Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now Is the conversation that you want to have with your dream client around something vital? Is it something so important, so necessary that it should command their attention?Not ProductIn some rare cases, your product may rise to the level of being vital, demanding your dream client’s time, attention, and resources. This may be true when they are struggling to obtain whatever it is you sell, but less likely if they are already getting what you sell from your competitor. When the latter is true, when they already have what they need, the tiny improvement your product might produce is not a critical issue.Not ServiceService issues and failures can disrupt a business, creating a strategic issue in an area where one would not exist if their current partner was executing well enough. Unless the day-to-day issues rise to the level that make it worth suffering through the switching costs, you aren’t like to displace your competitor by promising a better experience when your prospect has learned to live with the challenges that happen in the normal course of business.Not a Few PenniesYou might be able to produce a better turn on the investment your prospect makes, and you may be able to reduce their pricing and show them some savings. There are, believe it or not, some salespeople and sales organizations that still lead with a lower price as a way to reduce their prospect’s costs as a way to improve the ROI. Sophisticated, savvy business people aren’t easily lured into changing partners for a lower price because they know that they are taking money out of their solution. Because saving a few pennies doesn’t move the needle, it isn’t a vital issue (and when saving a few pennies is vital, your prospect may not be doing well).What makes something vital is how important it is to producing the necessary or critical outcomes your prospect needs. The things that rise to being vital tend to be the more strategic outcomes, things that contribute to the goals and the direction of the people who decide when—and if—they are going to entertain the idea of changing what they are doing.When you show someone your product in the first five minutes of a call, you have identified yourself as someone who wants to talk about something non-vital.
The Odisha government on Tuesday decided to celebrate the 150th birth anniversary of Mahatma Gandhi for two years from October 2 this year. The decision was taken at a meeting chaired by Chief Minister Naveen Patnaik at the Secretariat here. He said people belonging to all sections of society will be involved in the anniversary celebrations in the State.Observing that Mahatma Gandhi wanted to develop society on the principles of truth and non-violence, Mr. Patnaik said that he had proposed to include ‘Ahimsa’ in the preamble of the Constitution.Leader of the Opposition in the Assembly Narasingha Mishra, former Chief Minister Giridhar Gamang, Culture Minister Ashok Chandra Panda, Gandhian leader Bhabani Charan Patnaik and several MPs and legislators also attended the meeting.Mr. Panda informed that five sub-committees have been constituted for the celebration of the anniversary in a grand manner. Padayatras and memorial meetings will be held across the State during the two-year period, he added.The Minister said that Gandhiji’s birth anniversary would be celebrated in schools, colleges, urban local bodies, blocks and gram panchayats. A new website will be opened to propagate the messages of Gandhiji.In order to commemorating Mahatma Gandhi’s visit to Cuttack, a function will be organised in the city on March 23 next year, Mr. Panda said.Statues of Mahatma Gandhi will be erected at all district headquarters and one major road at the places Gandhiji visited will also be named after him. Gandhiji had visited Odisha eight times and toured different parts of the State.The Odisha government is also considering convening a special session of the Assembly in 2019.
Krishna Poonia, one of India’s star performers at the 2012 Olympics with a seventh place finish in the women’s discus throw event, is concerned about the future of athletics in the country.India has never won a track and field medal at the Olympics and Poonia believes the wait isn’t going to end anytime soon.”What else do you expect? An Indian has finished seventh at the Olympics,” the 2010 Commonwealth Games gold medallist told India Today in an exclusive interview. “Unless we have good competition in India, we will never produce an Olympic medallist.”Poonia also expressed frustration and anger for the pathetic situation of athletes and the utter disregard of officials to make things better.”Where are the competitions?” she asked. “You don’t even know when the National Games will be held. They just keep getting postponed. There is not even a single good grand prix event in India. Even to practice we have to go out to Europe and America and that’s not always possible.”Considering all the hurdles along the way, Poonia said she was happy with her performance in London. “I have a worked so hard for the last two years and have hardly been home. I am happy with my show,” she said.Poonia also spoke at length about her once fierce rivalry with Australia’s Dannie Samuels, who had challenged the Indian to a straight shootout after the 2010 Commonwealth Games.The showdown never took place, of course, and Poonia said she had buried the hatchet with Samuels in London. “Danni finished way down the order here. So I went to her, hugged her and consoled her. She is a young girl and she is my friend now. Our animosity is a matter of past,” she said.advertisementLooking ahead, Poonia’s fans are hoping that she can better her seventh place finish at the next Olympics in Rio de Janerio. However, the 35-year-old is not sure what the future holds for her.”I can’t travel abroad all the time as my kids are growing up. They need me too. I have to look at my priorities,” Poonia said, perhaps indicating that we have seen the last of her.