Laying the Ghosts of Oil Block 13 to Rest

first_imgSince the Special Presidential Committee set up to probe the veracity of Global Witness bribery allegations, submitted its report to President Weah, nothing much has been heard from the President, although the Committee had recommended that the accused former officials make restitution of bonuses paid to them by NOCAL.All the accused save none have rejected accusations that the bonus payments they received from NOCAL constituted a bribe and have instead insisted that such bonuses were rewards for having done an “excellent” job. This view, however, was certainly not that of the Special Presidential Committee whose recommendations called for restitution of the funds by the recipients.The Daily Observer’s reportage on this issue has apparently riled some individuals with questions being asked about the motivation of the writer of the story carried in the Friday, July 13, 2018 edition of this newspaper captioned “Oil Block #13: Did NOCAL Circumvent 2002 Petroleum Law?” and whether the writer had personal axes to grind.But far from it, the Daily Observer had simply taken a hard look at the issues and accordingly posed questions to which none of those writing rejoinders to the Global Witness report has been able to answer so far. The foremost question to members of the Hydrocarbon Technical Committee (HTC) as well as the Oil Block 13 negotiating team is within which legal framework were the negotiations done for the awarding of the concession agreement to ExxonMobil.To the best of available information and evidence, the sole operable existing legal framework within which such negotiations should have been done in 2013-2014 was the 2002 New Petroleum Law passed into legal existence during the tenure of former Liberian President Charles Taylor. The Daily Observer has not been able to find any evidence anywhere that the New 2002 New Petroleum Law had been amended or rescinded either during or within the period of the negotiations with ExxonMobil.Informed sources tell the Daily Observer that according to the 2002 New Petroleum Law, Liberia stood to benefit more than 100 million US dollars from the ExxonMobil concession agreement. Selfish and greedy officials however placed personal interest above country and negotiated arrangements with ExxonMobil that violated the spirit and intent of the 2002 New Petroleum Law.The law explicitly states the rights of the state(Liberia) in Hydrocarbon deposits and it reads as follows: Section 3.J. -State’s Rights in Hydrocarbon Deposits~ “All Hydrocarbon deposits belong to and are the properties of the Republic of Liberia, which are held in trust by NOCAL. Whether such deposits are found on the surface of the ground or in the soil or subsoil, under the surface of rivers, ocean, streams, watercourses, territorial waters and Continental Shelf of Liberia, they remain the property of the State as stated above”.In other words, the National Oil Company of Liberia (NOCAL) is a fiduciary(agent) of the state, holds in trust all hydrocarbon deposits in Liberia and it should at all times act to protect and defend the interests of the state as provided for in the 2002 New Petroleum Law. From our examination of the facts, NOCAL failed to uphold its fiduciary responsibilities by signing on to an agreement that violated the law.The New Petroleum Law clearly defines who an agent is: In Section: 1.3.1 “Agent” -“means an employee of NOCAL or any entity, who is directly responsible for the negotiation of Hydrocarbon contracts as fiduciary of the National Oil Company of Liberia, the Liberia Petroleum Refining Company, the Government of the Republic of Liberia or such similarly situated persons”.Given the above, how then can NOCAL justifiably pay bonuses to itself for overseeing the preparation of a concession agreement? For all what accused former officials may claim about NOCAL being a legitimate state entity that paid out bonuses, the incontrovertible fact remains that they were in fact agents of NOCAL acting in and on behalf of that state entity and as Section 3.J, of the New Petroleum provides “All Hydrocarbon deposits belong to and are the properties of the Republic of Liberia, which are held in trust by NOCAL.Further, there is not a shred of evidence anywhere that the negotiating team including members of the Hydrocarbon Technical Committee(HTC) during their negotiations upheld for example Section 3.3 of the 2002 New Petroleum Law under the heading “The National Oil Company’s Participation in Ownership”:It reads: “The National Oil Company, in addition to other rights, interests and benefits it is entitled to receive under any and all Production Sharing Agreements, it shall also receive, free of charge, equity interest in all production operations and exploitation of hydrocarbon deposits! in the Republic of Liberia. The value of such equity interest shall be twenty (20%) percent of the authorized, issued and outstanding capital shares existing at any time, without dilution”.Where in the ExxonMobil Concession agreement is this provision upheld? From all available evidence the New Petroleum Law was not amended until 2016 well after the much proclaimed ExxonMobil agreement had been signed. A member of the negotiating team former Justice Minister Christiana Hammond Tah in an interview with radio talk show host Henry Costa, made a veiled reference to the 2002 New Petroleum Law saying, she raised issues with former President Sirleaf on issues related to the 20 percent state equity as well as 10 percent for Liberian participation but was told instead “Madame Minister you have your marching orders”, whatever that meant.As regards, Liberian participation, the 2002 New Petroleum Law states in Section 3.4. under the heading “Stock Purchase”: The holder of the rights to hydrocarbon deposits shall notify the National Oil Company of Liberia, that shares equivalent to ten percent (10%) of its stock are available for purchase by Liberians and/or any such interested citizens.Again, the Daily Observer’s examination of the facts shows that this provision was also not upheld. The Daily Observer however notes that in the 2016 amended version of the 2002 New Petroleum Law all the above mentioned provisions were scrapped for reasons that appear difficult to understand.Moreover, if it indeed the Government of Liberia saw it fit to amend the 2002 law why it did not do so in 2013 but rather did so in 2016? It does suggest that the 2016 amended law was applied retroactively. The nation now awaits President Weah’s response to the Special Committee’s report.The report has recommended restitution arguing that the bonus payments made to the negotiating team were unlawful. The report however stopped short of mentioning whether the 2013 ExxonMobil concession agreement itself was indeed legal and binding notwithstanding the fact that it was done outside the law controlling.This newspaper seizes the opportunity once again to remind President Weah of his inaugural pledge to fight corruption no matter who is involved. He must lay the ghosts of Oil Block 13 to rest by acting on the Special Presidential Committee report as a first step to be followed by a review of the ExxonMobil agreement.Further he should cause to be scrapped, the amended New Petroleum Law of 2016 and revert to the 2002 New Petroleum Law. Only then can he lay the Ghosts of Oil Block 13 to Rest.Share this:Click to share on Twitter (Opens in new window)Click to share on Facebook (Opens in new window)last_img read more

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Costa leads Atletico rout over Lokomotiv Moscow

first_img0Shares0000Diego Costa proved too much for Lokomotiv Moscow’s Portuguese defenders © AFP / JAVIER SORIANOMADRID, Spain, Mar 8 – Diego Costa helped Atletico Madrid take a big step toward the Europa League quarter-finals by scoring in a 3-0 victory over Lokomotiv Moscow on Thursday.Atletico will carry a commanding lead into the second leg in Russia. Saul Niguez hit the net with a stunning strike at the Wanda Metropolitano before Costa made it two with an instinctive finish.Koke added a third late on to leave Lokomotiv with a mountain to climb next week.Costa has six goals in 12 appearances since moving to Atletico from Chelsea in January.“In the whole game we were superior,” Atletico coach Diego Simeone said.Security around the game was ramped up amid fears of a repeat of the fan violence that marred Athletic Bilbao’s match against Spartak Moscow a fortnight ago.Only around 500 Russian supporters were reported to have made the trip to the Spanish capital, however, and there was no visible sign of trouble before kick-off.Lokomotiv sit seven points clear at the top of the Russian Premier League but this is as far as the club has gone in Europe since reaching the Champions League last 16 in 2004.“In no way did I feel embarrassment for the team,” Lokomotiv coach Yuri Semin said.“We do not consider the tie lost.”Atletico, meanwhile, are rated as Europa League favourites with the bookmakers and, on this evidence, they will take some stopping.Lokomotiv managed only one shot on target in the 90 minutes.Both teams stood around the centre circle before kick-off as a minute that began in silence broke into applause in memory of Fiorentina defender Davide Astori, who died suddenly on Sunday.Atletico controlled possession early on but it took a thunderbolt from distance to break the deadlock.Saul picked the ball up 30 yards out and without a better option unleashed a left-footed shot that sailed into the top corner.They should have doubled their lead before half-time. Lokomotiv goalkeeper Guilherme rushed out and was robbed of the ball by Antoine Griezmann on the touchline. With the goal gaping, the Frenchman could only guide his long-range effort wide of the far post.Costa was more precise early in the second half, however, steering home the rebound after Griezmann had seen his close-range finish saved. Saul had provided the brilliant pass.Griezmann was taken off in the 66th minute and Costa followed eight minutes later.But there was still time for a third, when Koke burst into the box and prodded a shot into the corner.0Shares0000(Visited 2 times, 1 visits today)last_img read more

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Premier League Preview Show

first_imgTom Rennie is joined by the former Chelsea, Leeds United and Stoke City defender Michael Duberry to look ahead to the biggest game of the Premier League season so far as Manchester City host the Blues at the Etihad.Former Manchester United and Republic of Ireland midfielder Alan McLoughlin gives us his view on the Red Devils’ resurgence against QPR last weekend.Ex-Arsenal midfielder Ray Parlour gives us his three to watch ahead of game week five, and Andrew Whitelaw from Red Card Sports Radio in Singapore, one of talkSPORT’s Global Audio Partners, plays Tom Against the World.last_img read more

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Mancini off the mark as Italy awaken after winless year

first_imgThat was followed by the devastating failure to qualify for the World Cup for the first time in 60 years after a playoff defeat to Sweden at the San Siro in November last year.Italian football has been in turmoil ever since. Although Mancini took over last May, the Italian football federation is still to elect a new president.It was perhaps not surprising that Cristiano Biraghi’s last-gasp winner in Chorzow on Sunday night was celebrated as if the national side had won the tournament.Despite Mancini’s insistence that it would not be a drama if Italy lost the match, the League A Group 3 clash was a relegation playoff, with Poland dropping to League B.“The salvation of Italy and the turning point for Mancini,” wrote La Repubblica, hailing the win as a “birth certificate for a new national side.”Former Manchester City boss Mancini’s only success since taking over five months ago was a 2-1 win in a friendly against Saudi Arabia before the World Cup.“A new cycle has already begun,” said the 53-year-old former Italian international.Italy defender Cristiano Biraghi (L) celebrates scoring the winning goal with midfielder Nicolo Barella © AFP / Janek SKARZYNSKI“We’ll go with pride to see the president of the republic,” he added of Monday’s meeting with Italian President Sergio Mattarella in Rome to mark the 120th anniversary of the Italian FA.“All of Italian football will be there, it’s important to go with a morale-boosting win like yesterday and for this we are proud,” said Italian Olympic Committee (CONI) president Giovanni Malago. “I see a new generation of young Italians emerging. In recent years there has been a lack of foresight.”– ‘No magicians’ –Mancini said a “new era has already begun”, although he cautioned that “there are no magicians”.“We simply started working, getting to know the players.“I don’t like to think that the worst has passed for us, because for us it has never got that bad. There was never any specific kind of problem.”Italian coach Fabio Capello believes “Mancini’s choices have borne fruit,” as the national side can now aspire to finishing top of their Nations League group ahead of European champions Portugal.“The coach knows his players and tries to construct the match based on what he has,” said the former England and Russia coach.Mancini stuck with the same eleven he started with in last Wednesday’s 1-1 draw against the Ukraine.He then opted to bring on Kevin Lasagna for his international debut in the second half over Lazio ace Ciro Immobile, and the 26-year-old, who plays for Serie B side Carpi, set up Biraghi for the winner.Nicolo Barella, 21, was also chosen to start over Lorenzo Pellegrini in midfield after making his international debut in Genoa.Fiorentina defender Biraghi was playing just his third game for Italy after earning his first call-up last month at the age of 26.“Last night Mancini’s choice was a winner,” said Capello.“(Barella) is a player who gives a change of pace in midfield, he gives something more, in terms of quality and quantity, that we were lacking before.”Cristiano Biraghi made the sign ’13’ in honour of ex-Fiorentina teammate Davide Astori who died last March © AFP / Janek SKARZYNSKIThe result ensures Italy stayed in the top tier ahead of December’s draw for Euro 2020 qualifying, and can still win their Nations League group.It also gives the Azzurri a boost as they prepare to host Portugal in the San Siro on November 17 — just over a year after they lost their World Cup playoff to Sweden at the same stadium.Portugal have six points from two games, with Italy on four points after three games with Poland relegated to League B with one point.Portugal then host Poland three days later.0Shares0000(Visited 1 times, 1 visits today) 0Shares0000“A new era has begun”: Italy coach Roberto Mancini gets his first competitive win © AFP / PATRICIA DE MELO MOREIRAMILAN, Italy, Oct 15 – Roberto Mancini got his first competitive win as Italy’s journey back from the abyss of their World Cup qualifying failure began to take shape with a last-gasp 1-0 win over Poland in the Nations League.It was the first competitive win for the four-time world champions since a 1-0 victory over Albania in World Cup qualifiers on October 9, 2017.last_img read more

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Micky Gray names his three top picks to replace Moyes at Sunderland – LISTEN

first_imgMicky Gray wants Sunderland to target Chris Coleman as their next manager if David Moyes walks away.Moyes is being tipped to quit the Black Cats after they were relegated from the Premier League at the weekend.Gray, who spent 12 years of his playing career at the club, admits it has been an ‘awful’ year under the Scot and would welcome a managerial change.And, should Moyes go, he has named Wales boss Coleman as his top choice to come in.Speaking alongside Danny Kelly on talkSPORT, Gray said: “Chris Coleman is a fantastic guy. His enthusiasm his brilliant.“I would take Chris Coleman tomorrow. He would be my number one right now.“I don’t know if he is going to stay with Wales, but he would be my number one.”While Coleman is his top pick, Gray would also be happy to see Ryan Giggs or former Sunderland boss Roy Keane get the job.Giggs is still searching for the right club to kick off his managerial career after leaving Manchester United’s coaching staff last summer.His old United teammate Keane, meanwhile, previously bossed the Wearsiders from 2006 to 2008 and led them to the Championship title.“Ryan has got respect as soon as he walks into a dressing room,” said Gray. “The players would obviously want to play for him.“If the chairman backs him with funds, there is no better place. We saw it with Roy Keane. He got his first [managerial] opportunity with Sunderland and got them back in the Premier League.“Roy is my number three choice. It probably wouldn’t happen but Roy would take no prisoners.“And I think he has learnt from his experience as assistant to Martin O’Neill at the Republic of Ireland.“That is the type of character we need at the club.”last_img read more

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DONEGAL LIFESAVING TEAM ON CREST OF A WAVE AFTER NATIONALS

first_imgThe Donegal lifesaving team are returning from the National Stillwater Championships in Limerick with 4 golds 2 silvers and 3 bronze medals.Not just that but the Donegal ladies team coming second place overall. Triona McMenamin form Letterkenny  was first in the manikin tow and second in superlifesaver.Dineka Maguire from Belleek was first in the manikin carry and second place in superlifesaver in the 16-19 age. Her time in the manikin carry was good enough for a.bronze in the seniorsAyesha Garvey from Rossnowlagh was third in the superlifesaver for 13-16 age group.Talhia Britton from Rossnowlagh was third in the rescue medley while Ladies team 1st in rescue medley relay and second in the manikin relay. In the masters section we had four competitors Paddy Bond from Letterkenny, Sarah Meehan, Brian O’Reilly and Marcella O’Reilly from Ballyshannon. Paddy Bond picked up a masters gold and a silver.Up next for the Donegalsurf lifesaving team is the nippers pool lifesaving which takes place for 8- 14 year olds at the end of march. Training continues on Saturday nights in Ballyshannon leisure centre at 6.30DONEGAL LIFESAVING TEAM ON CREST OF A WAVE AFTER NATIONALS was last modified: February 16th, 2014 by StephenShare this:Click to share on Facebook (Opens in new window)Click to share on Twitter (Opens in new window)Click to share on LinkedIn (Opens in new window)Click to share on Reddit (Opens in new window)Click to share on Pocket (Opens in new window)Click to share on Telegram (Opens in new window)Click to share on WhatsApp (Opens in new window)Click to share on Skype (Opens in new window)Click to print (Opens in new window) Tags:Donegal LIfesaving TeamNational Stillwater Championshipslast_img read more

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Sloppy defense costs Giants, Vogt’s late home run not enough to carry offense

first_imgSAN FRANCISCO — In their first 81 games this season, the Giants looked the part of a last-place team.The club posted its third-lowest winning percentage (.432) at the season’s halfway point since 2000 and finished with a team batting average (.224) that checks in nine points below the worst full-season mark in franchise history. Giants starting pitchers compiled an ERA above 5.00 and the staff allowed 116 home runs in its first three months of games.As the Giants opened their unofficial …last_img read more

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How Gilt’s Insane Traffic Spikes Pushed It Off Rails To Scala

first_imgGrowing Phone Scams: 5 Tips To Avoid I thought it would be interesting to lift the hood on Gilt.com to uncover the critical technology and architecture decisions Bowman’s had to make to enable that kind of scale and elasticity in the site. Bowman tapped into recent developments in Reactive programming, something ReadWrite reported on recently, as well as relying on open source, to build a beautiful site with a great user experience that could scale to meet the demands of tens of thousands of customers hitting the site all at once.In the process he moved Gilt.com away from Ruby on Rails. But I needed to know: Was that a one-off, or part of a trend?Gilt Dumps Java For ScalaReadWrite: How did you arrive at Gilt?Eric Bowman: I’ve spent my entire career in software development in technology. My first “real” job involved leading technical development for The Sims 1.0 franchise. In more recent years I’ve been involved in the architecture and systems implementation side of software development.Before joining Gilt I was Principal Architect at TomTom, a location and navigation solutions provider based in Amsterdam. In August 2011 I became Principal Architect at Gilt, then a few months later was named vice president of Architecture. As you noted, I work from Gilt’s Dublin office alongside an incredibly talented team of engineers who focus on some of the company’s most ambitious and exciting initiatives: continuous delivery, infrastructure, operations and search, just to name a few. We’re continuously working to evolve Gilt’s architecture to handle the next order of scaling magnitude and create shopping experiences that keep our millions of members coming back every day.RW: When did Gilt transition to Scala?EB: Right around the time I arrived. When I joined Gilt we were programming in Java, after originally creating Gilt on Rails. RW: Why did Gilt make the transition from Java to Scala?EB: From 2009 to 2011 Gilt grew very quickly in terms of membership, and because of this growth we had to scale our tech organization accordingly. With Java, it was becoming harder and harder for teams to contribute code–our code base was becoming monolithic. For performance and scalability reasons we wanted to continue working on the JVM, and started looking at different JVM languages.In 2011 some of our engineers became really excited about Scala, a programming language developed by Typesafe. Scala required much less code-writing than Java, and it was easy to integrate with other JVM services. We adopted it, and we continue to reap the benefits of the language’s elegance and simplicity. As part of this shift, we’ve also started to use other parts of Typesafe’s Reactive platform like the Play Framework, Akka and sbt. Reacting To Traffic SpikesRW: From a technical perspective, what makes Gilt unique? Why does Scala matter?EB: One of our key uniqueness factors is our flash-sales model, which produces some very exciting technical challenges. Every day we experience intense traffic spikes at noon US Eastern Time as the day’s batch of new sales go live. Our members rush to view all the different products, and on most days, our traffic increases by 100 times in just a few seconds. So we have to build systems that can support these sudden bursts of activity. Our solution has been to develop a distributed architecture based upon hundreds of microservices built in Scala. RW: Why microservices?EB: Microservices make sense for Gilt in a number of ways. Gilt started out as a monolithic Rails application, but as we grew quickly we soon found out that this model wasn’t well suited for handling our traffic spikes very effectively. A monolithic architecture makes it challenging to identify who owns what code, and introduces complex dependencies. It also tends to lengthen test cycles and can have unexpected performance impacts.With micro-services, we can maintain isolation between unrelated services and that keeps our development process as friction-free as possible and reduces complexity. It also enables us to establish team ownership of end-to-end quality, which not only makes us all more accountable but also contributes to developer happiness–our engineers know they can have an impact and see the results of their work more readily.Lessons Learned About Ruby On Rails…And Open SourceRW: What are some lessons for others that you’ve learned while scaling Gilt?EB: Keep your stack and your architecture as simple as possible, so you can adapt quickly. This doesn’t mean you should cut corners, however. Not paying enough attention to architecture will cause you problems down the line as you grow. We wouldn’t consider starting out with Rails to be a mistake on our part, because it was great for enabling us to move nimbly. But if we had to do it all over again, we’d likely start out with Play Framework, which is much easier to scale.Another bit of advice is to take advantage of all the great open-source software available–not only for cost-related reasons, but for quality-related reasons as well. For example, we chose PostgreSQL as our launch database and it has remained the core of our relational strategy. It’s just really well-maintained, with an active community constantly making bug fixes and adding new valuable features.RW: How important is open source to Gilt?EB: It’s very important to us. We’ve created Gilt almost entirely by using open-source software–from PostgreSQL to sbt (the build tool for Scala, as well as Java) to many of the Apache projects: ZooKeeper, Kafka, Avro and ant, just to name a few. In our earlier days, when we had a single PostgreSQL database and needed replication capabilities, we joined other companies in sponsoring Hot Standby, a key feature (first introduced in Postgres 9.0) that enables true replication by making it possible to read from multiple slave servers. We encourage our engineers to participate in open-source projects and create as many of their own projects as they like. Our primary requirements are that their code is of high quality (documented, with automated tests, and useful) and not core to Gilt’s business. Our tech evangelist promotes all of these open-source projects on our tech blog, through social media, etc., whether the project is Gilt-related or not. We also maintain an active stable of projects on our GitHub repo–which I encourage everyone to check out–and contribute pull requests to the projects we use the most.  How to Write a Welcome Email to New Employees? Why You Love Online Quizzes Related Posts Imagine building a gorgeous e-commerce web site that hums along with a nice steady flow of traffic—and then, once a day for about 15 minutes, its traffic spikes by 100 times. That’s a challenge few developers face, but it describes what Eric Bowman (@ebowman) vice president of architecture, had to figure out at flash-sales site Gilt.com. Matt Asay 7 Types of Video that will Make a Massive Impac… Tags:#Eric Bowman#Gilt#Java#Ruby on Rails#Scala#typesafe last_img read more

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Breaking News: DJI Mavic 2 Will Be Announced Very Soon

first_imgSo? What are your thoughts? Hopefully this turns out to be real, with a release date on the horizon. We’ll be sure to update with more information as soon as it’s released. DJI is expected to announce the impending release of their latest entry into the Mavic drone line, the Mavic 2 Pro and Mavic 2 Zoom.Top image via DJI.One of the most popular drones to hit the market in the past few years, DJI’s Mavic line is the perfect combination of power, size, and capabilities as it folds up and takes pretty solid video. Fresh from the UK catalog, Argos, the advertisement contains images and specs on the new Mavic 2 Line. There will apparently be two versions available, the Zoom and the Pro. Pricing and release dates are unknown at this time. But, based on this advertisement, we expect the announcement and arrival to land here in the next few weeks or months.So for the Pro Edition, expect to see a 1-inch CMOS Hasselblad Camera. The Zoom Edition will feature 2X Zoom Lens, go figure.Both versions of the drone will have a 360-degree collision detection as well as DJI’s Advanced Pilot Assistant System and Active Track 2.0 to help fly the drone. The rumor is that both batteries will last around 31 minutes. They will also reportedly fly up to 45mph with 5 mile range.You can see the ad here:last_img read more

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How to Lose a Deal

first_imgEngage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length process, give them what they want. It’s all a transaction anyway.Sell to Everyone: Everyone needs what you sell. Make sure you sell hard and pitch every prospect in your territory. If they don’t believe they need what you sell, then you aren’t doing a good enough job pitching and evangelizing your product, service, or solution.Skip Discovery: You’ve spoken with hundreds of clients before, haven’t you? You’ve seen and heard it all. You know what your prospects need. Why waste time listening to them recount all their challenges when you can get straight to the solution that you know is right.Be Self-Oriented: Make sure that your client knows that you are focused on a win-win. Let them know that you intend to make this deal as good for you as it is for them, or maybe even a little bit better. Let them know how much you personally stand to gain in the way of commissions so they are even more motivated to help you.Pitch Early and Often: Your product, service, and solutions are great. You have unmatched features and benefits. Start every conversation with a deep dive into the features and benefits, and pitch like the devil. Your prospective client needs to know how good you really are.Don’t Listen: Nothing your client has to say could be as important as what you have to say. Wait patiently until they are done speaking, and then get right back to pitching. If they still feel the need to share with you, pitch them harder. You might only get one chance!Ask for Commitments You Haven’t Earned: Always be closing. ABC. Start closing for a commitment to buy right out of the gate. Remember, you need to attempt to close five times in order to win, and the sooner you get through all five closes, the sooner you win the business. It doesn’t matter that you haven’t built trust; your client will learn to trust you after they buy.Work Only with “Authority”: You don’t have time to waste with people who can’t help you win a deal and put money in your pocket. You need to speak with “The Man.” Refuse to spend time with anyone who doesn’t have the formal authority to press hard while signing your contract.Don’t Follow Up: It’s not your job to follow up with your prospective client. If they really want an answer to their question, they’ll reach out and let you know. You need to stay busy pitching other prospects, and you don’t have time to go over the same ground with people who aren’t capable of making up their minds.Sell What You Want to Sell: It doesn’t matter what your client wants. You know better than they do. You know what’s good for them. If they were as smart as you are, they wouldn’t have the problems they have now, would they? Sell them what you believe is right for them.Play Your Competitor’s Game: If your competitor does something, match it. If they change their offering, you change yours to match it. Make sure your client knows that you are exactly like your competitor and you can do anything they can do.Underestimate Your Competition: Losers. You’re better than they are. You shouldn’t even have to compete against them. They’re worthless and weak. They have no chance of beating you for a deal. Don’t even think about them.Focus on the Price: Everyone knows that people only buy on price. Do everything in your power to reduce your price, even if you have to fight with your manager to gain additional discounts. If what you sold was really worth more, people would be beating a path to your door.last_img read more

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