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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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, [...]
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 [...]
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 [...]
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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]