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After spending months in meetings, logging a ton of phone calls, and sitting across from a prospective client for days in negotiation, you get the project. The hard part is behind you - or is it? Bringing in your dream deal is a great achievement, but if you cannot deliver on your promises, that dream could turn into a nightmare that buries your company.

Stiff competition exists in pretty much every market niche today, whether product or service. Growing revenues means selling more, which means offering better, faster, cheaper, or, better yet, all three. A tempting trap that snares many salespeople as they race the competition for prospects' business is to make commitments that are beyond the company's ability to deliver, that will stretch available resources to a dangerous extent, or that commit too many resources to a single client.

When you or your sales staff submit a proposal to a prospect, you put a lot on the line - your company, your reputation, even your employees' salaries. Regardless of what you are selling, the only way to justify that kind of investment is to deliver on your promises. Offering the prospect bigger, faster, or cheaper will only work if you can follow through; if you can't, it's only a matter of time before you get replaced by a competitor. Having this happen even once can put your company in jeopardy - negative word of mouth travels almost at the speed of light, and an unhappy client can tarnish a company's reputation beyond recovery.

So you have to be able to beat out the competition and deliver the goods, which is no small feat. How do you motivate prospect to hire you instead of someone else without overpromising or making commitments that don't make strategic sense for you? Here are some recommendations for getting the business and staying in business.

Understand exactly and clearly what you are offering. If you have a sales team, train them properly so they can sell what you offer without extra embellishments.

Know your competition. Gather as much intelligence as possible about what they are offering, how they are selling, and why prospects do or don't select them.

Do your homework. Gather as much intelligence about your prospect as possible. The more you know about the customer's company and the challenges they are facing, the better edge you will have.

Have a clear objective framed before you meet the prospect. Stay focused on this objective and avoid improvisation. For example, if your objective is to set up a demo of your product in a second meeting, quell the temptation to make a sale even if the conditions seem conducive.

Be prepared to answer any and all questions about your product and/or service. Rehearse possible scenarios beforehand so that you will be prepared to field a range of issues, queries, or objections.

Demonstrate your belief in what you are selling. Prospects can spot a hard sales pitch a mile off, and they know whether or not the person in front of them really believes in what they are selling.

Stand beside the prospect. Not literally, but in the sense that you see the product or service from their point of view and understand the benefits within their context. This allows you to make a connection beyond the sales pitch.

Be honest with the prospective client. This may not be as easy as it sounds. It takes courage. If the customer asks if you can deliver something that you know is beyond your capability, tell the truth. Focus on presenting solutions if any are available. For example, if the request is outside your capabilities but you know of a company that can fill the bill, offer to include them in your proposal as a sub-contractor that you will manage.
Make sure that whatever you propose fits your own company objectives and can be delivered as promised. Analyze your own risks and have back up plans for any occurrence that could jeopardize the successful completion of the proposed project.

Finally, leave the prospect with a positive and accurate memory of how you can help their company. If you have shown them realistic and proven ways of supporting their objectives, they will have realistic view or your product or service, and you will keep their attention and interest long after you've left the room. About the author:
Andrew Brown and Small Business Guru provide Coaching, Inspiration and Practical Advice for Small Business Owners and Entrepreneurs. Subscribe to the free, weekly newsletter at www.small-business-guru.com

A MAN MELTING

The title story from Craig Cliff 's forthcoming collection of short stories demonstrates the young author's drily surreal humour around a fluid subject

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IT BEGAN with a puddle His right hand had been resting on the mouse while he stared at The Register He had once calculated that this one Excel file was worth $25,000 At least that's how the sums worked out on a cost- accounting basis - hours spent plugging numbers into spreadsheet multiplied by hourly rate He had used other valuation methodologies, too Net Present Value Internal Rate of Return Technology Factor These calculations, outdated now, still lay buried in forgotten worksheets in The Register, like a bag of mixed veg at the back of his freezer

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The screen flicked to black and the company logo, a smiling grapefruit, started to move across the screen He waved the mouse to banish the screensaver and noticed the puddle on his plastic mousepad, right where his hand had been resting. Cheap Handbags He checked his surroundings for the source - overfilled pot plants, leaking drink bottles - but there was nothing No stream leading to or from Just a puddle He felt his forehead, but wasn't sweating there The edge of his hand was moist, but that could have come from resting in the puddle He lifted his head to the ceiling It looked watertight

"What's the date today?" Fiona, the team's admin assistant, shouted from across the partition She asked this about ten times a day It was one of the many annoying things about the office he had become comfortable with

"It's the seventh," he said softly, dismissed the puddle and went back to plugging numbers into The Register

When he woke the next morning his sheets were damp He went through the same routine as in the office, looking everywhere for the source, but again found nothing Just damp sheets, which he pulled off the bed The mattress protector was damp also, so he pulled that off too, and threw everything into the washing machine

It took him longer than normal to dry himself after his shower He sniffed his heavy, sagging towel. Abercrombie & Fitch wholesale He had never really smelt his own scent before - the nose having the ability to eliminate the white noise of the familiar - but his towel shot images of his childhood into his head. (Balenciaga).

It's me, he thought

On the bus to work, a small but persistent trickle began to run down his pant leg People stared, thinking he'd peed his pants, as the colourless liquid ran down the aisle and towards the driver

When he arrived at the office, Fiona told him he looked terrible

"I'm melting," he said

"Maybe you should see a doctor" She patted him on the shoulder, which stuck slightly to his shirt, before bustling into the next cubicle to ask what the date was

At the doctor's, he removed his soaking shirt, his damp pants, his soggy socks, and stood there, dripping His doctor - a kindly Hitchcock lookalike with no s
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If you抮e a Paula Cole fan this is a CD your collection flat cannot be without China LED Ribbon Light. In fact, this is one of those CDs that you don抰 even have to be a fan of Cole, or even Rock to know is good. It抯 just good music. Period.
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Personnel: Paula Cole (vocals, piano, keyboards, percussion, whistle); Kevin Barry, Gerry Leonard (acoustic & electric guitars); Eileen Ivers, Laura Seaton, Mary Rowell (violin); Juliette Hafner (viola); Erik Friedlander (cello); Jon Dryden (piano); Paul Bushnell (bass); Jay Bellerose (drums, percussion); Mark Hutchins (tambourine, percussion, programming).
Harbinger opens with an outstanding track, Happy Home, that I anticipate will be heard on radio stations everywhere, and deservedly so. It抯 a really nice track.

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CD Track List Follows:





My Bonus Pick, and the one that got Sore [.. Replica Watches.as in "Stuck On REpeat"] is track 1 - Happy Home. Great track!




Paula Cole originally released Harbinger on October 10, 1995 on the Warner Bros. Records label.

While this entire CD is outstanding the truly standout tunes are track 4 - Watch The Woman's Hands, track 12 - She Can't Feel Anything Anymore, and track 14 - The Ladder.
Harbinger is a pleasantly varied, mix of 14 tracks that are very well written songs by this clearly superb artist. Most of the songs display a lot of the kind emotion that makes for a really great listen Replica Wristwatch. Seemingly drawing from what I can only imagine are her own real life experiences. At different points touching on the most real emotions like love, and the pain of failed relationships can certainly be heard.

PUPILS at North Kesteven School, in North Hykeham, have entered a competition to design a charity logo.

The winning design will appear on hessian bags sold to support the Orders of St John Care Trust's Wish Tree fund.

replica hublot watches The not-for-profit charitable trust provides long-term residential, dementia and nursing care, as well as intermediate and day care, in 73 care homes across Britain.

In Lincolnshire there are 16 care homes and the trust has recently set up the Wish Tree fund to help fulfil residents' wishes at these homes.

The closing date for the entries is March 26 and judges will reach their decision over the Easter holidays. Two judges are from the trust, one is from the school and another from the Echo.

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ONE of two Christchurch men charged in relation to a P lab found in an Invercargill motel Cheap Nike Air Max 95 on March 2 made a brief appearance in the Invercargill District Court yesterday.

Mark Raymond Drake, 44, appeared before Judge Dominic Flatley charged with possessing utensils capable of being used in the manufacture of methamphetamine, possessing methamphetamine for supply, possessing materials capable of being used in the manufacture of methamphetamine, and Replica Nike Terminator Shoes possessing precursor substances.

It was his third appearance in court since the dramatic police sting in Invercargill.

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Through his lawyer Bill Dawkins, Drake entered no plea to the charges, before Judge Flatley remanded him in custody appear in the Invercargill District Court on May 3.

His co-accused, Mark Richard Love, 39, was scheduled to appear yesterday but was not called.

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JOLIET, Ill. - Former Illinois police officer Drew Peterson's fourth wife had told a minister that the night before her husband's ex-wife was found dead, he had disappeared, then returned dressed in black and carrying a bag of women's clothes, the minister testified Friday.

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The testimony from the Rev. Neil Schori was the most potentially damaging yet during a pretrial hearing to determine what hearsay evidence a judge will allow jurors to hear when Peterson stands trial in the 2004 death of his third wife, Kathleen Savio, whose body was found in a dry bathtub in her home. Schori said Stacy Peterson told him her husband had coached her about what to tell police.

The hearing stems from a state law that allows a judge to admit hearsay evidence in first-degree murder cases if prosecutors can prove a defendant killed a witness to prevent him or her from testifying.

Drew Peterson, a former Bolingbrook police sergeant, has pleaded not guilty to first-degree murder. He has not been charged in Stacy Peterson's disappearance, but he is considered the only suspect.

Stacy Peterson spoke with Schori, a counseling minister at Westbrook Christian Church in Bolingbrook, before she went missing in 2007.

"She was scared of the control Drew had on her life," Schori said. "She was scared to be with him and scared to be away from him."

Schori said that Stacy Peterson told him that the night before Savio's body was found, she had fallen asleep with Drew Peterson, but woke up in the middle of the night to discover her husband was gone. She searched the house and called his cell phone without an answer, but didn't see her husband until later in the laundry room, Schori said.

Schori said Stacy Peterson told him her husband was dressed entirely in black and dumped the clothes was wearing, along with women's clothing from a bag he was carrying, into the washing machine. Schori said Stacy Peterson said the women's clothes weren't hers.

Schori said Stacy replica tag heruer watches Peterson asked him not to contact police. Schori testified that she told him: "You can't get away from the police when your husband is a police officer."

But Schori said he "immediately" tried to contact police after Stacy Peterson's disappearance.

The judge prevented Schori from talking about conversations Stacy Peterson had with her husband, among other things.

Scott Rossetto, a friend of Stacy Peterson, said that days before Stacy Peterson disappeared she told him she had contacted a divorce lawyer and was ready to leave her husband.

Then, he said, she asked if Rossetto could "keep a secret." She then told him that the night Savio died, Drew Peterson came in late at night and said "if anybody ever asks I was home," Rossetto said.

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Prosecutors also presented a neurologist to combat defense attorneys' contention that Savio's death was an accident, that she simply fell. Dr. Gene Neri testified that he had diagnosed her with cervical vertigo, but he said "In 30 years of treating (patients) I haven't had a single person fall as a result of cervical vertigo."

In fact, he said that's because people with this particular kind of vertigo are extremely careful.

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AHMEDABAD: A cashier of a petrol pump at Khokhra was shot dead by a man who hitched a ride on his scooty when he was going to deposit the pump's earnings in the bank.

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Bipin Thakkar, 45, a resident of Mangalam Society, Ghodasar, worked as a cashier-cum-manager at Sheth Mehta and Co near Anupam Cinema in Khokhra and used to regularly deposit the collections in the bank. On Monday, around 10.50 am he was headed for the State Bank of India's Khokhra branch on his scooty with the cash bag containing Rs 3.5 lakh when he gave a lift to a man in his 30s, eyewitnesses told police.

Two men then came on a bike and tried to corner him as the pillion rider tried to snatch the cash bag at gunpoint. When Thakkar resisted, he shot him through the neck from behind with a .12 mm bore gun, as the cashier slumped on his two-wheeler, dead. The three then ganged up and sped towards Hatkeshwar.

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"Thakkar was headed towards Hatkeshwar when the incident took place near Gayatri Dairy," said DB Raulji, inspector of Amraiwadi police station.

"According to eyewitness, the incident took place at 500 m from the pump. The three men had wheatish complexion with thin and lanky frames. We have created traffic check posts and alerted check posts on the border to look out for a black Bajaj Pulsar bike," said Ajay Kumar Chaudhary, deputy commissioner of police, zone V, who visited the spot along with area inspector and assistant commissioner of police.

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Gem, 2, Shih Tzu/Bichon cross

I just celebrated my second birthday. l love to play with my stuffed toys, enjoy chewing on ice cubes, jogging with my owner, sitting on the ottoman in front of the picture window, and lounging at the cottage. I even learned how to roll a stuffed squirrel down the stairs, chase after it, bring it back up and do it all over again. I love everyone, especially children.

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-- Lana Harrison, Winnipeg

Wylie, 7 months, Springer spaniel

Wylie has an amazing amount of energy. During his very first snowfall he found Thomas sabo charms that he loved to run back and forth and roll in the snow, then bury his face in it. He's very affectionate and charms everybody he meets.

-- Gaylyn Holmstrom, Winnipeg

Marley, a few weeks old

Marley loves to read my birthday cards. My son Aaron, age 16, found this tiny kitten, abandoned in a box by Seddon's Corner in the sandpits just past Beausejour. Marley is our first pet ever -- cuteness will triumph over allergies every time. Aaron has learned responsibility and is a fabulous pet owner.

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-- Anne Wolkenstein, Molson

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