The most difficult part of selling today is getting in. Your dream clients don’t have time for salespeople that aren’t proven value creators, and they can’t spend time with time-wasters. Because they are overwhelmed, it’s more difficult to get the first commitment of time.But nothing happens until you get in.Here are six ways that you can get in. Make a list of your dream clients, run down this list and try to get in using each of these methods. The sixth method is always there when you are ready to do what it takes to get in, but feel free to run out your options first if you must.Client Referral or IntroductionYou want to the easiest and most effective way to get an appointment with your dream client? Ask another client for a referral, and ask them to schedule an introduction call or meeting.This is super-effective, but salespeople that chafe at the idea of making cold calls aren’t usually very interested in asking their clients to make these introductions. If you are a value-creator, don’t hesitate to make the ask. Client referrals work.Vendor Referral or IntroductionYour company works with other companies. Your people know the sales reps from those companies, even if you don’t. You can ask your vendors to make an introduction call or book an appointment for you with their contacts. You’re paying your vendors, and their salespeople will be helpful.Be prepared to reciprocate and help the sales reps from your vendors get in where you can. In fact, go first and obligate them to reciprocate. Vendor referrals can help get you in.Family or Friend IntroductionYour friends and family members know people. With tools like LinkedIn you can find the connections between your family and friends and the people they know (we’ll get to LinkedIn next, hold tight).Ask your family and friends to make an introduction for you. For some of you, this won’t be the best way to get in. But many of you will find connections, especially if the contacts you need live in the same city as you.LinkedIn IntroductionThe barrier for making an introduction on LinkedIn (and social media more generally) is very, very low. When you find a contact, you can ask connections within your network to introduce you to people in their network.You make it easy for them to make the introduction when you tell them why you want to be connected and how you intend to be valuable to the person you want to connect with. LinkedIn can work to help you get in.Email for an AppointmentThose of you that resist cold calling and hesitate to ask for commitments will like this one. You can email your dream client to request an appointment. Most people find cold calling more effective, but some salespeople book appointments with email.Brace yourself; this will frighten you a little.Some of the most successful salespeople I have seen use email are emailing calendar invites to their dream clients before their dream client has even committed to seeing them. Bold? Yes. Brave? Yes. Assumptive? Absolutely. But email sometimes work.Cold Call (or Warm Call, if that makes you feel better)You don’t have to wait for a client referral, a vendor referral, an introduction from a family or friend, or someone in your network on LinkedIn to help you get in. Because you are a value creator of the first order, you can pick up the phone and call your dream client yourself.Cold calling still works to get you in.Whatever you do, work your tail off to find a way in.QuestionsWhat is the most effective way to get in?What other ways are sometimes effective?What methods do you avoid because they make you uncomfortable? What do you resist? 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
The last budget session of the Congress government is going to be a stormy affair in view of the latest round of allegations and counter allegations on the issue of corruption and mafia rule in the hill State. Both the government and the Opposition are planning to have their legislature party meetings on February 28 to chalk out their strategies.The BJP legislature party meeting will be addressed by Leader of the Opposition in the Assembly Prem Kumar Dhumal at the State Guest House in Peterhoff. The party will focus mainly on the issue of corruption and raise the charges levelled against the various Ministers and MLAs in past four years. The party had recently submitted a detailed chargesheet on the Congress government’s misdemeanours, during the present tenure, to Governor Acharya Dev Vrat.Forest mafia The BJP is already running a campaign against the Congress government and Chief Minister Virbhadra Singh for ‘patronising’ various drug peddlers, mining and forest mafias in the State. The Chief Secretary and Director General of Police admitted a few days ago that there had been a sharp increase in the number of drug and narcotic seizures in the State.Though the police have denied any political patronage to the drug mafia, the manifold increase in its trade has raised many eyebrows.
Don’t miss out on the latest news and information. “It’s so energetic,” Raptors fan Katie Thiessen said of the atmosphere at Jurassic Park as she and friends visiting from Australia and New Zealand prepared to enjoy the festivities during the Eastern Conference finals. “Everybody is just so great. You have so many people, you make so many friends. The energy is just amazing, the atmosphere. It feels great to come together instead of watching at home.”And it’s free.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSPalace wants Cayetano’s PHISGOC Foundation probed over corruption chargesSPORTSSingapore latest to raise issue on SEA Games food, logisticsWith every playoff game, home or away, thousands gather to watch on the big screen fixed to the arena’s west wall. Officially, it’s called ‘Raptors Tailgate in Maple Leaf Square,’ but it’s better known as Jurassic Park. On Thursday, when the Raptors host Game 1 of the NBA Finals against the mighty Golden State Warriors, the party will get cranked up to a whole new level.It’s Toronto’s first trip to the finals since entering the league in 1995 and for those fans who can’t get their hands on tickets, or can’t afford them, Jurassic Park is a popular alternative. The fans who gather there are mostly young, in their late teens or 20’s, and represent a cross-section of Toronto’s broad ethnic diversity. Cayetano: Senate, Drilon to be blamed for SEA Games mess MOST READ Rapper Drake, who sits courtside at Toronto games and holds a role as the team’s “global ambassador,” said the Raptors and their fans are reminiscent of a college team.Toronto guard Fred VanVleet, who went to the Final Four with Wichita State, agrees with the four-time Grammy winner.“I think there are some similarities there,” VanVleet said. “Somebody was saying it’s more soccer, like how those fan bases are so passionate. I just think we’ve got a really good fan base. I don’t know what to compare it to. It’s definitely unique in the NBA.”It’s almost like Krzyzewskiville — Duke students camping out for basketball games — meets the “World’s Largest Outdoor Cocktail Party” — the tailgating for the annual Florida-Georgia football game.It’s been so successful, Toronto suburbs Mississauga and Brampton are opening their very own versions of Jurassic Park for the NBA Finals. Outdoor viewing parties for Raptors playoff games first became a thing in 2014, when Toronto finished as surprise Atlantic Division winners and returned to the postseason following a five-year absence.ADVERTISEMENT Ethel Booba twits Mocha over 2 toilets in one cubicle at SEA Games venue Sports Related Videospowered by AdSparcRead Next Whether intentionally or inadvertently, then-general manager and current team president Masai Ujiri helped establish a fiery tone for the nascent event when he went outside to address fans before Game 1 of the Raptors’ series against the Brooklyn Nets. By the time the Nets earned a narrow Game 7 win over Toronto, the crowd outside was estimated at 10,000, about half as many again as the number seated inside.Fast forward five years, and Jurassic Park has become one of the hottest spots in Toronto on game nights.For safety reasons, and to keep traffic moving, fans are now split into five distinct viewing areas. The one right outside the arena boasts multiple food and beverage concessions, even a team store outlet. The event has an official corporate sponsor, a bank, and there’s plenty more advertising plastered around.While admission is free, fans come early; the official capacity is about 5,000 and crowds start gathering more than five hours before tipoff, waiting for the gates to open.Even as severe thunderstorms drenched Toronto before Game 6 of the East finals, fans formed a line that encircled the arena and nearby Union Station, the city’s main transit hub, stretching more than three quarters of a mile. With thousands still trying to get a glimpse of the action after the viewing areas had filled up, police closed part of the road one block west to allow more people to watch safely. The same could happen again in the finals, with even bigger crowds expected to attend.One of the things that make loud and boisterous Jurassic Park such a popular destination is that people tend to play nice.Jubilant fans spread out across downtown for an impromptu celebration after Toronto beat the Bucks on Saturday to move on to the finals. More than a dozen people climbed atop a city bus but no arrests were made, a fact Toronto Police spokeswoman Katrina Arrogante called “impressive.”VanVleet said he’s touched by the support he and his teammates receive from Toronto’s rabid fans, both inside and outside the arena.“It’s something that you really take to heart and you can’t take it for granted as a player,” he said. “Obviously there’s a really good connection between us as players and our fans.” DA eyes importing ‘galunggong’ anew Two-day strike in Bicol fails to cripple transport LATEST STORIES ‘Rebel attack’ no cause for concern-PNP, AFP Catholic schools seek legislated pay hike, too Private companies step in to help SEA Games hosting Kevin Durant travels with the Warriors to Toronto ahead of finals Who are Filipinos rooting for in the NBA Finals? PLAY LIST 01:43Who are Filipinos rooting for in the NBA Finals?01:08Huge Toronto crowd celebrates Raptors’ historic win03:12Kevin Durant out with Achilles injury; to undergo MRI on Tuesday02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss PDEA chief backs Robredo in revealing ‘discoveries’ on drug war FILE – In this Sunday, May 12, 2019, file photo, Owen Smith, center, dresses up to show his support at the Jungle Park tailgate party at Maple Leaf Square in Toronto, as the Toronto Raptors prepare to play the Philadelphia 76ers during Game 7 of the NBA Eastern Conference semifinals. For Raptors games, Maple Leaf Square, aka Jurassic Park, boasts a college vibe of rowdy fans crammed into an area that covers two city blocks. (Tijana Martin/The Canadian Press via AP, File)TORONTO — There’s nothing quite like Jurassic Park anywhere else in the NBA.The college vibe of the writhing, rowdy mass of bodies crammed into an area that covers about two city blocks to cheer for their beloved Raptors outside their downtown Toronto arena makes for one of basketball’s best parties.ADVERTISEMENT View comments
Everton boss Silva: Baines future could be in midfieldby Paul Vegas10 months agoSend to a friendShare the loveEverton boss Marco Silva says Leighton Baines’ future could be in midfield.Everton experimented with Baines in a new position during Roberto Martinez’s time as manager but the plan was shelved soon after.However, Silva says: “It is possible.“When Roberto told you that, what I can tell you is that you are talking about a player with fantastic individual qualities.“His passing, his last decision, his crossing is amazing and it could be. To be honest, it is not something I have spoken to him about but it could be something that happens in the future.” About the authorPaul VegasShare the loveHave your say
Ex-Arsenal chief Jonker warns Dutch teens against England moveby Paul Vegas25 days agoSend to a friendShare the loveTelstar coach Andries Jonker has warned Dutch teens against moving to England.The former Arsenal academy chief is critical of the system in place in England.Jonker told FOX Sport: “The road through England is not the road. In the interest of their development, youth players should not do that. You go there in an Under-18 competition, which is divided into Northern and Southern England. “In the north, Manchester United, Manchester City and Liverpool play against each other. In the south Arsenal, Chelsea and Tottenham Hotspur. So you don’t play with and against the best clubs, that’s a problem. In addition, the best talents go with the Under-23s. But a 16-year-old boy who plays against 22-year-old guys with Premier League experience is not the solution either. “So those competitions there, they don’t function for those guys to develop.” TagsTransfersAbout the authorPaul VegasShare the loveHave your say
Companies in this story: (TSX:IMO)The Canadian Press CALGARY — The B.C. government says Exxon Mobil Corp. has withdrawn its environmental assessment application for a $25-billion LNG export facility it proposed in 2015.The apparent shelving of the project is a blow to the West Coast liquefied natural gas export industry which at one time featured about 20 proposals, but has resulted in only one firm commitment to build.The withdrawal came in a one-sentence update on the website of the B.C. Environmental Assessment Office. Exxon did not immediately respond to a request for comment.The project had been proposed by Exxon and its Canadian partner, Imperial Oil Ltd., for Tuck Inlet in the Prince Rupert area on B.C.’s north coast.Earlier this year, Calgary-based Imperial took a writedown of $289 million on its northern B.C. Horn River shale gas development, a 50-50 venture with Exxon that was once expected to become a major supply source for B.C.’s LNG industry.In October, Royal Dutch Shell and its partners announced final investment approval for the $40-billion LNG Canada project, including a gas liquefaction plant in Kitimat on B.C.’s coast and a 670-kilometre gas supply pipeline.
The Ministry said that the 20 IRCP projects represent $743 million in private sector capital spending and are expected to create more than 1,742 jobs in B.C. Of those projects, five use BC Hydro electricity, resulting in fewer GHG emissions.The seven CIRCP projects saw $78 million in industry spending that will result in an estimated reduction of 0.6 million tonnes of greenhouse gas emissions.The Province said that companies are required to fully fund and complete an approved project before they can apply to recover up to 50 percent of the project’s cost in royalty deductions. VICTORIA, B.C. – The provincial government says that 27 oil and gas projects in B.C. have been awarded a cumulative total of $139.3 million in royalty credits.In a press release issued back on September 4th, the Ministry of Energy, Mines and Petroleum Resources said that $120 million of the royalty deductions were awarded for 20 new projects under the Infrastructure Royalty Credit Program, while a further $19.3 million in deductions were given out for seven new projects under the Clean Infrastructure Royalty Credit Program.The IRC Program facilitates new pipelines and all-season road projects, creating jobs for service-sector employees and supporting upstream-development prospects, while the CIRC Program supports investments in clean technology that reduce greenhouse gas emissions from specific sources linked to the exploration and production of B.C.’s oil and gas resources.
Canadian Natural says a curtailment program announced by the Alberta government last weekend designed to remove 325,000 barrels per day of oil from the province’s over-taxed pipelines has already resulted in stronger forward crude prices in January.It says it will monitor those prices and the progress of the stalled Keystone XL and Trans Mountain expansion export pipelines with the option to increase its spending by about $700 million next year if signals warrant.The company says production in 2019 is targeted to be between 1.03 million and 1.12 million barrels of oil equivalent per day, with a product mix of about 76 percent oil and natural gas liquids and 24 percent dry natural gas. CALGARY, A.B. – Oilsands producer Canadian Natural Resources is setting its 2019 capital budget at $1-billion less than its “normalized” range but says it will ramp up spending if heavily discounted oil prices in Western Canada rebound.The Calgary-based company says it is targeting a 2019 base capital program of $3.7 billion, about 20 percent below its preferred range of $4.7 billion to $5.0 billion.The program includes about $3.1 billion needed to maintain production and $600 million to be spent on long-term growth projects.
New Delhi: The country’s crude steel output in February grew 2.3 per cent to 8.74 million tonne (MT) from 8.54 MT in the year-ago month, according to global steel body World Steel Association (worldsteel). The crude steel production for the 64 countries reporting to the worldsteel was 137.27 MT in February, a 4.1 per cent increase compared to 131.92 MT in February 2018, the association said in its latest report. During the month, China produced 70.98 MT crude steel as against 65.02 MT, a jump of 9.2 per cent during same month a year ago. “India produced 8.738 MT of crude steel in February 2019, up 2.3 per cent over February 2018. Japan produced 7.7.43 MT of crude steel in February 2019, down 6.6 per cent on February 2018. South Korea’s crude steel production stood at 5.471 MT, up 1.1 per cent on February 2018,” worldsteel said. Also Read – Thermal coal import may surpass 200 MT this fiscalThe US produced 6.9 MT of crude steel, a rise of 4.6 per cent as compared with February 2018, it said. In the EU, Italy produced 2 MT, France produced 1.2 MT, and Spain produced 1.1 MT of crude steel in February. While Ukraine and Brazil produced 1.7 MT and 2.7 MT, respectively, in February, Turkey’s crude steel production during the said month was at 2.6 MT. The worldsteel is one of the largest and most dynamic industry associations in the world, with members in every major steel-producing country. It represents steel producers including 9 of the world’s 10 largest steel companies, national and regional steel industry associations, and steel research institutes. Its members represent around 85 per cent of global steel production.
Berlin: Germany’s environment minister on Monday backed a European proposal to virtually eliminate man-made greenhouse gas emissions by mid-century, deepening divisions within the German government over how to tackle climate change. French President Emmanuel Macron and eight either EU countries pitched the plan at a summit of European leaders last week, but Germany was a notable holdout. “I don’t think this decision is final,” said Environment Minister Svenja Schulze of the center-left Social Democrats, the junior partners in Merkel’s government. Also Read – Saudi Crown Prince Salman ‘snubbed’ Pak PM Imran, recalled his private jet from US: Report”I think we should talk about it again. Because I think it’s very sensible to stand alongside France and work to say at the EU-level that we want to implement Paris.” The 2015 Paris climate accord, approved by almost all countries around the world, set a target of keeping global warming well below 2 degrees Celsius (3.6 Fahrenheit) by the end of the century compared to pre-industrial times. Scientists say this is only possible if emissions of greenhouse gases such as carbon dioxide are drastically reduced in the coming decades. Also Read – Iraq military admits ‘excessive force’ used in deadly protestsSpeaking to reporters ahead of a climate change meeting of 35 countries in Berlin, Schulze also favored the introduction of a carbon tax to discourage fossil fuel use. The leader of Merkel’s center-right Christian Democratic Union party, Annegret Kramp-Karrenbauer, has instead favored expanding an EU-wide carbon trading system. A recent poll for public broadcaster ZDF found environment topped immigration as the issue Germans are most concerned about. But the survey of 1,357 phone respondents, conducted May 7-9, also found 61 per cent oppose a carbon tax on fossil fuels, even if other taxes are cut. Only 35pc were in favour, according to the Forschungsgruppe Wahlen polling agency. Despite its much-vaunted plan for an “energy transition” away from fossil fuels and nuclear energy to renewable power sources, Germany has struggled to lower its emissions in recent years, particularly in the area of transportation. Germany is set to miss its reduction target for 2020 and under EU rules it could be forced to buy billions of euros (dollars) worth of carbon credits from other countries starting in 2021. A report published Monday by the Carbon Disclosure Project, a London-based research firm, listed 43 cities around the world that are leading on environmental action. None of them are in Germany. Schulze said she wants Cabinet to pass a “strong” climate law this year. “This is about big investment decisions that affect all of society, each and every one but also industry,” she said. “We need certainty about where the journey is going.”