A recap of the action during a weekend when Chelsea, Brentford and Fulham all recorded wins. QPR, meanwhile, were beaten by Middlesbrough…Grant Hall, below par against Middlesbrough, was backed by his bossQPR 2 Middlesbrough 3Match report Hasselbaink reaction Player ratings Action: In Friday’s game, Jamie Mackie and Tjaronn Chery scored fine goals but QPR’s defensive lapses were punished by Middlesbrough at Loftus Road.Reaction: Rangers manager Jimmy Floyd Hasselbaink bemoaned his team’s poor defending from set-pieces, but insisted the spirit in the camp remained good.He also backed Grant Hall after the defender’s below-par performance, calling him “the future at QPR”.R’s man of the match: Jamie Mackie, scorer of a stunning goal, was back to his battling, hassling best. Click here to see how we think the QPR players fared.Alexandre Pato scored one of Chelsea’s goals at Villa ParkAston Villa 0 Chelsea 4 Match report Hiddink reaction Player ratings Action: Pedro scored twice and Alexandre Pato was also on target on his long-awaited Chelsea debut in a convincing win at Villa Park.Reaction: Afterwards, Blues boss Guus Hiddink said Pato had been “suffering” in the weeks leading up to his debut, and was pleased the Brazilian’s hard work had paid off.He also expressed concerns about an injury to Loic Remy, who may miss the rest of the season, and explained why John Terry and Gary Cahill were absent against Villa.Meanwhile, Aston Villa caretaker boss Eric Black said he wouldn’t protect under-performing players and insisted the fans were owed a performance.Blues man of the match: Pedro scored twice in the second half after being Chelsea’s primary threat – click here to see how we rated the players.Moussa Dembele was on target once again for FulhamFulham 2 MK Dons 1Match report Jokanovic reaction Action: Moussa Dembele’s goal gave Fulham a crucial victory against the team immediately below them in the Championship relegation battle.Reaction: Head coach Slavisa Jokanovic said Fulham were still far from safe despite the crucial win that gave them a four-point cushion above the drop zone.Dean Smith was all smiles as Brentford won at ForestNottingham Forest 0 Brentford 3 Match report Action: Brentford ended their miserable run – and virtually ended their relegation fears – with a fabulous victory at the City Ground.Follow West London Sport on TwitterFind us on Facebook
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?
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.