Drop your agenda
When speaking with a potential prospect drop your agenda. Never go in with a pitch. You have absolutely no idea if they have a problem and that even if they do, they [...]
26
02, 2021
23
02, 2021
You’ve been banned!
What would you do if your one method of communicating with your prospects and clients dried up, overnight? How would you cope? It’s a question a heck of a lot of businesses [...]
16
02, 2021
Are you coming on too strong?
To chase or not to chase, that is the question! As a young man trying to attract interest from the opposite sex, I made a lot of mistakes. The biggest [...]
30
01, 2021
Why you shouldn’t answer the price question….
What do you do when a prospect calls you out of the blue and one of the first things they ask you about is what you can do for [...]
6
01, 2021
Zig’s Wisdom…
Wouldn’t it be wonderful if you could “build it and they will come”. Unfortunately that only happens in Kevin Costner movies. In business if you wait around for clients, you’re likely to [...]
4
12, 2020
Why you should NEVER send proposals UNLESS…
Have you ever sent a proposal only to never hear from the prospect ever again? Crickets. Your prospect ghosts you. If so, listen up. Let me paint a common picture [...]
10
11, 2020
Reboot, revitalise & thrive in 2021
Well, it's November and it's almost the end of the year. It's mission critical time! Why? Because it's the time where you either set yourself up for a great 2021 or you [...]
28
10, 2020
Articulating your value
As we all buy on emotion and justify our decisions with logic, we need to present our value to a potential client in both left brain (quantifiable) and right brain (emotional) terms. [...]
6
10, 2020
What do your clients value?
Sales has got a bad rap. Most think it’s about ramming your message down someone’s throat, having clever comebacks for objections and continually trying to close. Frankly nothing could be further from [...]
1
10, 2020
How the 80/20 rule will help you prospect more effectively
Commercially smart business owners understand the concept of leverage and the 80/20 rule. Concentrating 20% of your effort to give you 80% of your results. In sales this translates to [...]
29
09, 2020
Structuring your sales conversation
There are only two reasons we buy anything. We either want to get rid of a problem or we want something we don’t have yet. Your job in sales is to lead [...]
24
09, 2020
5 critical questions you must ask every prospect
In sales I’m sure you realise the importance of qualification. Whether a prospect has a need or not. Which starts with prospecting, a number’s game. You have to sift through [...]
23
09, 2020
How the 80/20 rule applies to lead generation
Commercially smart business owners understand the concept of leverage and the 80/20 rule. Concentrating 20% of their effort to give them 80% of their results. In sales this translates to 20% of [...]
17
09, 2020
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 [...]
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 [...]