It’s easier to do things right the first time, even if it takes a little longer. It takes more time and energy to do rework, and it when it comes to sales, rework can cost you opportunities.If you don’t prepare for the sales call that took you months to book, you might miss asking some vital questions, fail to create value for your dream client, or fail to obtain the commitments you need. It takes more time and effort to go back over that ground later than it does to prepare. It also slows down the process, and denies your dream client the benefits of what you are selling them.If you skip doing real discovery work because you already know enough to help your client by selling them what you want to sell them, you run the risk (and the likely outcome) of presenting a solution that doesn’t quite fit. You might also miss taking into account what other people want or need. It’s difficult to go back and ask people what they need after you deliver the wrong solution or execute poorly.If you leave an appointment without scheduling the next meeting you need, good luck getting that booked. Instead, count on being completely ignored, and count on countless unreturned voicemails and emails. You ensured that outcome by not having asked for what you really need when you had the greatest opportunity to obtain it. Now you have to do the rework, and the rework is always more difficult.You are ineffective and inefficient when you don’t do the work you really need to do and have to do the work over again later. It doesn’t help you, it doesn’t help your client, and it wastes everyone’s time.QuestionsWhat work do you have to do over?Why do you have to do this rework?What do you have to do to keep from having to go back over ground you should have already covered?How should you prepare so that big outcomes aren’t missed in the first place? 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
Minister of Petroleum and Natural Gas, Skill Development and Entrepreneurship Dharmendra Pradhanspeaks on issues pertaining to Odisha and Chief Minister and Biju Janata Dal leader Naveen Patnaik’s ‘opportunistic’ politics.Looking back, was it politic to give such a build-up to the Bijepur Assembly byelection, seeing that the party lost?We will fight as hard as the Opposition is fighting the polls. In this bypoll, we were able to consolidate the party vote, we could measure our strength. Naveen Patnaik’s strength is brute power and misuse of government machinery. This will not be able to hold during the general elections as could be done in bypolls. The writing on the wall in Odisha is for a big change. That is very evident from the campaigns that we are running and the response of the public.Chief minister Naveen Patnaik says he is equidistant from the BJP and the Opposition; he has supported Prime Minister Modi on simultaneous polls but opposed him on Ayushman Bharat. How do you view his blow hot, blow cold vibe?Naveen Patnaik is one of the most opportunistic politicians of the country, in the way that he picks and chooses issues to oppose and support. He is not being equidistant but displaying equi-convenience. Odisha has had, since 2004, Assembly polls together with the general elections, so it costs him nothing to support the move for simultaneous polls. If you are so aligned to Prime Minister Modi’s thinking, then do see that his philosophy is to build Team India.Mr. Patnaik’s has objected to Central review of all major social sector projects, whether it is on the question of aspirational districts, health or even Swachh Bharat. He stood on the shoulders of Vajpayeejiand Advanijito stabilise himself. It has been his strategy to speak of equidistance and confuse everyone, and to manage the Opposition in this way. In 2009, he broke his alliance with us, and managed the Congress for four months and stayed in power. In 2014, he took the Leader of the Opposition to his side. So his so-called equidistance has nothing to do with ideology.You are supporting the demand to designate the song Bande Utkala Janani as the State anthem. Isn’t this a move to encourage sub-regional nationalism?In 1936, Odisha was the first State to be declared a linguistic one, after an agitation for a greater Odisha. We have been singing this song since then. Why did we raise this issue? Naveen Patnaik has a tendency to raise issues that he has nothing to do with or has no jurisdiction over, like registering hockey as the national game. The Biju Janata Dal (BJD) is a regional party. The Odisha Assembly had passed a resolution asking that it be made a State anthem, in 2006, under the BJD regime. Why wasn’t it done?You have attacked the BJP-led Chhattisgarh government over the Mahanadi dispute — does that make for a conflict of interest?Wasn’t there a conflict of interest over the dispute over Narmada water in the past? Won’t Karnataka BJP and Tamil Nadu BJP speak about the interests of their State unit when it comes to the Cauvery river dispute? Every State unit, regardless of the party, has a narrative and commitment to fulfil and reflect the aspirations of that State; for that we took a stand and we will not allow Odisha’s interests to be compromised.The BJD has failed on the irrigation front in Odisha. As Prime Minister Modi pointed out last month, the State hasn’t been able to save even one millimetre of water from running off into the sea. To hide this failure, the BJD government has picked a fight with Chhattisgarh, and the latter on its part did selective interpretations of the rules. They (Chhattisgarh) have made a few dams upriver and which they say are for irrigation purposes of under 2,000 hectares but are also being deployed for industrial use and do not therefore, have to go to the Central Water Commission (CWC). The law of the land is grey on what comes under the CWC and only deals with irrigation. We have protested that.BJD leader Baijayant Panda recently quit the party. Will he be joining the BJP?Any right-thinking person cannot stay with the BJD as it is functioning today. Anybody who believes in the leadership of Prime Minister Modi and the BJP ideology is welcome.What do you make of recent attempts at forging an Opposition unity against the BJP?Even in the 2014 polls the same forces were ranged against us. These parties want to polarise society and come to power but the mood in the country has changed. Polls since 2014 prove Prime Minister Modi’s popularity is undiminished.