Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now Your dream client has expressed their wishes. They’ve told you what they want to do, and it decreases the odds of your winning. The challenge is that by allowing them to control the process you massively increase the odds of losing the opportunity.You must respect your dream client and their wishes. But at the same time you also have to respect your sales process.Respect the ProcessYour sales process requires commitments.It requires that your prospect give you the commitment of their time.It likely requires a commitment to share the information that you need to help them build the right solution.It includes the commitments to bring other stakeholders, decision-makers, and decision influencers into the process.Any good process also includes gaining the commitment to resolve your prospective clients concerns as they reach the end of the buying process.Your process marches you through the stages from target to close. And, if you want to win, you must be every bit as respectful of that process as you are your prospective client’s wishes. These two ideas will come into conflict at some point in the process.This is where you need to be able to sell.Start Selling CommitmentsThe difficult challenge in selling is gaining the commitments you need when those commitments come into conflict with what your prospective client wants from you.It starts at the very beginning of your relationship. You ask for a commitment of time that your client doesn’t really want to give you. You sell the idea that you will create value in exchange for that time.Later you you are challenges with gaining information and you have to sell your prospective client on providing you the information by describing for them the value in allowing you access.You do the same thing when you gain access to additional stakeholders. You sell the reason that you need access and how both of you will benefit from that access.Selling is creating value and commitment gaining.And Be RespectfulBeing respectful of your client’s wishes doesn’t mean allowing them to take control of the sales process. It doesn’t requires that you allow them to go through the process without creating as much value for them as you possibly can—even when it isn’t easy.Being respectful especially doesn’t mean that you have to be so soft around conflict that you can’t address the requirements of your process that later help you to deliver what your dream client suggests they ultimately want.Respect your dream client. Respect their wishes. But also respect your sales process. Have enough respect for both your client and your process to negotiate the differences and do what’s right for both of you.
You can’t create breakthrough results in a short period of time. But you can take the first step of many right now. You can step onto the path and make a little progress.You can’t achieve major goals as quickly as you would like. But you can take the small, individual actions that lead to the milestones along the way. Those small steps don’t feel like progress, but each one moves you ever closer to your goal.You won’t win every battle you fight with your internal resistance. There will be days when your fear gets the best of you. But each time you rise to fight again, you weaken the enemy while you grow in strength.You can’t build the deep, meaningful, lasting relationships that make up the real value of your life quickly or without a great investment of time and emotional energy. But you can make deposits in those relationships by caring and being present when you are with the people who matter most.We overestimate what we can do in a short time and underestimate what we can do in a longer time.Because it is difficult to see the impact of small actions, we sometimes do nothing instead of taking some small action that will move us forward a little bit. There will be times when you have both the energy and a tailwind to make big gains. Take advantage of these opportunities. But the rest of the time, put one foot in front of the other and just move forward.It’s a little action every day. It’s showing up. It’s keeping at it. Bit by bit. Piece by piece.The breakthrough won’t be a dramatic single event. It won’t come with a parade, and no one will write songs about you. You’ll just look back at some point and see the great distance you covered.
A one-eyed fan of Australian cricket may remember the 2007 World Cup in the Caribbean as a memorable event in which the men from Down Under became champions for the third successive time, their fourth triumph in all. For most of others though, it was a World Cup they would much rather forget.Bob WoolmerThe spectre of Pakistan coach Bob Woolmer’s death will always be linked to the event, which failed to portray the colourful Caribbean cricket ethos.The blame for the insipid 16-team tournament should also lie with its long duration ( a month and a half) and the format (a Super Eight stage after the group matches). Also the fact that India and Pakistan, two of the biggest draws of the tournament, were knocked out after the pool games did not help matters.The over-priced tickets, faraway stadiums and stringent measures that stifled most of the traditional West Indian exuberance also played spoilsport.Add to that, the near farcical end of the championship with the final finishing in darkness.On the field, the biggest positive memory for cricket fans will be Adam Gilchrist’s squash ballaided hurricane 149 off just 104 balls to destroy any plans that the Sri Lankans had in the final.His opening partner, Matthew Hayden was the standout batsman of the tournament as he smashed 659 runs with three hundreds, including a 66- ball ton against South Africa – the fastest in World Cup history.The legendary Glenn McGrath ended his international career by claiming 26 wickets and being adjudged the player of the tournament.advertisementAmong other standout performances were Lasith Malinga, claiming four wickets in four balls, almost fashioning a miracle victory against South Africa, and Herschelle Gibbs smashing the hapless Dutch bowler Dan van Bunge for six sixes in an over.Australia had entered the World Cup on the back of five straight defeats, but as the tournament entered its business end, it became clear that it would be a major upset if Ricky Ponting’s men did not take the trophy.As it turned out, they did not have a close game in the competition and their unbeaten streak at the World Cup now stands at 29 matches. Brian Lara, in what was to be his swansong, failed to lift the hosts enough as they were ousted in the Super Eights. Off the field, England all- rounder Andrew Flintoff made news for all the wrong reasons when he capsized a pedalo after a defeat to New Zealand.It was the first World Cup which featured powerplays but most matches failed to provide any powerful performances.Bangladesh and Ireland made it to the Super Eights at the expense of India and Pakistan, which meant there were few close games.Sri Lanka thrashed the Kiwis in the first semi- final by 81 runs on the back of a hundred by captain Mahela Jayawardene and four wickets taken by Muttiah Muralitharan. There was great anticipation ahead of the Australia vs South Africa semifinal.But it proved to be a nocontest as the Proteas were reduced to 27 for five and the target of 150 was never going to challenge the Aussies.The final was a 38- overs- aside affair to start with due to early rain. Gilchrist had a look at the bowling for a couple of overs before launching his assault, which left Muralitharan, Chaminda Vaas and Lasith Malinga shell- shocked.Hayden, who had been the most dominant batsman of the competition, was made to look sluggish as the openers put on 172. Gilchrist smashed 13 fours and eight sixes and the final score of 281 for four seemed a mammoth target for the Lankans.After the early loss of Upul Tharanga, Sanath Jayasuriya and Kumar Sangakkara kept the fight going with a 116- run stand. But the rapidly rising asking rate took its toll and Sri Lanka were behind the eightball when play had to be stopped twice for rain and bad light.The Lankans had batted way more than the 20 overs that constitute a game, but the match officials decreed that 36 overs had to be completed to get a result. So the players had to return to complete the farce in utter darkness, ruining the Aussies’ victory celebrations.If that left a bitter taste in the mouth, it was nothing compared to tragedy involving Woolmer. The Pakistan coach was found dead in his hotel room in Kingston, hours after his team had been sent packing by the Irish. All kinds of conspiracy theories – matchfixing, murder, unrest in the team – did the rounds in the days that followed and even the Pakistan players were not considered beyond suspicion.advertisementA police inquiry later concluded that Woolmer died of natural causes, but that has not put all the questions to rest.Indian AngleAll was not well within the Rahul Dravid- led Indian team.Friction between coach Greg Chappell and several senior players meant the team was not at ease.The upset at the hands of Bangladesh in the opener put the players under immense pressure and though they thrashed minnows Bermuda, a loss to Sri Lanka resulted in the premature exit of one of the pre- tournament favourites.Legendary spinner Anil Kumble must have hoped for a better farewell from One-day cricket.Highlights of 2007The then coach of Pakistan team Bob Woolmer died under mysterious circumstances soon after the team’s loss to Ireland in the league stage.Matthew Hayden was the highest run getter in the tournament with 659 runs which included a 66- ball century against South Africa.In the 38- over- a- side final against Sri Lanka, Adam Gilchrist struck a 104- ball 149 as Australia won their third successive World Cup trophy.Herschelle Gibbs hit Dutch bowler Dan van Bunge for six sixes in an over and the South African remains the only player to achieve the feat in One- day Internationals so far.
Solskjaer: Man Utd not about STUPID square and backpassesby Paul Vegas9 months agoSend to a friendShare the loveManchester United boss Ole Gunnar Solskjaer says it’s important the team plays in the club’s best traditions.Until now he has been careful not to criticise the work of his predecessor, but he looks to have let his guard down for the first time in an interview with Malaysian TV station Astro Supersport.Solskjaer said: “Man Utd is built around, attacking football and going forwards, not stupid square and backpasses.”The comment about square passes is thought to have been a direct reference to the style of play he discovered in his squad when he arrived just before Christmas. Solskjaer joined Teddy Sheringham on Astro Supersport after the 1-0 win over Tottenham, and was asked by his former team-mate what he needed to change.The United boss said: “The first thing you talk about is that you do need to smile when you are a Manchester United player, you do enjoy it because when it’s over, you miss it.“It’s about at attacking, it’s about pace, power, attack quickly.”I know we didn’t have the best of pace but we still attacked.“That’s what Man Utd is built around, attacking football and going forwards, not stupid square and backpasses.” About the authorPaul VegasShare the loveHave your say
The Ohio State softball team (7-5) returned the bulk of its offensive production from last season, but through its first 12 games of the 2017 season, the best offense has come from a newcomer — sophomore shortstop Lilli Piper, an Akron transfer.Piper has made an immediate impact for the Buckeyes since her arrival before the season. She leads the team in hits, RBIs, multi-base hits and has the team’s second-highest slugging percentage.Before putting up those team-leading numbers, Piper had to adjust to a new environment and group of teammates.“It was almost like starting freshman year all over again,” Piper said. “I was kind of finding my niche in the program and what they wanted to do and what they wanted from me. I was just getting used to the girls, getting used to the team, making new friends and a new family.”Complicating matters, Piper wasn’t just switching teams, she was switching sports. Though she did play softball at Akron, Piper was on scholarship with the basketball team and spent extensive time on the hardwood.“Going from playing basketball year-round for years to stopping and completely switching was definitely another switch in my head that had to come on and a different mentality,” Piper said. “Playing both sports really helped me become the athlete and player today when it comes to softball.”The changes didn’t seem to hinder Piper. She earned a starting spot before the season, beating out freshman shortstop Amy Balich, and exceeded expectations at the plate. Before the season, OSU coach Kelly Schoenly said Piper proved she could handle the job defensively, but was waiting to see what she could add offensively. Obviously, she’s more than proven herself at the plate.Senior pitcher Lena Springer said she knew immediately Piper was going to add a lot to the Buckeye offense.“I actually thought that the first day of practice, when she first stepped foot on the field,” Springer said. “I remember I was throwing batting practice for her one day and I was like, ‘Woah, this kid’s got a bat.’”Despite the immediate success, Piper knows she must keep working, or she will lose her spot as quickly as she got it.“Every single day, every game you’re fighting for a spot on the field,” Piper said. “That’s what kind of pushes me, that nothing is guaranteed. So, coming out there it’s working every single day to be out on the field and earning the right to be on the field. That’s the mentality I had.”Piper will look to continue her hot hitting at the Central Florida Tournament, where the Buckeyes will face Georgia, Central Florida, Delaware State and Mercer.
Ohio State Utility player Noah McGowan (4) hits the ball foul during the sixth inning of Ohio State’s 2-1 win against Cal State Northridge in extra innings on Friday, March 16, 2018 at Nick Swisher field in Bill Davis Stadium in Columbus, Ohio. Credit: Ebo Amissah-Aggrey | Lantern ReporterThe Ohio State baseball team’s offense appeared dead at the start, but came alive ferociously in the fourth inning.The Buckeyes (19-8, 2-1 Big Ten) rode a tumultuous wave of momentum and held on for a 15-14 win against the Nebraska Cornhuskers (14-14, 2-4 Big Ten) in a crazy Easter Sunday rubber match at Bill Davis Stadium.It was an important series victory to open Big Ten play for the Buckeyes.“Next two weekends are gonna be on the road,” head coach Greg Beals said. “You need to win your home series.”The Cornhuskers responded to a 15-3 run by the Buckeyes that put Ohio State up 15-6 with eight unanswered runs to close the ball game. They had the tying run in scoring position in the top of the ninth with two outs, but senior Ohio State reliever Seth Kinker struck out sophomore Joe Acker to record his sixth save of the season.Junior catcher Jacob Barnwell started the offensive fireworks with a bloop single that fell into right field, scoring third baseman Conner Pohl.Sophomore right fielder Dominic Canzone laced a ball down the line two batters later, and the ball short-hopped a diving Mojo Hagge for a two-run double. He scored on a single through the left side by junior shortstop Kobie Foppe, ending a four-run Ohio State inning.In the fifth inning, Canzone drove a two-run single with the bases loaded to increase his team’s lead to 8-3.From there, the Ohio State batters continued to go ham on a variety of offerings from a smattering of Nebraska pitchers. Pohl punched a two-run single up the middle against freshman Paul Tillotson, then Barnwell sacrificed another home against junior Zack Engelken in the sixth.Senior first baseman Noah McGowan bounced a three-run blast off the top of the right-center field wall off freshman Max Schreiber in the seventh for his team-leading sixth home run of the season.“Hitting’s contagious,” Beals said. “Everything that happens in baseball is contagious.”Nebraska’s offense resurrected itself soon after with a five-hit, six-run eighth aided by a Pohl throwing error and a pair of walks. Kinker, arguably Ohio State’s best pitcher, entered to face Nebraska’s best hitter in senior Scott Schreiber. Schreiber represented the tying run with two outs, but Kinker was able to strike him out to end the eighth inning.“Throughout the series, you try to find a hole in someone’s swing. There wasn’t a hole,” Kinker said. “So I was thinking in my head ‘I don’t want to let this guy get his hands extended. If I’m gonna throw this slider, I need to throw it maybe for a strike but just out of the zone where he can’t do much with it.’” Schreiber provided the initial jolt for Nebraska with a two-run homer over the right field fence back in the top of the seventh, his third of the weekend to make it an 11-5 game.Ohio State and Nebraska combined for an incredible 41 hits on the day.Redshirt senior Adam Niemeyer recovered from his shaky start for the Buckeyes with a pair of eggs on the scoreboard in innings four and five. He finished allowing three runs on seven hits over five innings of work to earn his second win of the year.
Torino have reportedly had an approach from Arsenal for star forward M’Baye Niang, claims reports from ItalyThe Gunners have set their sights on a move for the Senegal international in this summer transfer window and have made contact with Torino over the prospect of signing Niang.But Tutto Mercato Web claim that an official bid has not been lodged yet and that Arsenal have just enquired for the time being.But new head coach Unai Emery may be set to step up his interest in Niang in the near future with the Premier League’s summer transfer window to close on August 9.Merson believes Arsenal should sign Sancho Manuel R. Medina – September 14, 2019 Borussia Dortmund winger Jadon Sancho might be the perfect player to play for the Gunners, according to former England international Paul Merson.But the Spaniard will have to make a decision soon with Bundesliga giants Borussia Dortmund also interested in making a move for the 23-year-old.Since replacing Arsene Wenger at Arsenal this summer, Emery has already signed five new players with Ligue 2 side Lorient’s Matteo Guendouzi being his latest arrival.
The Paris Saint-Germain coach is keeping quiet especially about Edinson Cavani’s chance of playing on Tuesday against NapoliUruguayan striker Edinson Cavani has been struggling with injury for some time.But Paris Saint-Germain manager Thomas Tuchel won’t confirm if the South American will be able to play tomorrow night against Napoli in the UEFA Champions League.“I can’t say, it’s Monday afternoon so I can’t say who will play,” Tuchel said according to Football Italia.PSG ultras sent a warning letter to Neymar Manuel R. Medina – September 14, 2019 Brazilian superstar Neymar might play today his first game of the season for Paris Saint-Germain and the team’s ultras have warned him.“Cavani is with us and he’s trained, we’ll see later.”“You always say that we’re favorites, that Napoli are small or outsiders. We know it’s a huge challenge though, the 2-2 in the first game was well deserved. We could have done better but for 30 minutes we were not at our level,” he added.“Napoli are a strong team, they’ve been playing together for a long time. They have an understanding, quality, and defensive discipline.”“It’ll be a big challenge but we want to win, this is the second half after the 2-2 in the first. We’re coming off two beautiful games against Marseille and Lille,” he commented.
Facebook Twitter Google+LinkedInPinterestWhatsApp Related Items: Facebook Twitter Google+LinkedInPinterestWhatsAppKINGSTON, Jamaica, October 19, 2016 – Prime Minister, the Most Hon. Andrew Holness, has urged Wisynco Group Ltd., the sole manufacturer of styrofoam in Jamaica, to consider the development of environmentally friendly alternatives to the product.Following a tour of Wisynco’s White Marl complex in St. Catherine today (October 19), Mr. Holness issued a challenge for the company to identify products within the Jamaican environment that could be creatively used to replace Styrofoam. He suggested the hemp plant could be utilized in creating a substitute for the product. “I am challenging you, the captains of industry to see what… can be used to propel innovation, to bring new products to market that create new streams of manufacturing, that employ new people (leading) to more sales, which drive growth,” he said.The Prime Minister’s tour of the facility follows the Senate’s recent approval of a private member’s motion proposing a ban on Styrofoam and plastic bags. The motion, brought by Government Senator, Matthew Samuda, noted that Styrofoam and plastics take an inordinately long period of time to break down in the environment, and create a major problem at landfills. He suggested the use of containers made from cardboard or other biodegradable materials.Mr. Holness, in stating that the Government is pushing for inclusive and sustainable growth, highlighted the problems brought on by inappropriate disposal of plastics and Styrofoam. He noted that while banning the products may not be the solution, the issue must be debated in keeping with the country’s democratic processes, adding that the discussion will serve to stimulate public discourse on the topic.The Prime Minister, in the meanwhile, commended the company on initiatives it has already taken to reduce the impact of its products on the environment, as well as the move to add a biodegradable component to its foam items, which will allow them to break down in about five years. “It is good for us to know that you have already started to use technology to ensure that your products are not harmful in the long term to the environment, and I think that should be included in the conversation about the potential ban on Styrofoam,” he said.Mr. Holness said the Government, in the short term, will have to look at ways to improve waste management. He reiterated the intention to pursue a waste-to-energy solution, which he believes will create an economic motive for persons to more adequately manage waste products.Chairman of Wisynco Group Ltd., William Mahfood, in highlighting the steps taken to reduce the company’s carbon footprint, noted that balancing human capital, the environment and business sustainability is important to the entity. He said it is crucial that a holistic look be taken of the impact that instituting the proposed ban on Styrofoam would have on consumers and the approximately 2,000 employees of the company. Wisynco Group has been producing Styrofoam for more than 35 years.
Both teams are on the top four clubs of the 2018-2019 English Premier League season with only six points of differenceArsenal and Liverpool are currently in 4th and 2nd position, respectively, in the English Premier League.But only six points are what separates both teams. And for the Gunners’manager, Unai Emery, the distance is not big.“Some teams are more advantaged than us. One of which is very clear, Manchester City,” Emery told Sky Sports.“The difference at the moment between Liverpool and [us] is not very big, but it is an important difference also.”Report: Origi cause Klopp injury concerns George Patchias – September 14, 2019 Divock Origi injury in today’s game against Newcastle is a cause for concern for Jurgen Klopp.Perhaps with one eye on Tuesday’s trip to Italy…“We are now in terms of points, performances and the goals we’re scoring, with Chelsea and Tottenham. This is the reality. We want to progress but we are not thinking of them,” he added.“It’s a big challenge because it is away and we need to improve our mentality away.”“We know we need to change. We need to be more competitive away. I think the team is doing that,” he commented.“It is a new challenge [against United] and the challenge is bigger than other matches.”