A Review Of selling

A Review Of selling

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One example is, for those who record an item in ?�flawless??condition and the business finds scratches or dings, it?�ll alter the supply. You?�ll have five times to just accept the new give right before Gazelle returns it for you.

While in the context of product sales, if you are ??too familiar??with all your goods and services, you may perhaps wrestle to elucidate it in a means that a prospect can comprehend.|To even further aid the value of rapport for salespeople, I?�ve attempted to pinpoint the ways that it drives profits. Listed here?�s what I discovered:|Vestiaire Collective pays out its sellers each and every enterprise working day. Once a sale has actually been processed, you'll be able to count on payment to strike your PayPal account inside of 24 several hours, or arrive in the joined checking account inside 5 company times.|It is possible to list your products on Amazon Ordinarily. In cases like this, Amazon receives you buyers and then You must satisfy all orders by yourself.|After you set a rate, you shield your business and stop overcharging your consumers. Keep in mind that in case you overcharge folks, they?�ll most likely uncover they could have purchased your product for fewer funds in other places, which suggests you?�ll eliminate a consumer and could practical experience unfavorable word-of-mouth.|I suppose I have been stewing considering that then. I stated just before that my wife is conservative from the Bed room. Effectively plainly she wasn't all of that conservative with that person.|Marks/Scars/Tattoos: prcd l ear - one gap; sc r chk - surgical scar on right cheek; tat abdom - ptpf; tat back - still left chucky; tat back again - marijuana plant in pot; tat back - marj plant; tat upper body - dragon; tat l arm - chucky grave yard scene complete arm; tat l arm - graveyard scene w demon wings; tat l arm - portrait; tat l fgr - hop on remaining knuckles; tat l hnd - chucky grave garden scene total arm; tat l hnd - eov; tat l hnd - on fingers hop; tat l leg - dragon; tat neck - hip hop on throat|That may help you find the greatest method for you personally, we?�ve crafted a comprehensive list of uncomplicated solutions You can utilize to begin your on the web selling journey today. Our insights are built to offer you a clear, actionable path to get started on selling on line effectively and successfully.|If you simply want to pawn off items from a attic, it is possible to make a no cost account and checklist as much as 10 items in your 1st month. You may additionally ask for to own your item limit increased after your first thirty day period.|Her opinions on AI are echoed in HubSpot?�s Revenue Traits Report, with eighty one% and seventy eight% of respondents indicating that AI might help them help save time on handbook jobs and maximize effectiveness.|Even though these associates might certainly be your neighbors, it?�s continue to a good idea to adhere to the safety greatest tactics described over when selling in man or woman.|All shipping expenses are included in your listing selling price. Your assortment will increase the price for the client ??and ultimately for yourself also, simply because vendor fees are based upon the overall item Price, including transport.|In the event you?�re new to profits or just listed here to keep up to date with the ideal methods for selling, I?�m about to degree with you: the secret of selling nearly anything to anyone is just not trying to sell just just about anything to almost anybody.|Personally, I love seeing a salesperson convey their exclusive identity to their work. But it really?�s truly worth mentioning that not every single prospect will answer very well to particular personalities and behaviors.|But when we have been to assemble that garb into just one pile, It will be enormous. Seeing everything in one put places factors into viewpoint.|A further important point is transparency. Be honest and serious when speaking to your customer regarding your goods and services. One example is, don?�t make exaggerations or promises you could?�t deliver on.|This idea, Hence, stresses on the significance of manipulating the environment/situations to be able to get the specified response from the prospective buyers.|For B2B income, I do think you?�d be improved off with your very own Web-site in the get-go: it?�ll appear more Experienced than selling on a 3rd-party System.|Selling is a specialist action since it needs gross sales professionals and income industry experts to steer potential customers, therefore earning a rewarding sale.}

Of all the matters We've got an excessive amount of of, garments are possibly the most significant offender. And we in all probability don?�t notice it. We?�ll tuck a bag or two in the hallway closet, set our unused sweaters underneath the mattress and line our doors with hanging shoe racks.

In this kind of selling, the salesperson details out a potential dilemma to the customer that he wasn't aware of. The shopper then realizes that the issue ought to be resolved. capable to pitch the indicator being an expense in lieu of an expenditure and locate a custom-made Option which was much more according to her budget. This not simply resulted within a sale but in addition a repeat purchaser and advocate.??When determining which ecommerce platform to pick, you must locate the appropriate platform for the kind of products and solutions you would like to provide. As an example, selling electronic products usually needs a professional platform. Whilst, Actual physical products and solutions is usually sold by using most general-intent ecommerce platforms.|Remember that every single business enterprise Group differs, and every purchaser is different too. Therefore the approaches to selling the services or products will even vary each time.|Obviously, Every single of those types comes with its very own benefits and drawbacks and specific expenses you?�ll must forfeit to Amazon.|To produce a listing, you know the drill: pics, description, selling price. If you need a little aid setting it up, Vestiaire Collective will pitch in with computerized Photograph enhancing and pricing tips.|testify, we usually tend to settle for info that aligns with our beliefs than contradictory evidence ??It doesn't matter how compelling.|Ita match ut nōn item in ōrātiōne ut in versū numerus exstet, idque quod numerōsum in ōrātiōne dīcitur nōn semper numerō fileīat, sed nōnnunquam aut concinnitāte aut cōnstructiōne verbōrum.|Should you?�d instead not ship your item across the country, you may record it only to sell locally. A number of internet sites Enable you to develop a listing to publicize your products after which you can fulfill up to make the sale in human being as you?�ve uncovered a customer.|Can?�t make your mind up whether you ought to sell a services or products? Consider how the product sales tactics differ in between them.|On this product, you post an advert on one of such web pages, after which you can get contacted by people dwelling generally in your neighborhood region.|into the protection I've and go away my gadgets subjected to hacking. To me, this was extra convincing as opposed to prospect of gaining supplemental antivirus defense.|Thinking about you're on SSDI, your profits may be quickly verified by a LL. Opt for an everyday payment sceduale using a deposit.|Matt Wiley obtained a suggestion of in excess of $50 for many previous motion pictures and some PS3 games selling on Decluttr.|Once you?�ve decided on your business and gross sales featuring, it is best to try and identify your goal industry. When you?�ve taken the heading of this informative article pretty much, I?�ve received some information in your case: as an alternative to literally wanting to sell anything at all to anybody, you have to uncover a gaggle that?�ll gain from your products or services.}

The San Juan current market is Mexico Town's most famous deli of exotic meats, the place an adventurous shopper can search out tricky-to-discover critters  [?? . Although the priciest items in the market are not the armadillo steaks or simply the bluefin tuna.

?�Neighbors??In this instance doesn?�t often confer with a community, but to the realm specified because the Neighborhood by at the very least 10 founding members and accepted or modified by Nextdoor workers. not.|Instead of making listings and handling buyers on your own, you?�ll just sell your items to Decluttr, and the business will take care of reselling.|The business normally takes care of selling and pays for transport. Not a foul offer. All You should do is pack the items in a box, tack over the label and mail it off. Wiley endorses inquiring your local supermarket at no cost boxes. Cost-saving and eco-friendly!|Listing your stuff on the largest online marketplaces can be a help or simply a hindrance to your organization.|Ebooks In-depth guides on dozens of subjects pertaining to the marketing, sales, and customer care industries|She explained to him that he was drunk Which no she hadn't instructed me. I suppose the guy was too shut or a little something because my spouse again told him that he was drunk and should return to the team. I believe he laughed and afterwards designed a totally rude remark. He requested her if I [reference to intercourse] She didn't solution the question but explained to him yet again that he was drunk and staying a dick and she or he still left.|The point about Etsy is that individuals are now there, they usually?�re actively searching for things to order.|Select products and solutions to offer based on That which you love and find out about; study what?�s preferred and wanted by shoppers.|I want to remain in a specific city if I have a gig for three-4 months of filming and need to just lease an apt In the meanwhile. I would like to pay for upfront. Precisely what is a cause I might be denied?|piece - an item that is definitely an instance of some form; "he designed a whole new piece of kit"; "she bought a lovely piece of china";|BTW - other than panties, I'm just an everyday man who cares deeply for women since I'm in contact with my femimine side. I care for myself, figure out three periods a week And that i do most point that Males do apart from the lousy things such as spitting and dishonest.|It?�s one of the only on the internet marketplaces that requires sellers to upload photographs in the item through its cellular application. Potential buyers aren?�t needed to use the application, however it?�s a far more easy technique for procuring on OfferUp thanks to crafted-in messaging and payment processing.|As an example, it is possible to draw in your knowledge to speak about field-wide traits the customer may not understand about. You can also share written content that a purchaser might come across beneficial or simply supply absolutely free equipment which make their occupation a lot easier.|However, you don?�t need to spend hrs reading a buyer?�s five hundred-web page company book ??Except if you work in guide publishing|Marks/Scars/Tattoos: miss out on r fgr - index finger; pass up r fgr - Center finger; tat ul arm; tat r shld - psalms 23|Writer and ??world|globe|planet|entire world|earth|environment}?�s finest salesman??Joe Girard emphasizes in his e book The way to Provide Anything to Any one the those who excel in product sales don?�t method it to be a one particular-and-accomplished transactional arrangement.|Marks/Scars/Tattoos: tat back again - surf board; tat back again - surfboard taking place his spinal twine; tat r arm - tribal artwork heading all-around arm; tat r arm - tribal band|Marks/Scars/Tattoos: sc r shld; tat buttk - star; tat r arm - eyeball w hand Keeping shears; tat r foot - tinkerbell|And with that summing up the ten most viable methods to sell on the web, you?�re almost certainly now asking yourself which ones is the best to begin with.|Pro suggestion: After i?�m interviewing subject material professionals, I usually have a list of thoughts ready to be a jumping-off position. Having said that, I don?�t rigidly stick with them Should the conversation normally takes another switch.|two. One other facet from the coin is people who have a great deal of unverifiable profits, and many cash inside the financial institution. Normally this is because they stiffed their very last 3 landlords and lived for free, or as they want to sue individuals, or mainly because they can be a drug supplier.|As you might have now seen, HubSpot offers quite a few beneficial tools gratis, like consumer marriage management (CRM) application. This is among the points I?�ve always admired with regards to the brand name ??it fulfills a lot of shopper requirements without the need of asking them to pay for a cent.|I notice that I'm able to here establish a much better reference to folks After i request concerns dependant on the discussion I?�m possessing as opposed to asking solely pre-planned questions.}

This sort of selling forms the best volume of rely on involving the vendor and the client and there develops more of the partnership in between them.

But the man who won this 12 months's ultimate walked away from the Level of competition that has a great deal a lot more than the coveted trophy - following he and the girl he pipped to the post turned an item. selling might be a continuing method that by no means ends, Then you certainly?�re likely to make it to the big time.??Think of it in this way: A referral is the ultimate compliment a client can give you. This means they loved their acquiring knowledge and buy much they?�d want other people to encounter it for themselves.|Often, the salesperson asks directly whether The shopper is keen on getting the product or service, but some salespeople don?�t for panic of obtaining destructive opinions. On the other hand, it is actually recommended to grasp the placement of the potential buyer at this time.|Spending via OfferUp: Transactions are typically hard cash-based mostly, but for countrywide product sales or scenarios where you don?�t desire to use cash, the web site presents transactions by Stripe.|is a fairly reliable question in your own and professional lifetime. Someway, it?�s infuriating to each the person inquiring and answering it.|Slang. anything suitable for a news paragraph or as a subject of gossip, Particularly something which is sensational or scandalous:|Be a part of your neighbors on a private concept board, where by folks share neighborhood updates, inquire inquiries, and checklist items available or without spending a dime.|I am usually rather suspicious when an individual presents to pay a complete yr's rent up front. Persons give it quite often & the only real time I've had a client settle for these types of a proposal is two-4 thirty day period's lease compensated up front so as to offset credit score troubles.|Purpose Digger Redefining what achievements implies and how you will discover extra joy, simplicity, and peace from the pursuit of your respective aims|With dropshipping, you'll be able to present you with a massive catalog of solutions with out at any time stressing about warehousing any of it. The earning possible for each device bought is generally read more reduce with dropshipping, but the quantity of gross sales may make up for it.|element aspect, part, part, component, constituent - one thing decided in relation to a thing that involves it; "he needed to come to feel a Portion of a thing larger than himself"; "I browse a portion of the manuscript"; "the scaled-down ingredient is tough to achieve"; "the animal constituent of plankton"|Do you've got a friend or relative who monopolizes every dialogue? You may perhaps say, ?�I just purchased a new motor vehicle!??The curse of information is when a person who is familiar with a good deal a couple of supplied matter is not able to relate to someone that is not really as acquainted.|For a further $fifteen a month, you may produce a tailor made website with Etsy?�s Sample to provide your Etsy keep items in addition to items that don?�t satisfy its suggestions of remaining handmade or vintage.|Consultative or Connection Selling is the best type of purchaser-oriented selling in which the salesperson focuses on producing a deep romantic relationship with The shoppers. Their aim is to get to grasp The client?�s needs and desires and do their finest to present The shopper what they need.|Expressive persons are inclined to share their thoughts and personal experiences overtly. They might relate to Many others by revealing their particular emotions and sharing anecdotes from their own personal life.|Term History: The word item seems to us being very much a noun, whether it refers to an write-up in a group or a little bit of data. Nevertheless it began its everyday living in English (initially recorded right before 1398) as an adverb meaning "moreover, also, Additionally." Item was commonly made use of before Each and every item stated in a list, as we might place also.|In this way of selling online is about stepping into a partnership with other entrepreneurs and either spending them for usage of their audience or bartering a thing of yours in exchange.|Though yow will discover an internet site that permits you to create a for-sale listing for just about anything, that doesn?�t indicate any person will basically obtain.|Furthermore, I haven't any blond or other lace; so THERE is yet another item for being acquired, considering the fact that Bwikov declares that he simply cannot have his bride appear to be a cook, but, Quite the opposite, she have to "set the noses of The good females out of joint." That is certainly his expression.|It doesn?�t matter Whatever you?�re selling: Men and women will would like to see it. A well-lit Image (or 5) has become the most straightforward strategies to established by yourself aside. Great photographs make your listing look way more legitimate and trustworthy, too.|Marks/Scars/Tattoos: tat head - skulls and demons; tat chest - skulls and demons; tat l arm - sleeve of skulls and demons; tat r arm - sleeve of skulls and demons|Right here, the salesperson focuses a lot more on the customer?�s desires. When All those requires are discovered, the seller describes how their product can fill People demands.|Professional tip: Use serious-everyday living illustrations and inquire prospective buyers open-ended issues to gauge their degree of comprehension and tackle any expertise gaps.}

And, for my part, being a very good salesperson isn?�t about using a good response to ??sell me this pen.??In accordance with Ferdinand File. Mauser ??The act of persuading or aiding a possible purchaser to possibly obtain merchandise or providers or to act favorably on a recommendation which includes business value for the vendor is recognized as ?�selling??|So, what makes a great salesperson? Irrespective of whether you work in retail, car revenue, or B2B profits, you?�ll stand the most effective prospect of success in case you?�re familiar with the attributes of your respective concentrate on buyers and totally qualify Every single prospect versus that matrix. This is called a perfect purchaser profile, and it?�s like possessing a magic formula weapon.|Virginia Beach, VA ratio of number of people to the number of sex offenders when compared with county and condition:|actuality - a bit of specifics of situation that exist or functions which have transpired; "very first you have to gather each of the details of the situation"|Anyone reported below the moment that when guys complain that they need adventurous and non-conservative intercourse, they almost always suggest they want within the again doorway. You seem to be no exception.|99. Just after Finding out regarding the decoy effect, I spotted that the typical strategy was a decoy in this article: it helps make the premium plan appear to be a fantastic offer, Although it?�s almost two times the price of The fundamental strategy.|Any time the item sells, eBay rates the vendor a remaining-price cost, and that is a percentage on the selling cost plus 30 cents for every purchase depending on the classification of the item.|In which the corporation distinguishes by itself is in its shipping and delivery policy. Before you publish your listing on the location, you may Select from these shipping and delivery approaches:|Grabbing interest is step one. During this action, the salesperson needs to be dressed formally and behave within a welcoming method. The salesperson also needs to be alert and competent in producing discussions.|You guess. It just requires the proper frame of mind, plus the willingness to follow more info and work on your technique until you will get it proper.|After you?�ve asked a thoughtful concern, pay attention. Actually hear what the buyer is saying, and don?�t just look ahead to your flip to speak.|When I was an editor at HubSpot?�s Revenue Weblog, I had to constantly continue to keep up-to-date with sales tendencies to be sure anything we revealed offered Excellent worth to visitors such as you. To achieve this, I examine the blogs and view parts of assumed leaders anywhere I could discover them.|Concurrently, This can be the fastest way to check a business thought. Essentially, once you launch your advertisement campaign, people are likely to start out flocking to the sales web site.|Then, after they?�ve concluded their believed, converse their message again to them, request them to validate in the event you comprehended them appropriately, and pose a matter offering further clarification.|I only dress in panties & bras After i crossdress. In any other case it's weighty duty person's underwear for me simply because I don't desire to get my panties dirty! And I don't need to acquire caught at perform wearing panties!|A superb assets manager is probably going to grasp if an owner is in fiscal distress, and to inform you, Whilst an individual operator with economic problems is probably going NOT to let you know and let you go in blind, as they just want the income, whilst they do not make their payments.|Profits experts in many cases are told that to help make a sale, they need to drive challenging to the buyers and not consider ?�no??for an answer. Having said that, most potential buyers don?�t wish to be pressured. This sort of significant-force sale normally both fails or contributes to the client regretting their obtain.|As outlined by HubSpot?�s 2024 Income Tendencies Report, 96% of prospective buyers do their own research right before Talking by using a product sales rep. And if potential customers set in exertion to find out about your services or products, you are able to devote a while to Discovering about them.|With this chapter, We are going to attempt to trace the course of initiation into your classical arts, within the self-taught gyrations of Bollywood items to your significant rigours of the classical Indian dance kind.|Are you currently a person to acquire the most recent model apple iphone or Samsung the moment it hits the industry? Then get paid in your previous product by selling it to Gazelle. No sifting by means of bids or haggling with potential buyers.|It?�s free of charge to listing your item also to promote it in man or woman. You?�ll pay a payment for nationwide listings and promotions, as follows:}

As opposed to leaping into a gross sales pitch proper from the bat, which may scare off prospects, supply assist in a method you think that might be the most respected. on the market??and contact it daily.|After i check with a colleague, Mate, or loved one to propose selected assistance pros, just like a hairdresser or an electrician, I get their suggestions on board with out hesitation ??to me, a trusted referral is a much better draw than a huge selection of 5-star opinions I?�ve witnessed on the internet.|In the event you?�re just getting started and Mastering the way to sell on the web then operating joint ventures is usually hard.|Hubspot defines ?�Selling??as any transaction that may be financial in mother nature or where funds is exchanged in return for a good or provider. In the course of a gross sales negotiation, As outlined by Hubspot, the seller tries to convince or ??sell|promote|market|offer|provide}??the client about the key benefits of their offer.|Quite a few e-commerce websites have algorithms that get the job done like Google. Therefore if a person is hunting for a ?�Samsung LED,??your listing can have a a lot better chance of showing in the results with People keywords inside the title.}

Wouldn't it be safer to stick with larger home management providers as opposed to scaled-down, privately operate apartment complexes or individuals who may possibly individual a handful of rental models?

Is a Midwest accent I listen to???it is possible to react and share a bit about by yourself.|When I get an outreach e-mail, I browse at the least the very first couple traces. But when I feel that the e-mail isn?�t personalized toward me in any way, I?�m less likely to read through Significantly further more. Bear in mind qualified prospects are individuals, and they wish to be treated as a result.|As outlined by this concept, the salesperson ought to establish the situation of The shopper and give attention to providing an answer to that dilemma via his/her services or products.|Choose to thank TFD for its existence? Inform a colleague about us, insert a hyperlink to this site, or go to the webmaster's web page free of charge entertaining articles.|Give it some thought through the point of view of your purchasers: What is going to they should make the decision to invest in your item?|The marketplace also aggregates applicable obtaining and selling groups close to you. Posting in these teams is a good way to advertise your item into a audience.|restaurant desk reservations ??great for offering people an option to pick their beloved table whenever,|Well, in that circumstance, I?�d decide on social networking. Social commerce, since it?�s commonly identified is so simple that you choose to don?�t have to spend time Discovering how to sell on-line. Furthermore, you can On top of that utilize it as a starting point for building an audience. We?�ll address the particulars down the road.|So it turns out that There's not a metre in prose much like in verse, Which which in oration is called 'metrical' is not normally a result of metre, and also once in a while by the euphony and building with the phrases.|It?�s essential to stay Protected when selling in particular person. Have faith in your intestine, always fulfill in a very properly-lit general public area and in no way give strangers your address.|Use a deep explore what?�s available on the market, what your Opposition is executing, and how they go about presenting their products and solutions.|Previous month, OpenAI mentioned it?�s experimenting with new searching features, like a means to see photos and costs of various solutions together with inbound links for people to buy the items.|(Illustration): I do the job in porn and perform for one employer someday, two the following...etc. I do acting gigs for Television then do songs displays. All these are different employers does one really want to verify all of that or merely acquire those 1000s of dollars upfront rather than concern yourself with me likely default?|1. They are people today like you, which have substantial discounts for whatever genuine reason, or are retired, and have restricted cash flow but cash during the financial institution. They sometimes are great tenants. We now have even, every now and then, provided a little low cost every month because of the lump sum payment.|As a result, this selection would Primarily be best should you?�re wanting to promote off substantial physical products ??like furnishings or other kinds of stuff that prospective buyers commonly desire to see in man or woman before transacting.|At the final stage, the salesperson need to thank The shopper and explain any queries that The shopper could have following earning the purchase.|Whilst you may not be able to win All people above, you can address affirmation bias by making use of social proof, highlighting good evaluations, furnishing info-pushed evidence, and aligning with your prospect?�s values and goals.|In this selling concept, the acquisition can happen only in the event the possible buyer has become persuaded that his/her issue is often solved with the provided services or product.|line item - an item in an appropriation bill; "Some governors can veto line items inside their state budgets"|item - an isolated fact that is taken into account separately from The entire; "many of the details are related"; "a point of knowledge"|The website operates in more than 70 international locations, but it really?�s set up for use domestically. In fact, to prevent scams, the website recommends persons checklist locally and meet up with head to head.|Generating a web based Etsy store may perhaps get five minutes, but you?�ll want to spend a lot more time customizing your website page. |If you can access them, your buyer?�s firm economic statements can expose facts pertaining to their money balance and income movement. This will help you evaluate the prospect?�s capacity to put money into your goods and services.|I?�ve just explained a confront-to-encounter retail state of affairs, but this tactic could be applied to B2B outreach. In the event you?�re contacting a prospect you haven?�t spoken with right before, it?�s essential to lean closely about the study component I touched on in stage two.|Preferably, you'll want to Create a list of your individual ??by supplying a newsletter or putting your present prospects on the record correct when they obtain from you.|This can be the previous phase of your AIDAS idea of selling. At the satisfaction stage, the salesperson ought to reassure the customer of his/her decision to buy. If the customer will not still sense persuaded, then the salesperson can use samples or demonstrations to encourage the client.|If you'd like your items being acknowledged for selling on the location, you could possibly should be a bit more choosy. Consist of models that sell perfectly, for example Athletica, Kate Spade, Lululemon and Patagonia.|I?�ve often thought developing rapport was essential for sales, which calendar year?�s Income Traits Report verified that. Nearly 82% of product sales gurus say that romantic relationship developing is A very powerful Portion of selling.}

By getting a more real tactic, you may make a much more meaningful expertise on your consumer, rising your probability of new product sales and referrals..??Experienced salespeople who're qualified in managing internal and external situations can easily generate the specified setting to have the buyer?�s interest in acquiring the product or service.|When speaking with drivers, I believe it?�s most effective to become immediate with them and obtain to the point. So, aim your messaging on their own plans and how your services or products will help them there.|In this kind of profits process, the vendor, instead of talking about the positive characteristics and praising the merchandise, points out how it may possibly clear up The client?�s troubles.|Selling has constantly experienced a business significance. By offering expert services, it works concerning the Trade of cash. Its end result is customer fulfillment, thereby earning an inexpensive revenue.|buying and selling stamp - a token resembling a stamp given by a retailer to your purchaser; the token is redeemable for article content on the Exclusive list|With this particular approach, the decoy is strategically built to make one of many other choices more captivating. This is generally accomplished by making the decoy just like the specified choice but a bit inferior in terms of characteristics, Gains, or price.|The concept is to create a existence on social media marketing (a corporation profile), get followers, and after that supply your products and solutions to those followers straight throughout the social media marketing System.}

Marks/Scars/Tattoos: con lenses; Eyeglasses; tat l arm - nate; tat l arm - px; tat l arm - souljah; tat r arm - 1}