"-2\">The fields of a tiddlers that are searched when you don"+"'t explicitly specify a filter in the search text <br>(Explictly specify fields using one or more '!"+"', '%', '#' or 'fieldname:' prefix before the word/text to find).</font></html>|\n|!|Number of items "+"on search result page: <<option txtItemsPerPage>>|\n|!|Number of items on search result page with pre"+"view text: <<option txtItemsPerPageWithPreview>>|\n";config.shadowTiddlers["YourSearchStyleSheet"]="/***\n!~YourSearchResult Stylesheet\n***/\n/*{{{*/\n.yourSearchResult {\n\tposition: absolute;\n\twidth: 800"+"px;\n\n\tpadding: 0.2em;\n\tlist-style: none;\n\tmargin: 0;\n\n\tbackground: #ffd;\n\tborder: 1px solid DarkGra"+"y;\n}\n\n/*}}}*/\n/***\n!!Summary Section\n***/\n/*{{{*/\n.yourSearchResult .summary {\n\tborder-bottom-width:"+" thin;\n\tborder-bottom-style: solid;\n\tborder-bottom-color: #999999;\n\tpadding-bottom: 4px;\n}\n\n.yourSea"+"rchRange, .yourSearchCount, .yourSearchQuery   {\n\tfont-weight: bold;\n}\n\n.yourSearchResult .summary ."+"button {\n\tfont-size: 10px;\n\n\tpadding-left: 0.3em;\n\tpadding-right: 0.3em;\n}\n\n.yourSearchResult .summa"+"ry .chkBoxLabel {\n\tfont-size: 10px;\n\n\tpadding-right: 0.3em;\n}\n\n/*}}}*/\n/***\n!!Items Area\n***/\n/*{{{*"+"/\n.yourSearchResult .marked {\n\tbackground: none;\n\tfont-weight: bold;\n}\n\n.yourSearchItem {\n\tmargin-to"+"p: 2px;\n}\n\n.yourSearchNumber {\n\tcolor: #808080;\n}\n\n\n.yourSearchTags {\n\tcolor: #008000;\n}\n\n.yourSearc"+"hText {\n\tcolor: #808080;\n\tmargin-bottom: 6px;\n}\n\n/*}}}*/\n/***\n!!Footer\n***/\n/*{{{*/\n.yourSearchFoote"+"r {\n\tmargin-top: 8px;\n\tborder-top-width: thin;\n\tborder-top-style: solid;\n\tborder-top-color: #999999;"+"\n}\n\n.yourSearchFooter a:hover{\n\tbackground: none;\n\tcolor: none;\n}\n/*}}}*/\n/***\n!!Navigation Bar\n***/"+"\n/*{{{*/\n.yourSearchNaviBar a {\n\tfont-size: 16px;\n\tmargin-left: 4px;\n\tmargin-right: 4px;\n\tcolor: bla"+"ck;\n\ttext-decoration: underline;\n}\n\n.yourSearchNaviBar a:hover {\n\tbackground-color: none;\n}\n\n.yourSe"+"archNaviBar .prev {\n\tfont-weight: bold;\n\tcolor: blue;\n}\n\n.yourSearchNaviBar .currentPage {\n\tcolor: #"+"FF0000;\n\tfont-weight: bold;\n\ttext-decoration: none;\n}\n\n.yourSearchNaviBar .next {\n\tfont-weight: bold"+";\n\tcolor: blue;\n}\n/*}}}*/\n";config.shadowTiddlers["YourSearchResultTemplate"]="<!--\n{{{\n-->\n<span macro=\"yourSearch if found\">\n<!-- The Summary Header ============================"+"================ -->\n<table class=\"summary\" border=\"0\" width=\"100%\" cellspacing=\"0\" cellpadding=\"0\">"+"<tbody>\n  <tr>\n\t<td align=\"left\">\n\t\tYourSearch Result <span class=\"yourSearchRange\" macro=\"yourSearc"+"h itemRange\"></span>\n\t\t&nbsp;of&nbsp;<span class=\"yourSearchCount\" macro=\"yourSearch count\"></span>\n"+"\t\tfor&nbsp;<span class=\"yourSearchQuery\" macro=\"yourSearch query\"></span>\n\t</td>\n\t<td class=\"yourSea"+"rchButtons\" align=\"right\">\n\t\t<span macro=\"yourSearch chkPreviewText\"></span><span class=\"chkBoxLabel"+"\">preview text</span>\n\t\t<span macro=\"yourSearch newTiddlerButton\"></span>\n\t\t<span macro=\"yourSearch openAllButton\"></span>\n\t\t<span macro=\"yourSearch lin"+"kButton 'YourSearch Options' options 'Configure YourSearch'\"></span>\n\t\t<span macro=\"yourSearch linkB"+"utton 'YourSearch Help' help 'Get help how to use YourSearch'\"></span>\n\t\t<span macro=\"yourSearch clo"+"seButton\"></span>\n\t</td>\n  </tr>\n</tbody></table>\n\n<!-- The List of Found Tiddlers ================="+"=========================== -->\n<div id=\"yourSearchResultItems\" itemsPerPage=\"25\" itemsPerPageWithPr"+"eview=\"10\"></div>\n\n<!-- The Footer (with the Navigation) ==========================================="+"= -->\n<table class=\"yourSearchFooter\" border=\"0\" width=\"100%\" cellspacing=\"0\" cellpadding=\"0\"><tbody"+">\n  <tr>\n\t<td align=\"left\">\n\t\tResult page: <span class=\"yourSearchNaviBar\" macro=\"yourSearch naviBar"+"\"></span>\n\t</td>\n\t<td align=\"right\"><span macro=\"yourSearch version\"></span>, <span macro=\"yourSearc"+"h copyright\"></span>\n\t</td>\n  </tr>\n</tbody></table>\n<!-- end of the 'tiddlers found' case ========="+"================================== -->\n</span>\n\n\n<!-- The \"No tiddlers found\" case ================="+"========================== -->\n<span macro=\"yourSearch if not found\">\n<table class=\"summary\" border="+"\"0\" width=\"100%\" cellspacing=\"0\" cellpadding=\"0\"><tbody>\n  <tr>\n\t<td align=\"left\">\n\t\tYourSearch Resu"+"lt: No tiddlers found for <span class=\"yourSearchQuery\" macro=\"yourSearch query\"></span>.\n\t</td>\n\t<t"+"d class=\"yourSearchButtons\" align=\"right\">\n\t\t<span macro=\"yourSearch newTiddlerButton\"></span>\n\t\t<span macro=\"yourSearch linkButton 'YourSearch Options'"+" options 'Configure YourSearch'\"></span>\n\t\t<span macro=\"yourSearch linkButton 'YourSearch Help' help"+" 'Get help how to use YourSearch'\"></span>\n\t\t<span macro=\"yourSearch closeButton\"></span>\n\t</td>\n  <"+"/tr>\n</tbody></table>\n</span>\n\n\n<!--\n}}}\n-->\n";config.shadowTiddlers["YourSearchItemTemplate"]="<!--\n{{{\n-->\n<span class='yourSearchNumber' macro='foundTiddler number'></span>\n<span class='yourSea"+"rchTitle' macro='foundTiddler title'/></span>&nbsp;-&nbsp;\n<span class='yourSearchTags' macro='found"+"Tiddler field tags 50'/></span>\n<span macro=\"yourSearch if previewText\"><div class='yourSearchText' macro='fo"+"undTiddler field text 250'/></div></span>\n<!--\n}}}\n-->";config.shadowTiddlers["YourSearch"]="<<tiddler [[YourSearch Help]]>>";config.shadowTiddlers["YourSearch Result"]="The popup-like window displaying the result of a YourSearch query.";config.macros.search.handler=_109;var _195=function(){if(config.macros.search.handler!=_109){alert("Message from YourSearchPlugin:\n\n\nAnother plugin has disabled the 'Your Search' features.\n\n\nYou may "+"disable the other plugin or change the load order of \nthe plugins (by changing the names of the tidd"+"lers)\nto enable the 'Your Search' features.");}};setTimeout(_195,5000);abego.YourSearch.getStandardRankFunction=function(){return _bb;};abego.YourSearch.getRankFunction=function(){return abego.YourSearch.getStandardRankFunction();};abego.YourSearch.getCurrentTiddler=function(){return _f4;};abego.YourSearch.closeResult=function(){_e3();};abego.YourSearch.getFoundTiddlers=function(){return _b1;};abego.YourSearch.getQuery=function(){return _b2;};abego.YourSearch.onShowResult=function(_196){highlightHack=_b2?_b2.getMarkRegExp():null;if(!_196){_f5.setItems(_b5());}if(!_dd){_dd=createTiddlyElement(document.body,"div",_da,"yourSearchResult");}else{if(_dd.parentNode!=document.body){document.body.appendChild(_dd);}}_fe();highlightHack=null;};})();}
//%/
<<forEachTiddler
 where
 'tiddler.tags.contains("Audio")'
 sortBy 
        'tiddler.title.toUpperCase()'
 script
 '
 function getFirstLine(s) {
 var m = s.match(/\s*(.*)/);
 return m != null && m.length >= 1 ? m[1] : "";
 }
 '
 write
 '"[["+tiddler.title+"]]\n"' 

>>
In the book [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] the acronym SPIN is defined to denote:
* ''S'' [[Situational Questions]]
* ''P'' [[Problem Questions]] (implicit needs)
* ''I'' [[Implication Questions]]
* ''N'' [[Need Payoff Questions]] (explicit needs)

||Definition|Impact|Advice|h
|[[Situational Questions]]|Finding out ''facts'' about the buyers existing situation|Least powerfull of the SPIN questions. Negative relation to success. Most people ask to many|Eliminate unnecessary Situation Questions by doing your homework in advance|
|[[Problem Questions]]|Asking about ''problems, difficulties or dissatisfactions'' that the buyer is experiencing with the existing situation|More powerful than Situation Questions. People ask more problem questions if they get experienced at selling|Think of your products or services in terms the solve for buyers, not in terms of the details of characteristics that your product possesses|
|[[Implication Questions]]|Asking questions about the ''consequences or effects'' of the buyers problems, diffulcties or satisfactions|The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions|These questions are the hardest to ask. Practice and read the tips!|
|[[Need Payoff Questions]]|Asking about the ''value or usefulness'' of a proposed solution|Versatile questions used by a great deal by top salespeople. Positive impact on customers who rate calls high in Need payoff questions as helpful and constructive|Use these questions to get buyers tell you about the benefits that your solution can offer|
/***
|Name|BookmarkletPlugin|
|Version|0.1|
|Author|Ben Gillies|
|Type|plugin|
|Description|Generate a bookmarklet that will pop up your TiddlyWiki inside a different web page|
!Usage
To generate the bookmarklet, use:

<<bookmarklet tiddler>>

where tiddler is the (optional) name of the tiddler you want to view.

It will generate a bookmarklet for you that will pop up whichever tiddler you specify from within whichever bag/recipe you call it from from any website.

It will load everything up using the BookmarkletTheme tiddler which has been designed to work in a small space (the side of your screen).

This plugin comprises 4 tiddlers. All of which should be accessible from the recipe/bag you load the bookmarklet in:
*bookmarklet.css (the CSS for the side bar that loads up when you click the bookmarklet)
*bookmarklet.js
*BookmarkletPlugin (this tiddler)
*BookmarkletTheme

Requires TiddlyWeb
!Code
***/
//{{{
if(!version.extensions.BookmarkletPlugin)
{ //# ensure that the plugin is only installed once
    version.extensions.BookmarkletPlugin = { installed: true }
};

config.macros.bookmarklet = {
    root: {},
	bookmarkletTemplate: '!URL\n{URL}\n\n!Description\n{Description}',
    handler: function(place, macroName, params, wikifier, paramString, tiddler){
        if (!config.defaultCustomFields)
            throw 'defaultCustomFields Not Found. This plugin requires TiddlyWeb to work.';
        var urlBase = config.defaultCustomFields['server.host'];
        urlBase += urlBase[urlBase.length - 1] !== '/' ? '/' : '';
        var path = escape(config.defaultCustomFields['server.workspace']);
        var siteTitle = document.title;
        var escapedSiteTitle = ',%22' + escape(siteTitle) + '%22';

        var tiddler = params.length > 0 ? ',%22' + escape(params[0]) + '%22' : ',null';

        var bookmarklet = 'javascript:(function(){'
            + 'var%20u=%22' + urlBase + '%22;var%20p=%22' + path + '%22;'
            + 'var%20s=document.createElement(%22script%22);'
            + 's.type=%22text/javascript%22;'
            + 's.src=u+p+%22/tiddlers/bookmarklet.js%22;'
            + 'document.body.appendChild(s);'
            + 'var%20lT=setInterval(function(){'
            + 'if(window.openTiddlyWiki){'
            + 'window.openTiddlyWiki(u,p' + tiddler + escapedSiteTitle + ');'
            + 'clearTimeout(lT);'
            + '}},100);})();';

        var link = jQuery('<a/>')
            .attr('href', bookmarklet)
            .text(siteTitle)
            .appendTo(place);
    },
    receiveMessageHandler: function(message) {
        var rootData = config.macros.bookmarklet.root;

        if (/^title:/.test(message.data)) {
            rootData.title = message.data.substr(6);
        } else if (/^desc:/.test(message.data)) {
            rootData.desc = message.data.substr(5);
        } else if (/^url:/.test(message.data)) {
            rootData.url = message.data.substr(4);
        }

        if ((rootData['desc']) && (rootData['title']) && (rootData['url'])) {
            //try and find the tiddler
            //If we got here via query string (aka - a lack of window.postMessage), the page won't have finished loading properly yet.
            //so we have to wait for a bit until we can call story.displayTiddler properly.
            if (!window.postMessage) {
                oldRestart = window.restart;
                window.restart = function() {
                    config.macros.bookmarklet.findTiddler(rootData);
                    oldRestart();
                    window.restart = oldRestart;
                };
            } else {
                config.macros.bookmarklet.findTiddler(rootData);
            }
        }
    },
    findTiddler: function(data) {
        var tiddler = store.getTiddler(data['title']);
        if (tiddler) {
            story.displayTiddler(document.body, tiddler.title, 2);
            return;
        }

        var tiddlers = store.search(data['url'], null, 'excludeSearch');
        if (tiddlers.length > 0) {
            story.search(data['url']);
            return;
        }
        //we haven't found it. So create a new one.
        tiddler = new Tiddler(data['title']);
        tiddler.tags = ['bookmark'];
        tiddler.text = config.macros.bookmarklet.bookmarkletTemplate
            .replace('{URL}', data['url'])
            .replace('{Description}', data['desc']);
        tiddler.fields = merge({}, config.defaultCustomFields);
        store.addTiddler(tiddler);
        story.displayTiddler(document.body, tiddler.title, 2);
    }
};

;

/********************************************/
/****Bookmarklet Theme and switching code****/
/********************************************/
(function() {
    if (window.self !== window.top) {
        config.options.txtTheme = 'BookmarkletTheme';
        var receiveMessage = config.macros.bookmarklet.receiveMessageHandler;
        if (!window.postMessage) {
            //the message will be coming through the query string #ie6 probably
            var queryObj = {};
            var data = (window.location.search.substr(0, 1) === '?') ? window.location.search.substr(1) : window.location.search;
            data = data.split('&');
            for (var i=0; i<data.length; i++) {
                var keyValPair = data[i].split('=');
                queryObj[keyValPair[0]] = decodeURIComponent(keyValPair[1]);
            }
            if (queryObj['bookmarkletParentURL']) {
                var message = {};
                message.data = 'url:' + queryObj['bookmarkletParentURL'];
                receiveMessage(message);
                if (queryObj['bookmarkletParentTitle']) {
                    message.data = 'title:' + queryObj['bookmarkletParentTitle'];
                    receiveMessage(message);
                }
                if (queryObj['bookmarkletParentDesc']) {
                    message.data = 'desc:' + queryObj['bookmarkletParentDesc'];
                    receiveMessage(message);
                }
            }
        } else {
            if (typeof window.addEventListener != 'undefined') {
                window.addEventListener('message', receiveMessage, false);
            } else if (type.attachEvent != 'undefined') {
                window.attachEvent('onmessage', receiveMessage);
            }
        }
    } else if (config.options.txtTheme == 'BookmarkletTheme') {
        config.options.txtTheme = '';
    }
})();
//}}}
Do you need [[Behavior Based Rewards]] or [[Outcome Based Rewards]]?

|Behavior Based||Outcome Based|h
|Yes|There is no safeguard problem of knowledge or experience|No|
|No|Performance can be objectively measured|Yes|
|Yes|There is demand uncertainty|No|
|No|Monitoring and measuring sales force actvities is difficult and expensive|Yes|
|No|The person has control over his/her activities|Yes|
|No|Rewarding is a feedback mechanism|Yes|
|No|People are mainlyy extrinsically motivated|Yes|
In human perception, ''//the contrast principle//'', that affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it as
more different than it actually is. So if we lift a light object first and then lift a heavy object, we will estimate the second object to be heavier than if we had lifted it without first trying the light one.

The contrast principle is well established in the Field of psychophysics and applies to allsorts of perceptions besides weight.

!Examples
* If we are talking to a beautiful woman at a cocktail party and are then joined by an unattractive one, the second woman will strike us as less attractive than she actually is.
* Studies done on the contrast principle at Arizona State and Montana State universities suggest that we may be less satisfied with the physical attractiveness of our own lovers because of the way the popular media bombard us with of unrealistically attractive models.
* The same principle applies to a man who wishes to buy the accessories (shirt, shoes, belt) to go along with his new suit. Contrary to the commonsense view, the evidence supports the contrast-principle prediction.
* The interesting thing is that even when a man enters a clothing store with the express purpose of purchasing a suit, he will almost always pay more for whatever accessories he boys ifhe boys them ujqer the suit purchase than before.”
* It is much more profitable for salespeople to present the expensive item first, not only because to fail to do so will lose the influence of the contrast principle; to fail to do so will also cause the principle to work actively against them.
* Presenting an inexpensive product first and following it with an expensive one will cause the expensive item to seem even more costly as a result-hardly a desirable consequence for most sales organizations.
The path to purchase contains the following steps any consumers take before a purchase:

* Step 1: Identify needs or problem
* Step 2: Gather data
* Step 3: Clarify need
* Step 4: Identify options that fulfill need
* Step 5: Develop purchase criteria
* Step 6: Identify potential sources
* Step 7: Visit potential sources
* Step 8: Identify potential salespeople
* Step 9: Select preferred outlet and salesperson

See also [[AIDA]] which is a shorter version of this process.
/***
|''Name''|TiddlySpaceTiddlerIconsPlugin|
|''Version''|0.8.10|
|''Status''|@@beta@@|
|''Author''|Jon Robson|
|''Description''|Provides ability to render SiteIcons and icons that correspond to the home location of given tiddlers|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/TiddlySpaceTiddlerIconsPlugin.js|
|''Requires''|TiddlySpaceConfig BinaryTiddlersPlugin ImageMacroPlugin TiddlySpacePublishingCommands|
!Notes
{{{<<tiddlerOrigin>>}}} shows the origin of the tiddler it is being run on.
In TiddlySpace terms this means it will determine whether the tiddler is external, public or private.
Where private it will analyse whether a public version exists and distinguish between the different scenarios.
If a tiddler is external, the SiteIcon of that external space will be shown

!Parameters
width / height : define a width or height of the outputted icon
label: if label parameter is set to yes, a label will accompany the icon.
!Code
***/
//{{{
(function($) {

if(!config.macros.image) {
	throw "Missing dependency: ImageMacroPlugin";
}

var imageMacro = config.macros.image;
var tiddlyspace = config.extensions.tiddlyspace;
var tweb = config.extensions.tiddlyweb;
var cmds = config.commands;
var cmd = cmds.publishTiddler;
tiddlyspace.resolveSpaceName = function(value) {
	var endsWith = config.extensions.BinaryTiddlersPlugin.endsWith;
	if(value) {
		value = value.indexOf("bags/") === 0 ? value.substr(5) : value;
		value = value.indexOf("recipes/") === 0 ? value.substr(8) : value;
		if(value.indexOf("@") === 0) {
			value = value.substr(1);
		}
		if(endsWith(value, "_public")) {
			value = value.substr(0, value.length - 7);
		} else if(endsWith(value, "_private")) {
			value = value.substr(0, value.length - 8);
		}
		value = value.toLowerCase();
	}
	return value;
};

tiddlyspace.renderAvatar = function(place, value, options) {
	options = options ? options : {};
	options.labelOptions = options.labelOptions ? options.labelOptions : { include: false, height: 48, width: 48 };
	options.imageOptions = options.imageOptions ? options.imageOptions : {};
	options.imageOptions.altImage = "/bags/common/tiddlers/defaultUserIcon";
	var container = $('<div class="siteIcon" />').appendTo(place);
	value = tiddlyspace.resolveSpaceName(value);

	tweb.getStatus(function(status) {
		var link, noLabel;
		if(!value || value == config.views.wikified.defaultModifier ||
			value == config.views.wikified.shadowModifier) {
			var icon = config.views.wikified.shadowModifier == value ? "shadowIcon" : "missingIcon";
			if(store.tiddlerExists(icon)) {
				imageMacro.renderImage(container, icon, options.imageOptions);
			} else {
				noLabel = true;
			}
		} else {
			var spaceURI;
			if(value != tiddlyspace.currentSpace.name) {
				spaceURI = options.notSpace ? tiddlyspace.getHost(status.server_host) :
					tiddlyspace.getHost(status.server_host, value);
			}
			link = spaceURI ? $("<a />").attr("href", spaceURI) : $("<span />");
			link.text(value);

			var imageOptions = options.imageOptions;
			if(options.spaceLink && !imageOptions.link) {
				imageOptions.link = spaceURI;
			}
			var avatar = options.notSpace ? false : value;
			var uri = tiddlyspace.getAvatar(status.server_host, avatar);
			imageMacro.renderImage(container, uri, options.imageOptions);
			if(!value) {
				value = "tiddlyspace";
			}
		}
		if(!noLabel && options.labelOptions.include) {
			var prefix = $("<span />").text(options.labelOptions.prefix || "")[0];
			var suffix = $("<span />").text(options.labelOptions.suffix || "")[0];
			$('<div class="label" />').append(prefix).append(link).
				append(suffix).appendTo(container);
		}
	});
	if(value) {
		var prefix = options.labelOptions.prefix || "";
		var suffix = options.labelOptions.suffix || "";
		var label = "%0%1%2".format(prefix, value, suffix);
		$(container).attr("title", label);
	}
};

var originMacro = config.macros.tiddlerOrigin = {
	locale: {
		"shadow": "shadow tiddler",
		"missing": "missing tiddler",
		"private": "private",
		"unknown": "unknown state",
		"public": "public",
		"unsyncedPrivate": "unsynced and private",
		"unsyncedPublic": "unsynced and public",
		externalPrefix: "from ",
		externalBagSuffix: " bag",
		externalSuffix: " space",
		publishPrivateDeletePrivate: "Are you sure you want to make this tiddler public?",
		moveToPrivate: "Are you sure you want to make this tiddler private? Only members will be able to see it.",
		pleaseWait: "please wait..",
		keepPublic: "keep public",
		cannotPublishDirtyTiddler: "The current tiddler is unsaved so cannot be published. Please save the tiddler first.",
		keepPrivate: "keep private",
		makePublic: "make public",
		makePrivate: "make private"
	},
	handler: function(place, macroName, params,wikifier, paramString, tiddler){
		var adaptor = tiddler.getAdaptor();
		var btn = $("<div />").addClass("originButton").attr("params", paramString).
			attr("refresh", "macro").attr("macroName", macroName).appendTo(place)[0];
		$(btn).data("tiddler", tiddler);
		originMacro.refresh(btn);
	},
	refresh: function(btn) {
		$(btn).empty();
		var paramString = $(btn).attr("params");
		var tiddler = $(btn).data("tiddler");
		var options = originMacro.getOptions(paramString);
		var type = tiddlyspace.getTiddlerStatusType(tiddler);
		originMacro.renderIcon(tiddler, type, btn, options);
	},
	getOptions: function(paramString) {
		paramString = "%0 label:no width:48 height:48 spaceLink:yes preserveAspectRatio:yes".format(paramString);
		var parsedParams = paramString.parseParams("name");
		var params = parsedParams[0].name;
		var options = {
			labelOptions: originMacro._getLabelOptions(parsedParams),
			imageOptions: imageMacro.getArguments(paramString, []),
			noclick: parsedParams[0].interactive &&
				parsedParams[0].interactive[0] == "no" ? true : false
		};
		if(!options.noclick) {
			var spaceLink = parsedParams[0].spaceLink;
			options.spaceLink = spaceLink && spaceLink[0] == "no" ? false : true;
		} else {
			options.spaceLink = false;
		}
		return options;
	},
	_getLabelOptions: function(parsedParams) {
		parsedParams = parsedParams[0];
		var includeLabel = !parsedParams.label || ( parsedParams.label && parsedParams.label[0] == "yes" );
		var prefix = parsedParams.labelPrefix ? parsedParams.labelPrefix[0] : false;
		var suffix = parsedParams.labelSuffix ? parsedParams.labelSuffix[0] : false;
		return { include: includeLabel, suffix: suffix, prefix: prefix };
	},
	_isSpace: function(value) {
		value = value ? value : "";
		var endsWith = config.extensions.BinaryTiddlersPlugin.endsWith;
		if(endsWith(value, "_private") || endsWith(value, "_public")) {
			return true;
		} else {
			return false;
		}
	},
	renderIcon: function(tiddler, type, button, options) {
		var locale = originMacro.locale;
		originMacro.annotateTiddler(button, type);
		if(type != "external") {
			originMacro.showPrivacyRoundel(tiddler, type, button,
				options);
		} else {
			var prefix = options.labelOptions.prefix, suffix = options.labelOptions.suffix;
			var space = tiddler.fields["server.bag"];
			options.notSpace = !originMacro._isSpace(space);
			options.labelOptions.prefix = prefix ? prefix : locale.externalPrefix;
			options.labelOptions.suffix = suffix ? suffix : (options.notSpace ? locale.externalBagSuffix : locale.externalSuffix);

			tiddlyspace.renderAvatar(button, space, options);
		}
	},
	showPrivacyRoundel: function(thisTiddler, privacyType, button, options) {
		// there is a public tiddler as well as the current tiddler!
		// TODO: not this is not enough.. we also need to check if the public tiddler is the same as..
		// .. the private tiddler to determine whether this is a draft
		// use of hashes would be useful here.
		$(button).empty();
		var icon = "%0Icon".format(privacyType);
		if(privacyType.indexOf("unsynced") === 0 && !store.tiddlerExists(icon)) {
			icon = "unsyncedIcon";
		}
		if(privacyType == "shadow") {
			if(!store.tiddlerExists(icon)) {
				icon = "bags/tiddlyspace/tiddlers/SiteIcon";
			}
		}
		if(privacyType == "missing" && !store.tiddlerExists(icon)) {
			return; // the user is not making use of the missingIcon
		} else {
			imageMacro.renderImage(button, icon, options.imageOptions);
			originMacro.showLabel(button, privacyType, options.labelOptions);
			var cmd = originMacro.iconCommands[privacyType];
			if(cmd && thisTiddler && !options.noclick) {
				$(button).click(function(ev) {
					cmd(ev, thisTiddler);
				});
			}
		}
	},
	annotateTiddler: function(place, type) {
		var tidEl = $(story.findContainingTiddler(place));
		tidEl.
			removeClass("private public external privateAndPublic privateNotPublic shadow").
			addClass(type);
	},
	showLabel: function(button, type, options) {
		var locale = originMacro.locale;
		var label = options.label ? options.label : locale[type];
		label = label ? label : locale.unknown;
		if(options && options.include) {
			$('<div class="roundelLabel" />').html(label).appendTo(button);
		}
		$(button).attr("title", label);
	},
	confirm: function(ev, msg, onYes, options) {
		options = options ? options : {};
		onYes = onYes ? onYes : function(ev) {};
		var btn = $(".originButton", $(ev.target).parents())[0];
		var popup = Popup.create(btn);
		$(popup).addClass("confirmationPopup");
		$("<div />").addClass("message").text(msg).appendTo(popup);
		$("<button />").addClass("button").text(options.yesLabel || "yes").appendTo(popup).click(onYes);
		$("<button />").addClass("button").text(options.noLabel || "no").click(function(ev) {
			Popup.remove();
		}).appendTo(popup);
		Popup.show();
		ev.stopPropagation();
		return false;
	},
	alert: function(ev, msg) {
		var popup = Popup.create(ev.target);
		$(popup).addClass("confirmationPopup alert");
		$("<div />").addClass("message").text(msg).appendTo(popup);
		Popup.show();
		ev.stopPropagation();
	},
	reportDirty: function(el) {
		originMacro.alert(el, originMacro.locale.cannotPublishDirtyTiddler);
	},
	iconCommands: {
		"public": function(ev, tiddler) {
			if(!readOnly) {
				var locale = originMacro.locale;
				var msg = locale.moveToPrivate;
				if(story.isDirty(tiddler.title)) {
					originMacro.reportDirty(ev);
				} else {
					originMacro.confirm(ev, msg, function(ev) {
						var target = $(ev.target);
						var onComplete = function(info) {};
						var privateBag = cmd.toggleBag(tiddler, "private");
						cmd.moveTiddler(tiddler, {
							title: tiddler.title,
							fields: { "server.bag": privateBag }
						}, onComplete);
					}, { yesLabel: locale.makePrivate, noLabel: locale.keepPublic });
				}
			}
		},
		"private": function(ev, tiddler) {
			if(!readOnly) {
				var locale = originMacro.locale;
				var adaptor = tiddler.getAdaptor();
				var publishTo = tiddler.fields["publish.name"] || tiddler.title;
				var workspace = "bags/%0".format(tiddler.fields["server.bag"]);
				tiddler.fields["server.workspace"] = workspace;
				var publicBag = cmd.toggleBag(tiddler, "public");
				var msg;
				msg = locale.publishPrivateDeletePrivate;
				var title = tiddler.title;
				var newTitle = publishTo || tiddler.title;
				tiddler.fields["server.page.revision"] = "false";
				store.addTiddler(tiddler);
				if(story.isDirty(tiddler.title)) {
					originMacro.reportDirty(ev);
				} else {
					originMacro.confirm(ev, msg, function(ev) {
						var onComplete = function(info) {};
						cmd.moveTiddler(tiddler, {
							title: newTitle,
							fields: { "server.bag": publicBag }
						}, onComplete);
					}, { yesLabel: locale.makePublic, noLabel: locale.keepPrivate });
				}
			}
		}
	}
};

})(jQuery);
//}}}
In [[How you make the sale]] Open questions are defined as the "essay" questions of life, they require a paragraph answer. They often begin with words or phrases like:
* "Tell me about?"
* "Explain?"
* "What happened when?"
* "Why?"
* "How?"
* "How do you feel about?"
Open questions are useful because:
* They open up a topic.
* They get lots of information
* They provide a more conversational interaction than a series of closed questions

A disadvantage is that they take a lot of time.
The first phase in the [[Four Stages of a Sales Call]] is the //opening// phase. This includes the introduction and beginning of the conversation.
!Purpose
The purpose of opening is to gain the buyer's agremeent for tyou to ask questions and move on to the [[Investigating]] stage. A good opening should establish a //buyer-centered// purpose. This meams that focusing on the buyer's concerns, rather than on your own products or service. It also means being flexible
!Practical tips
# ''Get down to business quickly''
## While you need to respect the norms of the organisation and culture, a greater danger is wasting the time of a business executive. As a general rule ''spend as little time as possible on the opening stage''.
# ''Don't talk about solutions too soon''
## //Successful sellers do not talk about their products, services or the benefits or their solution until ''late'' in the call//. Talking about the solution too soon causes more [[Objections]] than needed and reduces the likelyhood of a sale.
# ''Concentrate on questions''
## Plan the appropriate questions ahead of the meeting and use the time in the opening stage to gain the buyers agreement to move forward to the [[Investigating]] stage.
## If the buyer is asking the questions, and are being asked for facts and explanations, 
# ''Practice a 30 second pitch'' with [[Advantages]]. The best test if you are succesful is if the buyer starts to respond to your questions.
/***
|''Name''|ServerSideSavingPlugin|
|''Description''|server-side saving|
|''Author''|FND|
|''Version''|0.6.4|
|''Status''|stable|
|''Source''|http://svn.tiddlywiki.org/Trunk/association/plugins/ServerSideSavingPlugin.js|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''CoreVersion''|2.5.3|
|''Keywords''|serverSide|
!Notes
This plugin relies on a dedicated adaptor to be present.
The specific nature of this plugin depends on the respective server.
!Revision History
!!v0.1 (2008-11-24)
* initial release
!!v0.2 (2008-12-01)
* added support for local saving
!!v0.3 (2008-12-03)
* added Save to Web macro for manual synchronization
!!v0.4 (2009-01-15)
* removed ServerConfig dependency by detecting server type from the respective tiddlers
!!v0.5 (2009-08-25)
* raised CoreVersion to 2.5.3 to take advantage of core fixes
!!v0.6 (2010-04-21)
* added notification about cross-domain restrictions to ImportTiddlers
!To Do
* conflict detection/resolution
* rename to ServerLinkPlugin?
* document deletion/renaming convention
!Code
***/
//{{{
(function($) {

readOnly = false; //# enable editing over HTTP

var plugin = config.extensions.ServerSideSavingPlugin = {};

plugin.locale = {
	saved: "%0 saved successfully",
	saveError: "Error saving %0: %1",
	saveConflict: "Error saving %0: edit conflict",
	deleted: "Removed %0",
	deleteError: "Error removing %0: %1",
	deleteLocalError: "Error removing %0 locally",
	removedNotice: "This tiddler has been deleted.",
	connectionError: "connection could not be established",
	hostError: "Unable to import from this location due to cross-domain restrictions."
};

plugin.sync = function(tiddlers) {
	tiddlers = tiddlers && tiddlers[0] ? tiddlers : store.getTiddlers();
	$.each(tiddlers, function(i, tiddler) {
		var changecount = parseInt(tiddler.fields.changecount, 10);
		if(tiddler.fields.deleted === "true" && changecount === 1) {
			plugin.removeTiddler(tiddler);
		} else if(tiddler.isTouched() && !tiddler.doNotSave() &&
				tiddler.getServerType() && tiddler.fields["server.host"]) {
			delete tiddler.fields.deleted;
			plugin.saveTiddler(tiddler);
		}
	});
};

plugin.saveTiddler = function(tiddler) {
	try {
		var adaptor = this.getTiddlerServerAdaptor(tiddler);
	} catch(ex) {
		return false;
	}
	var context = {
		tiddler: tiddler,
		changecount: tiddler.fields.changecount,
		workspace: tiddler.fields["server.workspace"]
	};
	var serverTitle = tiddler.fields["server.title"]; // indicates renames
	if(!serverTitle) {
		tiddler.fields["server.title"] = tiddler.title;
	} else if(tiddler.title != serverTitle) {
		return adaptor.moveTiddler({ title: serverTitle },
			{ title: tiddler.title }, context, null, this.saveTiddlerCallback);
	}
	var req = adaptor.putTiddler(tiddler, context, {}, this.saveTiddlerCallback);
	return req ? tiddler : false;
};

plugin.saveTiddlerCallback = function(context, userParams) {
	var tiddler = context.tiddler;
	if(context.status) {
		if(tiddler.fields.changecount == context.changecount) { //# check for changes since save was triggered
			tiddler.clearChangeCount();
		} else if(tiddler.fields.changecount > 0) {
			tiddler.fields.changecount -= context.changecount;
		}
		plugin.reportSuccess("saved", tiddler);
		store.setDirty(false);
	} else {
		if(context.httpStatus == 412) {
			plugin.reportFailure("saveConflict", tiddler);
		} else {
			plugin.reportFailure("saveError", tiddler, context);
		}
	}
};

plugin.removeTiddler = function(tiddler) {
	try {
		var adaptor = this.getTiddlerServerAdaptor(tiddler);
	} catch(ex) {
		return false;
	}
	context = { tiddler: tiddler };
	context.workspace = tiddler.fields["server.workspace"];
	var req = adaptor.deleteTiddler(tiddler, context, {}, this.removeTiddlerCallback);
	return req ? tiddler : false;
};

plugin.removeTiddlerCallback = function(context, userParams) {
	var tiddler = context.tiddler;
	if(context.status) {
		if(tiddler.fields.deleted === "true") {
			store.deleteTiddler(tiddler.title);
		} else {
			plugin.reportFailure("deleteLocalError", tiddler);
		}
		plugin.reportSuccess("deleted", tiddler);
		store.setDirty(false);
	} else {
		plugin.reportFailure("deleteError", tiddler, context);
	}
};

plugin.getTiddlerServerAdaptor = function(tiddler) { // XXX: rename?
	var type = tiddler.fields["server.type"] || config.defaultCustomFields["server.type"];
	return new config.adaptors[type]();
};

plugin.reportSuccess = function(msg, tiddler) {
	displayMessage(plugin.locale[msg].format([tiddler.title]));
};

plugin.reportFailure = function(msg, tiddler, context) {
	var desc = (context && context.httpStatus) ? context.statusText :
		plugin.locale.connectionError;
	displayMessage(plugin.locale[msg].format([tiddler.title, desc]));
};

config.macros.saveToWeb = { // XXX: hijack existing sync macro?
	locale: { // TODO: merge with plugin.locale?
		btnLabel: "save to web",
		btnTooltip: "synchronize changes",
		btnAccessKey: null
	},

	handler: function(place, macroName, params, wikifier, paramString, tiddler) {
		createTiddlyButton(place, this.locale.btnLabel, this.locale.btnTooltip,
			plugin.sync, null, null, this.locale.btnAccessKey);
	}
};

// hijack saveChanges to trigger remote saving
var _saveChanges = saveChanges;
saveChanges = function(onlyIfDirty, tiddlers) {
	if(window.location.protocol == "file:") {
		_saveChanges.apply(this, arguments);
	} else {
		plugin.sync(tiddlers);
	}
};

// override removeTiddler to flag tiddler as deleted -- XXX: use hijack to preserve compatibility?
TiddlyWiki.prototype.removeTiddler = function(title) { // XXX: should override deleteTiddler instance method?
	var tiddler = this.fetchTiddler(title);
	if(tiddler) {
		tiddler.tags = ["excludeLists", "excludeSearch", "excludeMissing"];
		tiddler.text = plugin.locale.removedNotice;
		tiddler.fields.deleted = "true"; // XXX: rename to removed/tiddlerRemoved?
		tiddler.fields.changecount = "1";
		this.notify(title, true);
		this.setDirty(true);
	}
};

// hijack ImportTiddlers wizard to handle cross-domain restrictions
var _onOpen = config.macros.importTiddlers.onOpen;
config.macros.importTiddlers.onOpen = function(ev) {
	var btn = $(resolveTarget(ev));
	var url = btn.closest(".wizard").find("input[name=txtPath]").val();
	if(window.location.protocol != "file:" && url.indexOf("://") != -1) {
		var host = url.split("/")[2];
		var macro = config.macros.importTiddlers;
		if(host != window.location.host) {
			btn.text(macro.cancelLabel).attr("title", macro.cancelPrompt);
			btn[0].onclick = macro.onCancel;
			$('<span class="status" />').text(plugin.locale.hostError).insertAfter(btn);
			return false;
		}
	}
	return _onOpen.apply(this, arguments);
};

})(jQuery);
//}}}
/***
|''Name''|GroupByPlugin|
|''Description''|Mimics allTags macro to provide ways of creating lists grouping tiddlers by any field|
|''Version''|0.6.1|
|''Author''|Jon Robson|
|''Status''|beta|
!Usage
{{{<<groupBy tags>>}}}
mimics allTags macro

{{{<<groupBy server.bag>>}}}
groups by the server.bag field (this version contains TiddlySpace specific code for turning a bag into a space name)

{{{groupBy modified dateFormat:"YYYY"}}}
group tiddlers by year.

{{{<<groupBy tags exclude:excludeLists exclude:systemConfig>>}}}
group tiddlers by tag but exclude the tags with values excludeLists and systemConfig

Within that group you can also exclude things by filter
{{{groupBy modifier filter:[tag[film]]}}}
will group tiddlers tagged with film by modifier.
***/
//{{{
(function($) {
var taglocale = config.views.wikified.tag;
var macro = config.macros.groupBy = {
	locale: {
		tooltip: "all tiddlers in group %0",
		noTiddlers: "no tiddlers",
		openAllText: taglocale.openAllText,
		openAllTooltip: taglocale.openAllTooltip,
		openTiddler: "open tiddler with title %0"
	},
	morpher: {
		// TODO: note currently the following 2 morphers are TiddlySpace specific and probably should be in separate plugin
		"server.workspace": function(value, options) {
			return macro.morpher["server.bag"](value.replace("bags/", "").replace("recipes/", ""));
		},
		"server.bag": function(value, options) {
			if(typeof(value) !== "string") {
				return false;
			} else if(value.indexOf("_public") === -1 && value.indexOf("_private") === -1) {
				value = "*%0".format(value); // add star for non-space bags.
			}
			return value.replace("_public", "").replace("_private", "");
		},
		created: function(value, options) {
			return value.formatString(options.dateFormat || "DD MMM YYYY");
		},
		modified: function(value, options) {
			return macro.morpher.created(value, options);
		}
	},

	handler: function(place, macroName, params, wikifier, paramString) {
		var field = params[0] || "server.workspace";
		var dateFormat = params[1] || "DD MMM YYYY";
		var container = $("<div />").attr("macroName", macroName).addClass("groupBy").
			attr("refresh", "macro").attr("fieldName", field).
			attr("paramString", paramString).
			attr("dateFormat", dateFormat).appendTo(place)[0];
		macro.refresh(container);
	},
	isTypeArray: function(value) {
		var valueType = typeof value;
		if(valueType === "object" && typeof value.length === "number" &&
			!(value.propertyIsEnumerable("length")) &&
			typeof value.splice === "function") { //is Array
			return true;
		} else {
			return false;
		}
	},
	_onClickGroup: function(ev, options) {
		var i, target = ev.target, locale = macro.locale;
		var tiddlers = $(target).closest(".templateContainer").data("tiddlers");
		var popup = $(Popup.create(target)).addClass("taggedTiddlerList")[0];
		var value = $(target).attr("value");
		var openAll = createTiddlyButton($("<li />").appendTo(popup)[0],
			locale.openAllText.format(value), locale.openAllTooltip);
		$(openAll).click(function(ev) {
			story.displayTiddlers(ev.target, tiddlers);
			return false;
		});
		var listBreak = $("<li />").addClass("listBreak").html("<div />").appendTo(popup);
		for(i = 0; i < tiddlers.length; i++) {
			var item = $("<li />").appendTo(popup)[0];
			var template = store.getTiddlerText(options.template) || macro.template;
			wikify(template, item, null, tiddlers[i]);
		}
		listBreak.clone().appendTo(popup);
		$(createTiddlyLink($("<li />").appendTo(popup)[0], value, false)).
			text(locale.openTiddler.format(value));
		Popup.show();
		ev.stopPropagation();
		return false;
	},
	_refresh: function(container, tiddlers, options) {
		var totalGroups = 0, locale = macro.locale, i, j;
		var excludeValues = options.exclude;
		var values = {}, value_ids = [];
		var field = options.field;
		var morpher = macro.morpher[field] || function(value) {
			return value;
		};
		for(i = 0; i < tiddlers.length; i++) {
			var tiddler = tiddlers[i];
			var value = tiddler[field] || tiddler.fields[field];
			value = macro.isTypeArray(value) ? value : [ value ];
			for(j = 0; j < value.length; j++) {
				var v = morpher(value[j], options);
				if(v && $.inArray(v, excludeValues) === -1) {
					totalGroups += 1;
					if(!values[v]) {
						values[v] = [];
					}
					values[v].push(tiddler);
					value_ids.pushUnique(v);
				}
			}
		}
		var ul = $("<ul />").appendTo(container)[0];
		if(totalGroups === 0) {
			$("<li />").addClass("listTitle").text(locale.noTiddlers);
		}
		value_ids = value_ids.sort();
		var groupTemplate = store.getTiddlerText(options.groupTemplate);
		var onClick = function(ev) {
			macro._onClickGroup(ev, options);
		};
		for(i = 0; i < value_ids.length; i++) {
			var title = value_ids[i];
			var info = getTiddlyLinkInfo(title);
			tiddlers = values[title];
			var btn = createTiddlyButton($("<li />").appendTo(ul)[0],
				"%0 (%1)".format(title, tiddlers.length), locale.tooltip.format(title), null, info.classes);
			if(groupTemplate) {
				$(btn).empty();
				wikify(groupTemplate, btn, null, tiddlers[0]);
			}
			$(btn).click(onClick).attr("value", title).attr("refresh", "link").attr("tiddlyLink", title);
			$(btn).addClass("templateContainer").data("tiddlers", tiddlers);
		}
	},
	refresh: function(container) {
		container = $(container).empty();
		var paramString = container.attr("paramString");
		var args = paramString.parseParams("name", null, true, false, true)[0];
		var options = { field: container.attr("fieldName"), dateFormat: container.attr("dateFormat"), exclude: args.exclude || [],
			template: args.template ? args.template[0] : false, groupTemplate: args.groupTemplate ? args.groupTemplate[0] : "" };
		var tiddlers = args.filter ? store.filterTiddlers(args.filter[0]) : store.getTiddlers("title");
		macro._refresh(container, tiddlers, options);
	},
	template: "<<view title link>>"
};

}(jQuery));
//}}}
{{{
config.macros.BBClonePlugin = {
  handler: function (place, macroName, params, wikifier, paramString, tiddler)
  {
     var uri = "/bbclone/count.php?tiddler=Tiddler:[%0]".
         format([tiddler.title]);
     jQuery.get(uri); 
   }
 }
}}}
In this step we aim to present our products or service in such a way that it is the best option for the customer. More than talking it is important to listen. What are the customers concerns? Throughout the interaction we check frequently how and to what extend we meet the perceived needs and how we can possibly improve our proposal. The goals in this step are:
* How do i present the solution to the customers problem?
* How do i use 'trial closes' to flush out objections so i can deal with them?
!Key points
* Customers do not buy programs or products. They buy //solutions//
* No solution = No sale
* [[The Problem Awareness Grid]] can help identify where a customer is with respect to understanding his/her situation.
* Don't make the pitch //make the sale//. Use [[The Six Step Process for making your case]] to show you how.
* Tie-down questions unsure that you really have settled on a particular issue.
* Watch for any [[Buying Signs]], then move to the [[Trial Close]]
* Learn about [[The Five Pointers on Price]]
/***
|''Name''|TiddlySpaceViewTypes|
|''Version''|0.6.0|
|''Status''|@@beta@@|
|''Description''|Provides TiddlySpace specific view types|
|''Author''|Jon Robson|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/TiddlySpaceViewTypes.js|
|''Requires''|TiddlySpaceConfig TiddlySpaceTiddlerIconsPlugin|
!Usage
Provides replyLink, spaceLink and SiteIcon view types.
!!SiteIcon view parameters
* labelPrefix / labelSuffix : prefix or suffix the label with additional text. eg. labelPrefix:'modified by '
* spaceLink: if set to "yes" will make any avatars link to the corresponding space. {{{<<originMacro spaceLink:yes>>}}}

!Code
***/
//{{{
(function($) {

var tiddlyspace = config.extensions.tiddlyspace;
var originMacro = config.macros.tiddlerOrigin;
var tweb = config.extensions.tiddlyweb;

config.macros.view.replyLink = {
	locale: {
		label: "Reply to this tiddler"
	}
};

var _replyButtons = [];
var _replyInitialised, _replyScriptLoaded;
config.macros.view.views.replyLink = function(value, place, params, wikifier,
		paramString, tiddler) {
	var valueField = params[0];
	var imported;
	if(valueField == "title") { // special casing for imported tiddlers
		var localTitle = tiddler.title;
		var serverTitle = tiddler.fields["server.title"];
		if(serverTitle && localTitle != serverTitle) {
			value = serverTitle ? serverTitle : localTitle;
			imported = true;
		}
	} else {
		title = tiddler[valueField] ? tiddler[valueField] : tiddler.fields[valueField];
	}
	var args = paramString.parseParams("anon")[0];
	var label = (args.label) ? args.label : config.macros.view.replyLink.locale.label;
	var space;
	if(tiddler) {
		var bag = tiddler.fields["server.bag"];
		space = tiddlyspace.resolveSpaceName(bag);
	}
	var container = $('<span class="replyLink" />').appendTo(place)[0];

	tweb.getUserInfo(function(user) {
		if ((!user.anon) && ((space && user.name != space &&
				user.name != tiddlyspace.currentSpace.name) || imported)) {
			var link = $("<a />")
				.text(config.macros.view.replyLink.locale.label)
				.appendTo(container)[0];

			if(typeof(createReplyButton) === "undefined") {
				_replyButtons.push(link);
			}
			if(_replyInitialised) {
				createReplyButton(link);
			} else if(!_replyScriptLoaded) {
				_replyScriptLoaded = true;
				$.getScript("/bags/common/tiddlers/_reply-button.js",
					function() {
						_replyInitialised = true;
						for(var i = 0; i < _replyButtons.length; i++) {
							createReplyButton(_replyButtons[i]);
						}
						_replyButtons = [];
					});
			}
		}
	});

};

config.macros.view.views.spaceLink = function(value, place, params, wikifier,
		paramString, tiddler) {
		var spaceName = tiddlyspace.resolveSpaceName(value);
		var isBag = params[0] == "server.bag" && value === spaceName ? true : false;
		var args = paramString.parseParams("anon")[0];
		var titleField = args.anon[2];
		var labelField = args.labelField ? args.labelField[0] : false;
		var label;
		if(labelField) {
			label = tiddler[labelField] ? tiddler[labelField] : tiddler.fields[labelField];
		} else {
			label = args.label ? args.label[0] : false;
		}
		var title = tiddler[titleField] ? tiddler[titleField] : tiddler.fields[titleField];

		var link = createSpaceLink(place, spaceName, title, label, isBag);
		if(args.external && args.external[0] == "no") {
			$(link).click(function(ev) {
				var el = $(ev.target);
				var title = el.attr("tiddler");
				var bag = el.attr("bag");
				var space = el.attr("tiddlyspace");
				bag = space ? space + "_public" : bag;
				if(title && bag) {
					ev.preventDefault();
					tiddlyspace.displayServerTiddler(el[0], title,
						"bags/" + bag);
				}
				return false;
			});
		}
};

config.macros.view.views.SiteIcon = function(value, place, params, wikifier,
		paramString, tiddler) {
	var options = originMacro.getOptions(paramString);
	if(!tiddler || value == "None") { // some core tiddlers lack modifier
		value = false;
	}
	var field = params[0];
	if(field == "server.bag") {
		options.notSpace = !originMacro._isSpace(value);
	}
	tiddlyspace.renderAvatar(place, value, options);
};

})(jQuery);
//}}}
The acronym ARC stands for
* Ask
* Recommend
* Close

!ASK
3 questions
* Start with an open-ended welcome question: "what brings you in today?"
* Follow with at least 2 qualifying questions.
** How are you plannlng to use the product?
** What has worked for you ln the past?
!RECOMMEND
3 products
* Use your product knowledge to suggest 3 Items that match the customer‘s needs.
* These 3 are the best for you. Let me tell you about the dlferenoes between them.
!CLOSE
and cross-sell in 3 steps
* Make a closing statement: "It sounds like this one is your top choice. Should I bring it up front?"
* Answer the objection."Ink is really not expensive when you factor ln the cost per page"
* Cross-sell at least 2 Items or attachments: "We have great deals on Ink and
paper today would you like me to share them with you?

<<image /static/files/MBI/Other/newsalesapproach.jpg width:200>>


Source: Harvard Business Review Nov 2011 - Page 50
/***
|''Name''|DiffFormatter|
|''Description''|highlighting of text comparisons|
|''Author''|FND|
|''Version''|0.9.0|
|''Status''|beta|
|''Source''|http://svn.tiddlywiki.org/Trunk/contributors/FND/formatters/DiffFormatter.js|
|''CodeRepository''|http://svn.tiddlywiki.org/Trunk/contributors/FND/|
|''License''|[[BSD|http://www.opensource.org/licenses/bsd-license.php]]|
|''Keywords''|formatting|
!Description
Highlights changes in a unified [[diff|http://en.wikipedia.org/wiki/Diff#Unified_format]].
!Notes
Based on Martin Budden's [[DiffFormatterPlugin|http://svn.tiddlywiki.org/Trunk/contributors/MartinBudden/formatters/DiffFormatterPlugin.js]].
!Usage
The formatter is applied to blocks wrapped in <html><code>{{{diff{..}}}</code></html> within tiddlers tagged with "diff".
!Revision History
!!v0.9 (2010-04-07)
* initial release; fork of DiffFormatterPlugin
!StyleSheet
.diff { white-space: pre; font-family: monospace; }
.diff ins, .diff del { display: block; text-decoration: none; }
.diff ins { background-color: #dfd; }
.diff del { background-color: #fdd; }
.diff .highlight { background-color: [[ColorPalette::SecondaryPale]]; }
!Code
***/
//{{{
(function() {

config.shadowTiddlers.StyleSheetDiffFormatter = store.getTiddlerText(tiddler.title + "##StyleSheet");
store.addNotification("StyleSheetDiffFormatter", refreshStyles);

var formatters = [{
		name: "diffWrapper",
		match: "^\\{\\{diff\\{\n", // XXX: suboptimal
		termRegExp: /(.*\}\}\})$/mg,
		handler: function(w) {
			var el = createTiddlyElement(w.output, "div", null, "diff");
			w.subWikifyTerm(el, this.termRegExp);
		}
	}, {
		name: "diffRange",
		match: "^(?:@@|[+\\-]{3}) ",
		lookaheadRegExp: /^(?:@@|[+\-]{3}) .*\n/mg,
		handler: function(w) {
			createTiddlyElement(w.output, "div", null, "highlight").
				innerHTML = "&#8230;";
			this.lookaheadRegExp.lastIndex = w.matchStart;
			var lookaheadMatch = this.lookaheadRegExp.exec(w.source);
			if(lookaheadMatch && lookaheadMatch.index == w.matchStart) {
				w.nextMatch = this.lookaheadRegExp.lastIndex;
			}
		}
	}, {
		name: "diffAdded",
		match: "^\\+",
		termRegExp: /(\n)/mg,
		handler: function(w) {
			var el = createTiddlyElement(w.output, "ins", null, "added");
			w.subWikifyTerm(el, this.termRegExp);
		}
	}, {
		name: "diffRemoved",
		match: "^-",
		termRegExp: /(\n)/mg,
		handler: function(w) {
			var el = createTiddlyElement(w.output, "del", null, "removed");
			w.subWikifyTerm(el, this.termRegExp);
		}
	}
];

config.parsers.diffFormatter = new Formatter(formatters);
config.parsers.diffFormatter.format = "diff";
config.parsers.diffFormatter.formatTag = "diff";

})();
//}}}
<svg xmlns="http://www.w3.org/2000/svg" xmlns:xl="http://www.w3.org/1999/xlink" version="1.1" viewBox="364 157 64 51" width="30" height="30"><g stroke="none" stroke-opacity="1" stroke-dasharray="none" fill="none" fill-opacity="1"><g><path class="glyph" d="M 364.50006 184.50061 L 386.99985 207.00037 L 396 198.00002 L 373.50003 175.50066 Z M 403.02295 181.97704 C 400.38693 179.34099 396.11307 179.34099 393.47702 181.97704 C 390.841 184.61307 390.841 188.88695 393.47702 191.52298 C 396.11307 194.15903 400.38693 194.15903 403.02295 191.52298 C 405.65906 188.88695 405.65906 184.61307 403.02295 181.97704 M 414.27298 170.72704 C 411.63693 168.091 407.36307 168.091 404.72702 170.72704 C 402.091 173.36308 402.091 177.63693 404.72702 180.27296 C 407.36307 182.90901 411.63693 182.90901 414.27298 180.27296 C 416.90903 177.63693 416.90903 173.36308 414.27298 170.72704 M 425.523 159.47705 C 422.88696 156.841 418.6131 156.841 415.97705 159.47705 C 413.341 162.11308 413.341 166.38695 415.97705 169.02295 C 418.6131 171.65903 422.88696 171.65903 425.523 169.02295 C 428.15906 166.38695 428.15906 162.11308 425.523 159.47705" fill="#020202"/></g></g></svg>
/***
|''Name''|TiddlySpaceCloneCommand|
|''Version''|0.5.8|
|''Description''|provides a toolbar command for cloning external tiddlers|
|''Status''|stable|
|''Source''|http://github.com/TiddlySpace/tiddlyspace/raw/master/src/plugins/TiddlySpaceCloneCommand.js|
|''Requires''|TiddlySpaceConfig TiddlySpaceFilters|
!Code
***/
//{{{
(function($) {

var cmd = config.commands;
var tiddlyspace = config.extensions.tiddlyspace;

var fieldsCache = {};

cmd.cloneTiddler = {
	text: cmd.editTiddler.text,
	tooltip: "Create a copy of this tiddler in the current space",
	errorMsg: "Error publishing %0: %1",

	isEnabled: function(tiddler) {
		return !config.filterHelpers.is.local(tiddler) && !readOnly;
	},
	handler: function(ev, src, title) {
		var tiddler = store.getTiddler(title);
		if(tiddler) {
			fieldsCache[title] = $.extend({}, tiddler.fields);
			tiddler.fields["server.workspace"] = tiddlyspace.getCurrentWorkspace(config.options.chkPrivateMode ?
		"private" : "public");
			tiddler.fields["server.permissions"] = "read, write, create"; // no delete
			delete tiddler.fields["server.page.revision"];
			delete tiddler.fields["server.title"];
			delete tiddler.fields["server.etag"];
			// special handling for pseudo-shadow tiddlers
			if(tiddlyspace.coreBags.contains(tiddler.fields["server.bag"])) {
				tiddler.tags.remove("excludeLists");
			}
		} else { // ensure workspace is the current space
			var el = story.findContainingTiddler(src);
			el = $(el);
			var fields = el.attr("tiddlyfields");
			if(fields) { // inherited via TiddlyLink
				fields = fields.decodeHashMap();
				fields["server.workspace"] = config.
					defaultCustomFields["server.workspace"];
			} else {
				fields = config.defaultCustomFields;
			}
			fields = String.encodeHashMap(fields);
			el.attr("tiddlyfields", fields);
		}
		cmd.editTiddler.handler.apply(this, arguments);
		if(tiddler) {
			tiddler.fields["server.permissions"] += ", delete";
		}
		return false;
	}
};

cmd.editTiddler.isEnabled = function(tiddler) {
	return !cmd.cloneTiddler.isEnabled.apply(this, arguments);
};

// hijack cancelTiddler to restore original fields
var _cancelHandler = cmd.cancelTiddler.handler;
cmd.cancelTiddler.handler = function(ev, src, title) {
	var tiddler = store.getTiddler(title);
	if(tiddler) {
		tiddler.fields = fieldsCache[title] || tiddler.fields;
		delete fieldsCache[title];
	}
	return _cancelHandler.apply(this, arguments);
};

// hijack saveTiddler to clear unused fields stash
var _saveHandler = cmd.saveTiddler.handler;
cmd.saveTiddler.handler =  function(ev, src, title) {
	delete fieldsCache[title];
	return _saveHandler.apply(this, arguments);
};

})(jQuery);
//}}}
<<forEachTiddler
    where 
        '!tiddler.tags.contains("excludeLists")'
    sortBy 
        'tiddler.modified' descending
    
    script
        '
        function getGroupCaption(tiddler) {
            return tiddler.modified.formatString("DD MMM YYYY");
        } 

        function getGroupTitle(tiddler, context) {
            if (!context.lastGroup || context.lastGroup != getGroupCaption(tiddler)) {
                context.lastGroup = getGroupCaption(tiddler); 
                return "!!!" + (context.lastGroup?context.lastGroup:"no tags")+"\n";
            } else 
                return "";
        }
        '
    
    write
         '(index < 1000) ? getGroupTitle(tiddler, context)+"[[" + tiddler.title +"]]\n" : ""'
>>