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 Since publishing Eat Their Lunch: Winning Customers Away from Your Competition, I have more than a dozen times been asked if one can start at Level 1 (the value of your product or service alone) and grow into Level 4 (the value in strategic outcomes). The salespeople who ask this question want to first sell their prospective clients their product and then develop a relationship that would allow them to provide their advice over time, the difficulty of which you find in the question itself.That question is not the question most people ask me outside of Eat Their Lunch and Level 4 Value. The all-time most often asked question is, “How do I compel my prospective clients to take action? How do I motivate them?” The questions are the same question, stated differently.Starting Too LowTo believe that you can start at Level 1 is to believe that your product is the compelling reason your prospective client should buy whatever it is you sell. In some cases, this is true. Your competitor’s product may be failing them, and your product might be so much better that some of the people you call on buy from you. But the more likely scenario is that as good as your product is, it’s not enough for your dream client to change suppliers—or make all the other changes that might come with a new solution. When you pitch your product devoid of higher levels of value, not only do you not provide a compelling reason to change, you also look like a commodity.Starting With ChangeStarting conversations at Level 4, with insights and ideas about strategic outcomes, allows you to position the value you create through the lens that provides a compelling reason to change. By sharing ideas about why your prospective client might consider change, you are positioning your solution as something that can help them respond to an opportunity for better results or avoiding or dealing with some challenge (and in many cases, your dream clients are already feeling the ill effects of forces that should be causing them change but haven’t yet been compelled to take action). Changing to your product is now seen through a different lens because of the context you provided.The Right to ConsultNow to answer the question, “What gives one the right to consult?” When one has an idea that will benefit the client, when they know enough to offer that advice in context of the client’s situation, and when they are willing to do the work to make sure the client benefits from taking the advice. If this were not true, you would have a difficult time being consultative-and a difficult time selling anything at all.
The National Commission for Women and National Human Rights Commission on Monday took cognizance of the gangrape of a girl in Bettiah town of West Champaran district and issued notices to Bihar officials.The rape survivor, who was an inmate of the Muzaffarpur shelter home had been rehabilitated with her family after revelations of the sexual abuse of 34 girls in the home was reported in May 2018. The Supreme Court is monitoring the case.The survivor had lodged a complaint with the Bettiah town police station that she was gangraped by four of her neighbours in a moving SUV on the Bettiah-Pakhnaha road on the night of September 13. The survivor was later admitted to the government hospital for treatment and medical examination.On Monday, the NCW and the NHRC took cognizance of the incident and issued notices to the Bihar Chief Secretary and Director General of Police. A committee of the NCW, headed by its Chairperson Rekha Sharma will travel to Bihar later this week to meet the girl, the DGP and other officials.“She is already a victim, rather than helping her out, she has to go through this,” said Ms. Sharma. The NHRC has asked for a “detailed report in the matter within four weeks ”.“Apparently, the girl has become a victim of the State’s apathy,” observed the Commission in its notices. The Bettiah police said the incident took place when the girl was reportedly on way to her sister-in-law’s house.The four youths allegedly dragged her inside an SUV and sexually assaulted her in the moving vehicle.“None of the four accused have been arrested yet, though the local police have conducted a massive manhunt,” said a senior police official in Patna.
Hotel says PH coach apologized for ‘kikiam for breakfast’ claim Trump signs bills in support of Hong Kong protesters PH goal scorer Cubon hurt but will be ready for Indonesia LATEST STORIES Pagasa: Storm intensifies as it nears PAR Sports Related Videospowered by AdSparcRead Next A successful routine counts as one point, and the team with the most points after a 10-minute round wins.READ: PH bags silver medal in men’s sepak takrawPassing should be seamless because it’s a race against time. A failed routine would require the ball to be served—which takes precious time.“So it’s important that you communicate very well with you teammates,” said Bobier.“I think we did well considering we only trained for four months,” he added. “Malaysia has been a team for years. But I think we can still improve and raise our level.”ADVERTISEMENT Robredo should’ve resigned as drug czar after lack of trust issue – Panelo Lacson: SEA Games fund put in foundation like ‘Napoles case’ Don’t miss out on the latest news and information. Celebrity chef Gary Rhodes dies at 59 with wife by his side MOST READ View comments For one, Bobier said the team regularly takes a shower together.READ: Sepak takraw targeting 2 golds 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“We are like family. We shower together. Eat together and dress together,” said the 25-year-old Army First Class.Chinlone, a discipline under the sport of sepak takraw, requires six players in a circle performing a routine of kicking a ball made of wicker one after another. NATO’s aging eye in the sky to get a last overhaul Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Rhemwil Catana of Philippines. during the Chinlone event at the 2017 SEA Games in Kuala Lumpur where Chinlone team won the 1st silver for the country. INQUIRER/ MARIANNE BERMUDEZKUALA LUMPUR—Chinlone, the event that broke the Philippines into medal column, requires hand-foot-eye coordination as much as cohesion and team work.Team member Johnjohn Bobier said they may have came up short in skills department — after settling for silver behind gold winner Malaysia — but not in camaraderie.ADVERTISEMENT Trending Articles PLAY LIST 00:50Trending Articles02:49World-class track facilities installed at NCC for SEA Games03:07PH billiards team upbeat about gold medal chances in SEA Games05:25PH boxing team determined to deliver gold medals for PH03:04Filipino athletes share their expectations for 2019 SEA Games00:45Onyok Velasco see bright future for PH boxing in Olympics02:25PH women’s volleyball team motivated to deliver in front of hometown crowd01:27Filipino athletes get grand send-off ahead of SEA Games00:36Manny Pacquiao part of 2019 SEA Games opening ceremony
LATEST STORIES SEA Games hosting troubles anger Duterte Photo by Tristan Tamayo/INQUIRER.netMANILA, Philippines – Top seed National University beat defending champion Ateneo anew, 70-58, to take Game 1 of the UAAP Season 81 juniors basketball Finals Monday at Filoil Flying V Centre in San Juan.The Bullpups drew a balanced offensive effort with six players scoring at least nine points led by Carl Tamayo’s 15 but it was on the defensive end where they really thrived.ADVERTISEMENT US judge bars Trump’s health insurance rule for immigrants Sports Related Videospowered by AdSparcRead Next Oil plant explodes in Pampanga town Quiambao finished with 14 points and 13 rebounds while also helping in containing Sotto in the second half.The 7-foot-2 Sotto still finished with 16 points but needed 15 attempts and made only seven. He did have 15 rebounds and five blocks while Chiu had a fast start but cooled off the last two quarters to tally 12 points and 11 rebounds.NU also clamped down guard Forthsky Padrigao, who had just four points on 2-of-12 shooting from the field with eight turnovers.Padrigao contributed in other areas with six rebounds, eight assists and three steals but Ateneo would need him to score more if it wants to force a deciding Game 3.The Blue Eaglets will also have to limit their turnovers after committing 21 in Game 1.ADVERTISEMENT Private companies step in to help SEA Games hosting ‘We are too hospitable,’ says Sotto amid SEA Games woes NU coach Goldwin Monteverde said another key for his team was its poise in the second half after a slow first two quarters.“The key is our composure. We were rushing with our execution in the first half and fortunately, we were able to recover in the second half,” said Monteverde, whose squad trailed, 30-25, at the break before outscoring the Blue Eaglets, 28-15, in the third period to turn the tide.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSUrgent reply from Philippine football chiefSPORTSPalace wants Cayetano’s PHISGOC Foundation probed over corruption chargesThe Bullpups improved to 3-0 against the Blue Eagles this season after sweeping them in the elimination round. Game 2 is on Friday with NU looking for its first juniors crown since 2016.Tamayo, who also grabbed 12 rebounds, along with Kevin Quiambao anchored NU’s defense against Ateneo’s towering big men of Kai Sotto and Geo Chiu, who struggled in the crucial stages of the game. MOST READ Oil plant explodes in Pampanga town ‘We are too hospitable,’ says Sotto amid SEA Games woes Grace Poe files bill to protect govt teachers from malicious accusations Don’t miss out on the latest news and information. For the complete collegiate sports coverage including scores, schedules and stories, visit Inquirer Varsity. ‘No love scenes’ for Marvin Hagler as boxing legend eyes more silver screen action Chief Justice Peralta on upcoming UAAP game: UP has no match against UST PLAY LIST 01:00Chief Justice Peralta on upcoming UAAP game: UP has no match against UST00:50Trending Articles00:50Trending Articles02:42PH 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 Games02:11Trump awards medals to Jon Voight, Alison Krauss View comments
Granit Xhaka believes a renewed collective spirit will assure Arsenal a top four finish in the Premier League this season.The Swiss international was prominent as Arsenal drew 1-1 with Liverpool, moving to a 14-game unbeaten streak.Xhaka credits the arrival of Unai Emery as a major factor in their revival, both on and off the pitch. Article continues below Editors’ Picks Man Utd ready to spend big on Sancho and Haaland in January Who is Marcus Thuram? Lilian’s son who is top of the Bundesliga with Borussia Monchengladbach Brazil, beware! Messi and Argentina out for revenge after Copa controversy Best player in MLS? Zlatan wasn’t even the best player in LA! Emery said Arsenal is closing in on the rest of the Premier League’s top sides, and the midfielder agress.”Each game we know what we do,” he said. “We know the opposition well, where they are good and where they are not. He (Emery) is important. He helps us, not only me but all the players, with the small things. The tactical things. You can see that on the pitch.”A lot of small things have changed. We have great character. If you are 1-0 down for example against Liverpool, we come back and it’s not the first time.”We knew we would not lose this game because we were so good and showed that character again. If you see this game, you can see we are ready for the top four.”According to Xhaka, another factor is Lucas Torreira. Having arrived from Sampdoria this season, the Uruguayan midfielder has adjusted quickly and is a partner to the 26-year-old.”Every game is better and better,” Xhaka said. “He is so important. He knows when to go and when to stay. He brings good balance between offence and defence.”I think we can be happy with our performance. We know Liverpool have a good team but we gave everything and we showed a great game. In my opinion we were the better team.”Arsenal are currently in fifth place, one point behind fourth-place Tottenham and four points behind Liverpool and Chelsea.Next up is a Europa League clash with Sporting CP before a return to Premier League play against Wolves.