The prospective client said that the salesperson was going to have thirty minutes to convince him that she was better than her competitor, a competitor that the prospective client had partnered with for eleven years.The prospective client wasn’t really interested in hearing how the salesperson and her company were different. He didn’t want to know what they believed made them better. In fact, he had already told his boss, the real decision-maker, that he didn’t believe any of the salesperson’s differentiators made a difference. He had a long relationship with their competitor, and he was comfortable with their people and their results.The salesperson made a list of defining differentiators going into the call. She carefully prepared her arguments until she believed they were airtight and unassailable. She was prepared to do battle, even though she didn’t sleep the night before because she was so worried.The morning of her thirty minute meeting, she shared her plan with her sales manager. Her sales manager listened carefully, and then she said, “Those are all good points and good arguments. But before you make that call, can I share another idea with you?” The salesperson eagerly agreed to hear he manager’s idea.Her manager said, “By so aggressively making your case, your prospective client may feel the need to defend our competitor. He’s had a long relationship with them. He knows the people and he trusts them. He might feel like you are attacking them, or worse still, he may feel that you are attacking his decision to partner with them.” Her manager paused to let the point sink in.She continued, “Another choice might be to not try to draw such a bright line between us and them. Instead, when he asks why we are better, maybe you could say, ‘Well, we know a lot of people that work over there and they’re all very good. They’re really a very good company. We have different business models, and we do a few things differently to make a difference for our clients. Can you share with me the things that you really need from a partner, and I’ll share how we might approach those needs? Maybe we can help determine if we are a good fit?’”The salesperson followed her manager’s advice. The prospective client was delightful. There was no battle. Instead, the prospective client shared his needs, he asked good questions, and his responses were very positive. He was impressed with the differentiators.Sometimes the very worst thing you can do is argue your case. You don’t need your client to entrench in defending your competitor or their prior decisions. You need a better conversation.QuestionsWhat are some effective choices for differentiating your offering when your prospective client challenges you?What are the risks of attacking your competitors directly?How can you draw distinctions without making your prospective client defensive?Is differentiating your offering the only outcome you need from a challenge like this? What are some other important outcomes?
Giving into the persistent demand from parents of a seven-year-old boy of Ryan International School who was murdered inside the school premises, Haryana Chief Minister Manohar Lal Khattar on Friday announced that the probe would be handed over to the Central Bureau of Investigation (CBI).Mr Khattar also told reporters that the district administration had taken over the school management for three months.Making these announcements after meeting with the victim’s parents, Mr. Khattar said although the Haryana Police had conducted the investigation professionally, the government had decided to honour the demand of the parents and several local leaders.Plea for speedy inquiryHe said he would immediately write a letter to the Union government in this regard and also made an appeal to the CBI to conduct the probe at the earliest.“This incident was unfortunate. Today I came here to meet the family. There was a demand from the family members and several others for handing over the case to the CBI for investigation,” he said.The Chief Minister said the brutal murder of the minor was condemnable and had led to strong resentment among the people across the country.Mr. Khattar said the school management would be taken over by the district administration for three months and all security and safety lapses would be rectified by the Deputy Commissioner under his supervision.He said the Haryana Police would continue to investigate the matter till the CBI took over.Mr. Khattar, who was present in the city to participate in the Haryana Digital Summit-2017, got emotional while interacting with the parents and could be seen wiping away tears.The Class II student of Ryan International School in Bhondsi was murdered inside the washroom of the school on September 8, minutes after his father dropped him and his sister at the main gate.A school bus conductor and two senior officials of the school management have been arrested in the case so far.
Burglars broke into the Corporation Bank at Mayur Vihar-I in the early hours of Saturday in quite a novel way – they used a gascutter to first rip open the shutter and then slash the lock of the grill door.Luckily, they could not lay their hands on cash or other valuables.The incident came to light in the morning when the residents of Samachar Apartments were informed by the locals that the bank, located at the shopping centre near the apartment building, had been broken into.”A gascutter was used to break open the shutter as well as the lock. The burglars also tried to open the almirah containing cash, but were unable to do so. We have been told by the bank officials that nothing is missing from the spot,” a senior police officer said.He added: “We recovered the gas cylinder that was used to cut the lock. It looks like the cylinder stopped functioning after the robbers entered the bank, that’s why they failed to open the almirah and steal anything.” Investigating officials said there were quite a few CCTV cameras inside the bank but all, except one, were found switched off.The one CCTV captured only the blurred images of a few persons entering the bank, according to sources.A probe team reached the spot and collected fingerprints after the police were informed of the incident around 7.30 am.”We are questioning a security guard deployed at an ATM booth near the bank on whether he had seen suspicious elements nearby at night. The probe is on and we will interrogate local criminals as well,” the police officer said.advertisementFor more news on India, click here.For more news on Business, click here.For more news on Movies, click here.For more news on Sports, click here.