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

Back to square one

first_imgLATEST STORIES Japan ex-PM Nakasone who boosted ties with US dies at 101 Executing well under numbing endgame pressure, Meralco scored an 85-83 nipping of Barangay Ginebra that squared the PBA Governors’ Cup title series at 2-2 at Smart Araneta Coliseum on Friday night.Clearly, the win gave the Bolts momentum with the series now down to a best-of-three.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutout“It was a game we had to win,” Black said inside a packed press room while seated beside Baser Amer, one of the heroes down the stretch.“We knew that losing this game and going 1-3 down would be very difficult.”Amer hit a triple with 76 seconds remaining which made it 83-81 for Meralco. He was scoreless in Game 3. Import Allen Durham was the other big performer for the Bolts, shooting 10 points in the fourth period, including the marginal layup off a tight Reynel Hugnatan pass.Ginebra had a chance to at least forge extension, but the Kings on the floor failed to call a timeout with under 20 seconds left that could have given coach Tim Cone the chance to draw up a good play.“Our players just couldn’t see us,” Cone said, referring to his entire staff that was trying to get the attention of their players.Black’s biggest concern now is how to get his players fresh for Game 5, set Sunday at Philippine Arena in Bulacan, especially Durham, who is averaging more than 44 minutes in the series.“He’s probably tired, there’s no question about that, but he’s driven to win. ” Black said of the Best Import awardee.ADVERTISEMENT Read Next Kin of Misamis Oriental hero cop to get death benefits, award — PNP View comments QC cops nab robbery gang leader, cohort Norman Black put it as plainly as he could: “We have a series now, guys.”ADVERTISEMENT Stronger peso trims PH debt value to P7.9 trillion MOST READ CPP denies ‘Ka Diego’ arrest caused ‘mass panic’ among S. Tagalog NPA Brace for potentially devastating typhoon approaching PH – NDRRMC Ginebra import Justin Brownlee had 34 points, 14 rebounds and seven assists, but missed Ginebra’s last shot which could have necessitated overtime.Earlier, San Miguel Beer’s June Mar Fajardo scooped up a fourth straight Most Valuable Player award after just five seasons in the league.The 27-year-old Fajardo said he wants more championships for San Miguel, which failed in its Grand Slam bid after losing to Ginebra in the Final Four.“In winning championships, everyone is happy,” said Fajardo. “I’m the only one who gets a bonus for winning the MVP.” Kammuri turning to super typhoon less likely but possible — Pagasa Don’t miss out on the latest news and information. PSL unveils foreign cast Trending Articles PLAY LIST 00:50Trending Articles01:42Cops track down 4 persons of interest in ambush of DOLE employee01:42Cops track down 4 persons of interest in ambush of DOLE employee01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games Typhoon Kammuri accelerates, gains strength en route to PHlast_img read more

Google dedicates doodle to 2012 London Olympics

first_imgThe latest Google doodle celebrates the world’s biggest sporting extravaganza, the Olympics.The Olympics open in London on Friday.The doodle highlights football, swimming, athletics, javelin throw, fencing and basketball.The 2012 Summer Olympics will see 81 Indian athletes taking part in 13 disciplines in the Games that will be held from July 27 to Aug 12.last_img

2016 QLD All Schools Underway

first_imgThe world’s biggest touch tournament is in full swing for the 33rd year, with over 400 teams and 5,000 students competing on the fields at the Whites Hill Touch Complex, Brisbane. Over 1180 games will be played through to Sunday 8 October with students from the Sunshine State battling it out for the 13’s, 15’s, 18’s Boys and Girls and 18’s Mixed titles. Results will be updated at the end of each day here, check out the day 1 results now.You can also download the Official All Schools Program for more information on this year’s tournament.Watch some of the activity from last year’s tournament below: Related Links2016 QLD All Schools 2015 Honour Roll 13 Boys – EMMAUS (Rockhampton)13 Girls- CHANCELLOR SC15 Boys- KEEBRA PARK SHS15 Girls- BENOWA SHS18 Boys- THE ROCKHAMPTON GRAMMAR18 Girls- CHANCELLOR SC18 Mixed- ST COLUMBAN’STo keep up to date with all the action, including draws, news and schedules, head to the All Schools website and follow us on Facebook, Twitter and Instagram.last_img read more

Kylie Jenner Launches Limited Edition Kylie Cosmetics Lip Kit on World Smile

first_imgIn celebration of World Smile Day, Kylie Jenner, Creator of Kylie Cosmetics, entrepreneur, television personality, style icon and Smile Train Ambassador, today announced the launch of the “Smile” Lip Kit, a limited edition set from her Kylie Cosmetics line.The lip kit will be made available on October 3 and for sale while supplies last. Jenner will donate 100 percent of net proceeds to Smile Train, the world’s largest cleft charity. In addition to the release of her latest lip kit, Jenner will also help to light the Empire State Building red and blue, Smile Train’s signature colors, on World Smile Day, a day dedicated to celebrating acts of compassion around the world.The two-piece Kylie Cosmetics lip kit includes a Matte Liquid Lipstick, a long-wearing, moisturizing lipstick with high intensity pigment for an instant bold matte lip, and Lip Liner, a creamy lip pen that makes application easy and comfortable.The “Smile” lip kit sells for an MSRP of $29.00 and is available exclusively on KylieCosmetics.com, while supplies last. “As the ambassador for Smile Train, I am excited to have the opportunity to donate 100% of the net proceeds from my newest Lip Kit ‘Smile’ to this amazing organization,” said Jenner. “It is incredible to know that in doing so I am helping give thousands of cleft children around the world new smiles.”Kylie, star of E! network’s #1 television series, Keeping Up with the Kardashians, now in its twelfth season and broadcast in over 160 countries worldwide recently partnered with Smile Train as an Ambassador to raise awareness of the issues faced by children living with untreated clefts. Over 170,000 children in developing countries are born with cleft lips and/or palates each year. Children with untreated clefts live in isolation and, more importantly, have difficulty eating, breathing and speaking. Smile Train’s sustainable model provides training, funding and resources to empower local doctors in over 85 countries in the developing world to provide 100 percent-free cleft repair surgery and comprehensive cleft care in their own communities. Cleft repair surgery is simple, and the transformation is immediate. Since its founding in 1999, Smile Train has provided more than one million cleft repair surgeries.“Smile Train is grateful for Kylie’s ’commitment and efforts to support children living with untreated clefts,” said Susannah Schaefer, CEO of Smile Train. “We are excited to be able to provide children born with clefts with new smiles and a fresh opportunity to lead full and productive lives.”For more information on the Kylie Cosmetics “Smile” Lip Kit, please visit KylieCosmetics.com.last_img read more

Canadas Best Dressed 2016 See who made the list

first_imgAdvertisement LEAVE A REPLY Cancel replyLog in to leave a comment Advertisement Facebook Twitter The Great White North is known for many things, but this year was definitely one that put Canucks on the style map. From Celine Dion‘s show-stopping wardrobe overhaul and Sophie Grégoire Trudeau‘s parade of homegrown designs to The Weeknd‘s collaboration with Puma and Xavier Dolan‘s Louis Vuitton campaign, our sartorial stars were the talk of the town. So we bring you our list of Canada’s Best Dressed – the 50 who regularly inspire us to step up our game! Login/Register With:last_img read more

Netflix CEO Reed Hastings Pay Package Rose 5 in 2017 to 244

first_img Popular on Variety Reed Hastings’ base salary as chairman and CEO of Netflix actually declined in 2017 — but his overall compensation increased 5%, to $24.4 million, the company disclosed in a proxy filing Monday.Hastings, 57, took home $850,000 in salary (down from $900,000 in 2016) and $23.5 million in stock-option awards reflecting the grant-date value during fiscal 2017 (versus $22.3 million a year prior). As of April 9, Hastings owned 10.76 million Netflix shares, which are currently worth about $3.5 billion.Per Netflix’s filing, Hastings owns two aircraft which are leased to Netflix by him under time-sharing agreements for business-related travel. In 2017, Netflix reimbursed him $759,164 under the time-sharing agreements.Ted Sarandos, Netflix’s chief content officer, had a compensation package worth $22.4 million last year, up 18.6% from 2016. His 2017 comp included a $9 million bonus, $12.4 million in stock option awards and a base salary of $1 million. Among other senior execs, chief product officer Greg Peters also got a pay hike of 15%, with a comp package worth $9.2 million last year. In 2017, that included a $2.76 million bonus, $3.73 million in stock options, and $1.75 million in living allowances and taxes related to Peters’ previous international role for which he was stationed in Japan. Peters assumed the chief product officer job in July 2017, taking over for longtime Netflix exec Neil Hunt.Meanwhile, CFO David Wells’ total pay package declined 15% in 2017, to $5.2 million, due to lower compensation for international living expenses and taxes. In 2017, Wells received a $2.5 million base salary, $2.1 million in options, and $545,541 in comp for expatriate assignments; in 2016, Netflix had paid Wells $1.5 million for intentional expenses and taxes.Separately Monday, Netflix announced plans to issue $1.5 billion in new debt financing, its fifth major round of debt funding in a little over three years.center_img ×Actors Reveal Their Favorite Disney PrincessesSeveral actors, like Daisy Ridley, Awkwafina, Jeff Goldblum and Gina Rodriguez, reveal their favorite Disney princesses. Rapunzel, Mulan, Ariel,Tiana, Sleeping Beauty and Jasmine all got some love from the Disney stars.More VideosVolume 0%Press shift question mark to access a list of keyboard shortcutsKeyboard Shortcutsplay/pauseincrease volumedecrease volumeseek forwardsseek backwardstoggle captionstoggle fullscreenmute/unmuteseek to %SPACE↑↓→←cfm0-9Next UpJennifer Lopez Shares How She Became a Mogul04:350.5x1x1.25×1.5x2xLive00:0002:1502:15last_img read more

Rep Runestad to host coffee hour in Highland Township

first_img State Rep. Jim Runestad of White Lake will host a coffee hour on Monday, March 20 at Highland Township Public Library, located at 444 Beach Farm Circle in Highland from 6 to 7:30 p.m.“Listening to the workers and residents of our community is a priority for me,” said Rep. Runestad. “I want to be your voice at the state Capitol and keep your trust.”No appointment is necessary. Those unable to attend may contact Rep. Runestad at 517-373-2616 or via email at JimRunestad@house.mi.gov.##### 08Mar Rep. Runestad to host coffee hour in Highland Township Categories: Runestad Newslast_img read more

Tele Columbus HQ Germany cable operator Tele Colum

first_imgTele Columbus HQGermany cable operator Tele Columbus has now digitized 600,000 homes across its footprint following the launch of its digital switchover project in July.Tele Columbus said that switchover, which kicked off in the states of Bavaria, Bremen and Saxony, would be completed next year. the company says the move will free up capacity for additional HD content and IP services.Tele Columbus had 3.3 million homes connected at the end of Q3, of which 2.287 million are upgraded for two-way services. The company had 2.305 million unique subscribers at the end of the period. TV customers declined by 24,000 quarter-on-quarter to 2.278 million, while premium TV customers declined by 6,000 to 553,000. Voice customers declined by 8,000 to 448,000.Tele Columbus had 571,000 broadband customers at the end of the period, representing penetration of 24.5%.Revenues for Q3 increased by 3.7% to €127.7 million, boosted by B2B sales, while normalized EBITDA declined by 14.1% to €58.6 million, which the company attributed to lower high-margin TV and IP revenues and an increased cost base. Reported EBITDA increased by 1.6% to €49.9 million thanks to lower expenses for non-recurring items.last_img read more