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Why the Hard Close Isn’t Working

first_img Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now The salesperson was struggling to “close” his prospect’s business. The presentation went well, and the prospect understood the value the solution would create for her. But at the end of the call, when the sales person asked his prospect to buy, she hedged. She said “I’d like to think it over. Can you get back to me next week?”The salesperson’s manager insisted that his team push hard to close. The salesperson, doing what he was directed to do, pushed the prospect. He said, “You need this. Your business needs this. If you don’t do this now, you know you never will. What credit card are you going to put this on.” That failed, and he tried again with even more aggressive language.The last thing the salesperson heard was the sound of his proactive client hanging up.How to Lose a DealThe sales manager is wrong. He’s not wrong for directing that his salespeople ask for the business at the end of their presentation. He is wrong in believing that the hard close is the right strategy for winning business.Attempting to push the prospect into buying screams self-orientation. This approach ensures that the prospect knows that this deal is all about the salesperson and their company and that it has very little to do with serving her or her needs. The sales manager is trying to use a sledgehammer to turn a doorknob; you may get the door open, but you’ll break it in the process.Equally important, ignoring a prospect’s real needs is no way to win customers. The prospect isn’t ready to buy because she has concerns. She’s concerned about spending the money. She’s not sure she is going to use the product enough to capture the value. She doesn’t know what her partner is going to say. Whatever her concern, for her it is real.No one needs time to make a better decision. They need more information. Pretending that the prospect’s concerns aren’t real or that it isn’t your job to resolve those concerns is one way to alienate would-be clients while ensuring that they tell everyone they know that your name belongs right behind Hitler’s, Stalin’s, and Mao’s.Not Liked or TrustedNo one has to buy from you. They’re going to buy from someone they know, like, and trust. It’s a poor strategy to make people know they don’t like or trust you.Force is the choice of those who are truly weak. Influence is the choice of the powerful.last_img read more

Three doctors convicted under PCPNDT Act

first_imgA court here sentenced three doctors to three years in jail in a 2009 sex-determination and female foeticide case. Judicial Magistrate First Class Prachi Patel on Monday convicted Sushma Trivedi, Sandhya Tiwari and S.K. Shrivastava under the Pre-Conception and Pre-Natal Diagnostic Techniques (PCPNDT) Act, public prosecutor Ritesh Goyal said.₹5,000 fine The doctors were given three years’ imprisonment and the court slapped a fine of ₹5,000 on two of them — Sandhya Tiwari and S.K. Shrivastava — for running clinics without legal permission, he said.Mr. Goyal said a Delhi-based social organisation called Beti Bachao Samiti had conducted a sting operation separately on these three doctors in May 2009. In the sting operation, these doctors agreed to carry out sex-determination and female foeticide procedures in their clinics, he said. The organisation approached the District Collector with the recording of the sting operation, who directed the Chief Medical and Health Officer to file a case against the three under the PCPNDT Act, he said. The court found them guilty under section 23 of the PCPNDT Act.last_img read more