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 [...]
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 [...]
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 [...]
It’s an understatement to say we live in uncertain times. The pandemic has thrown a spanner in the works for a huge number of people. We have no idea what [...]
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. [...]
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 [...]
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 [...]
In business it's not who you know but who knows you. If you're well known as an expert in your market, potential clients will seek you out and ask if [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
Right now the world seems to be going to hell in a handbasket. Fear and uncertainty rules. Having said that, you have a choice. You can retreat, bunker down [...]
What sort of leader are you? My name’s Rashid Kotwal. Over 40 years I’ve come across a wide variety of leaders. Some great, others positively toxic. I vividly remember one [...]
Fires, floods, now pestilence with Covid-19. We live in an age of disruption. So it’s not a case of if, but a case of when something unforeseen will come up. [...]
Your organisation’s growing rapidly. How do you hire the right people? What should you be looking for? My name’s Rashid Kotwal. There are three predominant ways companies hire people. But [...]
When working with business leaders, we emphasise that everything starts at the top with your leadership. Leadership ultimately is creating a space where people want to belong. And you [...]
In business as well as life in general, one of the greatest predictors of success is your mindset. Something understood by every elite athlete. Talent will only get you so [...]
Does your business provide you with short, medium and long term income? My name’s Rashid Kotwal. When working with growth focused business owners we emphasise it’s crucial to keep the [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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? [...]
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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
