We spend an awful lot of time and energy worrying about our competitors. You need to know how they create value, how they compete, and how they win so you can give them a good fight. But beyond that, you aren’t going to beat your competitors by playing their game; you are going to beat them by playing your game.You can’t win a fight with someone who is willing to die to beat you. So, you don’t fight that fight.They Will Go Where You Won’tWhen I was a young kid, I hung around with the roughest of rough crowds. Some of my friends were gifted fighters. Some were just mean. It never seemed to matter how much skill someone had when it came to fighting, the guy that won the fight was the guy that was willing to go someplace the other guy wasn’t willing to go.Some guys were willing to dish out more damage; they never felt bad about doing it either. They were just mean guys. Other guys were willing to put themselves in harm’s way to win. They were willing to bring themselves close to serious physical harm just to win.This is what you are up against.Doling Out PunishmentSome of your competitors are willing to destroy their business model faster than you are willing to destroy your business model.If your business model isn’t built around lowest price and you compete that way, your competitor is doling out the punishment. By trying to follow them and winning on price, you are destroying your profitability—and with it your ability to deliver for your clients.This isn’t your fight. If you built your value proposition on trust, caring, and delivering for your clients, this is the fastest and surest way to destroy what you’ve built. It might look like you are winning, but I promise: you are really losing.Willing to Die to WinSome of your competitors are willing to go out of business faster than you are willing to go out of business.That’s not a race you should try to win.I know some companies that have sold price for so long, their debt is now approaching their annual revenue. They’ve acquired. Their cost structures have increased over time. Now they are straddled with debt and all they can do is try to feed the beast more revenue. They continually fail their clients, and everyone inside the company is miserable and stretched. These stories never end well—for the company, for their clients, or for their employees. As it turns out, you actually need profits to survive.Why would you want to fight this fight? You are better off being a smaller, profitable, company than you are a giant, poorly performing, client-disappointing, loss-making machine.Sometimes it’s best to walk away from a fight. You never lose a fight that you never engage in. Instead, play your game better than anyone else.QuestionsDo you compete against companies that are destroying their model by selling price? How do you avoid following them down this path?Who do you compete against that is trying to go out of business faster than you? How do you let them win that race?What game should you be playing? How do you stick to your game and not get goaded into a fight that’s not for you? 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
Kashmir witnessed an early spell of snowfall this year on Saturday, forcing closure of all three major highways connecting the valley with rest of the country. Air traffic was also stopped.“Moderate to heavy snowfall of 1.5 feet was reported in Kashmir valley, with highest snow formation in upper reaches and passes like Zojila. It’s the fourth time in the past two decades that Kashmir witnessed snowfall in November,” said Sonam Lotus, who heads the meteorological department in Srinagar.The three main highways — Jammu-Srinagar, Poonch-Srinagar and Kargil-Srinagar — were closed, cutting off the valley from the rest of India. The Leh-Manali-Zanskar route was also closed due to the snowfall. Over 100 stranded passengers were rescued from the Mughal Road, connecting the Pir Panjal valley with Srinagar.Air traffic suspended Air traffic was also suspended after snow accumulated on the runway at the airport in capital Srinagar. Seven Srinagar-bound flights were cancelled.Authorities have set up emergency control rooms across the valley “to meet any eventuality”.Srinagar recorded a day temperature of 6.3° Celsius, a dip of 13° from normal, sparking a cold wave. “There will be gradual improvement in the weather from Sunday,” said Mr. Lotus.Snowfall also affected power supply in Srinagar. Chief Engineer of the Power Development Department Hashmat Qazi said the snowfall resulted in trees, with thick foliage, “coming down heavily on electrical lines, damaging most of the 33KV lines.”“A full-fledged restoration work is underway but continuous snowfall has made it very difficult to maintain the lines, resulting in decreased power supply to just 80 MW as against the normal 1150 MW,” he said.Snow brings cheerThere was a wave of cheer among hundreds of locals and domestic tourists, as all hotspot tourist destinations of Gulmarg, Pahalgam and Sonamarg received heavy snowfall.Hundreds of locals uploaded live videos and pictures, as people greeted each other online on the season’s first snowfall. Kashmir has tradition to greet relatives and friends on the first snowfall.Apple crop damagedThe unusually early snowfall has damaged standing harvest of apple in north and south Kashmir. The snow uprooted the fruit-laden trees. Orchardists have appealed to the government to assess the damage in the Valley and “recommend compensation”.“The snow in the Valley looks beautiful as it heralds the arrival of winter but spare a thought for the horticulturalists. Part of the Apple crop is still on the trees, a large part is on the ground waiting sorting and packing and the trees still have leaves,” wrote National Conference vice president Omar Abdullah.
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