For 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.
Read Next LOOK: Loisa Andalio, Ronnie Alonte unwind in Amanpulo for 3rd anniversary Don’t miss out on the latest news and information. For the complete collegiate sports coverage including scores, schedules and stories, visit Inquirer Varsity. LATEST STORIES View comments E.T. returns to earth, reunites with grown-up Elliott in new ad TNT dismantles Ginebra, gets spot in top 4 Photo by Tristan Tamayo/INQUIRER.netUniversity of Santo Tomas is embroiled in a misery-filled start in the UAAP basketball season going 0-4 to stay at the bottom of the eight-team ladder.This is the worst start for the Growling Tigers in more than a decade since they won the big prize back in 2006, and with three games left in the first round—including matches against Ateneo and La Salle—UST is down on its luck.ADVERTISEMENT The Growling Tigers even led 22-12 at the start of the second quarter and held up until the break with a 36-31 lead.FEU staged an 18-3 run in the fourth quarter to take a 67-51 lead and that was enough for the Tamaraws to keep the Growling Tigers at bay.Faundo, who had 16 points and 11 rebounds against the Tamaraws, vowed that UST will come back in the remaining three games of the first round.“We’ll work even harder in practice and we won’t think about the 0-4 record,” said Faundo. “We’ll push ourselves every day in training.”ADVERTISEMENT And although UST dug its own pit, power forward Jeepy Faundo said the Tigers won’t give in.“Of course, there’s some panic in there but we won’t succumb to the negatives because if we do that we’d just out ourselves down even more,” said Faundo in Filipino Saturday at Mall of Asia Arena.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“We will motivate ourselves because once we doubt ourselves that’s when you know you’ll be in a tough spot.”UST’s latest defeat was a7 frustrating 78-65 loss to Far Eastern University, a game the Growling Tigers allowed to slip away from them after putting up a decent fight in the first half. Fire hits houses in Mandaluyong City Brace for potentially devastating typhoon approaching PH – NDRRMC Nonong Araneta re-elected as PFF president Frontrow holds fun run to raise funds for young cancer patients BSP sees higher prices in November, but expects stronger peso, low rice costs to put up fight Kammuri turning to super typhoon less likely but possible — Pagasa MOST READ Sports venues to be ready in time for SEA Games PLAY LIST 00:59Sports venues to be ready in time for SEA Games00:50Trending Articles01:00Chief Justice Peralta on upcoming UAAP game: UP has no match against UST01:37Protesters 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
The PSL punished Soltones on Monday for supposedly violating the One League Policy after the former three-time NCAA MVP, who was signed with Iriga in the ongoing PSL Grand Prix, suited up in the 2017 PVL All-Star Game.Palou argued the “ridiculous” penalty, noting that the former San Sebastian hitter “has no contract with the PSL.”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“She is only on loan to the team of Iriga as her mother league is the PVL,” the league executive wrote.Palou also thinks Soltones did nothing wrong as the PVL All-Star Game was done for the benefit of HERO Foundation, a foundation established to raise scholarship funds for children of soldiers who gave up their lives in the line of duty. MOST READ Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:37Protesters 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 Read Next Typhoon Kammuri accelerates, gains strength en route to PH LATEST STORIES Japan ex-PM Nakasone who boosted ties with US dies at 101 CPP denies ‘Ka Diego’ arrest caused ‘mass panic’ among S. Tagalog NPA “I don’t see anything wrong with what Gretchel did. In fact she should be commended for helping in this fund-raising event by her participation,” he said.The All-Star event has been staged yearly by the PVL to benefit a charitable institution or victims of calamities.Palou also stressed that the 2017 PVL All-Star has been scheduled at the start of the season, even before Soltones was borrowed by Iriga to play in the PSL.ADVERTISEMENT QC cops nab robbery gang leader, cohort Kammuri turning to super typhoon less likely but possible — Pagasa Photo by Tristan Tamayo/ INQUIRER.netEmbattled open spiker Grethcel Soltones found an ally in Sports Vision, the organizer of the Premier Volleyball League, following her one-year ban and P50,000 fine handed out by the Philippine Superliga.“The suspension and hefty fine on Soltones by the PSL officials is absurd and totally uncalled for,” Sports Vision president Ricky Palou said in a statement released to the media on Tuesday.ADVERTISEMENT Brace for potentially devastating typhoon approaching PH – NDRRMC John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding Don’t miss out on the latest news and information. Stronger peso trims PH debt value to P7.9 trillion LaVar Ball wants son Lonzo to shoot more: ‘You’re not going to make it if you don’t take it’ View comments
Andrew Robertson: Liverpool will remain humbleby Paul Vegasa month agoSend to a friendShare the loveAndrew Robertson says Liverpool will not make the mistake of underestimating opponents this season.The Reds blew their Premier League lead to Manchester City last season with some poor results against smaller clubs.Asked if Liverpool could underestimate an opponent, he said: “No, we prepare for every game as if it’s our last because that’s the only game that’s in front of us.”Every game is like a cup final and that’s the game in front of us. Last season we were very good at never looking too far ahead at the games that you class as big games. Newcastle away last season, for example, we took care of that after Barcelona away.”We had Barcelona at home three days after but we took care of the games that we had to take care of because the next game is the most important.”That’s the attitude that we’ve taken and we can’t look at a busy September period because Newcastle had to be taken care of today. Luckily we’ve done that and now we focus on Napoli.”We don’t look too far ahead but we just focus on the next game because that’s how we get the best out of ourselves.” About the authorPaul VegasShare the loveHave your say
New Delhi: A Delhi court Saturday dismissed the bail plea of Sushen Mohan Gupta, an alleged defence agent arrested in the Rs 3,600 crore VVIP chopper case. Special Judge Arvind Kumar refused to grant the relief to Gupta whose judicial custody expires on Saturday and an order is yet to be passed on it. He was arrested by the Enforcement Directorate under the Prevention of Money Laundering Act (PMLA). The probe agency had said Gupta’s role in the case came to light on the basis of disclosures made by Rajiv Saxena, who has turned approver in the case after he was deported from the UAE and arrested by the agency here.
The Philadelphia 76ers are one loss from tying the NBA record for longest losing streak. And barring an enormous upset on the road against the Houston Rockets on Thursday, they’ll tie the 26-game run of futility by the Cleveland Cavaliers in 2010-11. The Sixers have a better chance of losing their last 11 games of the season than they do of beating the Rockets to avoid matching that ignominious record.But in a lost season in Philly, fans have two reasons to hope the 76ers can keep from setting a new losing-streak mark. First, up next after Houston is a home game Saturday against Detroit. The Sixers have a 1-in-3 chance of winning that one. Second, they’ve played well recently, in the latest demonstration that wins and losses alone don’t show how well a team is doing.An NBA team’s probability of winning a game depends on its performance level as measured by Basketball Reference’s Simple Rating System, its opponents’ SRS, and home court. Incorporating all three factors,1I used SRS — a formula based on teams’ margin of victory and schedule strength — regressed to the mean by adding seven games of league-average play, as suggested by my colleague Neil Paine last year. Then I used the formula for win probability outlined by Justin Kubatko last year on his blog. I found that Philadelphia has a 4 percent chance of beating the Rockets on Thursday. Houston is more than five points per game better than league average, and will play with home-court advantage against a Sixers team with a typical level this season of 11.5 points per game below average.So, let’s say the Sixers lose to Houston as expected. Then Detroit comes to Philadelphia, with a losing-streak record on the line. The Pistons are three points below league average, and will be playing on the road. Philadelphia has a 34 percent chance of winning the game, and a 33 percent chance of breaking its losing streak. (I’m accounting for the minuscule probability that the 76ers beat the Rockets first.)Detroit is the second-easiest game left on Philly’s schedule, after a home date with Boston in the season’s penultimate game. The Sixers have a 38 percent chance of winning that one, but just an 8 percent chance of breaking their streak in that game, because most likely it will have ended before then.I ran the numbers on Philly’s chance of winning each remaining game, as well as of breaking the streak in each game. The latter probability is lower than the former for each game after the one against Houston, because two conditions must be met: Philly must win, and must not have won before. Based on these calculations, Philadelphia has a 12 percent chance of finishing the season on a 36-game skid — or three times its probability of beating Houston on Thursday.Some factors might make it easier for Philly to win than these probability calculations suggest. Opponents that have clinched their playoff spot and seed, or that have been eliminated from the postseason, might rest their stars. Then again, no team wants to lose to an opponent with a losing streak of 25 games — or longer.There’s another reason Philly’s chances might be better than they look: In the Sixers’ last five games, they’ve been closer to mediocre than terrible. I evaluated their performance level by taking their margin of defeat in each game, adjusting for home-court advantage2The average home team wins games this year by 2.57 points per game, through Monday, the day Philadelphia last played. and opponent strength.3Based on SRS, regressed to the mean with seven league-average games. In four of the last five games, the Sixers have played better than their typical level this season.4Again, regressed to the mean with seven average games. Without that step, Philadelphia is an even worse 11.5 points below league average. They were within five points of league average in their one-point home loss to the Knicks, and were even better in a nine-point road loss to the East-leading Pacers. In that game — in which Philadelphia trailed by three with under two minutes left — the 76ers performed at a level just two points below league average.Moral victories don’t end losing streaks. But they could bode well for Philly’s chances. Already, the Sixers have attained their best average level over five games since the five games that immediately preceded the start of their losing streak, in which they went 2-3.5The last of those five games was their last victory, and it could easily have been a defeat: Philadelphia trailed Boston by a point before Evan Turner’s last-second shot. If Boston had won that game, and all subsequent events were unchanged, Philly’s losing streak would now stand at a record 29 games. Philadelphia’s average level over its last five games — 7.2 points below league average — is 10.5 points better than its level during the 25-game losing streak. It’s also better than the 76ers’ average level during three separate 2-3 stretches earlier in the season.So, over the last five games, the Sixers have improved to a level somewhere between the Orlando Magic and the Milwaukee Bucks, the two teams just above them near the bottom of the league power ratings. Does that mean the chances of the 76ers winning their remaining games, and of ending the streak, have gone up? History doesn’t provide many precedents. Just six other NBA teams have had losing streaks of more than 20 games. Two of those streaks extended over two seasons, and any effect of the team’s level at the end of the first season was unlikely to carry over to the start of the next season. The Charlotte Bobcats lost their last 23 games of the season in 2011-12, and showed little sign of winning a game near the end: Their performance in four of their last six games was more than 20 points below league average.That leaves three teams that broke losing streaks of longer than 20 games during the regular season: the 1995-96 Vancouver Grizzlies, in the first year of the franchise; the 1997-98 Denver Nuggets; and the 2010-11 Cavs. The Grizzlies suffered the worst loss of their 23-game losing streak two games before ending it. The Nuggets showed no signs of improvement near the end, performing at least eight points below average in each of their last eight losses. The Cavs, though, signaled their potential toward the end of their record 26-game streak: Their best five-game run of the streak came in the last five games, including a three-point loss in Dallas against a strong Mavericks team two games before Cleveland finally won, beating the Los Angeles Clippers in overtime.These streaks had at least one thing in common: All three teams won their first game in more than 20 against teams performing at a level more than two points below average. So circle that game against Detroit, Sixers fans — and be ready to circle the home game against Boston if Philly doesn’t get it done against the Pistons on Saturday.
Members of the OSU women’s golf team. Credit: Courtesy of OSUIn each of the past two seasons, the Ohio State women’s golf team has celebrated a Big Ten championship — but with a catch. While OSU’s name has appeared on the trophy, it has done so as a co-champion.Now with a chance to stand alone as champion for the first time in the three-year span, the Buckeyes are gearing up for the Big Ten tournament this weekend.After securing a second-place finish at the Lady Buckeye Spring Invitational last weekend, the team will attempt to carry that momentum into the conference championship.“We are peaking at the right time,” said junior Jessica Porvasnik. “We just finished second at our home tournament, and we’re looking forward to the Big Tens this week.”Coach Therese Hession said she has been happy with her team’s solid season thus far but is hoping that the team can produce a couple of standout performances during the postseason.“We’ve had a pretty steady season. We’ve only really had one bad tournament in my opinion, so we’ve been very consistent,” Hession said. “If we can get one or two people to break out of the pack a little bit and post some under-par scores, I think that’s something we’re really going to need heading into this weekend.”One of the team’s goals is to win the Big Ten title outright. Despite being the two-time defending Big Ten champions, both team titles have been shared with other schools: Michigan in 2014 and Northwestern in 2015. Northwestern is currently ranked No. 15 in the country and has been the clear front-runner in the conference during the regular season.Despite the Wildcats being the favorite to win the conference title, Hession said they’re vulnerable.“Last week (Northwestern) shot 30 over par in a tournament, though, and lost by 42 strokes, so that’s the thing about women’s golf this year, there’s so many good teams,” Hession said. “You never know what’s going to happen week to week. So, you know, hopefully this will be our week.”OSU freshman Jaclyn Lee. Credit: Courtesy of OSUThe Buckeyes think a key to the weekend will be following their plan and knowing when to push for certain shots.“Be aggressive when you can be aggressive,” Porvasnik said. “Strategically, I think everyone needs to figure out when is the time to go for it and when not, and I think making the right choices is really going to benefit us in the long run.”Porvasnik, who finished fifth at last weekend’s home tournament, won the Big Ten tournament individual title as a freshman and is hoping to recreate her success from two years ago.“I definitely want to win the Big Ten again, but I’m just focusing on small goals and going into it just sticking to our game plan and playing smart golf,” she said.Four of the six Buckeyes competing have played on the course before, so they are familiar with its challenging elements. Hession said she thinks driving and putting execution will be critical components in the formula to win a Big Ten championship.“I would say hitting greens in regulation and staying out of the rough will be one factor,” Hession said. “You know it always comes down to if it’s your week, making some putts, and I feel like we’ve worked a lot on putting and trying to get the ball in the hole. Hopefully those two things come together, and it should work out pretty well then.”The Buckeyes are scheduled to begin play in the Big Ten tournament on Friday at The Fort Golf Course in Indianapolis.
With the clock ticking toward zero and the game in the balance, the No. 10 Ohio State women’s basketball team had a decision to make.Needing a basket to win the Big Ten Tournament Championship, who takes the last shot for the Buckeyes?The decision wasn’t too difficult to make. Center Jantel Lavender drew a foul and nailed a pair of free throws with 1.9 seconds remaining to propel the Bucks (30-4) over Iowa (19-13) with a 66-64 victory and into the Big Ten Tournament title Sunday in Indianapolis.Lavender was firing on all cylinders against the Hawkeyes, scoring 35 points and grabbing 10 rebounds.She scored 23 of OSU’s 33 points in the second half, when the Buckeyes made a furious comeback, rallying from a 49-33 deficit to eventually tie the game at 60-60 with five minutes to play.The junior center from Cleveland, Ohio, made 14 of her 25 shot attempts and all seven attempts at the free throw line.The teams arrived at the championship bout on completely different paths.Ohio State won the regular season championship, its sixth in a row, with four games remaining on its conference slate.At 10-8, Iowa finished five games behind the Buckeyes in the final regular season standings. But the Hawkeyes beat Penn State 82-75 and upset No. 23 Michigan State 59-54 to reach the title game.It appeared they would finish off their Big Ten blindsiding when they jumped out to the 16-point advantage, but Lavender’s relentless effort in the post earned OSU its second consecutive conference tournament title and an automatic bid to the NCAA Tournament.
The 4th Street bars are open until 8 a.m., and fans are stuck deciding between continuing on into the late night derby eve festivities, or making sure they sleep just enough to be able to tailgate in a few hours.Often times for college co-eds, derby eve wins out.Then comes the actual day of the derby, when fans battle the imminent hangovers to fire up the grills, sip on screwdrivers, and start tailgating at 9 a.m., five hours after they had left the bar the night before.After seven hours of burgers, brats, beer and corn-hole, it’s race time.But the lowly college kids don’t get to sit in the stands next to Denzel or Madonna. They pay $40 to wade through the mud-ridden swampland that is the infield.At first glance, the infield is so big it’s hard to tell there is a horse track bordering it. Where there aren’t vendors, betting windows and porta-johns, there’s mud — lots and lots of mud.After placing their bets, fans hit the infield.Meandering around the infield, there was actually a lot to do. Mostly though, it consisted of the most intoxicated 5 percent of the crowd putting on a show for the rest of the fans.When these dedicated fans weren’t mud-wrestling, they were being carried out in handcuffs or stretchers.Then finally, at 6:30 p.m. it was time for the race. Drinking, eating and avoiding sleep for the last 24 hours, all for this two-minute long race.From the infield, about a 30-yard stretch of the race can be seen, at best. The race was shown on a giant scoreboard though, and when it started, the entire infield roared. Fans watched as Super Saver moved toward the front, and by the time they got to the end of turn-two, Super Saver ran by, leading the pack.Super Saver won the race, the bed of roses and the prize money.Only at the Kentucky Derby can one spend $200 and 48 hours celebrating, see horses for all of five seconds, and still have it be one of the highlights of the year. Kentucky is known for more than basketball and cheap tobacco.The Kentucky Derby, now in its 136th year, is the oldest continuous sporting event in the U.S. It is as seasoned in years as it is in tradition.Bonnets, derby pies and mint juleps are just some of the common traditions seen at the derby.But it’s the things NBC doesn’t televise that make the Kentucky Derby so great, for the college kid at least.The derby, to college kids in Louisville, is like New Years meets the Fourth of July meets the OSU-Michigan game.Derby eve is almost as big as derby day itself.Fourth Street (the Louisville equivalent of High Street) was closed off all evening, the cheapest draught beers were $8, and the cover charges to get into any of the bars lining the streets were as much as $40. Oh, and there was a little stage in the middle of the street, where 3 Doors Down played a full set list for all the bar-goers to hear.As midnight approaches on derby-day, the bars shut off their music and all of Fourth Street counts down in blissful drunken harmony to the day the whole state seems to revolve around.For the horses, the derby is a sprint — but for fans it’s quite the marathon.