Why Your Dream Client Wants a Lower Price

first_img Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now It is easier to find a lower price than it is to make the changes that improve your performance. This is why so many of your prospective customers are laser-focused on price.It’s easier to find someone to reduce the price you pay than to change what you believe. It’s easier to believe that your vendor, your supplier, your partner, or your whatever isn’t doing the job that they should be. This belief is reinforced continually by the salespeople who promise to deliver better, faster, and cheaper. Real change requires that you first believe that a lower price doesn’t deliver better results and the real issue is something else.Finding a lower price is easier than investing more in the outcome you need. You don’t have to have the messy, complicated internal conversations. You don’t have to justify the greater expense. And you don’t have to deal with the risk, especially the personal and professional risk that you take by recommending dealing with the real obstacle to greater performance. Real change often means increasing the investment you make in the outcomes you need. Cheaper is easier.It’s easier to find a lower price than it is to change the way you do business. It’s easier not to buck the status quo and not to change any of the processes that make up “the way we’ve always done it around here.” The fact that you’ve done something one for as long as you have is proof positive that what you’re doing isn’t broken. It’s easier to believe that someone or something else needs to change. A new vendor with a lower price isn’t change.When you think about building consensus inside your dream client’s account, know that a lower price is always going to be easier than what you are asking for when you ask for a real commitment to change. This why you need the support from the CEO of the Problem, and you still need executive sponsorship. You need the help and support of the people who are willing to choose the harder road, the road that leads them better results.A lower price is easy. Better outcomes are difficult. You are defined by which of these you choose to sell.last_img read more

Your Real Brand > Your Personal Brand

first_imgThis idea is not what you think it is. It’s different and in some ways, more important. It’s about your brand. Not the manufactured and manicured brand that social media allows you to present to the world. You know, the one you work hard to build.This is about your real brand. The brand that has nothing to do with social media. This brand is made up of how people feel about interacting with you personally, in real life. This brand isn’t the facade; this brand is the foundation and the structure. That experience is your real brand.What is the experience people have when they meet you?Do you give the person you are interacting with your full and undivided attention, making them feel that they are the most important person during the time you spend with them? Or was some distraction more important?How do you treat people who hold no position of power or influence and can do nothing for you? Do you acknowledge them, giving them the significance they may feel that they are lacking? Do you ignore them, recognizing they can do nothing for you?Is your behavior indicative of someone who does good work, who is conscientious, and who cares deeply? Is your brand that of excellence, of going the extra mile? Or is your brand “skating by,” doing only what is necessary and nothing more?This brand, your real brand, is more important than your brand on the internet and social media. It is your real character. It’s who you are when no one is looking and when you are not taking a selfie.Now, if your “personal brand” isn’t exactly your “real brand,” then your “personal brand” isn’t your brand. That incongruity means that what others see is not what they get. That your talk is not your walk. That it is, in fact, a facade and that the foundation and the structure are weak, not strong enough to support a better brand.You are better off improving your “real brand” than your “personal brand.” Who you are matters more than what you do. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Nowlast_img read more

Ahmednagar cop suspended for ‘anti-Modi’ WhatsApp post

first_imgPune: A policeman, who was serving as a bodyguard to senior Congress leader Balasaheb Thorat in Ahmednagar district, has been suspended after he allegedly penned an “objectionable” post against Prime Minister Narendra Modi and shared it via social media, the police have said.According to sources, Ramesh Shinde was one of Mr. Thorat’s bodyguards at his residence in Sangamner, Ahmednagar.He allegedly criticised Mr. Modi in a WhatsApp post recently. The matter was taken seriously and an inquiry was ordered, the police said.Cyber cell inquiry“Action was taken against Mr. Shinde after a detailed inquiry by the district police’s cyber cell,” Ranjan Kumar Sharma, Superintendent of Police, Ahmednagar, said.‘Many other complaints’Mr. Sharma said there were many other complaints against Mr. Shinde, besides the WhatsApp post. “Hence we initiated disciplinary action by suspending him,” he said. He said the policeman was suspended on Thursday.“His behaviour as a government servant was inappropriate, with regards to forwarding the objectionable post. There are certain norms to be followed in government service and Mr. Shinde violated them,” Mr. Sharma said.Mr. Shinde shared the post, which allegedly took a dig at Prime Minister Modi, to various WhatsApp groups. The post subsequently went viral, which prompted an investigation into it by the cyber crime police, who traced it to Mr. Shinde. — With PTI inputslast_img read more

Jawan among three killed in Pak. shelling

first_imgThree people, including a jawan, were killed and six injured in firing by Pakistani troops along the International Border (IB) and the Line of Control (LoC) in the Jammu division for the third day on Saturday, the police said.Nine persons had been killed in ceasefire violations in three days, police officials said.The jawan was killed after being hit by a bullet during the cross-border firing in the Krishna Ghati sector of Poonch district, the officials said.A Defence spokesman identified the soldier as sepoy Mandeep Singh, 23, a resident of Alampur village of Sangroor in Punjab.He said the Pakistani Army had launched unprovoked and indiscriminate firing of small arms and automatic guns in the sector.The Army retaliated strongly and effectively, the spokesman said.The officials said two civilians — Gaura Ram, 17, of Kapur R.S. Pura, and Gour Singh, 45, of Abdullian — were killed and five injured in firing by the Pakistani Rangers along the IB in Jammu district.A BSF spokesman said heavy cross-border firing was under way in the area from Octroi to Chenab (Akhnoor) in the Suchetgarh sector of R.S. Pura from Saturday morning, leaving a jawan injured in the Pargwal sector.The BSF retaliated and the exchange of fire was under way till the last reports were received.A jawan of the Sashastra Seema Bal (SSB) was injured in cross-border shelling in Jammu, officials said. The condition of constable Lallu Ram was said to be stable.The jawan, who belongs to the 14th Battalion, was deployed for law and order duties along with the Jammu and Kashmir police at the Kanachak police station, when he was hit by splinters of a mortar shell that landed in the area.The heavy firing had forced thousands of border residents to flee their homes, and the authorities announced closure of educational institutions for three days along the LoC and the IB.Between 8,000 and 9,000 people living along the IB had shifted to safer places, and most of them were living with relatives, officials said.Over 1,000 people had been housed in camps in the R.S. Pura, Samba and Kathua areas, they said.last_img read more