word
sp
SO
THAT
sp
WHAT
WE
DID
WAS
FIRST
sp
OF
sp
ALL
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YOU
FILLED
IN
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INITIAL
sp
CHOICE
sp
AND
THEN
WE
sp
GOT
sp
A
sp
A
sp
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sp
CHOICE
sp
AND
NOW
PERHAPS
sp
WHAT
WOULD
sp
MAKE
sp
A
LOT
sp
OF
SENSE
IS
THAT
IF
sp
WE
sp
HAVE
sp
THE
FIRST
sp
FEW
ER
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ANSWERS
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ONE
MEMBER
sp
OF
sp
THIS
TEAM
ER
AND
sp
THEN
sp
WE'LL
sp
GO
sp
THROUGH
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sp
OTHERS
AND
sp
ALRIGHT
sp
THE
ONE
THING
WE
WILL
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CERTAINLY
sp
MARK
sp
IS
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ANSWER
WHICH
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GET
DOES
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sp
ON
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WAY
sp
IN
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READ
SOME
OF
THE
STATEMENTS
OR
sp
SOME
OF
sp
THE
sp
PRINCIPLES
ERM
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BUT
sp
WHAT
I
sp
WANTED
US
sp
TO
DO
IS
TO
START
GETTING
SOME
sp
DISCUSSION
sp
GOING
AND
sp
SO
THAT
sp
YOU'RE
ACTUALLY
GETTING
A
sp
BIT
sp
CLOSER
TO
sp
ONE
ANOTHER
sp
LET'S
GO
sp
THROUGH
THIS
sp
TEAM
sp
HERE
sp
YOU
CAN
DO
sp
IT
sp
MARY
IF
YOU
LIKE
sp
WHAT
WHAT
DID
YOU
GET
FOR
THE
sp
FIR
sp
OR
WHAT
DID
YOU
RECKON
THE
sp
FIRST
SET
OF
CLAIMS
YOU
DECIDED
WANTED
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TO
BE
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TRUTH
sp
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AGREE
sp
WITH
sp
TRUTH
YES
sp
YEAH
YES
YES
sp
I
THINK
SO
ERM
AND
sp
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sp
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IS
IT
I
MEAN
sp
THAT'S
IN
sp
EVERYTHING
sp
ER
sp
YOU
GET
sp
SA
sp
{OOV}
sp
INSTRUCTOR
AND
THEY
SAY
THAT
IF
sp
A
TRAINING
sp
COURSE
WHICH
IS
GON
NA
sp
START
AT
sp
HALF
sp
PAST
EIGHT
ON
sp
FEBRUARY
sp
THE
TENTH
ERM
sp
YEAH
WELL
THAT'S
sp
WHAT
WE
GOT
sp
TA
sp
DO
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YOU
GOT
TA
START
LOOKING
TO
THE
sp
PLANNING
sp
TOWARDS
sp
HAVEN'T
sp
YOU
AND
YOU
GOT
TA
THERE
sp
WHEN
sp
YOU
sp
GOT
TA
sp
THERE
AND
SO
ON
AND
sp
SO
ON
SO
HE
sp
GETS
sp
THE
FIRST
{OOV}
AND
DECIDE
sp
WHAT
YOU
WAN
NA
GET
TO
sp
BUT
IF
YOU
DON'T
DO
THAT
ANY
ROAD
'LL
GET
YOU
THERE
AND
sp
I
THINK
THAT'S
SOMETHING
THAT
WE'LL
sp
CERTAINLY
DISCUSS
TOMORROW
ON
sp
THURSDAY
sp
IF
sp
YOU
ARE
sp
WHAT
I
WANT
sp
YOU
TO
sp
DO
IS
TO
sp
TO
sp
CREATE
A
A
sp
TEAM
sp
PLAN
sp
AND
THE
FIRST
THING
sp
WE
NEED
TO
sp
DECIDE
IN
sp
THAT
TEAM
sp
PLAN
IS
sp
WHERE
DO
WE
WAN
NA
sp
GET
sp
WHAT
DO
sp
WE
WAN
NA
DO
NOT
WE
sp
WAN
NA
INCREASE
sp
SALES
BECAUSE
EVERYBODY
sp
WANTS
sp
TO
sp
DO
THAT
sp
BUT
IF
WE'VE
sp
GOT
sp
TA
INCREASE
SALES
sp
BY
sp
WHAT
IS
IT
FIVE
sp
PERCENT
TEN
sp
PERCENT
sp
THIRTY
sp
PERCENT
WE
WAN
NA
sp
GET
MORE
YOU
KNOW
sp
THERE'S
TH
THI
THI
THIS
ER
sp
THERE
IS
NO
POINT
REALLY
IN
SAYING
sp
THINGS
LIKE
WHAT
I'D
LIKE
sp
TO
DO
IS
TO
IMPROVE
sp
THE
QUALITY
OF
THE
APPOINTMENTS
sp
BECAUSE
THAT
DON'T
TELL
YOU
ANYTHING
IT
sp
HAS
sp
TO
BE
sp
SOME
sp
SOLID
sp
REASON
sp
SOME
sp
ABSOLUTE
sp
MEASURABLE
sp
THING
sp
OKAY
sp
ANY
sp
ANY
CUSTOMERS
BEEN
ANOTHER
CUSTOMER
AT
ALL
sp
ALL
OF
sp
US
ALL
OF
US
YES
sp
I
THINK
sp
SO
sp
I
sp
THINK
SO
OTHERWISE
WE'D
sp
HAVE
ALL
THE
I'D
BE
sp
BE
DISCUSSING
WHAT
IT
IS
RIGHT
MEANS
TESTING
sp
THEY'RE
SORT
OF
sp
SALES
sp
FOR
SALES
SAKE
YEAH
OH
I'M
ERM
JUST
BEING
AWKWARD
sp
I
WELL
THERE'S
NOTHING
WRONG
WITH
THAT
AS
YOU
KNOW
sp
THERE'S
NOTHING
WRONG
WITH
THAT
I
MEAN
WE'VE
ALL
sp
WE'VE
ALL
SEEN
sp
THE
RESULTS
sp
OF
sp
ANY
CUSTOMER
sp
WHO'S
A
sp
BIT
OF
A
NERVOUS
sp
SO
sp
SORT
sp
HAVEN'T
WE
WELL
sp
THAT'S
sp
PUTTING
sp
THAT
WELL
I
THINK
WE
sp
HAVE
DAVE
I
THINK
AS
SORTS
YEAH
YOU
DRU
YOU
sp
DRAW
sp
UP
{OOV}
ONE
AREN'T
YOU
MM
sp
MM
YEAH
sp
THAT'S
RIGHT
sp
YES
sp
I
MEAN
IT'S
sp
ER
IT'S
sp
WO
THAT'S
ONE
WE
REFER
TO
sp
AS
sp
THE
sp
DONNIS
sp
MOBILE
sp
COS
sp
WE
sp
CAN
sp
USE
sp
THAT
sp
WHEN
sp
THE
AMERICAN
EXPRESS
COMES
sp
THROUGH
ERM
BUT
sp
THE
ER
sp
YES
ANY
CUSTOMER
KNOW
KNOWS
WHEN
YOU'RE
sp
TALKING
sp
A
sp
LOAD
sp
OF
sp
NONSENSE
sp
ERM
sp
{OOV}
sp
THOUGHT
SO
DIDN'T
THEY
TRUE
A
SALESPERSON
sp
SHOULD
NEVER
ABANDON
HOPE
OF
WINNING
AN
ACCOUNT
sp
WHICH
sp
IS
REALLY
sp
GREAT
WOO
sp
HOO
THAT'S
A
GOOD
ONE
ISN'T
IT
WELL
YOU
HAVE
TO
sp
SOMETHING
THERE
DOES
ANYBODY
EVERYBODY
sp
THINK
TRUE
sp
NO
YEAH
sp
YEAH
sp
TIMES
CHANGE
sp
DON'T
sp
THEY
YEAH
sp
BUYERS
sp
CHANGE
sp
COMPANIES
sp
CHANGE
sp
ATTITUDES
CHANGE
MARKETS
CHANGE
sp
OUR
YEP
YES
THEY
sp
GO
OFF
sp
WHAT
ABOUT
THIS
ONE
WE'LL
ASK
LINDA
THIS
sp
TIME
WHEN
IT
SAYS
GOOD
PLANS
SELL
REQUIRE
RETAIN
I
sp
PUT
sp
FALSE
sp
YEAH
sp
YEAH
YEAH
I
THINK
THAT
sp
HAS
TO
BE
THE
{OOV}
CHAIN
sp
YEAH
sp
BECAUSE
IT
MIGHT
BE
A
GOOD
PLAN
TODAY
MM
BUT
sp
I
sp
WONDER
HOW
GOOD
IT
IS
sp
TOMORROW
sp
YOU
KNOW
WITH
THINGS
CHANGING
AND
sp
THAT
AND
sp
THAT
AH
sp
HERE'S
sp
A
NICE
ONE
sp
HMM
ERM
MM
sp
RIGHT
THE
EFFECTIVE
SALES
PERSON
sp
PUTS
sp
MOST
OF
sp
HIS
OR
HER
EFFORT
INTO
sp
PROSPECTING
sp
FOR
NEW
ACCOUNTS
sp
FALSE
sp
FALSE
sp
TRUE
I
PUT
TRUE
sp
TRUE
SOMEBODY
sp
ELSE
sp
ER
sp
YOU'RE
PROSPECTING
RATHER
THAN
USING
sp
YOUR
CURRENT
sp
WHAT
sp
ABOUT
YOUR
TIME
PLAN
THIS
MORNING
THE
SHEETS
THE
sp
SHEETS
THIS
sp
MORNING
sp
PROVED
THAT
YEAH
sp
THREE
HOURS
sp
PROSPECTING
ON
sp
THE
B
L
S
AND
sp
THREE
sp
HOURS
PROSPECTING
sp
FROM
sp
FROM
sp
NINE
sp
O'CLOCK
sp
TILL
TWELVE
sp
YEAH
sp
THAT'S
sp
SIX
sp
HOURS
PROSPECTING
sp
I
PUT
sp
TRUE
I'M
I'M
WITH
YOU
LADS
YEAH
ER
YOU
DID
ER
HAVE
SORT
OF
FAIR
FACTUAL
DISCUSSION
THEN
I
WERE
ONLY
ONE
YEAH
WHO
sp
PUT
TRUE
sp
RIGHT
sp
THESE
sp
PUT
YES
I'D
HAVE
THOUGHT
IT
sp
WAS
TRUE
sp
ERM
TRUE
I'D
HAVE
sp
THOUGHT
sp
THAT
sp
WHAT
IS
sp
WHAT
IS
I'M
sp
NOT
SAYING
sp
OBVIOUSLY
IF
SOMEBODY
EXISTING
BASED
ON
sp
THAT
sp
{OOV}
THAT
sp
IS
THAT
IS
RIGHT
YOU
HAVE
TO
LOOK
AFTER
YOUR
EXISTING
sp
CUSTOMERS
sp
OF
COURSE
sp
WHETHER
THEY
ARE
sp
WELL
sp
YOU
sp
SEE
sp
MOST
sp
OF
US
DON'T
DO
THIS
IT
DOESN'T
SAY
sp
TIME
sp
PETER
IT
sp
SAYS
sp
EFFORT
sp
THAT'S
sp
RIGHT
EFFORT
sp
YEAH
sp
YEAH
BUT
YOU
PUT
sp
YOU
MUST
BE
PUTTING
ABOUT
sp
FIVE
HOURS
EFFORT
sp
OF
A
DAY
sp
INTO
sp
PROSPECTING
ACCOUNTS
sp
THREE
HOURS
sp
NINE
TILL
TWELVE
PROSPECTING
sp
OR
sp
COLD
CALLING
WHATEVER
YOU
WAN
NA
CALL
IT
sp
ANOTHER
TWO
THREE
HOURS
OF
DOING
BUT
THIS
sp
YEAH
BUT
YOU
LOOK
WHEN
YOU'RE
sp
RECEIVING
sp
THE
sp
TRADE
FROM
sp
THE
sp
PROSPECTING
sp
WHEN
YOU
RECEIVE
YOUR
TRADE
sp
FROM
A
sp
PROSPECT
sp
YOU
HAVE
THIS
sp
AMOUNT
OF
TRADE
IN
AND
THIS
sp
AMOUNT
OF
PROSPECT
sp
AND
YOUR
sp
TELLING
ME
IF
I
HAVE
sp
HALF
TRADE
IN
AND
sp
HALF
PROSPECT
sp
I'D
sp
LIKE
sp
TO
SEE
sp
THE
sp
DIFFERENCE
sp
IN
HOW
MUCH
TIME
sp
YOU
SPENT
ON
YEAH
BUT
ON
EACH
ONE
YEAH
BUT
THE
THING
IS
YOU
DON'T
DO
IT
IT'S
A
{OOV}
YOU
sp
DON'T
HAVE
A
YOU
DON'T
HAVE
A
SE
sp
SE
sp
SO
sp
YOU
sp
PROSPECT
sp
YEAH
sp
BUT
sp
IF
sp
YOU
DID
YEAH
BUT
IT'S
A
sp
VERY
DIFFICULT
QUESTION
EFFORT
AND
THEN
A
sp
PROSPECT
AN
AREA
WHERE
sp
YOU
WANT
YEAH
TO
YOU'VE
GOT
TIME
THERE
{OOV}
YEAH
BUT
YOU
DO
WELL
YOU
DO
ACTUALLY
sp
MEASURE
A
sp
REGULAR
sp
MORE
DISTANCE
sp
AT
sp
THE
END
OF
THE
DAY
YOU
DO
NEED
TO
GET
BUSINESS
sp
WELL
I
sp
PUT
sp
IN
sp
YEAH
BUT
sp
THERE'S
sp
NO
POINT
IN
LOSING
BUSINESS
{OOV}
sp
FOR
NEW
BUSINESS
THAT'S
sp
TRUE
BUT
sp
WE'RE
NOT
SAYING
THAT
BUT
IT'S
YEAH
BUT
IF
IF
ACTUALLY
TIME
SPENT
sp
PROSPECTING
IT'S
NOT
sp
TIME
IF
{OOV}
YEAH
THEN
THEN
EVEN
THOUGH
IT'S
NOT
IT'S
sp
NOT
sp
WELL
sp
I
THINK
THAT'S
I
sp
THINK
YOU
CAN
sp
CATEGORIZE
sp
YOU
CAN
sp
SAY
RIGHT
E
sp
THE
EFFECTIVENESS
IS
IF
YOU
sp
SPEND
SEVENTY
sp
FIVE
PERCENT
sp
OF
sp
YOUR
EFFORT
sp
GETTING
PROSPECT
sp
ACCOUNTS
ON
BUT
sp
YOU
STILL
sp
USE
TWENTY
FIVE
sp
PERCENT
OF
sp
IT
TO
sp
TO
sp
YEAH
EXACTLY
sp
TO
RETAIN
EXISTING
sp
THEN
YOU'RE
STILL
GON
NA
BE
PAYING
THE
BUSINESS
ON
AND
YOU'RE
STILL
GON
NA
BE
ABLE
sp
TO
LOOK
sp
AFTER
ER
RIGHT
THE
EXISTING
sp
YOU
JUST
IT'S
JUST
I
DON'T
sp
KNOW
WHETHER
YOU
GET
THAT
ONE
PERCENT
WHAT
D'YA
THINK
A
FORTNIGHT
SORRY
IT
MAKES
NO
WHAT
D'YA
THINK
DIFFERENCE
WHAT
DO
I
THINK
YEAH
BUT
JOHN
WHEN
YOU
SAY
THE
WORD
WHAT
D'YA
THINK
EFFORT
YOU
WANT
{OOV}
I
THINK
IF
TOM
{GAP_ANONYMIZATION}
WAS
SAT
THERE
IT
WOULD
BE
NINETY
PERCENT
YOU
sp
KNOW
BECAUSE
HE
sp
HE
DIDN'T
HE
JUST
{OOV}
REALLY
WAN
NA
BE
IN
ON
ANYTHING
ELSE
BUT
EXCEPT
BUSINESS
RIGHT
ONCE
YOU
SHARED
sp
THE
TIME
HONESTLY
sp
NUMBER
SIX
THEN
sp
I'M
HAPPY
TO
BE
{OOV}
sp
MAXIMIZING
SALES
VOLUME
IS
THE
MOST
IMPORTANT
sp
TASK
sp
OF
THE
SALES
PERSON
OH
SOLELY
sp
FALSE
sp
YOU
sp
PUT
sp
HERE
sp
I
sp
PUT
FALSE
sp
HERE
sp
WELL
I
THINK
YOU
NEED
TO
RECOGNIZE
THAT
REALLY
SALES
VOLUME
IS
IT
sp
IT
TAKES
US
sp
BACK
AGAIN
TO
THE
FACT
THAT
ANY
CUSTOMER
IS
BETTER
THAN
NO
CUSTOMER
sp
AT
ALL
WE
WERE
SAYING
WE
WERE
JUST
SAYING
MAXIMIZING
sp
SALES
AS
IN
sp
MORE
{OOV}
OTHERWISE
IT'S
SALES
POTENTIAL
RATHER
YES
THAN
ER
ER
sp
ER
WHAT
sp
WE'RE
WHAT
MAXIMIZING
WHAT
sp
WE'VE
GOT
WHAT
WE
ARE
ABOUT
OR
sp
WHAT
EVERY
SALES
COMPANY
sp
SHOULD
sp
BE
sp
ABOUT
sp
IS
sp
MAKING
sp
MONEY
sp
YEAH
sp
AND
sp
ER
ER
sp
AND
sp
JUST
sp
INCREASING
sp
SALES
VOLUME
sp
OR
sp
MAXIMIZING
sp
SALES
sp
VOLUME
AIN'T
sp
GON
sp
NA
DO
IT
AH
WE
OUGHT
TO
sp
MORE
OR
LESS
MAX
MAXIMIZE
THE
YEAH
sp
SALES
sp
FIGURES
RIGHT
sp
IT'S
sp
IT'S
sp
MAXIMIZING
sp
THE
SALE
sp
OF
THE
REVENUE
AND
AND
RISING
sp
THE
sp
REVENUE
IS
sp
WHAT
WE
TALKED
sp
ABOUT
OH
YES
sp
THAT
sp
ONE
sp
WHAT'S
sp
IT
sp
CALLED
sp
SO
A
RESISTANCE
sp
CAN
sp
BE
USED
WITH
THAT
AND
sp
OF
COURSE
IT
INDICATES
INTEREST
IN
THE
PRODUCT
sp
TRUE
TRUE
ALL
THE
TIME
THAT
THAT'S
sp
WHAT
YEAH
AN
OBJECTION
IS
sp
MHM
sp
AND
I
sp
THINK
sp
THAT'S
sp
THERE'S
SOMETHING
sp
WHICH
sp
WE
MOST
sp
OF
sp
US
sp
FEAR
{LG}
I
sp
HOPE
sp
NOT
sp
SO
THE
RESISTANCE
IS
DIMINISHED
sp
BY
STRETCHING
sp
THE
NOVEL
FEATURES
OF
A
NEW
PRODUCT
JANE
MM
WHAT
sp
DO
YOU
sp
THINK
AGREE
WE
HAD
A
I
THINK
sp
DISCUSSION
ABOUT
THIS
AS
WELL
sp
I
THINK
WE
MISUNDERSTOOD
NOVEL
sp
FEATURES
AS
A
sp
BAD
sp
THING
TO
sp
BE
sp
HONEST
sp
YES
WE
WERE
SAYING
WE
WE
CAN
NO
BUT
YOU
WE
WE
WERE
ASKING
sp
ABOUT
sp
{OOV}
sp
YOU
CAN
NOVEL
FEATURES
YOU
CAN
OVERCOME
OBJECTIONS
NOVEL
IS
THE
WORD
THERE
sp
BY
OFFERING
THE
sp
BENEFITS
OF
A
sp
PRODUCT
sp
NOT
NECESSARILY
NOVEL
THOUGH
IS
IT
NO
NO
THAT'S
WHAT
I'M
SAYING
NOVEL
THAT'S
sp
WHY
NOVEL'S
sp
THE
KEY
WORD
NOVEL
sp
{OOV}
WHAT
HAVE
YOU
GOT
THE
ONE
RIGHT
WING
sp
HERE
NOTHING
AT
sp
ALL
sp
YEAH
sp
BUT
WELL
I
HAD
WELL
I
HAD
ER
ER
FALSE
sp
AT
FIRST
AND
THEN
WE
HAD
A
BIG
sp
DISCUSSION
ABOUT
IT
YEAH
RIGHT
WE
HAD
FALSE
sp
PARTICULARLY
UNTIL
WE
NEW
sp
PRODUCT
COMING
sp
OUT
{LG}
sp
I
WOULD
THINK
THAT
WAS
FALSE
TO
BE
HONEST
sp
YEAH
ER
IT'S
THE
NOVEL
THAT
DID
IT
AND
WELL
{OOV}
YEAH
YEAH
I
THINK
WHAT
HAPPENS
ALL
THE
TIME
I
UNDERSTAND
WHY
IF
YOU
PUT
sp
TRUE
YOU
ME
sp
YOU
YOU
PUT
sp
IT
WAS
THAT
THE
ONE
THING
THAT
sp
SALES
PEOPLE
ALWAYS
sp
DESPERATELY
WANT
sp
IS
SOMETHING
NEW
sp
OKAY
ER
{OOV}
DIFFERENTLY
THAT'S
NOT
sp
NEW
ERM
sp
AND
sp
I
THINK
THAT
sp
PROBABLY
sp
ER
sp
I
THINK
THAT'S
sp
FALSE
BUT
IT'S
sp
ER
INTERESTING
DISCUSSION
sp
YES
sp
ER
WHEN
A
SALES
PERSON
sp
CLOSES
sp
HE
THOUGH
I
SUPPOSE
I
SHOULD
SAY
THAT
HE
OR
SHE
SHOULD
USE
THAT
CLOSING
TECHNIQUE
WHICH
IS
MOST
SUITED
TO
HIS
OR
HER
sp
PERSONALITY
THIS
IS
sp
THE
ONE
WE
sp
WERE
DEBATING
sp
YEAH
I
HAD
sp
TRUE
BUT
I
GOT
OUTNUMBERED
I
HAD
TRUE
SO
I
PUT
A
FALSE
IN
THAT
ONE
YOU
GOT
OUTNUMBERED
RIGHT
I
HAD
TRUE
I
HAD
TRUE
sp
SAID
sp
FALSE
ME
AND
sp
DAVID
SAID
sp
FALSE
TRUE
sp
WHAT
WHAT
sp
SHOULD
sp
WE
BE
CO
CONSIDERING
sp
THE
CUSTOMER
sp
AT
ANY
TIME
YOU
sp
SEE
IN
MY
VIEW
sp
EACH
EACH
sp
CUSTOMER
sp
IS
DIFFERENT
sp
YOU
DON'T
sp
CLOSE
THE
SAME
sp
WAY
sp
WITH
sp
EVERY
sp
CUSTOMER
sp
RIGHT
SO
IS
IT
THE
FACT
THAT
THE
sp
THAT
WHAT
TH
sp
TH
TH
THE
sp
CLOSE
SHOULD
sp
BE
sp
MOST
SUITED
sp
TO
sp
THE
CUSTOMER
YEAH
sp
YEAH
RATHER
THAN
OURSELVES
YEAH
THAT'D
BE
sp
FAIR
I
THINK
sp
BECAUSE
YOU
sp
CLOSE
WITH
sp
YOUR
OWN
PERSONALITY
ANYWAY
DON'T
YOU
sp
REALLY
sp
RIGHT
I
THINK
AND
ALSO
HE'S
BUYING
YOU
AS
WELL
AS
HE'S
BUYING
THE
sp
PRODUCT
YES
I
THINK
sp
SO
I
THINK
THAT
IS
OF
sp
COURSE
I
sp
I
THINK
sp
THAT
ERM
sp
THAT
sp
THE
sp
CLOSE
WHICH
sp
YOU
USE
YEAH
sp
HAS
TO
sp
BE
GEARED
sp
TO
sp
THE
CUSTOMER
sp
ER
AND
NOT
YOUR
PERSONALITY
AND
THIS
sp
IS
A
NICE
ONE
THEN
ISN'T
sp
IT
THE
sp
DIRECT
CLOSE
{OOV}
THE
MOST
SUCCESSFUL
TECHNIQUE
BECAUSE
IT'S
THE
MOST
HONEST
sp
DON'T
ASK
US
sp
DON'T
sp
ASK
US
NO
sp
PRETTY
GOOD
WAS
IT
sp
YEAH
sp
WE
GOT
ANTI
{OOV}
THAT'S
RIGHT
THAT'S
RIGHT
sp
WHAT
ABOUT
THIS
SIDE
WELL
WE
GOT
TRUE
BUT
I
sp
TRUE
WOULD
SAY
FALSE
I
WOULD
SAY
FALSE
AS
WELL
HE
SAID
TRUE
AND
WE
SAID
TRUE
sp
HE'S
WELL
{OOV}
WE
START
OFF
sp
WITH
THAT
OH
I'LL
LET
YOU
OFF
sp
IT'S
AN
INTERESTING
ONE
BECAUSE
ER
ER
REALLY
sp
THE
sp
THING
TH
THE
sp
SENTENCE
GOES
OR
sp
THE
THE
sp
PRINCIPLE
WORKS
sp
VERY
WELL
UNTIL
YOU
GET
TO
THE
WORD
HONEST
sp
YEAH
THAT'S
RIGHT
EXACTLY
THAT'S
WHAT
WE'RE
LAUGHING
AT
BINGO
sp
THAT'S
WHAT
WE'RE
sp
ARGUING
sp
ON
sp
WHAT
sp
THE
HELL'S
HONESTY
GOT
sp
TO
DO
WITH
IT
AH
I
I
sp
THINK
sp
ER
sp
THE
sp
MOST
sp
OBVIOUS
sp
YES
THAT'S
RIGHT
I'M
sp
NOT
sp
SURE
THAT
sp
HONESTY
'S
A
sp
WORD
sp
WHICH
I
sp
WOULD
ER
sp
DON'T
GET
ME
WRONG
I'M
NOT
sp
SUGGESTING
THAT
A
sp
SALESMAN'S
sp
DISHONEST
sp
DON'T
THINK
sp
THAT
WHAT
I
AM
SUGGESTING
THOUGH
I
THINK
sp
IS
sp
THAT
YOU
KNOW
sp
A
CLOSE
WHICH
sp
IS
REFERRED
TO
AS
sp
BEING
THE
sp
BEST
OF
sp
COURSE
sp
IS
sp
TH
sp
THE
MOST
HONEST
sp
IS
THE
sp
YEAH
THE
sp
WELL
WELL
PETER
CAN
CAN'T
YOU
REMEMBER
sp
ESPINEAR
sp
FORMULA
sp
YES
sp
WHERE
WE
WERE
sp
DRU
THE
{OOV}
THE
ESPINEAR
sp
USED
TO
BE
DRUMMED
DOWN
sp
FOR
ABOUT
sp
FIVE
SIX
SEVEN
YEARS
sp
THAT'S
RIGHT
SO
HE
WOULD
HAVE
KNOWN
THAT'S
sp
RIGHT
sp
ASSUMING
THE
ACTUALLY
YOU
COULD
HAVE
GONE
TO
THE
A
M
EXPRESS
CONFERENCE
AND
HEARD
IT
I
PLAYED
A
COWBOY
ACTUALLY
sp
TALKING
ABOUT
ESPINEAR
sp
CLOSE
ESPINEAR
sp
ASSUMING
THAT
IT
IS
{OOV}
sp
QUESTION
sp
PHYSICAL
ACTION
sp
JUDGEMENTS
sp
TRAPPED
sp
THE
sp
NARRATIVE
sp
CLOSE
{OOV}
sp
AND
sp
ASK
FOR
sp
THE
ORDER
THAT'S
sp
RIGHT
sp
SO
sp
HOW
DID
YOU
MEMORIZE
sp
THAT
sp
BECAUSE
{OOV}
THAT'S
THE
WAY
YOU
LEARNT
IT
USED
TO
BE
IN
ALL
THE
QUIZZES
sp
THAT'S
RIGHT
EVER
HEARD
YEAH
OF
A
ESPINEAR
CLOSE
THAT'S
sp
RIGHT
WHAT
sp
DO
THEY
ALL
CAN
{OOV}
{XX}
AFTER
YOU
EVERYBODY
CAN
REMEMBER
WHAT
sp
IT
STANDS
sp
FOR
sp
BUT
THEY
sp
CAN'T
sp
DO
IT
sp
THAT'S
sp
RIGHT
sp
WELL
ASK
FOR
THE
ORDER
IT
IS
YEAH
THAT'S
RIGHT
sp
THEY
ALL
ER
ASK
sp
FOR
THE
ORDER
IT'S
THE
I
THE
DI
sp
THEY
USED
THE
sp
WORD
HONEST
{OOV}
NO
sp
AH
sp
SURE
WELL
THAT
TH
TH
THAT'S
sp
THAT'S
WHAT
sp
BUT
ANYWAY
sp
AS
LONG
AS
IT
CREATED
sp
DISCUSSION
sp
THAT
WAS
THE
POINT
OF
sp
IT
AND
GOOD
PRODUCT
OF
SERVICE
sp
WILL
SELL
ITSELF
sp
FALSE
NO
NO
NO
THAT'LL
BE
THE
DAY
WON'T
IT
FALSE
sp
YEAH
sp
FALSE
THAT
sp
ONE
sp
IS
A
KNOWLEDGE
OF
sp
HUMAN
sp
PSYCHOLOGY
IS
IMPORTANT
WHEN
sp
FALSE
AGAIN
SELLING
NOW
sp
THEN
THAT'S
ONLY
sp
ONE
OF
sp
THE
SEVEN
sp
{OOV}
UP
sp
HERE
sp
WE
sp
ALL
sp
SAID
TRUE
TRUE
sp
BUT
BEAR
IN
MIND
SHE'S
sp
YOU
KNOW
sp
SHE'S
sp
WALKED
OUT
sp
OF
sp
THE
THAT'S
sp
RIGHT
SO
WHAT
DO
YOU
THINK
OF
sp
THAT
I
THINK
WE
ALL
FEEL
THAT'S
TRUE
sp
DON'T
WE
I
DO
APART
FROM
THE
ODD
ER
FACT
AND
MOST
OF
RESEARCH
WE
DON'T
sp
NEED
ERM
WE
DON'T
NEED
A
sp
DEGREE
IN
IT
sp
BUT
sp
SOME
{OOV}
OTHER
PEOPLE'S
sp
PROBLEMS
IT'S
A
YEAH
I
DO
COS
sp
LAST
TIME
I'M
GOING
ANYWAY
WITH
THE
EXACT
SAME
sp
SHEET
THAT
I
DID
sp
TO
sp
START
sp
WITH
YOU
SAID
WE
DIDN'T
NEED
ANYTHING
sp
BECAUSE
sp
I
SOCIAL
SKILLS
TRUE
LAST
TIME
sp
RIGHT
AND
sp
IT
WAS
WE'RE
NOT
sp
GETTING
RID
OF
THAT
NOW
SOCIAL
SKILLS
ARE
RELATIVELY
UNIMPORTANT
FOR
sp
A
SALESPERSON
FALSE
I
THINK
sp
WE
NEED
CERTAIN
sp
SOCIAL
SKILLS
DON'T
YOU
YES
ERM
AND
MORE
SO
ON
THE
TELEPHONE
THAN
sp
WE
OUGHT
sp
AND
sp
MORE
ON
THE
sp
TELEPHONE
sp
THAN
sp
SOME
SOMETIMES
sp
WE
DO
ER
ERM
sp
FACE
TO
sp
FACE
A
PERSON
sp
DOES
sp
NOT
sp
BUY
sp
THE
PRODUCT
BUT
sp
RATHER
BUY
sp
WHAT
sp
IT'LL
DO
FOR
HIM
OR
HER
TRUE
YES
THAT'S
RIGHT
A
sp
FORMER
CUSTOMER
ONE
WHO
sp
NO
LONGER
BUYS
ANYTHING
sp
IS
OF
LITTLE
sp
VALUE
FALSE
FALSE
sp
YEAH
sp
I
sp
THINK
sp
SO
COS
HE
sp
CHANGES
DOESN'T
sp
HE
AND
ER
OKAY
RIGHT
WELL
LET'S
sp
GENERATE
THE
DO
DISCUSSION
AND
ER
GET
sp
YOU
ALL
sp
ER
INVOLVED
IN
SOMETHING
ELSE
sp
FOR
sp
THREE
QUARTERS
sp
OF
sp
AN
sp
HOUR
sp
RIGHT
I
WANT
sp
NOW
sp
TO
sp
SHOW
YOU
THIS
ER
FILM
sp
THEN
AND
sp
THERE'S
sp
NO
POINT
IN
HAVING
sp
ALRIGHT
WE'RE
sp
TAKING
ON
sp
EVERYTHING
DOING
sp
FAR
MORE
THAN
WE
sp
CAN
REASONABLY
DO
sp
AND
IF
YOU
LIKE
sp
DOING
IT
sp
BY
VERY
DEFINITION
sp
BADLY
sp
OR
WORSE
THAN
IT
sp
COULD
sp
HAVE
sp
DONE
RIGHT
THAT'S
ONE
MESSAGE
sp
THAT
sp
COMES
OUT
OF
IT
sp
WHAT
ELSE
sp
SLOW
NO
EFFORT
sp
RIGHT
THERE'S
NO
THINKING
TIME
AT
ALL
IS
sp
THERE
NO
sp
RIGHT
sp
OKAY
sp
NO
sp
THERE'S
NO
sp
PLANNING
sp
OR
sp
NOTHING'S
sp
DIARIZED
sp
EVERYTHING'S
sp
ALL
sp
{OOV}
NO
PLAN
sp
MM
NO
sp
DIARY
THERE'S
sp
THERE'S
NO
CONCENTRATION
sp
YEAH
sp
NO
sp
CONCENTRATION
sp
WITH
sp
THE
sp
JOB
sp
IN
sp
HAND
EVERYTHING
LOOKS
LIKE
sp
ME
sp
AND
sp
JACK
sp
DISTRACTS
sp
HIM
sp
FROM
sp
WHAT
HE'S
sp
DOING
sp
AND
HE
{OOV}
sp
THE
sp
DISTRACTION
sp
THE
sp
WHAT
NO
PLANS
NO
DETAILS
NEVER
SAW
ONE
sp
JOB
sp
THROUGH
sp
MM
MM
sp
HE
sp
KEPT
ON
sp
DOING
ONE
JOB
{OOV}
YEAH
INSTEAD
OF
INSTEAD
OF
FROM
ONE
FROM
THE
sp
OTHER
FROM
sp
START
sp
TO
FINISH
HE
sp
DIDN'T
JUST
sp
FINISH
ONE
JOB
AT
A
TIME
sp
FINISH
ONE
JOB
IN
WHICH
YEAH
IT
WOULD
ONE
JOB
LESS
sp
TO
DO
sp
SO
sp
THIS
FACT
THAT
sp
THERE'S
NO
PLAN
sp
OR
APPEARED
TO
BE
NO
DIARY
ALTHOUGH
THERE
WAS
A
DIARY
WASN'T
THERE
HE
HAD
STUFF
WROTE
YEAH
{OOV}
DOWN
ON
sp
IT
YEAH
AND
sp
HE
sp
DIDN'T
HE
DIDN'T
sp
LISTEN
sp
TO
ANY
sp
OF
sp
THE
PEOPLE
YEAH
WHAT
THE
PEOPLE
HA
HAD
sp
TO
SAY
HE
JUST
JUST
sp
SAID
sp
YES
sp
YES
sp
ALL
sp
AFTERNOON
YEAH
sp
HE
JUST
RIGHT
KEPT
SAYING
YES
sp
TO
EVERYTHING
JUST
TO
sp
BARGE
sp
THEM
sp
OFF
sp
HE
sp
DIDN'T
LISTEN
DID
sp
HE
sp
NO
NO
NO
sp
NOT
sp
AT
ALL
sp
HE
HAD
TOO
MANY
INTERRUPTIONS
sp
HMM
ER
WE
SAID
sp
THE
sp
SAID
IGNORING
sp
THE
sp
NEEDS
sp
MM
sp
WHERE
WAS
THAT
WELL
sp
HIS
sp
SECRETARY
sp
WHEN
sp
HE
WAS
sp
ON
sp
YEAH
THE
PHONE
YEAH
AND
HE
KEPT
CHECKING
sp
UP
AND
HE
sp
THE
GUY
IN
SORT
OF
sp
HUNG
UP
sp
ON
sp
HIM
THE
GUY
IN
sp
THE
CAR
PARK
WHEN
HE
sp
FORGOT
sp
TO
RING
HIM
sp
BACK
sp
ABOUT
sp
SOME
sp
IMPORTANT
sp
BUSINESS
sp
THE
sp
MANAGING
DIRECTOR
HE
KEPT
sp
RINGING
sp
YEAH
THE
MANAGING
DIRECTOR
sp
SPOKE
sp
FROM
sp
THE
CAR
AND
HE
NEVER
sp
FOLLOWED
IT
sp
UP
AND
sp
HE
KEPT
THAT'S
RIGHT
sp
HE
WANTED
TO
sp
BE
sp
THE
DECISION
MAKER
sp
AND
sp
HE
WANTED
TO
sp
MAKE
THE
sp
DECISION
sp
ON
sp
EVERY
sp
SINGLE
sp
THING
sp
HIMSELF
AND
sp
THEN
HE
WAS
TURNING
ROUND
sp
AND
sp
SAYING
sp
TO
HIS
sp
SECRETARY
WELL
CAN'T
YOU
DO
ANYTHING
sp
DO
I
sp
HAVE
sp
TO
DO
EVERYTHING
sp
WHEREBY
sp
HE
sp
HAD
OBVIOUSLY
sp
MADE
sp
IT
sp
CLEAR
FROM
sp
THE
sp
START
sp
MM
HE
WAS
THE
ONLY
ONE
sp
WITH
sp
THE
sp
AUTHORITY
sp
HE
KEPT
sp
CHECKING
UP
ON
ERM
NOT
THAT
HE
TRUSTED
ANYONE
EITHER
BECAUSE
WHEN
THEY
WERE
DOING
THE
WAGES
KEPT
CHECKING
UP
ON
PEOPLE'S
LIKE
ERM
CAPABILITIES
sp
AS
WELL
sp
INSTEAD
OF
sp
GETTING
sp
ON
WITH
sp
HIS
sp
OWN
JOB
HE
sp
KEPT
CHECKING
UP
ON
THEIR
sp
THEM
ALL
sp
AS
sp
WELL
SO
HE'S
CHECKING
sp
UP
ON
sp
EVERYBODY
sp
YEAH
EVEN
IF
HE
LETS
sp
THEM
DO
SOMETHING
sp
MM
sp
MHM
THE
WAGES
HE
DIDN'T
sp
TRUST
HER
WITH
THE
WAGES
sp
HE
sp
MESSED
ABOUT
ON
THE
CALCULATOR
THAT'S
RIGHT
YOU'D
EXPECT
A
sp
WAGES
sp
CLERK
sp
TO
BE
ABLE
sp
TO
sp
HANDLE
IT
sp
WOULDN'T
YOU
sp
YEAH
ER
AND
ALSO
THAT
ER
sp
WHEN
sp
HE
WENT
sp
INTO
sp
HMM
APPOINTMENT
sp
HE
sp
ERM
sp
HE
LET
HE
sp
LET
sp
THE
sp
CLIENT
sp
TAKE
sp
OVER
sp
THE
sp
THE
sp
CALL
BECAUSE
sp
HE
WASN'T
sp
ERM
sp
PREPARED
sp
ENOUGH
sp
WHEN
sp
HE
sp
WEREN'T
THERE
sp
RIGHT
SO
sp
WHEN
sp
HE
WENT
sp
IN
TO
SEE
sp
SOMEBODY
sp
HE
HAD
sp
THAT'S
IT
DONE
NO
PREPARATION
sp
AT
ALL
NO
HAD
sp
HE
NO
HE
HE
DIDN'T
KNOW
sp
WHY
HE
sp
WAS
THERE
sp
DID
HE
sp
HE
WANTED
sp
FIVE
PERCENT
DISCOUNT
sp
DIDN'T
sp
HE
TOLD
HIM
sp
SELLING
A
MILLION
sp
POUNDS
WORTH
OF
sp
FLOUR
sp
E
ER
sp
FLOUR
A
YEAR
AND
HE
HAD
HIS
sp
TWENTY
sp
FIRST
sp
COMING
UP
AND
sp
APPARENTLY
HE
sp
STARTS
SPILLING
THE
BEANS
GOOD
ON
HOW
MUCH
HE
HAD
REALLY
THAT'S
sp
RIGHT
ER
HE
DOESN'T
{OOV}
A
GREAT
sp
DEAL
WITH
sp
THE
sp
THE
GUY
COS
sp
HE
{OOV}
sp
SO
WHEN
HE
SAYS
NO
sp
PLAN
sp
HERE
SO
IT'S
sp
NOT
ONLY
NO
PLANS
sp
IN
sp
THE
DAY
IT
sp
FILTERED
sp
THROUGH
TO
sp
HIS
sp
WORK
YEAH
EVERYTHING
HIS
HIS
EVERYDAY
WORK
AS
WELL
YEAH
sp
MM
HE
JUST
sp
PU
sp
HE
JUST
sp
KEPT
sp
PUTTING
sp
OFF
sp
IMPORTANT
sp
THINGS
AS
WELL
sp
THAT'S
RIGHT
sp
AND
END
END
UP
WITH
ER
sp
YEAH
sp
I
sp
THINK
sp
I
sp
THINK
sp
IT'S
sp
THIS
STRESS
THAT
sp
HE
sp
FELT
HE
sp
WAS
UNDER
WHICH
sp
LED
HIM
sp
TO
sp
PANIC
YOU
COULD
JUST
SEE
HIM
sp
GETTING
sp
MORE
AND
sp
MORE
sp
HET
sp
UP
BUT
sp
IF
HE
JUST
SORT
OF
sp
SAT
sp
DOWN
sp
AND
sp
WROTE
sp
THINGS
sp
DOWN
sp
WHAT
sp
HE'D
sp
GOT
sp
TO
sp
DO
AND
DO
TRY
AND
DO
THEM
IN
A
sp
SET
ORDER
MHM
sp
MM
sp
YEAH
sp
THAT
MR
{GAP_ANONYMIZATION}
WAS
A
AND
I
I
MEAN
THAT
WAS
THE
ROOT
PROBLEM
sp
REALLY
sp
THAT'S
sp
IT
sp
BUT
MR
{GAP_ANONYMIZATION}
MM
THE
DIRECTOR
HAD
HIM
WRAPPED
ROUND
HIS
sp
LITTLE
sp
FINGER
FOR
THAT
sp
FIVE
PERCENT
sp
DIDN'T
sp
HE
YEAH
sp
MM
sp
WHAT
DID
HE
SAY
sp
THA
sp
THEN
sp
BECAUSE
sp
HE
REALLY
sp
BELIEVES
sp
WHAT
WAS
sp
THAT
BIT
sp
WELL
HE
WAS
JUST
TELLING
sp
ER
sp
MR
{GAP_ANONYMIZATION}
sp
THE
PERSON
WAS
TELLING
HIM
OR
OR
OR
THE
{OOV}
TH
NO
HE
WAS
TELLING
THE
CUSTOMER
HE
WAS
SELLING
A
MILLION
sp
POUNDS
WORTH
OF
FLOUR
A
YEAR
AND
THAT
AND
I
I'VE
GOT
A
TWENTY
sp
FIRST
sp
BIRTHDAY
ER
YOU
KNOW
WI
COMING
UP
PARTY
WELL
AFTER
THAT
AHA
HE'S
NOT
WORRIED
ABOUT
THAT
HE
JUST
YEAH
WANTS
HIS
FIVE
PERCENT
sp
YEAH
sp
THAT'S
RIGHT
sp
THAT'S
sp
RIGHT
SO
THERE'S
NO
NO
PREPARATION
A
sp
AT
ALL
OH
NO
ON
THAT
sp
ER
sp
PARTICULAR
ER
sp
INTERVIEW
sp
WAS
THERE
sp
HE
sp
DIDN'T
sp
HE
ALSO
DIDN'T
LET
sp
PEOPLE
KNOW
WHAT
sp
HE
sp
WAS
DOING
AS
WELL
sp
DIDN'T
sp
KEEP
STAFF
sp
INFORMED
sp
DID
sp
WHAT
sp
DIDN'T
sp
KEEP
HIS
STAFF
sp
INFORMED
OF
WHAT
sp
WAS
HAPPENING
sp
JUST
JUST
EXPECTED
THEM
sp
TO
KNOW
sp
DIDN'T
TELL
THEM
sp
WHEN
HE
MET
THOSE
THREE
PEOPLE
HE
DIDN'T
SO
SO
{OOV}
YEAH
sp
HE
DIDN'T
TELL
ANYONE
ABOUT
THAT
HE
DIDN'T
AND
THE
GUY
DIDN'T
ASK
HIM
sp
{OOV}
sp
BUT
WHY
DIDN'T
HE
TELL
ANYBODY
ABOUT
{OOV}
COS
HE
WAS
SCARED
EMBARRASSED
sp
HE
WAS
EMBARRASSED
WASN'T
HE
YEAH
DIDN'T
WAN
NA
TELL
sp
ANYBODY
ABOUT
IT
COS
HE
KNEW
THEY
sp
THEY
THEY
COULD
sp
SAY
WELL
sp
CAN'T
sp
YOU
ORGANIZE
THINGS
sp
BETTER
sp
THAN
sp
THAT
sp
WHAT'S
THE
sp
REAL
SUB
TOTAL
sp
NOW
sp
OF
sp
THIS
sp
GUY
sp
OF
sp
OURS
RIGHT
SO
sp
THERE'S
HE
HAD
NO
ORGANIZATION
sp
NONE
AT
ALL
I
MEAN
HE
HE
sp
WHEN
HE
SAW
sp
JOHN
CLEESE
ON
sp
THAT
ERM
sp
COMPUTER
SAID
sp
WHAT'S
THAT
sp
HE
DIDN'T
sp
KNOW
sp
WAY
BEHIND
sp
IT
sp
HE
sp
WAS
sp
REALLY
SORT
OF
IGNORANT
sp
ABOUT
sp
THINGS
sp
LIKE
THAT
sp
THAT'S
sp
RIGHT
HE
WAS
WAY
BEHIND
WITH
sp
THE
TECHNOLOGY
sp
HE
THOUGHT
HE
WAS
HELPING
EVERYBODY
AND
sp
DOING
sp
EVERYTHING
sp
FOR
HIMSELF
sp
BUT
HE
WEREN'T
HE
sp
WAS
STOPPING
HE
WAS
JUST
LIKE
A
HINDRANCE
sp
WASN'T
HE
WHAT
ARE
WE
DOING
YEAH
HE
sp
WAS
sp
CAUSING
MORE
sp
PROBLEMS
sp
YEAH
YEAH
THAT'S
sp
WHAT
sp
HAPPENS
sp
HE'S
TRYING
TO
BE
ALL
THINGS
TO
ALL
MEN
ISN'T
sp
HE
YEAH
sp
YEAH
AND
DOING
sp
IT'S
NOT
SO
MUCH
THAT
YOU'RE
sp
DOING
EVERYTHING
WRONG
sp
IT'S
JUST
THE
ONE
THING
WHICH
sp
BEING
DONE
RIGHT
sp
IS
sp
THAT
sp
THE
{OOV}
OTHER
sp
WAY
OF
sp
PUTTING
IT
sp
THAT
sp
THE
GUY
sp
BECAUSE
sp
HE'S
sp
SO
WELL
sp
ORGANIZED
sp
WHAT
EFFECT
DOES
THAT
HAVE
ON
EVERYBODY
ELSE
THEN
IT
SNOWBALLS
sp
DOESN'T
sp
IT
sp
IT
THROWS
sp
EVERYONE
OUT
THEY'RE
LIKE
CHASING
sp
THEIR
sp
TAILS
sp
COS
THEY'RE
THE
ONES
WHO
sp
YEAH
THEY'RE
NOT
sp
AS
sp
STRESSED
sp
AS
HE
IS
sp
AT
sp
THE
END
sp
OF
THE
sp
DAY
BECAUSE
{OOV}
WELL
IT
IT
THROWS
EVERYBODY
ELSE
AROUND
sp
YOU
sp
THAT'S
sp
RIGHT
sp
THEY
LINDA
YES
LINDA
sp
COS
sp
HE
KEEPS
STARTING
sp
SOMETHING
AND
THEN
HE
SHOUTS
sp
SOMETHING
sp
ELSE
sp
COMES
sp
BACK
sp
AND
sp
THEN
YOU
sp
{OOV}
BUT
sp
YOU
END
sp
UP
DOING
NOTHING
sp
GETS
sp
DONE
sp
YES
sp
I
sp
SEE
sp
WHAT
sp
EFFECT
DID
IT
HAVE
ON
HIS
PRIVATE
LIFE
sp
HE
sp
SA
HE
sp
MISSED
A
sp
PARTY
AND
sp
MISSED
sp
A
sp
SA
A
sp
CHILD'S
PARTY
AND
sp
ER
WHAT
HAVE
YOU
HE
sp
PLANNED
sp
TO
sp
GO
OUT
FOR
DINNER
WELL
HE'S
JUST
SO
ORGANIZED
THERE
HE
PLANNED
TO
GO
OUT
FOR
DINNER
HE'S
EVEN
FORGOT
ABOUT
THAT
AS
sp
WELL
sp
WITH
HE
HIS
WIFE
sp
BUT
sp
HE
LIVES
sp
WITH
sp
THIS
sp
{OOV}
sp
HE
DOESN'T
sp
REALLY
sp
MAKE
sp
TIME
sp
FOR
ANYTHING
{OOV}
YES
YOU
SEE
IT'S
IT'S
VERY
DIFFICULT
sp
ISN'T
IT
THAT
sp
THAT
WE
sp
PROBABLY
SPEND
sp
A
THIRD
OF
sp
OUR
sp
LIFE
sp
AT
sp
WORK
WHICH
MAKES
sp
IT
VERY
IMPORTANT
sp
ERM
sp
BY
AS
MANY
DEFINITIONS
sp
WE
sp
SPEND
sp
A
THIRD
sp
OF
OUR
LIVES
sp
AT
WORK
WHE
sp
WHERE
YOU
SPEND
THE
OTHER
TWO
THIRDS
BED
sp
AND
sp
AND
SO
WE'VE
GOT
THE
OTHER
TWO
THIRDS
sp
THIS
sp
BETWEEN
sp
GETTING
TO
BED
AND
sp
AND
sp
SPENDING
IT
WITH
THE
THE
sp
THE
sp
FAMILY
AND
IF
YOU
CAN'T
ORGANIZE
sp
YOURSELF
AT
WORK
THEN
IT'S
A
TEN
TO
sp
A
PENNY
THAT
YOU
CAN'T
ORGANIZE
THE
OTHER
sp
BITS
EITHER
AND
sp
AND
sp
SO
WHAT
sp
HAPPENS
IS
sp
TH
sp
THE
WHOLE
THING
JUST
sp
KEEP
IT'S
sp
JUST
COMPOUNDED
WORSER
IT
sp
JUST
GETS
WORSE
AND
sp
WORSE
AND
WORSE
AND
sp
WORSE
sp
NOW
I'M
NOT
SUGGESTING
sp
FOR
sp
ONE
sp
MOMENT
sp
THAT
ANYBODY
WHO
sp
HAS
sp
ALL
THE
sp
PROBLEMS
sp
THAT
sp
DEAR
MR
sp
{GAP_ANONYMIZATION}
sp
HAS
sp
THERE
sp
BUT
I
THINK
WE
MIGHT
BE
ABLE
TO
LEARN
SOMETHING
sp
DO
sp
YOU
sp
YEAH
sp
WE
sp
MIGHT
BE
ABLE
sp
TO
sp
PACK
PUT
sp
ONE
OR
sp
TWO
sp
THINGS
sp
INTO
SOME
sp
SORT
OF
ORDER
WHAT
sp
I
sp
WANT
sp
TO
DO
sp
TODAY
WHAT
I'VE
sp
BEEN
sp
TRYING
sp
TO
DO
sp
TODAY
sp
IS
TO
sp
SPEND
THAT
TIME
sp
LOOKING
AT
sp
CERTAIN
ASPECTS
sp
OF
THE
WAY
sp
THE
BUSINESS
WORKS
THE
sp
WAY
sp
YOU
WORK
sp
YOU
ARE
VERY
IMPORTANT
PEOPLE
sp
YOU
ARE
RUNNING
sp
ONE
MILLION
sp
POUND
sp
A
YEAR
BUSINESSES
sp
AND
ALSO
FOR
ALL
OF
US
sp
TO
sp
LEARN
sp
SOMETHING
ABOUT
EACH
OTHER
sp
BECAUSE
YOU'RE
sp
SPENDING
sp
ALL
DAY
TOGETHER
AND
WE'LL
sp
KEEP
sp
BREAKING
sp
YOU
OFF
INTO
IN
TWOS
sp
INTO
sp
YOUR
sp
GROUPS
sp
SO
sp
THAT
sp
YOU
sp
CAN
LEARN
ANY
MORE
ABOUT
ONE
ANOTHER
AND
ALSO
OF
COURSE
sp
YOU'VE
GOT
sp
THE
SORT
OF
SOCIAL
THING
sp
BETWEEN
YOU
WELL
I
MEAN
YOU
sp
DON'T
sp
HAVE
TO
SEE
SO
sp
THIS
sp
YOU'VE
GOT
sp
THIS
SORT
sp
OF
SOCIAL
sp
THING
THERE
sp
YOU
sp
CAN
ACTUALLY
LEARN
SOMETHING
ELSE
ABOUT
sp
ONE
sp
ANOTHER
sp
BY
NORMAL
sp
DISCUSSIONS
BETWEEN
sp
{OOV}
DURING
sp
THE
sp
COURSE
OF
THE
CONVERSATION
NOW
WHAT
THAT
sp
WILL
ENABLE
TO
DO
I
HOPE
sp
IS
sp
TOMORROW
sp
TO
sp
SPEND
OUR
TIME
TRYING
TO
PUT
sp
SOME
OF
THESE
sp
THINGS
sp
RIGHT
IF
sp
IF
sp
RIGHT
THEY
NEED
sp
TO
BE
PUT
IF
sp
YOU
ARE
ALREADY
sp
WORKING
TO
sp
MAXIMUM
sp
EFFICIENCY
sp
THEN
sp
GREAT
ALL
YOU
sp
WILL
HAVE
sp
DONE
sp
SO
sp
FAR
IS
sp
SPENT
THE
TWO
sp
DAYS
sp
HERE
{OOV}
EAT
sp
SANDWICHES
FOLLOWED
sp
BY
{OOV}
sp
SAID
sp
A
COUPLE
OF
sp
JOKES
sp
AND
COME
sp
TO
sp
THAT
{OOV}
FRIDAY
AFTERNOON
WE
COULD
{OOV}
AND
WE'LL
HAVE
A
sp
LOOK
AT
{OOV}
sp
SEE
WHAT
COLIN
WOULD
sp
MAKE
OF
THAT
sp
THOUGH
sp
I
SUSPECT
sp
THAT
WHAT
WE
WILL
FIND
IF
sp
WE
sp
REALLY
ARE
HONEST
sp
WITH
OURSELVES
sp
THAT
sp
QUITE
A
LOT
OF
sp
THINGS
WHICH
WE
SEE
HERE
sp
ARE
NOT
ALWAYS
EXAGGERATED
sp
FROM
sp
THE
POINT
OF
THE
sp
EXERCISE
sp
THAT
sp
WE
EXAGGERATE
sp
THINGS
sp
OUT
sp
OF
ALL
PROPORTION
sp
SO
THAT
WE
CAN
sp
ACTUALLY
sp
START
LOOKING
AT
sp
IT
AND
SEEING
sp
{OOV}
WE
WILL
sp
COME
BACK
sp
TO
THAT
IN
FACT
WE'LL
COME
BACK
sp
THAT
A
BIT
LATER
sp
THIS
AFTERNOON
I
WANT
TO
ASK
YOU
TO
DO
THOUGHT
YOU
CONTENT
BASED
ON
THAT
I
sp
JUST
WAN
sp
NA
BE
sp
ABSOLUTELY
sp
SURE
THAT
YOU
HAVEN'T
MADE
SOME
TERRIBLY
sp
DRAMATIC
CHANGES
IN
YOUR
LIFESTYLE
WHICH
ARE
NOT
JUSTIFIED
sp
BY
WHAT
sp
WE'VE
DONE
sp
AFTER
{OOV}
ERM
NO
I'D
LIKE
JUST
TO
GO
THROUGH
THAT
IF
I
CAN
sp
ERM
sp
AND
THEN
I
WAN
NA
GIVE
YOU
ONE
LAST
EXERCISE
BEFORE
sp
WE
GO
NOT
THIS
SORT
OF
ER
THIS
SORT
sp
OF
sp
THING
sp
ERM
sp
AND
sp
WHAT
I
WANT
YOU
sp
TO
DO
TONIGHT
sp
PLEASE
sp
IN
YOUR
TEAMS
I
sp
WANT
YOU
TO
MAKE
A
LIST
sp
TONIGHT
sp
IN
YOUR
TEAMS
sp
OF
sp
ALL
THE
THINGS
YOU
sp
HAVE
sp
TO
DO
AT
sp
WORK
OKAY
sp
EVERYTHING
LUNCHTIMES
sp
AS
WELL
sp
RIGHT
IT
CAN
BE
YEAH
WE
HAD
A
sp
STOP
FOR
LUNCH
WE
HAD
TO
HAVE
CUPS
sp
OF
TEA
WE
sp
HAD
TO
GO
TO
OU
OUT
THE
BACK
AND
HAVE
A
sp
FAG
COS
WE
CAN'T
sp
SMOKE
IN
sp
THE
sp
OFFICE
WRITE
ALL
THE
THINGS
YOU
HAVE
TO
DO
OKAY
sp
NOW
DON'T
WORRY
sp
ABOUT
IT
NOW
WHEN
YOU
COME
sp
BACK
TO
THIS
sp
{OOV}
RIGHT
YOU
CAN
DO
THAT
IN
THE
BAR
IF
YOU
LIKE
THAT
sp
OKAY
sp
BEARING
IN
MIND
IT'S
A
TEAM
FOCUS
sp
COURSE
sp
SO
I'M
NOT
GIVING
YOU
LOADS
OF
WORK
WHICH
sp
TAKES
YOU
APART
FROM
ONE
ANOTHER
WHAT
WE
DO
IS
sp
YOU
TALK
sp
TOGETHER
AND
sp
SPEND
TIME
sp
TOGETHER
AND
sp
AT
THE
END
OF
LAST
sp
WEEK
THEY
sp
HAD
A
{OOV}
NO
ACTUALLY
IT
sp
WAS
sp
NO
I
THINK
sp
THAT
sp
THEY
ER
ER
ER
WHAT
THEY
THEY
MIGHT
NOW
WELL
YOU
KNOW
sp
ACTUALLY
IT'S
A
BIT
BORING
DOWN
THERE
NOW
sp
BUT
THEY
sp
THEY
HAD
TO
PUT
sp
MY
sp
MY
sp
EXPLANATION
OF
THE
sp
PRICE
sp
OF
sp
PETROL
ER
DOWN
sp
THERE'S
sp
NOWHERE
sp
TO
sp
THING
COS
TH
sp
THE
LAST
TIME
I
WAS
DOWN
THERE
I
ASKED
sp
FOR
A
PINT
OF
sp
BITTER
AND
sp
THIS
sp
GUY
BOUGHT
sp
IT
ME
AND
sp
SAID
AND
sp
I
sp
WANTED
sp
TWO
sp
POUND
sp
THIRTY
OR
sp
SOMETHING
AND
I
SAID
TO
HIM
DO
YOU
KNOW
sp
WHAT
THEY
HAVE
TO
DO
A
sp
PRODUCE
A
GALLON
OF
sp
PETROL
AND
HE
sp
SAID
NO
AND
I
EXPLAINED
IT
sp
ER
sp
YOU
sp
KNOW
sp
FIRST
OF
sp
ALL
sp
YOU
CREATED
sp
UNIVERSE
AND
sp
THEN
sp
YOU
sp
THEN
YOU
sp
GET
ALL
sp
THESE
sp
VERY
sp
IMPORTANT
PEOPLE
sp
GEOLOGISTS
AND
sp
THEY
sp
PUT
sp
ER
SATELLITES
AND
sp
FIND
sp
TH
THIS
OIL
sp
UNDERGROUND
sp
AND
THEN
sp
YOU
sp
DRILL
sp
WELL
IT'S
USUALLY
UNDER
sp
THE
SEA
ANYWAY
sp
SO
YOU
PRODUCE
A
AND
sp
THIS
GO
ON
AND
ON
AND
ON
UNTIL
sp
THE
GUY'S
NOW
sp
WONDERING
WHAT
sp
YOU'RE
TALKING
ABOUT
sp
AND
THEN
sp
WHEN
YOU
GET
THE
TO
THE
END
OF
IT
ALL
YOU
SA
sp
YOU
SAY
AND
sp
THEY
SELL
THAT
FOR
AN
EIGHTH
OF
A
PRICE
sp
THAT
sp
YOU
sp
CHARGE
sp
FOR
YOUR
BLOODY
sp
BEER
AND
sp
YOU
sp
KNOW
AND
sp
THERE'S
sp
ABSOLUTELY
NO
sp
JUSTIFICATION
sp
WHATSOEVER
sp
AND
BUT
THEY
ER
sp
YOU
CAN'T
DO
IT
sp
COS
THEY'RE
ALL
SO
BORED
sp
TO
sp
DEATH
sp
WITH
sp
IT
NOW
GIVE
A
BRIEF
sp
{OOV}
sp
DESCRIPTION
sp
OF
sp
WHERE
YOU
GET
A
sp
PINT
OF
sp
PETROL
sp
FROM
sp
WELL
sp
THEN
sp
THEY
CHARGE
YOU
sp
THIRTY
sp
P
sp
FOR
IT
sp
BUT
IT
COSTS
TWO
POUNDS
IF
YOU
sp
FIND
sp
NOBODY
sp
WANTS
sp
IT
sp
YEAH
EH
JUST
THE
sp
FACT
NOBODY
sp
WANTS
TO
DO
sp
IT
BUT
HE
WANTS
IT
TO
GO
UP
ONE
PERCENT
THAT'S
WHAT
I
THOUGHT
IT'S
LIKE
THAT
WHEN
I
DO
MY
VICTOR
MELDREW
BIT
IT'S
ER
DOESN'T
GO
DOWN
VERY
WELL
sp
RIGHT
NOW
LOOK
TH
sp
RIGHT
sp
SO
LET'S
JUST
HAVE
A
LOOK
ERM
sp
AT
sp
MUTTON
JEFF
DOWN
THERE
WHAT
WHAT
HAVE
YO
WHAT
HAVE
sp
YOU
DECIDED
THAT
YOU
YOUR
sp
THOUGHTS
ARE
NOW
STRENGTHS
sp
WEAKNESSES
OR
WHATEVER
HOW
ARE
YOU
GON
NA
CHANGE
OR
CAN
sp
YOU
CHANGE
sp
ER
STRENGTHS
sp
WELL
I
sp
THINK
sp
THE
FIRST
GOT
TA
BE
sp
OBJECTIVES
sp
RIGHT
sp
ERM
sp
USING
TEAM
RESOURCES
sp
ERM
sp
AND
COMMANDING
sp
RESPECT
sp
AND
YOU
DO
sp
THIS
sp
BY
sp
ENTHUSIASM
sp
RIGHT
sp
ERM
sp
WE'RE
VERY
GOOD
AT
sp
LOT
OF
PLANS
sp
PRACTICAL
sp
WORKING
AND
sp
CARRYING
sp
OUT
sp
IN
sp
A
SPECIFIC
sp
WAY
sp
YES
AND
sp
A
sp
BIT
sp
OF
A
CHANGE
AND
AGAIN
sp
WITH
SELF
DISCIPLINE
sp
WE'RE
sp
REALISTS
BUT
WE
WON'T
sp
LOOK
sp
AT
sp
SAME
THING
{OOV}
DOES
THE
SELF
DISCIPLINE
ACTUALLY
SHOW
ITSELF
sp
I
MEAN
IN
THOSE
sp
THOSE
TIME
THINGS
sp
THAT
YOU
DID
THOSE
TIME
BOX
sp
DID
IT
SHOW
THE
SELF
DISCIPLINE
sp
YEAH
sp
I
THINK
YOU'VE
GOT
TO
sp
BE
I
sp
THOUGHT
IT
DID
SHOW
sp
UP
BUT
I
MEAN
IT
WASN'T
PART
OF
{OOV}
IT'S
sp
A
NATURAL
sp
PART
OF
RIGHT
SO
THAT'S
GREAT
BETTER
FOR
EVERYONE
sp
RIGHT
sp
RIGHT
SO
I
WANT
sp
HAVING
ALL
THESE
VIRTUES
AND
WHATEVER
sp
WHAT
D'YA
sp
CALL
THE
sp
WHINGIES
sp
THEN
sp
WELL
THERE
HAS
TO
BE
THE
ODD
ONE
sp
THAT'LL
TAKE
OVER
sp
PETER
YEAH
IN
sp
THE
USUAL
sp
WAY
ERM
sp
ANALYSING
sp
PROBLEMS
sp
WE
sp
SEEM
TO
BE
sp
MORE
CONCERNED
sp
WITH
THE
JOB
IN
sp
HAND
sp
I
E
sp
OUR
OWN
TEAM
sp
ER
ER
AND
NOT
WITH
sp
THE
sp
OTHER
sp
TEAMS
sp
BUT
IF
sp
THEY'RE
sp
STRUGGLING
sp
THEN
sp
DO
OFFER
TO
GIVE
THEM
HELP
RIGHT
OKAY
sp
THAT'S
sp
VERY
VERY
GRACIOUS
OF
YOU
WELL
sp
I
IT
sp
SHOULD
sp
BE
ERM
sp
CO
COOPERATIVE
OF
OURSELVES
sp
RIGHT
IN
ORDER
TO
sp
OVERCOME
sp
ANY
sp
WEAKNESSES
sp
THAT
sp
WE
sp
MAY
HAVE
sp
THAT
sp
DON'T
sp
RECOGNIZE
sp
WELL
sp
THAT
WE'VE
sp
GOT
sp
RIGHT
NOW
BASED
ON
WHAT
WE'VE
TALKED
ABOUT
SO
FAR
TODAY
CAN
YOU
RECOGNIZE
sp
ANY
THAT
YOU
PROBABLY
DIDN'T
sp
THINK
YOU'D
GOT
sp
YEAH
sp
OR
DID
YOU
NOW
RECOGNIZE
SOMETHING
YOU
NEEDN'T
OF
GOT
BUT
NOW
SOMEBODY
ELSE
HAS
sp
BOUGHT
sp
YOU
sp
THAT
YOU
BETTER
DO
SOMETHING
ABOUT
sp
IT
AHA
AND
IF
SO
WHAT
sp
ARE
THEY
sp
ERM
sp
I
sp
DIDN'T
sp
LIKE
I
SAY
I
KNOW
PEOPLE
sp
WHO
ERM
sp
ESPECIALLY
WITH
{OOV}
ABOUT
sp
OURSELVES
OR
ANYBODY
sp
ELSE
sp
RIGHT
SO
THERE'S
NO
REAL
SORT
OF
sp
COMPANY
WORKED
OUT
sp
ERM
sp
IN
SUCH
sp
DETAILS
sp
LIKE
sp
THAT
sp
WE'RE
WE'RE
PAID
TO
sp
DO
A
JOB
TO
sp
GET
THE
BEST
FOR
EVERYTHING
sp
RIGHT
sp
AND
YOUR
sp
BEST
sp
TO
DO
AHA
SORT
OF
CONCENTRATING
IF
sp
YOU
LIKE
sp
ON
sp
THAT
sp
PARTICULAR
EFFORT
AHA
RATHER
THAN
sp
WIDER
sp
THINGS
YES
sp
AND
SO
PROBABLY
WHAT
WE
NEED
TO
THINK
ABOUT
sp
IS
sp
HOW
sp
YOU
CAN
IMPROVE
sp
YOUR
sp
CONTRIBUTIONS
sp
TO
THE
WHOLE
THING
sp
THAT'S
NOT
SO
YOU
HOW
I
PERFORM
BUT
HOW
YOU
CAN
sp
IMPROVE
YOUR
CONTRIBUTIONS
THERE
WE
MIGHT
HAVE
sp
TO
YEAH
sp
ER
ER
sp
ER
ERM
LOOK
AT
THAT
sp
YEAH
ERM
sp
WE
sp
ALSO
AGAIN
I
sp
MEAN
sp
AS
sp
YOU
sp
SAY
sp
WE
ALWAYS
sp
LOOK
AT
sp
OURSELVES
AND
SAY
WE'RE
sp
THE
sp
BEST
sp
TEAM
IN
sp
THE
COMPANY
RIGHT
JEFF'S
THINKING
THAT
ERM
BUT
THEN
WE
WE
PUT
THAT
OUT
AND
sp
GET
INFORMATION
sp
AN
D
sp
SO
sp
THAT'S
ER
sp
YOU
KNOW
A
TEAM
sp
GAME
sp
TEAM
sp
GAME
sp
YEAH
AND
sp
GET
OURSELVES
sp
{OOV}
RIGHT
AND
THEN
WE
sp
ENABLE
US
sp
TO
sp
GO
ON
sp
THESE
sp
AND
sp
GET
A
sp
BIT
OF
sp
INFORMATION
sp
FROM
THE
sp
{OOV}
YEAH
WE'D
LIKE
TO
SEE
SOME
sp
SIGNS
sp
GIVE
sp
US
A
sp
BIT
sp
MORE
COOPERATIVE
AND
THEN
YEAH
sp
THE
THEN
sp
THEN
sp
YEAH
sp
ERM
sp
SOMETIMES
THAT'S
THAT'S
ABOUT
IT
sp
BUT
TO
BE
sp
HONEST
WELL
sp
OF
sp
COURSE
sp
IT
sp
DOES
SORT
OF
WANDERING
ROUND
sp
WITH
sp
YOUR
{OOV}
YOU'LL
HAVE
BLACK
EYES
BY
THEN
WHAT
AB
ABOUT
YOU
TWO
HOW
DO
YOU
KNOW
HE'S
RIGHT
HOW
YOU
ACTUALLY
FEEL
WELL
I
sp
WELL
I
SAY
WE'VE
sp
LOOKED
AT
IT
SLIGHTLY
DIFFERENT
sp
BECAUSE
WE'VE
sp
ONLY
sp
WE'VE
ONLY
WORKED
TOGETHER
sp
FOR
FIVE
sp
WEEKS
sp
RIGHT
sp
ERM
SO
WHAT
sp
WE
WANTED
TO
DO
WAS
sp
WE'VE
HAD
sp
WE'RE
DOING
QUITE
sp
WELL
sp
WITH
sp
THE
{OOV}
ERM
sp
THE
FIVE
sp
WEEKS
sp
WE'VE
BEEN
TOGETHER
BUT
sp
WE
WAN
sp
NA
sp
MAKE
sp
SURE
sp
THAT
YOU
DO
sp
COMBAT
sp
ERM
A
sp
SUCCESSFUL
sp
PACT
sp
RIGHT
sp
SO
sp
WE
LOOKED
sp
AT
sp
TWO
AREAS
WHERE
WE'VE
ERM
WE
sp
WERE
BOTH
sp
VERY
WEAK
sp
ERM
AND
I
DON'T
WE
COULD
EVEN
sp
WE
sp
COULDN'T
sp
EVEN
sp
SEE
IT
WITH
sp
REGARDS
sp
THIS
sp
RIGHT
sp
ERM
SO
WE'VE
sp
WHAT
WE
sp
WE
sp
WERE
sp
LOOKING
AT
DOING
IS
sp
TRYING
TO
sp
CREATE
sp
AN
ACTION
sp
PLAN
sp
USING
THOSE
TWO
AREAS
sp
EACH
sp
TIME
sp
TO
sp
CREATE
sp
STRENGTHS
sp
AND
THE
OTHER
WILL
sp
SLOT
sp
TOGETHER
sp
COS
sp
REALLY
IN
THE
sp
MIDDLE
sp
THE
ACTUAL
sp
COMMUNICATION
sp
IS
sp
THERE
sp
BUT
sp
IT'S
sp
NOT
sp
CONSTRUCTIVE
ENOUGH
YES
OR
PERHAPS
NOT
sp
ABOUT
THE
RIGHT
sp
THINGS
AT
THE
TIME
OR
PERHAPS
CONCENTRATING
ON
BUT
sp
IS
THAT
IN
SOME
WAYS
I
MEAN
YOU
CAN'T
BE
TOO
CRITICAL
ABOUT
YOURSELVES
SOME
OF
THAT
IS
BECAUSE
YOU
sp
LACK
OF
EXPERIENCE
WITHIN
THE
IN
EX
THE
COMPANY
IN
THAT
EX
sp
YOU
SELL
YEAH
CHANCES
ARE
SO
I
MEAN
YO
BUT
I
sp
THINK
sp
THAT
A
sp
SORT
OF
sp
THE
TIME
WE
HAVE
PERHAPS
sp
ON
A
sp
{OOV}
COULD
BE
sp
USED
sp
A
LOT
sp
MORE
CONSTRUCTIVELY
WELL
I
DO
YOU
KNOW
sp
ERM
RIGHT
sp
REALLY
I
MEAN
WE'VE
sp
BOTH
DISCUSSED
sp
WE
BOTH
sp
KNOW
WE'VE
sp
DISCUSSED
THINGS
OVER
AND
WE'VE
sp
DISCUSSED
sp
A
sp
COUNTER
sp
THAT
sp
WE'RE
TRYING
LOOK
AT
sp
WHY
ALL
sp
THESE
THINGS
sp
HAPPEN
IT'S
REALLY
GETTING
THINGS
sp
DONE
IN
IN
sp
A
LIKE
sp
A
I
DU
N
sp
NO
sp
A
DISCIPLINED
sp
MANNER
sp
LIKE
sp
AN
ORDERED
sp
MAN
sp
SO
EACH
sp
WHAT
{OOV}
TO
DO
THE
WE
DISCUSS
WHAT
WE
sp
WHAT
sp
WE'VE
sp
GOT
sp
AN
sp
ACTION
PLAN
sp
TOGETHER
sp
AND
sp
WHERE
IT'S
sp
FIRED
AT
sp
SO
IT
sp
DOES
sp
WORK
sp
IS
IT
BASED
ON
WHAT
YOU
WELL
sp
THE
CASE
HISTORY'S
THERE
I
THINK
I
KNOW
THE
THE
sp
OTHER
sp
THAN
sp
IN
{OOV}
sp
PERFORMANCE
sp
BUT
BASED
ON
THAT
YOU
SHOULD
BE
ABLE
TO
DO
THAT
sp
YEAH
OH
ABSOLUTELY
YEAH
I
sp
THINK
IT'S
JUST
sp
HAVING
A
BIT
OF
ERM
sp
EXPERIENCE
sp
AND
{OOV}
sp
JUST
HAVING
THE
sp
DISCIPLINE
sp
TO
SIT
DOWN
AND
sp
MAKE
SURE
THAT
sp
WE
E
sp
DO
ACTUALLY
WORK
THIS
sp
OUT
AND
THEN
DO
COVER
ALL
sp
THE
AREAS
ALRIGHT
SO
WHAT
I'M
WHAT
I'M
SA
SAYING
NOW
IS
sp
THIS
sp
THAT
sp
BASED
ON
WHAT
WE
sp
TALKED
sp
ABOUT
sp
SO
FAR
sp
MHM
sp
IS
sp
THAT
TOMORROW
sp
WHEN
sp
WE
START
GETTING
INTO
sp
PLANNING
sp
PRIORITIZING
LOOKING
AT
sp
WHERE
THE
NEW
DIARIES
AND
ALL
THAT
sp
SORT
OF
sp
STUFF
sp
THERE'S
sp
ONE
OF
THE
THINGS
sp
WE
WILL
DO
BEFORE
sp
YOU
LEAVE
TOMORROW
sp
IS
YOU
WILL
sp
HAVE
sp
TO
sp
PRODUCE
AN
ACTION
sp
PLAN
sp
YES
sp
THAT'S
WHAT
RIGHT
THAT'S
sp
WHAT
WE
DID
AND
IT
WILL
BE
SPECIFIC
IT
WILL
sp
BE
sp
MEASURABLE
WILL
sp
BE
YEAH
ACHIEVABLE
BE
sp
RENEWABLE
sp
BE
{OOV}
sp
YEAH
sp
YES
sp
MM
sp
NOW
sp
IF
sp
THAT'S
THE
CASE
sp
ONCE
WE'VE
sp
DONE
sp
THAT
OKAY
sp
AND
WE'LL
THEN
TYPE
sp
IT
sp
UP
FOR
sp
YA
AND
YOU'LL
TAKE
IT
AWAY
AND
IT
WILL
BE
YOURS
sp
RIGHT
I'M
sp
NOT
ASKING
sp
FOR
sp
MONEY
OR
sp
TAKING
ANYTHING
FROM
sp
YOU
YOU
COULD
sp
SAY
WELL
JACKIE
TOOK
sp
THIS
AND
sp
YOU
sp
GOT
sp
ONE
LEG
ON
sp
THIS
TABLE
SHORTER
sp
THAN
sp
THE
sp
OTHER
LEGS
AND
WE'VE
JAMMED
sp
IT
sp
UNDER
sp
THERE
LEVELS
sp
THE
TABLE
sp
UP
sp
NOW
sp
WHAT
YOU'LL
BE
TAKING
IS
ERM
IT'S
IT'S
sp
ERM
sp
{OOV}
sp
SO
sp
WHAT
I'M
SAYING
IS
WE
NEED
TO
BE
VERY
AS
sp
SOON
AS
YOU
GET
THE
STUFF
sp
THAT
IF
sp
YOU
WAN
NA
sp
GET
ANYTHING
OUT
OF
THIS
sp
COURSE
sp
AT
ALL
sp
AND
WHAT
sp
PEOPLE
DO
GET
OUT
OF
sp
THE
sp
COURSE
IS
sp
THE
FACT
sp
THAT
BY
sp
THE
TIME
sp
THEY
LEAVE
sp
HERE
sp
WE'VE
SAID
RIGHT
THAT'S
THE
WAY
sp
WE'RE
GOING
sp
THAT'S
sp
WHAT
sp
WE'RE
GON
sp
NA
sp
AIM
FOR
AND
IT
IS
sp
REASONABLE
sp
TIME
sp
MHM
sp
YEAH
COS
THEY
WERE
ONLY
THE
REAL
AREAS
sp
LACKING
AND
THE
sp
I'M
QUITE
HIGH
sp
ON
sp
THE
sp
COMPLETE
sp
FINISHER
sp
WHEREBY
YOU
KNOW
BY
sp
YOUR
sp
ROADS
YOU
ALWAYS
GO
DOWN
THE
RIGHT
ROAD
THAT'S
OKAY
sp
ALRIGHT
JUS
JUST
sp
YOU
sp
FAIRLY
TRUE
sp
YEAH
OF
PERHAPS
sp
MY
CHARACTERISTICS
sp
COS
sp
I
sp
TEND
TO
GO
sp
IN
sp
TO
WORK
AT
EIGHT
sp
O'CLOCK
sp
JUST
sp
BEFORE
I
WRITE
sp
ANY
sp
MORE
sp
IN
AND
sp
I
DO
HAVE
TO
sp
CLEAR
EVERYTHING
sp
BEFORE
I
sp
EVEN
sp
START
THE
DAY
sp
WHICH
YOU
DON'T
GET
ANY
ASSISTANCE
sp
I
sp
CAN'T
sp
JUST
SORT
OF
WELL
I
THINK
NOR
CAN
I
I
MIGHT
GET
THE
ODD
{OOV}
DONE
YES
sp
I
MAKE
IT
sp
THE
OTHER
sp
THAT'S
FINE
WAY
ROUND
I
SHOVE
EVERYTHING
TO
sp
ONE
SIDE
OF
THE
DESK
sp
AND
EVERYONE'S
sp
GONE
sp
HOME
AND
THEN
sp
I
START
sp
WORKING
SO
IT'S
PERHAPS
sp
AN
AREA
THAT
I
COULD
INSTIGATE
THERE
sp
THAT
sp
SIDE
sp
OF
THINGS
sp
TO
ACTUALLY
sp
GET
sp
THINGS
COMPLETED
OKAY
sp
THAT'S
SUPER
sp
THAT'S
THAT'S
TRUE
sp
THAT'S
sp
BRILLIANT
sp
WHAT
sp
ABOUT
YOU
TWO
OH
RIGHT
sp
YES
sp
WE'RE
sp
BOTH
ER
sp
INQUISITIVE
sp
AND
sp
ENTHUSIASTIC
STRONG
sp
STRONG
WILLED
sp
ER
sp
WE
BOTH
sp
TOP
SCORE
IN
sp
THAT
sp
SOURCE
INVESTIGATOR
sp
RIGHT
sp
YEAH
sp
THAT'S
WHAT
I
HEARD
PRETENDING
{OOV}
THAT'S
RIGHT
THAT'S
ALRIGHT
WE'RE
BOTH
YEAH
WE'RE
BOTH
sp
TRY
AND
DEMAND
sp
RESPECT
WE
BOTH
TRY
AND
HELP
sp
PEOPLE
WITH
WEAKNESS
AS
sp
MUCH
AS
sp
POSSIBLE
sp
BOTH
{OOV}
SELF
CONFIDENT
sp
WE
TRY
AND
MOULD
OUR
IDEAS
sp
THAT
sp
WE
BOTH
HAVE
sp
TOGETHER
sp
WHAT
WE
sp
GET
sp
THEM
FROM
OTHER
sp
PEOPLE
THAT'S
ALRIGHT
I'M
IMPRESSED
I
DO
I
I
DON'T
I
TOLD
YOU
THAT
TH
THAT
THERE
AIN'T
MANY
MANY
sp
PLAYERS
sp
IN
THIS
sp
WORLD
sp
WHO
ARE
sp
WHO
ARE
SO
sp
SO
sp
SORT
OF
sp
YOU
KNOW
STARTED
WHAT
YEAH
sp
THEY
DID
THEY
NICK
EVERYBODY
ELSE'S
IDEAS
AND
TURN
sp
THEM
INTO
sp
SOMETHING
ELSE
sp
SO
sp
WELL
WELL
LIKE
WE
SO
WE
sp
CAN
TRY
sp
AND
E
WITH
sp
REGARDS
TO
THE
TEAMS
WE'RE
PROBABLY
A
LITTLE
sp
BIT
MORE
HIGH
PROFILE
sp
THAN
A
LOT
OF
THE
OTHER
TEAMS
YEAH
sp
AT
OUR
DEPOT
sp
BECAUSE
IT'S
JUST
sp
THE
WAY
JUST
sp
THE
sp
WAY
WE
ARE
sp
UP
NORTH
A
AND
sp
YOUR
REPUTATION
sp
{OOV}
WELL
NO
ER
I'VE
sp
BEEN
sp
THERE
A
FEW
TIMES
YEAH
sp
AND
ER
sp
SO
sp
BUT
WE
HAVE
DIVIDED
IT
sp
BY
sp
THE
WEAKNESSES
AND
sp
THINGS
LIKE
sp
THAT
sp
ARE
WHAT
sp
PLANNING
sp
RIGHT
sp
YES
THAT
WON'T
BE
A
STRENGTH
sp
WILL
sp
IT
NO
sp
NO
YEAH
THAT'S
sp
WHAT
WE'VE
GOT
TA
FINISH
TOMORROW
RIGHT
WELL
EVERYBODY'S
WE
GOT
TA
FINISH
TOMORROW
I
KNOW
YEAH
sp
GOD
ALMIGHTY
ER
WE'RE
NOT
WE'RE
NOT
ALL
SO
sp
SELF
sp
DISC
OR
DISCIPLINED
sp
ABOUT
THINGS
sp
RIGHT
sp
IT
TAKES
sp
THE
WAY
THINGS
GO
INSTEAD
OF
JUST
sp
MAKING
YEAH
INSTEAD
OF
JUST
sp
SITTING
DOWN
AND
GETTING
ON
WITH
IT
WELL
ONE
OF
THE
PROBLEMS
YOU
SEE
I
IF
YOU
ARE
PERCEIVED
AS
ONE
OF
THE
sp
BEST
sp
YOU
sp
TEND
TO
BE
sp
IN
sp
THE
sp
TOP
sp
THREE
sp
OR
FOUR
OR
SO
ON
sp
YOU
KNOW
THE
sp
THE
sp
PEOPLE
sp
KNOW
WHO
sp
YOU
ARE
sp
BUT
WHEN
YOU
ARE
PERCEIVED
AS
BEING
sp
THE
YOU
sp
KNOW
sp
THAT
sp
SORT
OF
EFFORT
sp
YOU
SORT
OF
FIND
IT
sp
FIND
IT
sp
PRETTY
sp
DIFFICULT
sp
{OOV}
AND
sp
IT'S
ONLY
sp
THE
PEOPLE
WHO
sp
BECOME
sp
WELL
I
sp
MEAN
I
WAS
GON
NA
sp
SAY
sp
SORT
OF
sp
GOLD
MEDALLISTS
sp
AND
THE
OLYMPICS
sp
WHO
ARE
GOOD
AT
sp
THAT
SORT
sp
OF
sp
THING
BECAUSE
{OOV}
THE
BEST
sp
IN
THE
WORLD
sp
YEAH
AND
sp
THEY
DON'T
GIVE
sp
THEM
TO
EVERYBODY
WHAT
YOU
DO
IS
TH
sp
THE
PROBLEM
IS
sp
THAT
YOU
SEE
ALL
THAT'S
WRONG
WITH
sp
THE
DEPOT
sp
YEAH
NOW
THEY
sp
ER
sp
YOU
sp
KNOW
IT'S
A
sp
BIT
OF
sp
A
sp
BLOODY
sp
BLOODY
sp
DOWDY
sp
OPERATION
I
sp
MEAN
sp
ER
sp
ONE
sp
OF
sp
THE
THINGS
sp
I
sp
TRY
AND
TALK
TO
sp
PEOPLE
sp
ABOUT
sp
HERE
YEAH
sp
AND
ER
I
sp
GET
ON
THE
sp
COURSES
IS
sp
THE
FACT
THAT
sp
THAT
IS
VERY
GOOD
sp
ATTENDANCE
sp
SORT
sp
OF
sp
THING
FOR
YOU
sp
TO
sp
SEE
T
N
T
EXPRESS
HAS
BEEN
{OOV}
RATHER
THAN
sp
A
DEPOT
sp
YOU
NEVER
sp
SEE
A
TRUCK
sp
HERE
sp
HOW
sp
MANY
TIMES
DOES
ANYBODY
SEE
sp
THEM
sp
THEY'RE
ALL
sp
GONE
sp
BY
sp
THE
TIME
sp
YOU
sp
GET
INTO
WORK
AND
THEY
AIN'T
sp
BACK
BY
TIME
sp
YOU
GO
HOME
DO
sp
YOU
EVER
SEE
A
sp
TRUCK
sp
NO
sp
HAVE
YOU
EVER
SEEN
sp
THE
TYPE
OF
THING
sp
NO
WELL
RARELY
AND
SO
THAT
THIS
TENDENCY
YOU
SEE
FOR
US
TO
SEE
sp
HOW
WELL
sp
OUR
WORLD
sp
HAS
BEEN
RATHER
THAN
sp
THE
DEPOT
AND
IN
MANY
CASES
sp
THEY
DO
IT
MM
sp
THEY
{OOV}
MM
sp
NOW
sp
WHAT
YOU'VE
GOT
TO
DO
THE
ONE
THING
YOU
sp
REALLY
HAVE
GOT
sp
TO
DO
IS
TO
sp
IS
IS
TO
sp
START
BEING
sp
CRITICAL
OF
YOURSELVES
AND
WELL
LOOK
AM
I
sp
DOING
sp
ANYTHING
sp
WRONG
sp
HERE
BUT
RATHER
sp
THAN
sp
HAVE
YOU
DOING
sp
SOMETHING
sp
ELSE
sp
MM
MM
MM
sp
AND
ALSO
WE
sp
WE
sp
WE
NEED
TO
LOOK
AT
STRICT
sp
PLANS
sp
AS
I
SAY
sp
BECAUSE
WE'RE
NOT
sp
PARTICULARLY
sp
GOOD
sp
GOOD
AT
sp
THAT
YEAH
sp
SO
YOU'LL
sp
GO
AWAY
AND
FIND
THAT
sp
OUT
sp
YEAH
YEAH
sp
WELL
YOU
BETTER
GO
AND
ASK
sp
STUART
sp
YEAH
AND
IF
{OOV}
YOU
JUST
sp
THINK
OH
WELL
YOU'RE
TALKING
TO
ME
sp
YOU'RE
TALKING
sp
TO
THE
FIRST
sp
ONE
ROUND
{OOV}
sp
FOLLOWING
sp
A
PLAN
sp
AND
sp
A
SYSTEM
sp
MANY
sp
MANY
sp
TIMES
ALRIGHT
sp
WHAT
sp
ABOUT
JANE
COS
SHE'S
LOOKING
sp
AT
sp
US
I'M
A
{OOV}
WELL
ER
ER
YEAH
sp
BUT
sp
IT'S
BUT
ER
WHICH
IS
WORSE
THAT'S
RIGHT
{OOV}
THE
ONE
THING
WE
ARE
sp
GON
NA
DO
IS
IS
AIM
TO
DO
IS
CONCENTRATE
ON
sp
ON
OBVIOUSLY
NOT
sp
NOW
ERM
IT'S
IF
{OOV}
IS
A
BIT
AWKWARD
BU
YOU
KNOW
OUR
sp
WELL
OUR
TERMS
BECAUSE
YOU
KNOW
sp
HOW
sp
CALLS
sp
SO
sp
JENNY
GETS
sp
TO
sp
HAVE
sp
THEM
SHE
GETS
sp
AN
AWFUL
sp
LOT
sp
ALRIGHT
WELL
sp
TH
TH
THAT'S
sp
THAT'S
OKAY
OH
YEAH
sp
LYNN
sp
DOES
YEAH
sp
YEAH
sp
WHAT
ABOUT
JACK
THE
LAD
sp
MM
sp
MM
sp
ER
sp
THERE'S
sp
THERE'S
sp
THERE'S
sp
GOT
TA
BE
A
DISTRACTION
BETWEEN
WHAT
YOU'RE
MANY
sp
OF
THE
FIGURES
sp
MADE
THERE
NO
THAT'S
sp
RIGHT
ERM
sp
OF
sp
THE
THREE
OF
sp
US
ER
sp
ON
sp
THE
sp
THE
S
sp
E
H
WHICH
sp
IS
sp
THE
ERM
sp
THE
sp
ORGANIZER
sp
THE
SHORT
ONE
sp
RIGHT
sp
WE
sp
WE
ALL
CAME
OUT
sp
FAIRLY
sp
HIGH
ON
THAT
ONE
sp
AND
DO
YOU
THINK
THAT
THAT
FITS
DOES
THAT
sp
GEL
WITH
WHAT
YOU
SEE
YEAH
IN
YOUR
COMPANY
YEAH
ERM
sp
WHERE
YOU
WORK
I
THINK
WE
WE
WE
sp
FAIRLY
WE'RE
sp
FAIRLY
ORGANIZED
sp
AS
A
TEAM
NOW
AND
sp
AS
sp
I
SAY
WE'VE
sp
BEEN
TOGETHER
sp
FOR
A
LONG
TIME
sp
AND
sp
THE
APPOINTMENT
THE
CHANGEOVER
OF
THE
APPOINTMENTS
CAN
I
STOP
YOU
sp
YES
sp
WAS
THE
sp
HELP
sp
HELPING
YOU
PICK
UP
BODY
sp
LANGUAGE
sp
THERE
THEY
sp
BOTH
sp
MOVED
BACK
MM
MM
TOGETHER
sp
AND
THEY
sp
BOTH
sp
MOVE
UP
sp
ONE
KNEE
WAS
sp
RIGHT
OVER
LEFT
AND
THE
OTHER
sp
WAS
sp
LEFT
OVER
RIGHT
YEAH
I
NOTICED
THAT
ERM
I
STOPPED
DOING
THAT
BUT
SHE
THAT
WAS
{OOV}
PETER
PETER
sp
YOU
GOT
ABOUT
sp
SEVEN
HOURS
sp
TONIGHT
I'LL
TELL
YOU
ABOUT
IT
sp
WE
SLEPT
THROUGH
THAT
ONE
LAST
TIME
OH
VERY
sp
FUNNY
WHO
GAVE
YOU
A
{OOV}
sp
RIGHT
GO
ON
I'M
SORRY
I
SHOULDN'T
HAVE
sp
STOPPED
YOU
GO
ON
I'VE
SLEPT
sp
WITH
WORSE
sp
THAN
sp
THAT
sp
BEFORE
PETE
sp
OOH
EVERYTHING'S
HUNKY
DORY
AND
sp
I
NEVER
sp
HOPE
I
sp
EVER
KNOCK
sp
THIS
I
DON'T
sp
KNOW
WHETHER
SUSAN
WANTS
TO
HEAR
THIS
BUT
SINCE
WE
sp
STARTED
DOING
THE
APPOINTMENT
sp
SIDE
IT
REALLY
sp
IN
OUR
DEPOT
IT'S
REALLY
WORKING
sp
AND
ERM
sp
I
PRESUME
sp
SO
sp
WE'VE
GOT
A
VERY
sp
VERY
YEAH
sp
GOOD
RAPPORT
WITH
EACH
sp
YOU
KNOW
WE
sp
CAN
sp
SORT
O
I
sp
MEAN
THE
GIRLS
CAN
SORT
OF
SAY
WHAT
THEY
WANT
TO
ME
I
sp
SAY
WHAT
I
WANT
TO
THEM
sp
YOU
KNOW
WE
TAKE
A
JOKE
OH
THAT'S
NICE
WE
GOT
sp
A
LOT
sp
OF
sp
ER
sp
WE
sp
GOT
VERY
GOOD
RAPPORT
GOING
WHICH
IS
A
BIG
THING
I
DON'T
THINK
THE
OTHER
TEAM
IN
THE
DEPOT
HAVE
GOT
sp
SUCH
A
I
SHOULDN'T
SPEAK
OUT
OF
SCHOOL
BUT
WE
sp
HAVE
AH
THAT'S
OKAY
GOT
SUCH
A
GOOD
RAPPORT
sp
WITH
sp
THE
OUTDOOR
SALES
THAN
I'VE
sp
GOT
sp
WITH
sp
ER
sp
JANE
sp
AND
LINDA
RIGHT
sp
WHICH
I
THINK
GOES
A
LONG
WAY
sp
YEAH
sp
SO
WHAT
WOULD
WHAT
WOULD
BE
THE
WEAKNESS
OF
THE
TEAM
sp
THEN
ER
sp
WELL
WE
WROTE
TA
ERM
A
COUPLE
sp
OF
WEAKNESSES
sp
DOWN
HERE
ERM
sp
THE
sp
WEAKNESS
sp
OF
THE
TEAM
WAS
ERM
sp
YOU'RE
sp
NOT
ALLOWED
TO
sp
SAY
sp
THOSE
sp
YEAH
WE
NEED
TO
BRUSH
UP
ON
ON
ER
AND
I'LL
HAVE
THESE
MAKING
CHANGES
sp
BEYOND
OURSELVES
ERM
OOH
sp
GOD
ANY
sp
HA
sp
WELL
BASED
ON
sp
WHAT
sp
THAT
sp
ONE'S
WE
NEED
TO
BRUSH
sp
CHANGE
THAT
ONE
UP
ON
ERM
YES
WE
NEED
TO
BRUSH
UP
ON
ON
ANALYSING
OUR
PROBLEMS
BEFORE
THEY
GET
WORSE
AND
sp
GETTING
THEM
BACK
INTO
SHAPE
sp
USING
OUR
ORGANIZED
sp
ORGANIZING
sp
SKILLS
AND
sp
TEAMWORK
sp
RIGHT
sp
AND
HAS
PLUS
sp
THAT
GO
ON
PLUS
sp
ERM
sp
WE
sp
WE
SORT
OF
ERM
sp
WE
NEED
TO
GET
TOGETHER
sp
MORE
IN
THE
sp
NIGHT
AND
BE
BRIEF
sp
WE'D
BE
BRIEFING
{OOV}
I
WAS
JUST
GON
NA
SAY
WHAT
YOU
NEED
PROBABLY
IS
sp
TO
WE
sp
ER
I
IS
TO
sp
NOT
MEET
FOR
MEETING'S
SAKE
sp
YEAH
AND
ONE
OF
THE
THINGS
WE
NEED
TO
TALK
ABOUT
TOMORROW
IS
HOW
sp
WE
PUT
sp
TOGETHER
A
sp
BRIEFING
YEAH
sp
I
sp
THINK
sp
AND
OR
A
DE
BRIEF
sp
WHAT
THE
HELL
DO
WE
DO
WITH
THIS
THING
ERM
sp
AND
sp
THAT
I
WOULD
HAVE
THOUGHT
WOULD
PROBABLY
DO
sp
IT
OR
CERTAINLY
HELPFUL
AS
LONG
AS
YOU
ACTUALLY
DO
IT
SORT
OF
THING
ONE
OF
THE
PROBLEMS
YEAH
WITH
DE
BRIEFINGS
sp
IS
THAT
WHAT
PEOPLE
sp
DO
IS
SIT
DOWN
AND
SAY
WHAT
SHALL
WE
TALK
sp
ABOUT
NOW
THAT'S
sp
RIGHT
OR
WHAT
ON
THE
NIGHT
WE
HAVE
A
CHAT
sp
WITH
THAT
AREA
sp
BEING
ON
ON
THAT
sp
DAY
sp
RIGHT
sp
INDIVIDUALLY
BUT
WE
sp
DON'T
GET
TOGETHER
ENOUGH
sp
AS
A
TEAM
NO
OH
sp
JUST
SIT
DOWN
THE
THREE
OF
US
FOR
HALF
AN
HOUR
THE
THREE
OF
US
sp
THAT'S
WHAT
IT
TAKES
THAT'S
WHAT
IT
TAKES
YEAH
I
AGREE
IT'S
JUST
sp
ME
OR
JACK
YEAH
HER
OR
JACK
YEAH
sp
WELL
IT
SHOULD
BE
THE
THREE
OF
US
sp
MORE
sp
YES
sp
JUST
THAT
sp
SINCE
WE'VE
COME
sp
BACK
sp
AFTER
sp
CHRISTMAS
sp
WE
HAVEN'T
sp
NEVER
sp
HAVE
sp
THE
sp
TIME
sp
BEFORE
ER
OH
WELL
LET'S
sp
WELL
sp
TO
sp
GET
TOGETHER
ALL
TOGETHER
sp
IT'S
sp
WE
JUST
sp
HAVEN'T
sp
I'M
SURE
AH
BUT
WITH
RESPECT
I'M
SURE
YOU
HAVE
sp
HAD
THE
TIME
WHAT
YOU
DON'T
DO
IS
MAKE
THE
sp
TIME
sp
BECAUSE
sp
YEAH
YEAH
YOU'VE
GOT
TOO
MANY
OTHER
sp
THINGS
sp
THAT'S
RIGHT
sp
TO
DO
sp
EXACTLY
EXACTLY
RIGHT
MM
AND
IT'S
sp
ER
IT
IS
ONE
OF
sp
THE
PROBLEMS
THAT
GOES
TO
THE
BOTTOM
OF
YES
sp
THE
PILE
sp
THAT'S
sp
RIGHT
ONE
OF
THE
PROBLEMS
YOU
SEE
IS
THAT
YEAH
sp
THAT
PEOPLE
sp
TEND
TO
SEE
A
sp
MEETING
sp
AS
HAVING
sp
TO
BE
sp
REALLY
OH
IT'S
GOT
TA
BE
AT
TEN
TO
FIVE
IT'S
GOT
TA
YOU
GOT
TA
SAY
{OOV}
BE
ON
A
sp
FRIDAY
YEAH
sp
OR
WHATEVER
sp
IT
MAY
BE
sp
AND
I
sp
NO
THE
ONLY
REASON
sp
FOR
HAVING
sp
FRIDAY
MEETINGS
IS
sp
BECAUSE
IT'S
FRIDAY
sp
YEAH
THERE
AIN'T
ANY
NO
sp
REASON
sp
FOR
IT
WE
A
BUT
WE
ARE
ON
sp
A
REGULAR
DAY
ER
sp
JUST
sp
STOPPED
sp
THEM
SALES
DEPOT
SALES
MEETINGS
SO
sp
ON
A
REGULAR
BASIS
sp
NOW
ERM
sp
INCLUDING
JEFF
sp
WHO'S
THE
GENERAL
MANAGER
sp
ALL
TEAMS
sp
WILL
sp
GO
sp
THROUGH
A
sp
MEETING
sp
ABOUT
sp
SIX
sp
EVERY
EIGHT
sp
WEEKS
sp
WE'VE
PUT
A
sp
LOT
OF
sp
ERM
sp
YEAH
I
THINK
THAT'S
WHAT
THAT
THAT'S
sp
MANAGERS
WO
A
LOT
OF
MA
THE
MANAGERS
A
LOT
sp
OF
THE
CUSTOMERS
sp
NOW
YOU
KNOW
CAN
COME
DEPOT
IT
WAS
SAID
THAT
ER
YOU
sp
KNOW
AND
IT'S
{OOV}
sp
BEING
DONE
AND
EVERYTHING
sp
WANTS
STARTING
AND
SO
ON
AND
SO
sp
ON
RIGHT
sp
SO
ER
sp
WE'RE
ON
sp
NOW
ON
OUR
LAST
sp
YOU
CAN'T
sp
ERM
COMES
OUT
EACH
sp
WEEK
sp
BROUGHT
UP
EACH
sp
WEEK
sp
AT
sp
ERM
sp
DEPOT
sp
MEETINGS
RIGHT
sp
THERE'S
A
LOT
OF
COMPETITION
sp
AT
THE
MOMENT
IN
BETWEEN
sp
OUR
sp
TERRITORY
sp
TEAM
sp
AND
THE
OTHER
sp
TERRITORY
TEAM
THAT'S
sp
GOOD
sp
WHERE
RIGHT
ERM
sp
BUT
THAT'S
WHAT
WE'VE
HAD
THE
MEETINGS
IN
sp
REALLY
ABOUT
IS
sp
WE'VE
WE'VE
LISTED
OUR
MAJOR
{OOV}
CUSTOMERS
sp
AND
sp
THEN
LISTED
THEIR
'S
sp
AND
THE
TWO
GETS
sp
FIRST
sp
ONE
sp
AND
THE
MOST
sp
REVENUE
STARTED
sp
THAT'S
sp
WHAT
sp
WE'RE
sp
HAVING
sp
AT
sp
THE
sp
MOMENT
sp
HAVING
A
LITTLE
sp
COMPETITION
IN
BETWEEN
US
sp
BOTH
sp
YOU
KNOW
sp
YEAH
sp
WELL
THE
GREAT
THING
THAT
YOU'VE
AND
IT'S
GOT
GOING
sp
FOR
YOU
NOW
OF
sp
COURSE
IS
YOU
HAVE
sp
A
sp
VERY
OR
A
sp
FAIRLY
sp
GOOD
IDEA
OF
sp
WHAT
YOU'RE
sp
STRONG
sp
AT
AND
sp
WHAT
YOU
ARE
sp
WEAK
AT
OR
sp
WHAT
YOU
sp
ONE
sp
PART
OF
THE
WEAKNESSES
IS
sp
PLANNING
sp
THINGS
sp
AND
ANALYSING
sp
THINGS
sp
THAT'S
RIGHT
sp
ERM
sp
AND
SO
WHAT
WE
NEED
TO
sp
THINK
sp
ABOUT
TOMORROW
sp
WE'RE
ORGANIZING
sp
THIS
sp
PLAN
sp
OR
WHATEVER
sp
IS
sp
HOW
sp
HOW
DO
sp
WE
IMPLEMENT
THAT
sp
ER
AND
I
THINK
WHAT
YOU
NEED
TO
DO
sp
WHAT
sp
WE
ALL
NEED
sp
TO
DO
IS
WHEN
sp
WE'VE
sp
DISCUSSED
sp
ALL
sp
THIS
STUFF
sp
TALKED
sp
ABOUT
IT
AND
I'M
sp
SURE
YOU'LL
TALK
sp
ABOUT
IT
AGAIN
sp
TONIGHT
sp
THAT
WHAT
WE
NEED
sp
TO
DO
sp
IS
sp
TO
sp
RECOGNIZE
sp
THAT
sp
THIS
sp
HAS
TO
sp
START
ON
sp
MONDAY
sp
MM
NOT
MONDAY
WEEK
sp
MHM
sp
THINK
THAT
NOT
TUESDAY
AFTERNOON
I
sp
THINK
THAT
OUR
sp
PROBLEM
IS
LIKE
sp
THAT
WE
sp
DON'T
SORT
sp
OF
sp
LIKE
sp
GET
sp
TOGETHER
sp
AND
sp
ME
AND
sp
I
KNOW
WHAT
I
M
DOING
WITH
sp
JACK
sp
AND
LINDA
sp
KNOWS
WHAT
sp
SHE'S
DOING
WITH
sp
JACK
sp
BUT
sp
ME
AND
LINDA
DON'T
KNOW
WHAT
EACH
sp
OTHER
ARE
DOING
sp
THAT'S
RIGHT
sp
AND
I
THINK
MM
THAT
IS
sp
I
THINK
THAT'S
sp
CLEAR
sp
I
THINK
THAT'S
sp
ER
sp
YOU'RE
ABSOLUTELY
RIGHT
sp
MHM
sp
BUT
IT
sp
COMES
UP
AND
I'LL
sp
SAY
OH
sp
DID
I
sp
NOT
SAY
sp
THAT
THAT'S
RIGHT
sp
DID
sp
YOU
AHA
sp
DIDN'T
I
TELL
YOU
THAT
AHA
sp
DIDN'T
sp
I
sp
TELL
YOU
THAT
AND
I
JUST
AND
sp
IT
IS
PRESUMED
YOU
KNOW
sp
IS
IT
sp
GOING
DOWN
DID
sp
YOU
sp
SAY
sp
YEAH
ERM
YOU
PRESUME
sp
THAT
EACH
OTHER
KNOWS
WHEN
sp
REALLY
THAT'S
RIGHT
sp
YOU
DON'T
sp
OH
sp
TELL
ME
sp
ABOUT
sp
IT
sp
YEAH
RIGHT
I
sp
NEVER
sp
WORKED
sp
WITH
ANYBODY
LIKE
THAT
BUT
I
KNOW
WHO
YOU
MEAN
sp
COME
ON
THEN
OH
THERE
ARE
SOME
PLACES
WHERE
sp
WE
KEEP
THE
sp
BEST
sp
TILL
sp
LAST
THANKS
sp
SERVES
ME
sp
RIGHT
FOR
{OOV}
I
SUPPOSE
sp
YES
THAT'S
sp
RIGHT
sp
SO
WHAT
WHAT
WHAT
ARE
NOW
WHAT
ARE
sp
WE
WHAT
ARE
WE
sp
NOW
ERM
THEY
sp
WOULD
sp
IDEALLY
LIKE
sp
TO
sp
RIGHT
I
HAVEN'T
SAID
sp
SOMETHING
sp
BY
THE
WAY
OH
YES
YEAH
MARY'S
QUITE
GOOD
sp
COMING
UP
WITH
NEW
IDEAS
AND
sp
NEW
LINES
OF
sp
THOUGHT
ON
sp
VARIOUS
SUBJECTS
RIGHT
OKAY
sp
AND
sp
I'M
sp
SUPPOSEDLY
THE
ONE
THAT
WILL
sp
CARRY
IT
sp
THROUGH
sp
I
ER
AND
DO
YOU
THINK
THAT'S
RIGHT
sp
YEAH
sp
YEAH
I
THINK
SO
sp
AND
SHE'S
ALSO
GOOD
AT
sp
SUPPORT
sp
SUPPORTING
sp
THE
TEAM
sp
RIGHT
sp
AH
ERM
sp
AND
HER
sp
LOYALTY
TO
THE
COMPANY
SO
sp
SHE'S
sp
ALWAYS
SAYING
sp
I
THINK
YOU'VE
ALL
GOT
THAT
IT'S
JUST
THAT
ER
I
DON'T
THINK
THAT
sp
YES
YEAH
OH
sp
YEAH
OKAY
RIGHT
sp
AH
AH
AND
AND
ALSO
A
GOOD
PROBLEM
sp
SOLVER
sp
AS
WELL
sp
THAT
sp
MARY
sp
WILL
COME
ACROSS
sp
WITH
sp
SOMETHING
sp
THAT
sp
YOU
USE
ON
MM
sp
MM
VARIOUS
sp
IDEAS
THE
sp
WEAKNESS
sp
THAT
sp
WE'VE
sp
IDENTIFIED
IS
THAT
sp
BECAUSE
sp
WE'RE
NEW
sp
WE
HAVEN'T
sp
LEARNT
sp
THE
sp
GAME
WE'VE
sp
GOT
TA
LEARN
THE
GAME
sp
YEAH
sp
FROM
sp
THE
YEAH
TYPE
OF
sp
AREA
sp
TO
sp
I
WISH
I
COULD
LIVE
AS
MUCH
IN
A
WORLD
WHERE
NONE
OF
YOU
LEARNT
THE
BLOODY
THEN
WE
CAN
ACTUALLY
sp
GET
ON
WITH
IT
BUT
ERM
sp
YES
sp
I
I
THINK
THERE'S
sp
THE
THE
THERE'S
A
WEAKNESS
sp
AND
A
STRENGTH
sp
THERE
YOU
SEE
AND
A
sp
ONE
OF
THE
REASONS
WHY
MARY
KEEPS
COMING
OUT
sp
WITH
GOOD
IDEAS
IS
SHE
sp
DON'T
KNOW
THE
GAME
sp
MM
sp
MM
sp
AND
sp
ONE
OF
THE
DAYS
SHE'LL
LEARN
THE
GAME
I
MEAN
THAT
IN
sp
THE
NICEST
sp
SENSE
sp
THE
sp
TH
TH
sp
THE
GAME
AND
sp
WHEN
SHE
sp
LEARNS
sp
THE
GAME
SHE'LL
sp
STOP
sp
COMING
sp
OUT
sp
WITH
IDEAS
sp
THEN
sp
MM
sp
WE'LL
sp
BE
sp
{OOV}
A
AND
AND
I
THINK
sp
WE
sp
ALL
DO
sp
THAT
sp
THE
ERM
sp
BUT
MOST
OF
US
sp
ARE
sp
WHEN
YO
WHEN
sp
YOU
FIRST
sp
JOIN
sp
SOMETHING
sp
YOU
CAN
ALWAYS
SEE
THE
THINGS
THAT
sp
YOU
OUGHT
TO
BE
ABLE
TO
CHANGE
sp
AND
sp
ONE
OF
THE
THINGS
THAT
sp
IS
sp
HAPPENING
AND
MORTIFIED
WHEN
sp
I
FIRST
CAME
TO
sp
THIS
sp
COMPANY
WAS
I
COULDN'T
SEE
A
STRAIGHT
LINE
sp
THROUGH
I
sp
COULDN'T
sp
SEE
WHO
REPORTED
TO
sp
WHO
I
CAN'T
I
STILL
sp
DON'T
sp
BLOODY
sp
KNOW
sp
NOW
sp
BUT
I
MEAN
sp
I
I
I
JUST
sp
COULDN'T
I
JUST
sp
THOUGHT
sp
SUDDENLY
I
sp
THOUGHT
sp
MY
GOD
sp
YOU
KNOW
I
sp
CAN
sp
CHANGE
THIS
SO
IT'S
NOT
SO
MUCH
sp
CHANGING
sp
T
N
sp
T
IT
WAS
CHANGING
sp
SOME
INFLUENCES
sp
THAT'S
sp
EFFECTING
sp
MARY
sp
SHE'S
sp
DOING
SPENDING
AS
MUCH
sp
TIME
DOING
TEA
sp
{OOV}
AND
sp
SHE
sp
SEES
sp
AS
SHE
IS
sp
PHONING
sp
PROSPECTS
sp
YES
I
THINK
THAT
SHOWS
IN
sp
TIME
YEAH
sp
THAT'S
sp
WHAT
I
THINK
ONE
OF
THE
OTHER
ONES
sp
IS
sp
WHILST
WE
sp
NO
sp
IT'S
sp
ALRIGHT
TO
sp
LAUGH
sp
I
sp
GO
ROUND
sp
PICKING
{OOV}
UP
THAT'S
sp
RIGHT
sp
ONCE
AGAIN
WE
YEAH
I
KNOW
sp
DE
BRIEF
sp
EVERY
NOW
AND
sp
THEN
IT'S
sp
IT'S
sp
NOT
BEING
A
sp
FULL
DE
sp
BRIEF
sp
I'LL
TELL
ALISON
sp
THE
ACCOUNTANT
sp
THEN
AND
SHE'LL
sp
TELL
ME
sp
WHAT
sp
SHE'S
sp
SOLD
AND
sp
HOW
MANY
sp
CONTRACTS
sp
WE'VE
sp
BOOKED
AND
sp
BUT
IT'S
sp
DONE
IN
FRONT
OF
EVERYBODY
ELSE
WHILE
EVERYBODY
sp
WHY
EVERYBODY
ELSE
sp
WHO'S
sp
ON
THE
PHONE
AND
WE
sp
DON'T
TALK
ABOUT
PROBLEMS
WHO'S
sp
DONE
sp
WHAT
sp
HOW
sp
WHAT
sp
PROBLEMS
YOU'RE
HAVING
MM
sp
MM
sp
AND
THEY
HAVEN'T
DONE
ANYTHING
IN
A
sp
IN
A
SUPPORT
GROUP
sp
IN
sp
THAT
SENSE
sp
BUT
LIKE
JUST
sp
FOR
YOU
TO
sp
KNOW
THAT
I
MEAN
sp
{OOV}
AT
sp
THE
sp
MOMENT
sp
GOT
A
sp
SLIGHT
SHORTAGE
sp
OF
sp
STAFF
sp
AND
sp
US
sp
LITTLE
EXPRESS
sp
GIRLIES
sp
ARE
sp
LIKE
sp
WE'RE
ALL
sp
SORT
OF
DESPERATE
TO
sp
PLEASE
sp
THEM
sp
WELL
AND
sp
BECAUSE
sp
WE
NEED
TO
IF
A
sp
CUSTOMER
RINGS
WE'RE
ALWAYS
sp
THERE
sp
FOR
THEM
sp
AND
THE
sp
PROBLEM
IS
I'VE
GOT
LIKE
TWO
PHONES
ON
sp
MY
sp
DESK
AT
sp
THE
MOMENT
SO
I
COULD
sp
GUARANTEE
THE
MINUTE
I
PUT
sp
MY
PHONE
sp
DOWN
IF
sp
ANYBODY
sp
ELSE
IS
ON
sp
THE
sp
PHONE
sp
HA
BLOODY
PHONE'S
sp
STILL
RINGING
I
HAVE
sp
GOT
TO
sp
ANSWER
sp
IT
sp
THERE
IS
TIMES
I'VE
sp
CASUALLY
sp
PICKED
IT
UP
sp
DROPPED
IT
ON
THE
FLOOR
AND
sp
FORGOTTEN
TO
sp
PICK
sp
IT
UP
sp
FOR
A
WHILE
BECAUSE
I'M
ON
THE
PHONE
AND
SOMETIMES
sp
IT
sp
IS
sp
QUITE
sp
LOUD
sp
IN
MY
sp
EAR
sp
BUT
LIKE
sp
LOOKING
AT
sp
THIS
IS
sp
WHAT
DID
IT
sp
FILLING
WELL
IN
sp
THIS
ACTUALLY
sp
SITTING
THERE
AND
sp
SAYING
NOT
REALIZING
A
sp
FEW
PROBLEMS
THAT
TOO
BUSY
TO
REALIZE
I'M
WRITING
sp
SO
I'VE
LOOKED
AT
IT
AT
THE
END
OF
DAY
AND
sp
THOUGHT
WELL
sp
MY
sp
GOD
sp
AND
HE'S
LOOKED
AT
IT
AND
sp
JUST
SAID
sp
WELL
sp
LOOK
AT
IT
DON'T
sp
SPEND
BUT
YOU
SEE
THE
sp
AS
sp
MUCH
ON
THE
PHONE
{OOV}
TH
TH
AGAIN
sp
AGAIN
YOU
SEE
THE
STRENGTH
OF
THIS
COURSE
sp
IS
THAT
IF
NOBODY
sp
HAD
ACTUALLY
GIVEN
YOU
TIME
LIKE
sp
YOU'D
HAVE
NEVER
KNOWN
NO
sp
THIS
IS
IT
sp
YOU
sp
JUST
sp
GET
ON
sp
WITH
sp
WHAT
YOU'RE
DOING
WE
HAD
A
SECRETARY
HERE
A
FORTNIGHT
AGO
AND
SAID
sp
HOW
GOOD
IT'D
sp
BEEN
sp
SO
sp
MANIC
IT
WAS
{OOV}
OH
sp
YOU
WOULDN'T
sp
KNOW
sp
YOU
sp
SEE
NO
sp
AND
sp
AND
sp
THE
sp
THE
THE
sp
STRENGTH
OF
sp
THIS
sp
PARTICULAR
sp
COURSE
AMAZED
sp
WITH
sp
HERSELF
sp
SHE
JUST
sp
SORT
OF
SAT
ABOUT
sp
ONCE
sp
A
DAY
CHATTING
{OOV}
BUT
sp
THE
STRENGTH
OF
sp
THIS
PARTICULAR
IS
sp
THAT
WE
NOW
KNOW
AN
sp
AWFUL
LOT
OF
ABOUT
ONE
ANOTHER
sp
MM
sp
BUT
sp
WE
sp
GET
sp
{LG}
sp
WE'RE
GETTING
THERE
FASTER
THAN
sp
WE
sp
THINK
sp
WE'RE
sp
GETTING
THERE
FASTER
sp
THAN
WE
THINK
GOOD
THANK
YOU
sp
FOR
sp
THAT
RIGHT
I'M
NOW
GON
NA
GIVE
YOU
ONE
LAST
sp
EXERCISE
sp
THEN
sp
WHICH
MAY
TAKE
sp
RATHER
sp
MORE
TIME
THAN
WE'VE
GOT
sp
AND
IF
IT
DOESN'T
PROBABLY
WON'T
sp
WE'LL
BE
KICKING
AWAY
FROM
HERE
ABOUT
QUARTER
sp
FIVE
sp
IF
IT
sp
DOES
THEN
sp
OKAY
sp
FINISH
IT
sp
OFF
sp
TONIGHT
OR
sp
DO
IT
sp
BEFORE
sp
THEN
sp
I
sp
WANT
TO
GIVE
YOU
I'M
sp
GOING
sp
TO
GIVE
EACH
OF
YOU
YEAH
IF
sp
YOU
JUST
WAN
NA
JUST
CLEAR
UP
SOME
OF
THE
BITS
OF
PAPER
THEN
THAT'S
ALRIGHT
{OOV}
YEAH
sp
COS
sp
YOU
sp
CAN'T
sp
GET
AN
sp
OLD
sp
BLOKE
sp
TOLD
sp
ME
sp
THAT
OKAY
sp
ONE
FOR
YOU
AND
ONE
FOR
YOU
sp
ONE
FOR
YOU
ONE
FOR
YOU
AND
ONE
FOR
YOU
RIGHT
WHAT
I
WANT
YOU
TO
DO
AND
WE'VE
USED
THE
SAME
TWO
TEAMS
AS
WE
WE'VE
USED
LAST
sp
TIME
sp
RIGHT
sp
SO
sp
IT'S
sp
FROM
sp
JENNY
sp
THAT
WAY
sp
AND
sp
FROM
sp
MATT
sp
THAT
sp
WAY
sp
OKAY
ALL
I
WANT
YOU
TO
DO
I'LL
sp
JUST
READ
THROUGH
THIS
YOU'VE
JUST
BEEN
TOLD
THAT
YOU
ARE
sp
TO
TAKE
OVER
THE
sp
JOB
OF
sp
MANAGER
sp
FOR
O
A
sp
Z
COMPANY
LIMITED
sp
THE
PREVIOUS
JOB
HOLDER
HAS
RESIGNED
sp
AND
LEFT
THE
COUNTRY
THEY
ALWAYS
DO
sp
AND
THEY
TH
THEY
NOT
ONLY
sp
LEAVE
THE
sp
COUNTRY
THEY'RE
UP
IN
SPACE
YOU
CAN'T
GET
HOLD
OF
THEM
IN
sp
FACT
HE'S
NOT
AT
sp
WORK
sp
AND
THE
sp
ONLY
sp
KEY
MEMBERS
OF
THE
DEPARTMENT
ARE
AWAY
ON
LEAVE
OKAY
IT
sp
WILL
BE
THE
sp
SAME
AND
YOU
CAN'T
GET
HOLD
OF
ANY
OF
sp
THEM
OKAY
SO
sp
WHO'S
sp
DOWN
sp
TO
sp
YOU
sp
YOU
KNOW
VERY
LITTLE
ABOUT
THE
sp
JOB
sp
RIGHT
sp
BUT
UNDERSTAND
THAT
YOUR
NEW
BOSS
sp
IS
sp
THE
sp
PRODUCTION
DIRECTOR
sp
RIGHT
sp
MR
sp
{GAP_ANONYMIZATION}
sp
YOU'VE
GOT
TWO
CHIEF
MANAGERS
sp
MR
sp
{GAP_ANONYMIZATION}
AND
MR
sp
{GAP_ANONYMIZATION}
sp
AND
A
SECRETARY
sp
ELMA
sp
WHO'LL
sp
REPORT
STRAIGHT
INTO
YOU
sp
{LG}
OOH
sp
OOH
sp
YOU'VE
GOT
FORTY
MINUTES
sp
THAT'S
sp
ABOUT
WHAT
YOU'VE
GOT
sp
IT'S
JUST
ABOUT
THIRTY
MINUTES
sp
OKAY
sp
TO
sp
CLEAR
THE
ITEMS
sp
FOUND
sp
ON
YOUR
{OOV}
sp