Share Facebook Twitter Google + LinkedIn Pinterest Much of Ohio received multiple inches of rain recently and farmers are calling DuPont Pioneer Territory Manager Bradley Ott to see how those rains may have impacted fertilizer and herbicide applications made last fall. The Ohio Ag Net’s Ty Higgins has more in this week’s DuPont Pioneer Field Report.
Every week I receive an InMail or a connection request on LinkedIn from a person who describes them as a “high ticket closer,” an inaccurate description of both the individual and their skill set. Also not something a salesperson should ever strive to become.First, let’s dispatch with the idea of “high ticket.” The idea that $2,997 is a “high ticket” is an indication that the person describing themselves in this way is not a “high ticket” anything, that number being minuscule. Real Estate Agents, automobile salespeople, and a reasonably good tailor all have average sales that are many times larger, and business-to-business salespeople would find that description laughable.Second, let’s deal with the idea of “being a closer.” Your intentions in sales matter. Who you are matters. Your character matters. What you do and how you do it projects these things to others. The idea that one should be a closer suggests that what matters most is a signed contract, making the entire interaction about the outcome the person selling wants and not about the person buying and their results. I am forced here to use the clumsy description “the person selling,” because such a person is not worthy of calling themselves a salesperson.These “closers” have been taught to manipulate and pressure individuals to buy by con-artists and charlatans who used the very same tactics to sell them a get rich quick scheme (another unfortunate, but accurate, term as these snake oil salesmen are not selling a solution as much as they are selling the individual a dream, and nothing more). These would-be wolves don’t know they’re sheep.Your Philosophy and Your IntentionsIn The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, I wrote about the importance of having a philosophy of sales that guides your intentions and your actions. I summed up this other-oriented philosophy with this idea: “Selling isn’t something you do to someone. It is something you do with and for someone.” Once one understands and embodies this philosophy, selling is a whole lot easier.The idea that one needs “to close” their prospective client suggests that the person is doing something “to” their prospect—not for them or with them. The idea that one needs to close a sale in a single interaction and that pressure must be applied is evidence that the person selling doesn’t know how to sell. Pressure, force, and manipulation are the tactics and tricks of those who don’t know how to sell. You’ll have to forgive my strong language here, but it also makes you a five-star, gold-plated asshole.These are the approaches of those who wish to get rich quick. It’s what one does when they know no better, and when they are looking for a result without having to do the necessary work. They are looking for a way to hack the outcome. It is an immature mentality, the mindset of a small child, the tactics of one who is not mature enough to delay their gratification. You should outgrow this by around the age of six or seven.Grown Up SalesI don’t need to write what follows. If you are a professional salesperson, nothing I say here is going to provide you with anything more than a confirmation of who you are and what you already believe. What follows is for those who may need a more accurate understanding of what closing means to real salespeople.In sales, it is essential to gain commitments (video). Those commitments are what allows a salesperson and their prospective clients to have the conversations necessary to explore change, collaborate and evaluate potential solutions, determine the appropriate and necessary investment, review the solution, and resolve the prospective client’s concerns. The commitment to decide to move forward is the easiest and most natural outcome when a salesperson helps their potential client by creating value through this process (or something like it).If the commitment to move forward isn’t easy for you to obtain, it’s an indication that you didn’t do an excellent job throughout the sales conversation. It might also be that you have been taught to be a smarmy, self-oriented person who mistakenly believes what they are doing is selling, in which case, your approach repels your prospects. Great salespeople don’t have to resort to high pressure, which is why we call what we do “selling” and not “closing.”All of the people I have heard describe themselves as a “closer” couldn’t close a door with both hands and an instructional manual. The ability to win business is inversely proportional to the individual’s willingness to describe themselves as a “closer.”Trusted. Advisor. Consultative. Salesperson.If you ask a salesperson what they aspire to be, you will hear them describe their desire to be a trusted advisor (video). You will also hear them suggest they want to be consultative.Real salespeople won’t sell something to their prospective clients if they don’t believe it will serve them. Not selling someone something isn’t right for them is how salespeople create and retain trust. Once you break that trust, your prospective client is no longer going to listen to your advice, nor should they. A professional salesperson values their relationships over the individual transaction.Those who call sales their profession don’t try to close people, nor do they try to use a one-call close (video) when it isn’t appropriate. Nor do they pressure their future clients.A real salesperson creates a preference to buy from—and work with—them by creating value for their prospective client, most of which occurs long before the potential client decides to buy. If you can’t sell effectively, the right solution is to learn to sell better, not to use manipulation, force, or pressure. If you don’t want to learn to sell effectively, you should find another line of work. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now
Trump signs bills in support of Hong Kong protesters Celebrity chef Gary Rhodes dies at 59 with wife by his side “I’ve always believed that the best way to prepare for a game is to completely be in the present,” Reyes said in the report. “It’s the now that’s going to be important.”The Filipinos hope to use speed to offset China’s edge in size, with Gilas having a fleet-footed backcourt led by Jayson Castro and Terrence Romeo.Save for the absence of Blatche and Fajardo, the Philippines is being represented by possibly the best team it could cull, unlike the Chinese and Iran, who are saving their best players for the World Cup Qualifying starting in November.Gilas and China are bracketed with Iraq and Qatar in Group B and to keep on playing, would need to win at least once in the first round.Each group topnotcher will automatically make it to the quarterfinals, while Nos. 2 and 3 will advance to a qualifying round for the quarters.ADVERTISEMENT Don’t miss out on the latest news and information. MOST READ Sports Related Videospowered by AdSparcRead Next NGCP on security risk: Chinese just technical advisers Lacson: SEA Games fund put in foundation like ‘Napoles case’ Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH 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 Games Christian Standhardinger has taken over the place of Blatche on short notice, and there will be a lot that the6-foot-8 Filipino-German would need to do in order to make Gilas competitive in the continental championship.The Philippines finished second in the last two editions of the Fiba Asia, the first happening in 2013 in Manila and two years ago in Changsha, Hunan province in China.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool starsIran won the 2013 event, while the Chinese literally maximized homecourt edge two years later to beat the Filipinos in a close contest.Coach Chot Reyes doesn’t want his players to be thinking about that for this game, but was quoted as saying by a TV5 report that “it’s human nature,” for players to recall what happened then. DILG, PNP back suspension of classes during SEA Games Key game up for national squad Photo by Tristan Tamayo/INQUIRER.netA Gilas Pilipinas side that is definitely wanting in size gets its Fiba Asia Cup bid going, clashing with defending titlist China Wednesday at Mouhad Nawfai Stadium in Beirut, Lebanon.With Andray Blatche refusing to go and June Mar Fajardo injured, the Filipinos are the definite underdogs in their 6:30 p.m. (Manila time) clash with the Chinese, who had taken just four players from their team that played in the 2016 Rio de Janeiro Oympics but still loom as one of the teams to beat in the tournament.ADVERTISEMENT Robredo should’ve resigned as drug czar after lack of trust issue – Panelo Robredo should’ve resigned as drug czar after lack of trust issue – Panelo NATO’s aging eye in the sky to get a last overhaul LATEST STORIES View comments
Penn State freshman punter Blake Gillikin (93) and OSU redshirt sophomore wide receiver Terry McLaurin (83) rush towards the ball after a blocked punt in the second half of the Buckeyes game on Oct. 22. The Buckeyes lost 24-21. Credit: Alexa Mavrogianis | Photo EditorSCOTTSDALE, Ariz. — For weeks, much of the talk for the PlayStation Fiesta Bowl has been about the offensive and defensive capabilities of both No. 3 Ohio State and No. 2 Clemson. However, there has been little discussed in terms of special teams, the unit that the Buckeyes take extremely seriously. Kerry Coombs, the secondary and special teams coach for the Buckeyes, has a knack for coaching some of the best special teamers in the nation year after year. According to him, the effort of his gunners and kick coverage unit could make the difference in a game as evenly matched as OSU versus Clemson.“I think they’re very, very good just like I think we’re very, very good,” he said. “I think there’s going to be a couple of areas in the game … I know that their national championship game last year hinged on some big special teams plays. I think that our kids are extremely well prepared, and I know that there’s are too. So, it’s going to be a lot of fun. I think it will be a factor in the game.”One of the biggest weapons on Coombs’ special teams unit is senior punter Cameron Johnston. Johnston, a native of Melbourne, Australia, who has been punting for the Buckeyes for four years now, and is in his fifth year with the team.Averaging a career-best 46.2 yards per punt in 2016, the Australian born punter has a few goals in mind against Clemson. The most prominent of those goals is limiting the returning ability of the Tigers’ returners.“You never know how many times you’re going to punt, but when you do, you got to make sure it’s in the right area,” Johnston said. “If you get zero return yards for the day, you’ve had a good day.”While netting zero return yards on punts has a lot to do with how the ball is kicked and the trajectory it takes before striking the turf the proper way, having help from teammates is necessary to limiting return yardage. Wide receivers like redshirt sophomore Parris Campbell and Terry McLaurin have been instrumental on kick coverage success, playing predominantly at the outside coverage positions.The players at those positions, known predominately as “gunners,” are known for their speed and athleticism, as well as the ability to hunt down the ball and bring down the returner quickly, or forcing him towards the middle of the field. For McLaurin, the chance to cut his teeth as a special teamer has resulted in his development as a well-rounded player.“You kind of get your feet wet playing special teams,” he said. “Once you start making plays on special teams, you’re going to be making plays on offense. You see it all the time with guys coming through this program. That’s what we preach about competitive excellence.”Although the Buckeyes have yet to score on a punt return this year, it is worth noting OSU has not given up a touchdown on a punt either this season. Part of that statistic has to do with McLaurin’s ability, while another part comes down to how well Johnston has played.With a punter like Johnston who is a master at hang-time on punts, as well as a speedy player on the outside to get to the returner quickly, OSU might very well dictate the game. Pinning an offense deep in its own territory is something that Coombs feels could be the difference maker come Saturday.“All the difference,” he said. “And not just big (plays), but just the innate field position difference. If we can gain yards with special forces throughout the game, which is our objective, it doesn’t show up as a big play. But it makes a dent in the scoreboard.”OSU squares off against Clemson in the Fiesta Bowl on Saturday at 7 p.m. in the University of Phoenix Stadium.
Junior center Amir Williams (23) dunks the ball during a game against Iowa Feb. 4 at Carver-Hawkeye Arena. OSU won, 76-69.Courtesty of The Daily Iowan/Alyssa HitchcockWhen a team is on the road in a hostile environment, college basketball coaches typically look to their seniors to lead the way.That was the case Tuesday night in Iowa City, Iowa, as Ohio State senior guard Aaron Craft did a little bit of everything to help lead his team to its second straight road win, defeating No. 17 Iowa, 76-69.Craft finished with a game-high 17 points, recorded six steals, dished out six assists and delivered a crucial driving layup with 1:21 remaining while getting fouled. His free throw put the Buckeyes (18-5, 5-5) up, 66-59, but Iowa would not go away.The Hawkeyes (17-6, 6-4) cut the lead to four after a free throw by senior forward Zach McCabe with 54 seconds left, but they never got that close again.The battery of junior guard Shannon Scott, junior forwards LaQuinton Ross and Sam Thompson and senior guard Lenzelle Smith Jr. combined to make 10 of 12 free throws after the lead was cut to four to help seal the win for the Buckeyes, who won their second straight game against a top 20 opponent — following up a 59-58 victory at then-No. 14 Wisconsin in Madison, Wis.The Buckeyes shot 25-49 from the field in the game, including 7-16 from beyond the arc. Their perimeter defense proved to be the difference, as Iowa shot just 3-20 from deep.After trailing, 33-31, at halftime, OSU took the lead for good after Smith Jr. buried a three from the wing with 18:39 remaining. Smith Jr. finished with 12 points, one of five OSU guys to score in double figures including Craft, Ross with 13, junior center Amir Williams with 12 and Scott with 11.Sophomore guard Mike Gesell led the Hawkeyes with 16 points, and junior center Gabriel Olaseni added 14 off the bench.After the two straight road wins, OSU is set to come home Saturday and take on Purdue (13-9, 3-6). The Buckeyes last beat the Boilermakers, 78-69, Dec. 31 in West Lafayette, Ind. Tipoff for Saturday is set for 6 p.m.
Former West Ham United player Marlon Harewood has revealed he is in the business of tinkering supercars.The ex-Aston Villa striker is pimping up the motors of England and Premier League stars now that he has hung up his boots. His customers include England players like Harry Kane, 25, John Stones, 24, Kyle Walker and Fabian Delph, both aged 28.Harewood, 39, said, according to Daily Star:“We have fitted PlayStations, printers and coffee machines into clients’ cars. We recently did a makeover on an Audi Q7 for a Man United player.”“We gave the car a respray and added a body kit before completely changing the interior, including the seats and dashboard. When you see what the car looks like before and after, it’s exciting. It gives you a buzz.”“There are plenty of other companies who provide similar services, but a lot of footballers struggle to find someone who they can trust.”Report: England’s Rice gets death threats George Patchias – September 9, 2019 England International Declan Rice has received death threats.Rice a one time Ireland International, switched allegiances only this year. The West Ham United man played for…“But because I’ve played the game, they know I’m not going to try and rip them off.”“There is so much competition between the young players these days. They all want to be seen driving something better than their team-mates.”“Social media plays a huge role. They see flash cars on Instagram and want the same thing.”“Some get bored very quickly and change it after 12 months. I believe Jack Butland has had his car wrapped in six colours over the years.”“I wanted to start a car business so players could avoid losing money. It’s a short career, and when you get to a certain age, you want that money you wasted on that car.”“Hopefully with our help, players will avoid paying over the odds.”