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 [...]
13
02, 2020
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 [...]
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 [...]
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 [...]
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 [...]
19
12, 2019
How are you keeping score?
Imagine playing a competitive game with no scoring mechanism. No way of determining a winner or loser. It’s an oxymoron and there’d be no point. So why wouldn’t we apply this to [...]
12
12, 2019
A “Vision” without [this] is just a pipe dream!
According to Hebrew proverbs, Where there is no vision, the people perish. And as the Cheshire Cat said to Alice, if you don’t know where you want to get to, any road [...]
6
12, 2019
Are you an eagle or a pigeon?
I’m sure you’ve heard the sayings, “Like attracts like”, “Birds of a feather flock together” and “As within, so without”. Your business is a direct reflection of who you are. And that [...]
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? [...]
14
11, 2019
Opportunity dances with those…
Are you someone who needs all your ducks lined up before you take action? Everything to be perfect? The i’s dotted and t’s crossed? In business nothing happens unless you take action. [...]
7
11, 2019
A check up from the neck up!
In business, your success is in no small part a direct reflection of your mindset. In my experience, business owners come in two flavours. People who have abundance thinking. Where they’re willing [...]
31
10, 2019
Abundance or Scarcity mindset? Does it matter?
Do you have an abundance or scarcity mentality? In other words, do you believe there’s enough money to go around or do you believe that you can only get something at the [...]
10
10, 2019
Do you have sales posture?
You’ve finally got that meeting with who you believe could be a good prospect. You turn up at the appointed time, but they keep you waiting. When you finally sit down, you [...]
3
10, 2019
A fundamental Start-Up mistake!
AI, block chain and Fin Tech start-ups appear to be sprouting up everywhere. Founded by someone who has what they think is a great idea who then goes ahead to create a [...]
19
09, 2019
What are your blind spots?
What do you do when confronted with a new idea or way of doing something? Do you immediately go, “It won’t work” or do you stop and consider it reflectively? In business [...]
29
08, 2019
The myth of content marketing
Content marketing. It’s been all the rage for a few years. But has it brought the results you hoped for? Over the years we’ve written hundreds of articles and this is about [...]
22
08, 2019
Stop marketing – Do this instead!
If you’re a small business owner how much money and time do you spend on marketing? Trying to generate more leads. And how much effort do you put into sales, actually converting [...]
15
08, 2019
How to win more deals
Sales. It’s such a loaded word for many coaches and consultants. They cringe at the thought of contacting strangers to convince them to buy. And to a large extent I can’t blame [...]
8
08, 2019
Who’s your real competition?
Who’s your biggest sales competitor? It’s not whom you think. It’s the status quo. Doing nothing is the easiest thing for people to do, even if the process or products they’re using [...]
1
08, 2019
Is “Selling” a loaded word for you?
Selling! It’s such a loaded word. And it’s surprising how many people hate the thought of doing it. Which is fine, unless your livelihood depends on it. And as a consultant or business [...]
25
07, 2019
Prospects Lie. Get over it!
Over the years I’ve learned one thing about prospects. They lie! Generally not intentionally, but they lie all the same. Now before you take umbrage and reply telling me you’ve never done [...]
17
07, 2019
Reaching out…
How often do you reach out to a prospect? Once? Twice? Three times? Even more? Would it surprise you to know that the majority of people stop after the first contact. But [...]
11
07, 2019
Why you shouldn’t send proposals
Have you ever had what seemed like a great sales conversation and had your prospect say, send me a proposal? You then spend the next however long creating and sending it off. [...]
27
06, 2019
When should you fire a client?
Have you ever had a client you regretted taking on? Unfortunately it’s a scenario that many of us face at some point. Often when we’re new in business we take on clients [...]
20
06, 2019
What’s your money thermostat?
Money! It’s such a loaded word for many of us. Especially when it comes to what we can earn and how much we can charge for our services. In this video I'll [...]
13
06, 2019
Why speech rate matters
Want to become a better communicator? Ensure you get your message through? The rate someone normally speaks at reflects the rate at which they process information. This has major implications in persuasion [...]
6
06, 2019
The only thing you can control in sales is…
A speaker in an innovation workshop kept humorously stating he was an overnight success after 15 years of hard slog. And that more often than not, things take much longer to come [...]
30
05, 2019
Grappling with a difficult problem? The answer might be right next door
Have you ever grappled with a difficult problem. Sat with it for days, weeks or even months getting more and more frustrated? But what if the answer was right next door. Literally. [...]
23
05, 2019
How contactable are you?
How easy do you make it for prospects to contact you? How about referral sources? I'm constantly amazed at how difficult people make this. LinkedIn profiles don't have phone numbers. Neither do [...]
16
05, 2019
Why are you in business? What’s your ultimate outcome?
Why did you get into business in the first place? What did you aspire to? If it was to eventually get time, money and lifestyle freedom, are you on track? If not, [...]
10
05, 2019
Have you got a clear 90 day plan?
Do you have a clear 12 month strategy and direction for your business? Have 90 day plans which outline exactly what you’ll focus on to maximise growth? No? You’re not alone. Working [...]
25
04, 2019
Which business model is right for you?
Are you a business owner? If so what business model are you using? Is it a practice, business or hybrid? Here’s why knowing your model is truly important. It all comes down [...]
4
04, 2019
How to get more high quality referrals
Would you like to get more high quality referrals? When coaching professional consultants looking to expand their reach we get them to do two things. Transcript Would you like to [...]
28
03, 2019
Why getting client feedback is vital
As a business leader when was the last time you asked your clients for feedback on how you’re going? What they’re happy with? Unhappy with? Where you could improve? Be honest. This [...]
15
03, 2019
Getting leverage in your business
As a business leader where do you spend your time? Are you getting the best ROI for your efforts? Could you be delegating more? Do this exercise to find out. The results [...]
8
03, 2019
On LinkedIn? Here’s my challenge to you…
Quick question for you. Do you have a lot of LinkedIn connections? Do you regularly add to them? If so, when was the last time you actually spoke with any of them? [...]
1
03, 2019
Are you a doorway or a doormat?
Having worked with leaders over two decades, we have proven time and time again that mindset is the first and foremost determinant of business success. One of the most important aspects of [...]
21
02, 2019
Chasing opportunities? When less is more…
Opportunities. Some people see them everywhere. They try to grab each and run with them. There are times when it’s smart to grab an opportunity. But not always... Transcript [...]
14
02, 2019
From hero to oblivion in 90 days!
90 days. It's all it takes to go from hero to oblivion in your customers' minds. Transcript 90 days. It's all it takes to go from hero to oblivion [...]
7
02, 2019
Mindset – the secret sauce underlying…
Do you have what it takes to be successful in business? Over the years we’ve worked with a multitude of business leaders. Some of whom have really stood out and grown significant [...]