How to Professionally Poison The Well

first_imgSpeaking poorly about your competitors is poor form. It can make you look petty, jealous, and; as if you are trying to build yourself up by tearing them down. That said, you do need to be able to differentiate yourself and your offering from your competitor’s.One way to do this is to speak highly of your competitors as individuals and companies, and attack their business model instead (I mean “business model” in the broadest sense here). The fact of the matter is, your competitors are doing good work or they wouldn’t have the clients they have, and a lot of the people that work there are smart, hardworking people. It’s also true that they do things differently, and those differences are not insignificant.The best time to inform your prospective client that your price is higher is as early in the process as possible. It’s also the best time to educate your dream client as to why your price is higher, how it results in better results, how it results in a lower cost, and why you have made different choices from your competitors.This is how you ensure every competitor with a lower price is recognized as requiring your prospective client to make concessions, or poison the well.If your prospect invests less in areas important to producing the results your dream client needs, explain that many people in your industry (not naming names) make much lower investments in these areas so they can provide the lower price. Then explain why those investments are important, and how a lower investment puts their results at risk.You also explain that you do some things differently than your competitors. If there are things that you do that are necessary to producing better outcomes, you need to explain what they are and why you go to the extra effort. Then you have to explain that other companies make different choices and that you have discovered that choices require concessions that your clients are unwilling to make. This is why you do things; it is what is truly necessary.As you share these ideas, you are providing your prospective client with an understanding of their choices, and the questions they are going to ask your lower priced competitors. You are also establishing yourself as differentiated, better, and worth paying more to obtain. The time to establish this is early, and the longer you wait to do so, the less effective this approach will be.You may not win this game every time. But you will win more often, and you will sell at margins that allow you to deliver the outcomes you sell.last_img read more

Kia import Johnson goes back to drawing board after subpar debut

first_imgFernandez enjoys coaching players from other schools in NCAA All-Star Biggest Pogo service provider padlocked for tax evasion Trump signs bills in support of Hong Kong protesters PBA IMAGESANTIPOLO—Kia reinforcement Geron Johnson said he will reevaluate his mistakes after putting up a disappointing performance in their 118-97 loss to Blackwater in the PBA Governors’ Cup Friday.Johnson, who played first game in the PBA, finished with 28 points on 12-of-26 shooting, only had four rebounds and turned the ball over nine times.ADVERTISEMENT Hotel says PH coach apologized for ‘kikiam for breakfast’ claim LATEST STORIES Celebrity chef Gary Rhodes dies at 59 with wife by his side Robredo should’ve resigned as drug czar after lack of trust issue – Panelo 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 Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Don’t miss out on the latest news and information. Sports Related Videospowered by AdSparcRead Next MOST READ NATO’s aging eye in the sky to get a last overhaul “It wasn’t the way I wanted to start, so I’m trying to get the film and I got to go back to the drawing board,” said Johnson at Ynares Sports Center here in Antipolo. “It’s just showing that I got to come more prepared for Philippine basketball.”Compounding Johnson’s worries was the Picanto’s miserable 0-8 record, a statistic he only knew about when he talked to the reporters after the game.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 openingJohnson replaced Markeith Cummings who played for Kia for the first seven games of the conference.“It’s my first game so I’d definitely see what I have to do,” said Johnson. “I will come out harder next game.” Lacson: SEA Games fund put in foundation like ‘Napoles case’ View commentslast_img read more