How to warm up prospects
There are very few professional consultants who like cold calling. In fact, I’d say 99.9 percent hate it and would do anything to avoid it. But the reality is unless [...]
17
09, 2020
15
09, 2020
Opening the door to new clients…
Many business owners express confusion regarding the roles of marketing, prospecting and selling. While they are distinct activities, think of them as three “safe tumblers” locking the door to a stream of [...]
3
09, 2020
The sales drama triangle
Are you familiar with the drama triangle? It’s a social model of human interaction developed by Stephen Karpman in 1968. And it has a lot of applicability in sales situations. [...]
1
09, 2020
Underwear tightening guarantees!
Perceived risk is one of the greatest barriers to a sale. Will I get what was promised? Will it work? What will my family, friends, co-workers, bosses think? Will the supplier stand [...]
24
08, 2020
Will you accept this challenge?
I have a direct challenge for you. I want you to raise your prices. And keep doing so until you find major resistance from your prospects. And yes, I can [...]
20
08, 2020
How are you choosing your clients?
If you’ve been in business for a while I’m sure you’ll have clients you love to work with and those you wish you’d never taken on. So what makes the [...]
13
08, 2020
Are you making these 2 common sales mistakes?
What do you do when a prospect expresses interest in your product or service? How do you handle the conversation? Could you be inadvertently be making two major mistakes which [...]
4
08, 2020
Flawed thinking – which stunts your growth
If I were to ask you who your market was, how specific would you be? Would you say, “potentially everyone”, or could you narrow it right down to specific people experiencing specific [...]
30
07, 2020
Are you communicating at cross purposes?
Any salesperson worth their salt knows we all buy on emotion and justify with logic. From complex to completely transactional, impulse purchases, emotions drive buying decisions. And it doesn’t [...]
29
07, 2020
3 fundamental questions…
Every business needs to answer 3 fundamental questions. Who is your market? What message from you will make them sit up and take notice? Can you get traffic? e. get your message [...]
21
07, 2020
The toughest lesson we learned….
Many businesses don’t have a clear concise message. And can’t identify a market segment who will resonate with what they have to offer. One of the hardest lessons to learn in professional [...]
15
07, 2020
A dumb business killing mistake!
There’s an old saying, It’s not what you know it’s who you know. However, I firmly believe in business it’s not who you know but who knows you. Imagine you [...]
14
07, 2020
The 8th wonder of the world…
Compound interest is considered to be the 8th wonder of the world. It leverages your money with exponential growth as long as you keep reinvesting your returns. The power of your positioning [...]
9
07, 2020
Why taking a piecemeal approach is dangerous
A big mistake we see is when businesses take a piecemeal, ad-hoc approach to client acquisition. Which means they struggle to have a steady stream of incoming clients. To consistently [...]
2
07, 2020
What do you do when a prospect says “no”?
What do you do when a prospect says no. How often should you keep following up? When do you give up and call it a day? The answer may surprise [...]
30
06, 2020
How to become distinctive…
You may have noticed we’ve been running Zoom sessions on how to get more clients in 90 days without pushy sales tactics. The feedback has been great. Which is lovely J However, [...]
25
06, 2020
Do you have deep compassion for your prospects?
When coaching people in sales, we stress the axiom, “I don’t care how much you know until I know how much you care”. We all want to feel heard [...]
23
06, 2020
5 keys to success in business
There are only 5 keys to success in business. You must have a clear problem you solve for a specific market Your market must know you exist. They must believe you can [...]
18
06, 2020
How to take charge of your sales pipeline
There are only two ways you can get new clients on board. One is to wait for them to find you. The other is to actively search them out. [...]
16
06, 2020
Why pre-meeting positioning is critical
You’ve got a meeting with a potentially high value prospect. It’s happening in a few days. What you do now to position yourself in your prospect’s eyes will make all the difference [...]
11
06, 2020
Why you should prospect…
Do you like prospecting for new business? Go on, be honest. If you’re like most of us you may well hate the thought of it. But that means you’re missing [...]
9
06, 2020
The myth of “build it and they will come”
I’m sure you’ve heard phrases like… “Content is king”. So you write articles, create videos, put posts on every form of social media in the hope that prospects will contact you and [...]
5
06, 2020
6 questions you should be asking yourself…
As we come out of lockdown and enter a new phase, none of us really knows what the new normal will look like. My name’s Rashid Kotwal. Here are some [...]
2
06, 2020
How client centric are you? And why does it matter anyway?
How client centric are you? And why does it matter anyway? We’re coming out of lock down, people are starting to look forward. Businesses are starting to wake up and look to [...]
29
05, 2020
Are you leaving money on the table?
Most of us have business sitting right under our noses. We just fail to see it. And it’s costing us big time. Did you know it takes seven times the [...]
21
05, 2020
Are you falling into this consulting trap?
A trap many consultants fall into is trying to sell the big enchilada. Business transformation. Improving leadership or company culture is another prime example. It’s intangible. It’s really hard to [...]
16
04, 2020
To call or not to call… that is the question
Should I call? Should I not call? Should I actively sell? Should I hang back? In the words of Henry Ford, “If you think you can or think you can’t [...]
14
04, 2020
Reaffirming your value…
It would be an understatement to say that the world’s in turmoil. So when confronted with a situation there are different ways we can deal with it. We can apply expansive or [...]
13
02, 2020
Are you charging enough?
Do you believe your clients buy on price? So you feel you have to keep your prices low to win the deal? Or that they’ll negotiate you down hard? My [...]
11
02, 2020
Please… walk a mile in my shoes first!
All sales involve taking buyers on a journey from where they are now to where they want to get to. When working with business owners we drum into them that no one [...]
30
01, 2020
Host/Beneficiary Relationships…
Imagine sending one email and getting over 2,000 targeted leads back within a day. People who’ve given you their full name, email and mobile number. Leads you can immediately follow [...]
28
01, 2020
How to shorten your sales cycle & double your conversions
Want to significantly shorten your sales cycle and double your conversion rate? Position yourself as the credible authority in your field. Think about how you go about researching a product or service [...]
23
01, 2020
When do you quit following up?
How often do you contact a prospect before giving up? Once, twice, three times? And by not persisting are you missing out on closing deals? Years ago I had a [...]
20
01, 2020
Generating referrals on steroids
We all intuitively understand the power of referrals. But most people leave them to chance. One of the most powerful ways to target prospects in your market is to find someone who [...]
16
01, 2020
Are you coming on too strong?
In business there’s ultimately no difference between making sales and starting a personal relationship. My name’s Rashid Kotwal. Let’s say you’re looking for a new relationship. That special other in [...]
13
01, 2020
How to get an unfair advantage in sales
A fundamental axiom in sales is people buy when they want to. Not when you need to make a sale! And that at unless you’re right in front of them at that [...]
9
01, 2020
Turn cold prospects into warm ones by….
2020 is upon us. I’m sure you have big plans. Lots of sales growth. But it’s one thing to set a sales target, but quite another to have a strategy to achieve [...]
7
01, 2020
Why you must align prospecting, marketing & sales to close more business
Are you finding it’s getting harder to get in front of the right prospects? Secure meetings and close deals? And therefore aren’t growing at the rate you’d like? If so, you’re not [...]
3
01, 2020
Why you should celebrate “no’s”
The late Ziz Ziglar was a consummate salesman who loved hearing the word “NO!”. That may sound ridiculous, so bear with me. Zig knew that when prospecting it took a certain number [...]
21
11, 2019
When you need clients fast!
Ever been in a tight spot with cash flow? Where you need clients fast? Here’s what you need to do. Transcript Ever been in a tight spot with cash flow? [...]