Finding a Compelling Reason for Your Dream Client to Change

first_imgOne of the most difficult challenges we face in sales today is helping our dream clients understand that they should not be satisfied with the status quo. Opportunities that you develop by assisting your prospective clients in establishing a new vision of greater possibilities helps you to create opportunities that you are more likely to win.Prospecting is easier when your prospective client is dissatisfied and contacts you. But winning those opportunities can be more difficult and less likely, especially if they’ve engaged in a formal process and you do not have the inside track for your relationships.So how do you prospect in a way that allows you to leverage the compelling reasons that your dream client should be changing?Systemic Challenges Tend to Be UniversalThe systemic challenges that your prospective clients face either universally, or in their specific vertical, is the place to discover those compelling reasons. The systemic challenges tend to affect everyone in an industry, and mostly all at the same time.Maybe one of the challenges your prospective clients face is that they can’t find enough of the talent they need. If their problem is systemic and universal, it’s a useful trend to create the case for change, provided what you sell allows you to help them identify the talent they require, or find a way not to need so much of it.One company I spoke for had a software program that allowed people with no skills to do the work of a specialist who would normally be compensated hundreds of thousands of dollars a year. Not only were the specialists expensive, they were rare. This company’s prospective clients didn’t know how they were going to find the talent they needed at a price they could afford. This problem was universal, and the company’s solution solved it.Another company I know has a process where they find billings that their clients normally miss. The amount of this absent billing can be as much as 20 percent of their overall revenue. These prospects know that there’s something wrong, but they don’t know how to identify it or a solution. With a simple audit the company shows them how their solution pays for itself in a matter of months.These challenges are universal and they’re systemic. They are a starting point for conversation about the value that you can create around the problem that’s compelling enough for your dream client to want to solve. What are the common problems and challenges that your prospective clients face that are universal and systemic?How do you engage with your dream clients around these compelling reasons to change instead of a pitch about your company, your features, and your benefits? 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 Nowlast_img read more

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Mamata dares Modi to prove she took money for paintings

first_imgWest Bengal Chief Minister Mamata Banerjee on Wednesday dared Prime Minister Narendra Modi to prove that she took money selling her paintings.The TMC chief’s strong reaction comes after BJP president Amit Shah on Tuesday alleged Ms. Banerjee’s paintings were bought by chit fund owners for crores of rupees.Addressing a public meeting here, Ms. Banerjee said the BJP leaders have no courtesy and her party has initiated defamation proceedings “over the baseless allegation“.“Modi Babu (PM), I challenge you to prove that I have taken a single penny (for selling the paintings) in my account. You talk like a barbarian and have no courtesy,” Ms. Banerjee said.last_img read more

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ROUND 3: Pacquiao ends round strong with solid punches to Broner’s head

first_imgOil plant explodes in Pampanga town Sports Related Videospowered by AdSparcRead Next Manny Pacquiao, right, throws a left to Adrien Broner during the WBA welterweight title boxing match Saturday, Jan. 19, 2019, in Las Vegas. APMANILA, Philippines—Manny Pacquiao again connects early in the round with Adrien Broner still using that jab to create distance.Pacquiao’s jab manages to shorten the distance as he pins Broner to the ropes only for the American to go for a clinch stopping the champion’s offense.ADVERTISEMENT ROUND 2: Pacquiao still the aggressor, Broner connects with a couple TS Kammuri to enter PAR possibly a day after SEA Games opening LOOK: Joyce Pring goes public with engagement to Juancho Triviño Is Luis Manzano planning to propose to Jessy Mendiola? LATEST STORIES Don’t miss out on the latest news and information. Broner is able to use his right straight but the most he can do is graze Pacquiao’s forehead.Pacquaio then connects with a left straight to Broner’s forehead.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSUrgent reply from Philippine ‍football chiefSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool starsBroner tries to connect with another right straight but he hits Pacquiao’s guard and then receives a straight left to the face.Pacquiao then lands a couple to Broner’s head in the final seven seconds of the round. Lacson backs proposal to elect president and vice president in tandem SEA Games hosting troubles anger Duterte MOST READ Private companies step in to help SEA Games hosting Manny Pacquiao part of 2019 SEA Games opening ceremony PLAY LIST 00:36Manny Pacquiao part of 2019 SEA Games opening ceremony00:50Trending Articles02:17Keith Thurman gambling on himself to KO Manny Pacquiao in 1st round02:42PH 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 View comments SEA Games: Biñan football stadium stands out in preparedness, completionlast_img read more

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SELECTMEN NOTEBOOK POWMIA Chair To Be Installed At Town Hall

first_imgWILMINGTON, MA — A chair to honor America’s prisoners of war and missing in action will be installed at Wilmington Town Hall this November.The chair will be located in Room 9, where the Selectmen and many other town boards hold their meetings.The chair was built and donated by Shawsheen Tech students.“The Tech has been a great resource to our Department over many years and the POW/MIA Chair is just the latest example of the partnership we, as a town, have with them,” said Wilmington Veterans Director Cimaglia.Cimaglia will come in front of the Selectmen at its November meeting to explain the Chair and its significance.Like Wilmington Apple on Facebook. Follow Wilmington Apple on Twitter. Follow Wilmington Apple on Instagram. Subscribe to Wilmington Apple’s daily email newsletter HERE. Got a comment, question, photo, press release, or news tip? Email wilmingtonapple@gmail.com.Share this:TwitterFacebookLike this:Like Loading… RelatedShawsheen Tech Builds & Donates POW/MIA Chair To Town Of WilmingtonIn “Education”SELECTMEN NEWS: Town Accepts Flag Pole Donation For Silver LakeIn “Government”SELECTMEN NEWS: Big Issues To Be Discussed At November 26 MeetingIn “Government”last_img read more

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A novel way to put flame retardant in a lithium ion battery

first_img Schematic illustration for the fabrication of the microfibers by electrospinning. Credit: Liu et al. Sci. Adv. 2017;3:e1601978 More information: Kai Liu et al. Electrospun core-shell microfiber separator with thermal-triggered flame-retardant properties for lithium-ion batteries, Science Advances (2017). DOI: 10.1126/sciadv.1601978AbstractAlthough the energy densities of batteries continue to increase, safety problems (for example, fires and explosions) associated with the use of highly flammable liquid organic electrolytes remain a big issue, significantly hindering further practical applications of the next generation of high-energy batteries. We have fabricated a novel “smart” nonwoven electrospun separator with thermal-triggered flame-retardant properties for lithium-ion batteries. The encapsulation of a flame retardant inside a protective polymer shell has prevented direct dissolution of the retardant agent into the electrolyte, which would otherwise have negative effects on battery performance. During thermal runaway of the lithium-ion battery, the protective polymer shell would melt, triggered by the increased temperature, and the flame retardant would be released, thus effectively suppressing the combustion of the highly flammable electrolytes. Safer, more environmentally friendly flame retardant with first-of-its-kind dual effects SEM image of the TPP@PVDF-HFP microfibers. Scale bar, 5 μm. Credit: Liu et al. Sci. Adv. 2017;3:e1601978 Schematic of the “smart” electrospun separator with thermal-triggered flame-retardant properties for lithium-ion batteries. Credit: Liu et al. Sci. Adv. 2017;3:e1601978 Reports of phones and hoverboards catching fire due to short circuits in batteries have caused alarm in the personal electronics industry—both by users and those that make the devices. Unfortunately, up until now, engineers have not been able to solve the problem completely. Most such efforts involve re-engineering devices to prevent short-circuiting and thus overheating, or attempting to put flame retardant directly in the batteries. Neither approach has proven to be entirely satisfactory. Re-engineering does not always solve the problem and the addition of flame retardant greatly reduces battery efficiency. In this new effort, the researchers describe an approach that thus far appears to offer some help—it does not stop overheating from occurring, but it is able to prevent fire.The new approach involves encapsulating a common flame retardant called triphenyl phosphate in an extremely tiny sheath made of plastic fibers and then inserting several of them into the electrolyte that sits between the anode and cathode. The sheath keeps the retardant from actually coming into contact with the electrolyte material, which is flammable and the source of most battery fires. But the plastic fibers in the sheath have a melting point of 160° Celsius—if that temperature is reached, the plastic melts and the retardant is released into the electrolyte quashing a potential fire. Journal information: Science Advances In test devices using their encapsulated flame retardant, the researchers report that the sheaths melted and the retardant was released and merged with the electrolyte in just 0.4 seconds and because of that fires were averted.In practice, it is presumed that such an occurrence in a device would initiate a hardware error before the battery stopped working to alert a user to what had occurred. Thereafter, a user would also presumably have to purchase a new battery in order to continue using their device which would survive the overheating event. GIF animation showing the EC/DEC electrolyte is highly flammable. Credit: Liu et al. Sci. Adv. 2017;3:e1601978 Schematic illustration for the fabrication of the microfibers by electrospinning. Credit: Liu et al. Sci. Adv. 2017;3:e1601978center_img GIF animation showing the EC/DEC electrolyte is highly flammable. Credit: Liu et al. Sci. Adv. 2017;3:e1601978 Explore further © 2017 Phys.org GIF animation showing the flammability of the EC/DEC electrolytes in the presence of the TPP@PVDF-HFP separator. The flames of the electrolyte diminish rapidly and are completely extinguished within 0.4 seconds. Credit: Liu et al. Sci. Adv. 2017;3:e1601978 (Phys.org)—A team of researchers at Stanford University has found a novel way to introduce flame retardant into a lithium ion battery to prevent fires from occurring. In their paper published in the journal Science Advances, the team describes their technique and their results when testing it. GIF animation showing the combustion of EC/DEC electrolyte with the flame-retardant TPP. Credit: Liu et al. Sci. Adv. 2017;3:e1601978 Citation: A novel way to put flame retardant in a lithium ion battery (2017, January 16) retrieved 18 August 2019 from https://phys.org/news/2017-01-flame-retardant-lithium-ion-battery.html This document is subject to copyright. Apart from any fair dealing for the purpose of private study or research, no part may be reproduced without the written permission. The content is provided for information purposes only.last_img read more

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