9 12 19

first_imgThe digital tools we use are augmentation, not a replacement for better communication mediums, ones that indicate caring.The fact that you have the ability to use email to communicate with your prospective client does not make that the right choice for many of your client communications. If there were no email, would regular mail through the post office be the right medium for that communication? Would you choose to communicate using an asynchronous medium, or would an asynchronous medium, like the phone or a face-to-face meeting better serve your outcomes?Tools like Zoom.us, Skype, FaceTime, GoToMeeting, and Google Hangouts allow you to video conference. This medium is synchronous, so it is much better than an asynchronous communication (even though sending asynchronous video is worth your time and attention). The test as to whether this is the right choice comes down to the intention behind using it. Is it because you can’t be face-to-face? Or is it because you don’t really want to be inconvenienced?Digital is generally more transactional in nature. Human to human communication is more strategic, and of greater value and efficacy. Real life relationships need to be augmented by the digital tools, not reduced to them. This makes your physical presence a strategic initiative and a way to create a preference.If you show up when no one else does, you have demonstrated that the relationship means more to you than it does to the person who sent an email. When you go out of your way to visit your client at their location, you create a competitive mismatch with the people who have never stepped foot in your dream client’s building, who haven’t met the people who work there, and who haven’t taken the time to sit across from the person who is trying to decide who they want as a partner.Presence is a strategic advantage. Showing up, for many of us, is how we compete and win. The digital tools and digital channels dominate the attention of sales organizations and many sales leaders now, often as a way to reduce the costs of selling. But there is still nothing more expensive than losing, and when winning matters, it’s best to show up. 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 Nowlast_img read more

28 11 19

first_imgChitrangada on a rollChitrangada Singh has interesting plans to make the best of her time. The dusky actor will be going for adventure sports like sky diving and river rafting with her friends. Meanwhile, the beautiful actress has been signed for movies opposite John Abraham and Akshay Kumar in the lead. Must admit, the diva is going places!Rain Rain, come again!Hina Khan and Karan Mehra of the serial Yeh Rishta Kya Kehlata hai shot for a rain sequence recently. The actors who are known for their onscreen chemistry sizzled on the telly show once again.Singing praisesBollywood actor Shahid Kapoor, who is currently shooting for his father’s directorial debut Mausam, is all praises for him. “I have done lot of films with new directors, but with dad, it is not the same. My father has made me more professional, he wants every shot to be perfect,” says the 29-year-old star.Dance pe chanceTelevision actress Pooja Kanwal is elated to be nominated for the “Jodi Awards” on Sony Television in the Devrani Jethani category. According to the grapevine, she would now display her dancing skills in a new reality show.Decor with loveNandish Sandhu bought a new house recently and when his girlfriend volunteered to do up his place, he obviously was super excited. Loving the place already, eh?Desi girl turns love guruPunjabi kudi Roshni Chopra is all set to sizzle on the small screen again. The sultry actress, who was last seen on telly as the winner of reality show Desi Girl, will now be jazzing up a sitcom by the name of Love Mein Twist which would air on star plus soon.advertisementlast_img read more