Tag: 南京桑拿信息

What You Should Expect

first_img Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now Expected ExpectationsYour dream client should expect you to pursue them over time. They should come to expect your calls, your emails, your invitations, and all of the efforts you put into nurturing a relationship. They should expect you to be unrelenting. They should not learn to expect you to disappear after a single touch only to return in 90 days.Your dream client should expect you to create value before claiming any. They should learn something of value from you—even if they never decide to buy from you. You might feel that it’s dangerous to share ideas, but it’s more dangerous not to share them . . . It eliminates the perception that you create value.Your dream client should expect that you’ve done your homework. They should expect that you’ve read about their company, that you’ve looked at their competitors, and that you’ve read their profiles on LinkedIn. They should expect that you have done the work you need to answer the most basic of questions before they sit down to speak with you.Your dream client should expect you to know what they don’t know. They should expect you to help them with new ideas and insights based on the work you are doing with other clients. They expect that while you don’t have as deep experience in their industry that your broader experience gives you a different and valuable view.Your dream client should expect you to know how you intend to help them move form the status quo to some better state. They expect you to know what the next steps you need to take together should be, and they expect you to be able to describe how you create value together by taking those steps.Your dream client should expect you to help them make your case inside their company by helping them build consensus. They should expect you to meet with their teams, their peers, and their management to gain an understanding of how what you are proposing needs to be adjusted to fit their needs.Your dream client should expect you to help them defend the investment that you are asking them to make. They should expect you to arm them with a killer value proposition. They should expect you to help them understand and explain their return on investment. They should expect you to help them understand and verbalize the risks of underinvesting.Your dream client should expect you to ask for what you need in order to help them. They should expect you to tell them the truth, to be candid, and to fearlessly talk about the challenges of producing better results.You Should ExpectYou should expect your dream client to resist your efforts to open a new relationship. You should expect that they receive too many calls from too many salespeople who disappoint them with an inability to create value.You should expect your dream client to resist your efforts to upset the status quo if they aren’t already aware of their need to change. If they are aware of their need to change you should expect them to have some ideas about what they want that won’t jive with your solution.You should expect your dream client to have unreal expectations. You should expect them to suffer under the spell that they can have everything they want, better, faster, and cheaper. You should expect that they’ve been told this lie many times in the past, only to be disappointed.You should expect resistance. You should expect delays. You should expect to have to start over. You should expect creating and winning an opportunity to take longer than you presently expect.You should expect your dream client to be protective of your relationship. You should expect them to struggle with bringing in new and additional stakeholders for fear of losing control and not getting what they want. You should expect them to withhold.You should expect your dream client to push back against the necessary investment needed to produce better results. You should expect them to compare your price to your competitors. You should expect that they believe you are a commodity, and that they will likely treat you like their clients treat them. You should expect their purchasing team and their executive management team to disconnect the value you create from your price and ask you to discount.You should expect that the stakeholders in your dream client’s company will resist you. You should expect that they are skeptical of you and your change initiative. You should expect them to expect you to earn their trust.You should expect your dream client to underestimate the real effort necessary to change their organization. You should expect them to underestimate the problems and challenges that will occur as you move forward. You should expect them to get cold feet, to feel stress, and to worry. You should expect to have to join them in the foxhole when the bullets fly.You should expect your dream client to hold you accountable. You should expect them to believe that you are going to execute and that you are going to manage your company’s effort to deliver the results that you sold, that you promised.Prepare to Meet These ExpectationsThere is nothing like knowing what to expect.If you know what your dream clients are likely to expect from you, you can prepare yourself and your team to deliver it. You can prepare to meet those expectations.If you know what you are likely to expect from your clients, you know how to prepare to effectively deal with it. If you are wrong, if your dream client surprises you, you’ve lost nothing by preparing.last_img read more

Why Will They Say No?

first_imgOne of the most important areas for you to explore with your prospective client is what will cause them to say “no” to working with you.You may not want to explore these areas. It’s uncomfortable for you, and it can make your prospect uncomfortable. You don’t want to explore the areas where you, your company, or your solution have some challenges as far as your prospect is concerned. Your prospective client may not want to tell you outright that they can’t, don’t want to, or won’t be able to say “yes.” They might not want to embarrass you.They have something they “must have.” You can’t meet that need. They mention it but don’t make a big deal out of it. You both move on and talk about the areas where you do fit.The problem for you as a salesperson is that those things that prevent your dream client from saying “yes” didn’t go away. They are going to carry those concerns into their internal meetings, where they discuss you and your solution. Your prospects are also likely to talk about the things they need that you can’t provide when they speak with your competitors.Problems don’t age well, and neither do unresolved concerns.The best thing you can do is uncover the areas that are going to cause your dream client to give you a “no,” and see what you can do to mitigate those issues. Mitigation isn’t easy. If you had what they wanted, you’d be winning the deal. But you sell prospective clients, and you sell your company, as long as what your prospect wants isn’t something that should have disqualified them in the first place.You may need your manager’s help. You may need your operations team’s help. You may even need your leadership’s help. If you are going to win, you are going to have to find a way to flip what gets you a “no” to something that gets you a “yes.” It may not be a perfect solution. It just needs to be a solution your dream client can agree to. Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Nowlast_img read more

Camel finds home in Assam after long legal battle

first_imgA camel rescued from smugglers on the Bangladesh border has found a home in eastern Assam’s Sivasagar after a six-month legal battle for ownership between the State police and the authorities of the Assam State Zoo. The camel, an adult male, left the zoo in Guwahati in a truck on Monday morning for an “animal home” in eastern Assam’s Sivasagar district about 350 km away. His companion was Samiran Hatimuria, who runs the home called Aranyam.“The camel is a welcome addition to my family, whose members include emus, turkeys, guinea pigs, horses, 12 types of peafowls, five varieties of pigeons, and other animals. I hope the camel adapts to our 12-bigha home,” Mr. Hatimuria, 32, told The Hindu after reaching his village Talugaon, about 3 km from Sivasagar town.The police in western Assam’s Goalpara district had in mid-2018 rescued the camel while the animal was allegedly being transported for smuggling into Bangladesh.Like two more camels rescued from the same district in January that year, this camel, too, was shifted to the zoo.The first two camels were diagnosed as carriers of diseases that veterinarians said could put the caged animals in the zoo at risk. Zoo officials approached the Sessions Court in Goalpara after the two died six months ago.“We told the court that the zoo is not authorised to keep domestic animals and that the police should take back the third camel, which appeared healthy,” Tejas Marisamy, the zoo’s Divisional Forest Officer (DFO), said.In course of time, the local court asked the police to take the camel back. But the inability of the police to accommodate the animal left it in the zoo.In December, the zoo got in touch with Mr. Hatimuria, who had, since opening Aranyam in 2008, earned a reputation for letting his facility out to be used by the Sivasagar district wildlife officials to shelter rescued wild animals temporarily for treatment or rehabilitation in the wild.“The zoo paid for the camel’s transportation. Sustenance for the animal would be appreciated, but I can take care of him, like the others at Aranyam. My parents earn a decent living, I run a small business and we have some farm income, too,” he said.“The police should ideally provide for the camel’s fodder and care since they are legally its custodian. But we will try to work a way out,” Mr. Marisamy said.last_img read more

Nationals back as top teams collide

first_imgBiggest Pogo service provider padlocked for tax evasion All eyes, however, are on Romeo, who bailed Gilas out of the woods in two critical games in Beirut, as he returns to a Batang Pier crew badly needing a shot in the arm in a bid to join the frenzied hunt for top four berths and twice-to-beat privileges in the season-closing conference.And about the only thing coach Franz Pumaren is worried about is his prized5-foot-10 point guard getting enough sleep for GlobalPort’s 7 p.m. clash with powerhouse San Miguel Beer, which will welcome back Fajardo.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSBoxers Pacquiao, Petecio torchbearers for SEA Games opening“He practiced (Thursday) but said that he hasn’t had any sleep yet,” Pumaren told the Inquirer over the phone.Romeo arrived with the rest of the PH team on Tuesday night and is battling jetlag, which could hit all the Nationals the hardest on Friday.“That’s the only problem we have right now,” Pumaren added. “Otherwise, he seems to be good. We will be using him (for the game) depending on how he feels. But definitely, he will play.” Sports Related Videospowered by AdSparcRead Next View comments PSC, Cayetano to meet on SEA Games hosting Robredo should’ve resigned as drug czar after lack of trust issue – Panelo Celebrity chef Gary Rhodes dies at 59 with wife by his side Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games Trump signs bills in support of Hong Kong protesters Hotel says PH coach apologized for ‘kikiam for breakfast’ claimcenter_img LATEST STORIES Don’t miss out on the latest news and information. Lacson: SEA Games fund put in foundation like ‘Napoles case’ MOST READ Photo from Fiba.comSleep or no sleep, Terrence Romeo—Gilas Pilipinas’ most explosive scorer in the recent Fiba Asia Cup in Lebanon—is back to give GlobalPort a boost.June Mar Fajardo, Matthew Wright, Jayson Castro and RR Pogoy are returning as well, as teams slowly return to full force with the PBA Governors’ Cup eliminations to enter its second half starting Friday at Smart Araneta Coliseum in Cubao.ADVERTISEMENT Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Romeo was the hero in Gilas’ 97-86 victory over China in the group stage and against Jordan, 75-70, in the clash for seventh place in the Fiba Asia Cup, and his return to GlobalPort certainly gives the Batang Pier more teeth against the Beermen.San Miguel is at 3-1 and will play the 6-foot-10 Fajardo limited minutes because of a pulled calf muscle that kept him out of the first three Gilas games.Wright, on the other hand, is sorely needed back at Phoenix Petroleum as the Fuel Masters try to arrest a five-game slide against TNT KaTropa in the 4:15 p.m. contest.The Texters are set to get back Castro and Pogoy.Phoenix will now have two deadly outside guns against TNT with Wright and new acquisition Jeff Chan.ADVERTISEMENT NATO’s aging eye in the sky to get a last overhaullast_img read more