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

Ashok Gehlot, Joshi lock horns over Rajasthan cricket bodies

first_imgChief Minister Ashok Gehlot backed Sports Council of Rajasthan is targeting Rajasthan Cricket Association , which is headed by his rival CP Joshi – Union Minister for Surface Transport.The sports council is headed by Shiv Charan Mali, who is considered very close to Gehlot. He was appointed as its head on Joshi’s suggestion as a bargain for withdrawing from the race for election to RCA president in favour of Joshi.The Council has declined to give RCA stadium for Irani Trophy matches due in fourth week of September on the grounds that the memorandum of understanding between the two has expired on July 21.RCA moved court of metropolitan magistrate in Jaipur demanding that it be allowed to use the stadium as government has given permission to go ahead with the MoU. But the court dismissed it. Now, RCA plans to appeal against this order.The Council has in the past tried to create hurdles in functioning of RCA on petty issues by locking the gates of the stadium or refusing to let repair works done before crucial matches. It is because Mali’s first love was to head cash-rich RCA.Joshi is known for his erratic handling of the RCA. At times he takes full control of the RCA and at other times, he leaves it entirely to the RCA secretary KK Sharma, who is also his man.RCA has been facing problems in its financial matter of late. The Public Accounts Committee of Rajasthan assembly has ordered it to pay Rs 4 crore dues to police and home department in lieu of security provided for the matches. Recently, RCA’s accounts were frozen by Income Tax department to claim its dues.advertisementlast_img read more

HapagLloyd Names Its New Neopanamax Boxship

first_imgGerman shipping giant Hapag-Lloyd officially named its Neopanamax containership Santos Express in Brazil on November 21.“On this special occasion, we wish the crew fair seas and a safe return home,” the company said.The 116,000 gross ton Santos Express was delivered to its owner in late April 2017 from South Korean Hyundai Samho Heavy Industries shipyard.The 10,500 TEU boxship, which features a length of 333 meters and a width of 48 meters, will ship cargo between North Europe and South America.The Valparaíso Express class vessel is the last of the five vessels of the newbuilding series with 10,500 TEU capacity in South Korea.World Maritime News Staff; Image Courtesy: Hapag-Lloydlast_img read more

Your Chance To Meet The Script

first_imgHere’s your chance to meet The Script at an upcoming US show of your choice.A new charity auction benefiting Musicians on Call is giving you the chance to meet the three Irishmen who are as direct – as impassioned – as their songs.The Script’s fourth album, No Sound Without Silence, is the sound of a band firing on all cylinders and channeling the momentum of their last, rocket-powered campaign. They finished touring #3 at the end of last year, took a scant couple of weeks off, then quickly re-entered their studios in London and Dublin.Musicians on Call brings ive and recorded music to the bedsides of patients in healthcare facilities.To make a bid, click here.last_img read more