A business owner sells a product. A new salesperson shows up and teaches the business owner that by changing some of the component parts of his product that he can create that product at a lower cost. This makes his product and business more profitable.Later, another salesperson shows up and teaches the business owner that buy choosing another cheaper component part (in addition to the one he’s already installed in his product) that he can manufacture his product at an even lower price and capture even more profit.This whole “cheaper” thing is really starting to pay off. The business owner follows this path. He continues to try to find lower-priced components with which to manufacture his product. But over time, his product has changed. The product is not as high quality as it was when he originally created it. The perception of value has changed. Now it’s cheaper.Slowly at first, then faster, the business owner loses market share to competitors with a product that costs more but is of significantly higher quality. The competitor’s product is perceived as being more valuable–and it’s not the lowest price.As fewer and fewer people are willing to buy the business owners product, he begins to lower his price in an attempt to compete with product’s that cost more. He tries desperately to widen the perception of value. Now with the perception of value destroyed, he competes on price. In doing so, he is less and less profitable.You are hurting your customer by helping them find a lower price if it hurts their long-term business prospects. Your job as a sales person (and good business partner) is to help your clients create more value. If you can help them produce greater value at the same or lower price, that’s a good thing. It’s helping them obtain a lower price in a way that doesn’t hamper their ability to deliver value to their customers. But if what you sell them reduces the value that they create for their clients, then you are harming them by winning the business on price and allowing your client to underinvest in the real outcome they need.By helping your clients chase the bottom on price you may be helping them destroy the value they create.QuestionWhat part do you play in your client’s value chain?How do you help your clients deliver value to their customers?When is it wrong to help your client obtain a lower price?When is cheaper better? Is the cheapest product ever the best product in its category? Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now
The ruling Peoples Democratic Party (PDP) in Jammu and Kashmir on Saturday described Union Home Minister Rajnath Singh’s offer of fresh dialogue with stakeholders as “a golden opportunity for the Hurriyat.”“The Hurriyat and Pakistan should respond positively to the offer of talks on Kashmir. It’s high time for the Hurriyat to initiate a result-oriented and meaningful dialogue with the Government of India,” said PDP general secretary Mansoor Hussain Sohrawardhy.Ready for dialogueIn an interview to a New Delhi-based channel, Mr. Singh said, “If Hurriyat is ready to talk, we have no problem, we are ready to talk to anyone. Even if Pakistan comes for a dialogue, we are ready for it.”The PDP leader said the State government had taken a series of confidence and peace-building measures to put a lid on the violence and bloodshed and that “more [measures] could be taken in the future.” “The ball is in the Hurriyat’s court now. The onus also lies on Pakistan to hold dialogue with India and stop painting the borders and the LoC in Kashmir red,” said Mr. Sohrawardhy.Hurriyat chairman Mirwaiz Umar Farooq maintained that the Hurriyat leadership would “extend its full support to every serious effort aimed at resolving the Kashmir [issue] so that peace prevails and bloodshed stops”. “It’s long overdue that India and Pakistan allow the leadership of the two divided parts of Kashmir to meet with each other and decide on their future course of action regarding their destiny. Such a step is of utmost importance,” said the Mirwaiz.Meanwhile, separatists forum Joint Resistance Leadership (JRL) leader Yasin Malik, also JKLF chief, held a sit-in protest in Srinagar to demand release of all political prisoners.“We demand the immediate release of all prisoners, including Masarat Aalam, Qasim Faktoo, Asiya Andrabi and others,” said Mr. Malik.
MOST READ The team president and Hall of Famer spoke with reporters at Michigan State, where he and the 1979 national championship team he led were celebrated before the ninth-ranked Spartans beat Minnesota.The Lakers were in pursuit of disgruntled New Orleans superstar Anthony Davis and many of their players were mentioned as possibly being dealt before the deadline Thursday. The franchise ended up trading Michael Beasley, Ivica Zubac and rookie Svi Mykhailiuk in a pair of deals to acquire Reggie Bullock and Mike Muscala.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSUrgent reply from Philippine football chiefSPORTSPalace wants Cayetano’s PHISGOC Foundation probed over corruption charges“I love our team. I love the guys,” Johnson said. “It’s a tough part of our business whether you’re mentioned in trade talk, or you get traded. It’s a tough part of professional sports, but they came together and played great against Boston. My job is to make sure we stay together as a team and stay focused on the goal, which is to make the playoffs.”The Lakers, who are in 10th place in the Western Conference, play at Philadelphia on Sunday. SEA Games hosting troubles anger Duterte Oil plant explodes in Pampanga town Sports Related Videospowered by AdSparcRead Next LATEST STORIES PH underwater hockey team aims to make waves in SEA Games PLAY LIST 02:42PH 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 Phoenix, SMBeer seek key victories US judge bars Trump’s health insurance rule for immigrants Oil plant explodes in Pampanga town Don’t miss out on the latest news and information. Private companies step in to help SEA Games hosting Grace Poe files bill to protect govt teachers from malicious accusations ‘We are too hospitable,’ says Sotto amid SEA Games woes EL SEGUNDO, CA – SEPTEMBER 20: Earvin “Magic” Johnson discusses the upcoming Los Angeles Lakers’ season at UCLA Health Training Center on September 20, 2018 in El Segundo, California. Meg Oliphant/Getty Images/AFPEAST LANSING, Mich. — Magic Johnson plans to hug it out with the Los Angeles Lakers to help them cope with the fallout from the NBA trade deadline.“It’s a part of business, it’s a part of being a professional athlete,” he said Saturday. “I’m going to hug ’em and tell them that we got to come together and our goal is still in reach, which is to make the playoffs.”ADVERTISEMENT ‘We are too hospitable,’ says Sotto amid SEA Games woes View comments