9 Dec
2019

Disclose Your Pricing When Asked

first_imgFor a long time, salespeople have been taught and trained not to disclose their pricing when asked. Instead, they have been directed to require their prospective client to engage in the discovery process with them, allowing the salesperson to gain the information they need to provide pricing. It’s a very logical idea that one should know what they are pricing before doing so, but that logic tends to elicit an emotional response.Why Can’t You Say It?The fact that you are unwilling to disclose your price can signal to your prospective client that it is so much higher than your competitors that you dare not disclose it for fear of chasing them off. If you are afraid of your price, then maybe they should also be concerned.Even more troubling is that fact that you don’t seem to believe that your price is appropriate for the value that you create, or you’d be more likely to share it. The Mercedes dealership doesn’t hide their prices. Neither does Tiffany’s. Any brand that is differentiating and creating value understands that higher prices are a signal of greater value.The fact that you won’t share your pricing is a lack of transparency. You look like you are hiding something negative. What kind of partner are you going to make if you are going withhold things that your dream client will perceive as a negative? One of the ways you build trust is to deal with things that are negative in a frank and candid way.But in this case, your price isn’t a negative at all. In fact, it’s the way you capture enough value to generate the better results for your clients. Without their investment, your company can make the investments in creating compelling, differentiated value, the value worth paying more to obtain.Sooner. Not Later.There is no way you are going to win a deal with a higher price by hiding that fact from your client. By hiding it, you create doubt. By sharing the price, you create confidence in what you sell.When asked, you say, “Based on the little that we know now, the price is likely somewhere between $100,000 and $140,000. If you are willing to answer a few questions to make sure I understand what you need, I can dial that number in from you.” If your prospective client says, “That’s more than we’ve heard up to this point, you reply, “I understand. Our price is little higher, but as we talk through what you need, I’ll share with you the investments we make to produce better results, and we’ll see if it makes sense for you to make the same investments.”If you don’t want your prospects to believe your price is higher than you can justify, don’t be the cause of that belief.last_img read more

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3 Dec
2019

Nitish blames banks for woes of demonetisation

first_imgBihar Chief Minister Nitish Kumar on Saturday said the November 2016 decision to demonetise high value currency notes had failed to deliver its desired objectives.Addressing the 64th State-level Bankers Committee (SLBC) meeting in Patna, Mr Kumar, who had broken ranks with the opposition to support demonetisation, blamed banks for failing to curb the flow of banned high denomination notes back into the system.Mr. Kumar said large defaulters were able to obtain huge loans and escape from the country, while the poor had to face stringent recovery action over loans.“The biggest responsibility for the success of demonetisation drive rested with the bankers but everyone knows how a portion of unaccounted cash got accommodated in the banks…while the small borrowers face difficulty in getting loans, big people manage to get away with huge loans what we hear as banking scams,” the Chief Minister said.Despite the dramatic change in his position on the controversial monetary reform, Mr. Kumar a short while later posted a tweet congratulating Prime Minister Narendra Modi on completion of four years of his government.“Congratulations to honourable Prime Minister Narendra Modi on completion of four years of the government…I believe the government will rise to the expectations of the people,” he said.Funds crunchMr Kumar’s apparent u-turn provoked swift reactions across the political spectrum. Sources in the JD(U) told The Hindu that Mr. Kumar has been upset with the Centre for releasing only ₹1,711 crore for relief and rehabilitation after last year’s flood in north Bihar districts. The Bihar government had asked for ₹7,636 crore. Over 500 people died and more than a crore were affected in 19 districts of northeast Bihar.Leader of Opposition Tejaswi Yadav of the RJD said, “He (Nitish Kumar) had supported demonetisation but is now questioning it. He is always years behind in understanding the issues, difficulties and demands of common people.”“Don’t be surprised if he calls demonetisation the biggest scam of India,” Mr. Yadav said. Nitish Kumar would “betray” BJP also, he added.last_img read more

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22 Nov
2019

As Alab seeks redemption, Fil-Am standout eyes validation

first_imgView comments This jewelry designer is also an architect LATEST STORIES And he makes no effort to hide his goal to be an MVP in the league.“Of course, that’s my goal,” said Gray about the MVP query. “But whatever I could do to help my team, then that comes first.”FEATURED STORIESSPORTSGreatest ever?SPORTSFormer PBA import Anthony Grundy passes away at 40SPORTSBecoming his own manAlab will certainly need help. A title favorite last season, Alab was ushered out by No. 7 seed Hong Kong Eastern, a defeat that still haunts coach Jimmy Alapag.“We haven’t forgotten about last season,” Alapag said on Thursday at the league’s launch at the Conrad Hotel in Pasay City. “We got off to a really great start and then we got hit by the injury bug and all of a sudden, the wheels fell off quickly.” Ethel Booba on SEA Games cauldron: ‘Sulit kung corrupt ang panggatong’ Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles02:11Makabayan bloc defends protesting workers, tells Año to ‘shut up’03:07PH billiards team upbeat about gold medal chances in SEA Games01:38‘Bato’ to be ‘most effective’ CHR head? It’s for public to decide – Gascon02:07Aquino to Filipinos: Stand up vs abuses before you suffer De Lima’s ordeal01:28Ex-President Noynoy Aquino admits contracting pneumonia00:45Aquino agrees with Drilon on SEA games ‘kaldero’ spending issue Duterte calls himself, Go, Cayetano ‘the brightest stars’ in PH politics To celebrate its 10th season, the Asean Basketball League honors its all-decade team. —TRISTAN TAMAYO/INQUIRER.NETJeremiah Gray has had an interesting journey in his basketball career, and this wild ride brought to San Miguel Alab Pilipinas in the Asean Basketball League.A would-have-been Ateneo recruit, Gray went back to the United States to star for NCAA Division II school Dominican University of California, averaging 17.9 points in his junior and senior years, breaking the school’s single-season scoring record with 509 points.ADVERTISEMENT MOST READ Cignal books semis seat; rookie Laure lifts Fotoncenter_img Becoming his own man Don’t miss out on the latest news and information. Canadian vaping study details danger from ‘popcorn lung’ chemical Drilon apologizes to BCDA’s Dizon over false claim on designer of P50-M ‘kaldero’ Gray will have help as Alab signed Jason Brickman for the season that starts on Nov. 16.“Of course, with Jason, things will get easier, but we still have to come in and practice every day to get that chemistry just right,” Gray said.Alapag has yet to fill up his roster with only Lawrence Domingo and Brandon Rosser as the holdovers from last season.Meanwhile, the league honored its 10 greatest players of all-time that includes three Filipinos in Parks, Leo Avenido and Jerick Cañada.Sports Related Videospowered by AdSparcRead Next Matteo Guidicelli had saved up for Sarah G’s ring since 2014? With Alab seeking redemption and Gray looking to validate his stardom, it seems Alab will not run out of motivation this season—but neither will it run out of quality opposition, too.The field is stacked with Taiwanese powerhouse Fubon Braves joining the league this season, completing a powerhouse 10-team cast that also includes Thailand’s Mono Vampire, the Singapore Slingers, Formosa Dreamers, Wolf Warriors, Macau Black Bears, Hong Kong Eastern and Saigon Heat of Vietnam.“We’re also expecting the other teams to be better,” said Alapag, who will take on reloaded foes minus three-time league local MVP Ray Parks, who’s now with Blackwater in the PBA.But he has Gray.“Knowing Ray was a good player … it means that a lot of people are looking for me to replace him,” Gray said. “But like I’ve always said, I’m just trying to make a name for myself.”ADVERTISEMENT DTI creates Marahuyo, a luxe Filipino fashion brand for global buyerslast_img read more

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17 Nov
2019

This day, that year: 25 years ago, Glenn McGrath makes Test debut for Australia

first_imgGlenn McGrath, considered as one of the greatest bowlers in cricketing history, made his Test debut exactly 25 years ago on November 12 in 1993.Then a 23-year-old, McGrath was handed his maiden Test cap against New Zealand at the WACA in Perth.McGrath had to wait until the second day to hold the red cherry in his hands as New Zealand had won the toss and asked Australia to bat first.Australia rode on Ian Healy’s century and fifties from Mark Taylor and Paul Reiffel to score 398.In reply, New Zealand were rocked early as McGrath made Mark Greatbatch his maiden international victim when the right-arm paceman found the edge of the Kiwi opener’s bat.However, he was made to work hard for his second wicket until Day 4 when he trapped Danny Morrison before New Zealand declared their first innings at 419/9.In their second innings, Australia declared at 323/1 to set New Zealand a victory target of 303.McGrath bowled well for his 1/50 as the match ended in a draw.#OnThisDay in 1993 Glenn McGrath made his Test debut, against New Zealand at Perth. Unsurprisingly, his first innings figures were a parsimonious 39-12-92-2, and also unsurprisingly, he made a golden duck! pic.twitter.com/nJoFVAedgAICC (@ICC) November 12, 2018There was no looking back McGrath after that. He kept picking wickets after wickets and has been key to Australia’s success be it Tests or ODIs.He finished with 563 Test wickets and 381 ODI wickets and in this period Australia won three World Cups and six Ashes series.advertisementMcGrath held the world record for the highest number of Test wickets by a fast bowler until September when England paceman James Anderson surpassed the Australian legend’s tally of Test wicket.He also holds the fourth position in the list of top wicket-takers in international cricket with 949 wickets to his credit. The first three slots have been occupied by Muttiah Muralitharan (1347), Shane Warne (1001) and Anil Kumble (956) — all being spin bowlers.McGrath announced his retirement from Test cricket on December 23 in 2006.Awards and honours:The 2007 World Cup marked the end of his ODI career. He was honoured with the Player of the Tournament award for his outstanding bowling which was instrumental in Australia winning the title for the 4th time.He is also the leading wicket-taker in World Cups with 71 wickets under his belt.He was named a Member of the Order of Australia on January 26 (Australia Day) in 2008 for ‘service to cricket as a player’In the year 2008, McGrath was named Australian of the Year.McGrath was inducted into the ICC Hall of Fame in January 2013.last_img read more

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