南京楼凤 Tag Archive

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Stop Selling to the Platonic Buyer

first_img Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now There are a lot of generalizations about buyers being bandied about here on the internet.  Here are some you should be aware of:You have no doubt read about buyers being 57 percent through their buying process before engaging with a salesperson (an idea that has been misinterpreted by frauds and phonies and charlatans).There is much lecturing about how much research buyers are doing before making a purchase, there being so much information available, the implication is that buyers know as much as salespeople.Ideas are put out, with such certainty, about what buyers value and what they resist, most of this coming from people who stand to gain from feeding you fear so they can gain financially.Then, there is the idea that buyers don’t accept phone calls.This is the platonic buyer. This is a theory about buyers in general, not the buyer. Even if there is research to back up these assertions about buyers, they are not likely accurate as it pertains to any one buyer.On average, a man is 5’10 inches tall. If you are a tailor or a retailer, you should stock suits for men of this height, that being the average and the point of greatest need—and profitability. Using this fact to make the decision as to what kind of suits to carry is to believe that a generalization is universally true.Your buyer may not be 5’10. They may be 6’4 or 5’3. One contact within your prospective client’s company may indeed be precisely 57 percent through the process of making a complex decision they only make twice in their lifetime. Meanwhile, the rest of their team may be far behind them, maybe at, say, something less than 5 percent through that same process. I am talking about real contacts here, not the platonic kind.Let’s assume the platonic buyer knows as much as you from surfing the internet (I know, this is difficult to imagine, but stay with me here). So, in a couple of hours of reading God knows what on the internet, your platonic buyer has gained all the insight and wisdom of someone who has worked with hundreds or thousands of clients over the course of their career? Let’s use something like Enterprise Resource Planning software as an example. The person who makes a decision to buy ERP might make that decision once or twice in their lifetime, hoping against hope that it will only be one time. How could they know what an experienced salesperson knows?The platonic buyer doesn’t take phone calls. In real life, many buyers do take phone calls, even if it isn’t easy to trade them enough value for them to agree to a meeting. But those are two different ideas. The refusal to meet is less about the medium and much more about the value of meeting.Don’t focus on trying to win the platonic buyer’s platonic business. Focus instead on serving the real people who work inside your dream client companies. They have very real challenges and opportunities, and they very much need your help.last_img read more

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Mark Boucher retires from international cricket

first_imgSouth Africa wicketkeeper Mark Boucher has been forced to retire from international cricket because of an eye injury.In a statement read out by South Africa captain Graeme Smith on Tuesday, Boucher said the severity of the injury he suffered in a tour game against Somerset had ended his Test career.Boucher, who no longer plays international limited-overs cricket, would have reached 150 Test appearances in the three-match series against England that was also expected to be his farewell tour.Boucher sustained a ruptured left eyeball when he was struck by a bail standing up to the stumps to legspinner Imran Tahir on Monday.He underwent surgery for nearly three hours to repair the damage, but Cricket South Africa (CAS) said the long-term prognosis for Boucher was “unclear.”last_img read more

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20 days agoAC Milan boss Giampaolo: I always had faith in Reina

first_imgAbout the authorCarlos VolcanoShare the loveHave your say AC Milan boss Giampaolo: I always had faith in Reinaby Carlos Volcano20 days agoSend to a friendShare the loveAC Milan boss Marco Giampaolo thanked his players after their 2-1 win at Genoa.Lasse Schone had Genoa aheead before Theo Hernandez and Franck Kessie struck for the visitors. Pepe Reina secured the points with an injury-time penalty save.Giampaolo said, “I am quite cool-headed during a game, fortunately. I had doubts it was a penalty, but Reina has so much character that I had faith he would save it.“It was a difficult match, we went underwater and were under a lot of pressure, so I praise the lads for not letting go. I didn’t even care if they misplaced a pass or a goal, the important thing was to give a response in terms of character.“I want us to continue with this character, but obviously hope to get a sharper and higher quality style of football in future.“I want to see this team play better football, but it wasn’t possible today because they felt the pressure so much and needed the victory so badly. We had to scrape the last bit of determination and character. I couldn’t ask them for beautiful football today, as we had other objectives.” last_img read more

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CSSC CSIC Deny Merger Reports

first_imgzoomImage Courtesy: China Shipbuilding Industry Corporation China State Shipbuilding Corporation (CSSC) and China Shipbuilding Industry Corporation (CSIC) have denied reports of a combination saying that they are not planning a merger.The companies released separate notices denying the merger talks following reports that China’s government was looking to combine the shipbuilders in an effort to create an industrial mammoth.On March 30, Bloomberg cited undisclosed sources as saying that China’s state council gave its preliminary approval to merge CSSC and CSIC.The shipbuilders informed that their parent companies have not received any written documents from the government about a merger or held talks on the matter.After the merger reports, Bloomberg informed that the shares of China CSSC Holdings jumped 10 percent in Shanghai, while CSSC Offshore & Marine Engineering Group climbed 6.7 percent.CSSC and CSIC have a combined revenue of at least CNY 508 billion (USD 80.8 billion).World Maritime News Stafflast_img read more

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Banks Close USD 175 Mn Financing of 34 Polsteam Ships

first_imgzoomIllustration. Source: PxHere under CC0 Creative Commons license A bank syndicate led by Germany-based DVB Bank SE has completed a USD 175 million financing of a bulk carrier portfolio for Polsteam Group (Polska Żegluga Morska).The portfolio comprises a total of 34 vessels of the Polish shipping company.The syndicate consisted of DVB Bank, CIT Group, Société Générale, BNP Paribas, Siemens Bank, Crédit Agricole Corporate & Investment Bank and Crédit Agricole Bank Polsk.No further details on the transaction have been revealed.Polsteam Group has a fleet of 56 bulk carriers with an average age of around 8 years.The group has one of the largest route networks in the world, offering services to around 60 countries. It performs around 500 trips per year, transporting 15 million tons of cargo.last_img read more

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Protest in Delhi Assembly over temple demolition

first_imgNEW DELHI: The Delhi Assembly monsoon session on Thursday witnessed a ruckus after ruling Aam Aadmi Party legislatures went near the Speaker’s podium shouting slogans against the BJP for demolition of Saint Ravidas Temple.The Speaker Ram Niwas Goel has to adjourned the Delhi assembly for 45 minutes after members of the ruling AAP came into well of the House shouting slogans against the BJP in connection with the recent demolition of a Ravidas temple. Also Read – After eight years, businessman arrested for kidnap & murderThe Assembly session began by offering condolences to former Delhi Chief Minister Sheila Dikshit and former Union Minister Sushma Swaraj, both of whom passed away recently. The APP leaders marched into the well of the House carrying posters and shouted slogans following which the session was adjourned for half an hour. “This House resolves that the Central Government has badly mishandled this issue by not supporting their cause in the Court of law which finally led to its unjustified and unfortunate demolition,” alleged by AAP legislatures. Also Read – Two brothers held for snatchingsThe uproar continued when the session resumed after which the Assembly was further adjourned for 15 minutes. The Ravidas temple was demolished by the Delhi Development Authority (DDA) earlier this month on the orders of the Supreme Court. Dalit protesters, who had taken to the streets to protest the demolition of the temple on Wednesday had brought traffic movement in several parts of Delhi to a standstill. The protesters asked the central government to rebuild the temple. The protest had turned violent on Wednesday night, leaving several people, including policemen, injured.last_img read more

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