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Most sales conversations are too comfortable. The prospect describes their problem. You nod. You explain how you can help. You both agree it sounds good. Everyone leaves happy. Then the deal stalls. [...]
Your job isn’t to convince people to buy. Your true role is to find out who is actually ready, and help them buy properly. Think about your best wins. The [...]
If you poured water into a bucket and half of it leaked out the bottom, would your first move be to pour faster… or fix the leaks? Ironically, most professional [...]
Warm leads are often the most dangerous leads in your pipeline – here’s why… Cold leads keep you sharp. You know they don't trust you. You know you have to [...]
I started my professional career giving advice in highly technical roles. I learned a lesson that stuck with me through every sales and business role since. The usual "know you, [...]
There is an old saying, "Ask and ye shall receive." The problem is most of us are conditioned not to ask, and that is costing us opportunities. Think of it [...]
One of the most powerful lessons I ever learned: credibility provides the greatest leverage in sales. The more credible you are, the easier it is for people to trust you. And trust [...]
One of the most useful abilities in sales is being able to step outside your own perspective. Most salespeople default to one view - their own. You’re sitting across from [...]
One of the strongest predictors of sales success is empathy - the ability to tune into your buyer’s thoughts, feelings, and emotions. But not in the way most people [...]
Most business leaders assume it’s spread evenly across everything they do. Deliver the service, tick the boxes, keep people reasonably happy. Simple, right? Here’s the thing: it’s not spread evenly [...]
Ever walked out of a sales meeting thinking that went well only for the prospect to effectively ghost you. There's no reply to emails, calls are ignored, and you're wondering [...]
If a prospect can’t see what makes you different, guess what? They put you in the “just another option” bucket. And when you’re just another option, the only way to [...]
Most business owners & sales managers obsess about the wrong thing. How full their pipeline is. Which is the wrong question. I’ve spent decades in sales – both at [...]
I’ve been grappling with a motivation problem around cold outreach. I find myself doing busywork rather than what I need to do to bring in new clients. And I’m willing [...]
Let’s be blunt. None of us buy products or services for the heck of it. We buy solutions to our problems. And all other things being equal, from people we trust to [...]
These days, sales philosophy is full of advice like “add value” or “challenge your prospect’s thinking.” And yes, that matters. But here’s the catch: if your message doesn’t land, none of it [...]
Think about the last time you made a significant purchase — not a carton of milk, but something meaningful, maybe even expensive. A new TV, a piece of business software, a car. [...]
At its core, every buying decision, especially in high-value consulting is based on two key drivers: Outcomes: Will this help me get what I want? Experiences: What will it feel like to [...]
There’s a simple but powerful maxim in sales: Give people what they want, not what you know they need. If you’re a consultant or advisor, this runs counter to everything [...]
What a Political Landslide Can Teach Us About Marketing and Messaging Australia has just witnessed a historic election outcome—an overwhelming victory for the Labor government. And regardless of your [...]
Let’s look at a key component in every sale – trust. Why? Because at the core of every sale lies fear, uncertainty, and doubt. As buyers, we’re often thinking: “Am I making [...]
You’ve had a sales enquiry. On average, how long does it take you to respond? You’ve had a sales enquiry. On average, how long does it take you to respond? [...]
Have you ever noticed that all marketing and sales training emphasises creating both scarcity and urgency in a prospect’s mind hoping to convince them to buy now? The question is... does it [...]
Ever asked a prospect a “Why” question, only to sense a shift—maybe even defensiveness? It happens more than you think. And it might be costing you opportunities without you even realizing it. [...]
In sales, pain is a far stronger motivator than aspiration. That’s why most salespeople are trained to uncover pain points. However, the instinctive next step to immediately pitching your solution is often [...]
What will 2025 hold for you? As business owners we want to increase revenue (and personal wealth) while reducing expenses and risk. And if you have a team, improving performance and engagement. [...]
I recently heard about Alaska’s Fat Bear competition – where people voted on the best prepared (read “fat”) bear preparing for hibernation. You can watch a live stream of bears standing in [...]
What the standard you walk past? As a leader what will and will you not tolerate? These questions have a profound impact on your business. Chief of Army Lieutenant General [...]
I’ve just started swimming again. Or should I say, attempting to . The last time I was in a pool was decades ago. I’ve always had trouble breathing so getting [...]
I believe one of the most important attributes we can have is empathy and compassion. Especially in sales dealing with prospective clients. We all want to feel accepted and understood. Your ability [...]
As a business leader, one of your most important tasks is to be strategic and lead. You are the one that sets direction. You are the one that is ultimately responsible for [...]
Why do your clients work with you? When was the last time you asked yourself how you create value for them? When I coach partners and consultants in professional services firms in [...]
What do you believe makes a really effective salesperson? On a continuum, is it someone with deep product knowledge at one end or someone with the gift of the gab [...]
This video is part of a business advice series focusing on leadership and strategy. It comes out of recent conversations I've had with business leaders regarding staff not working out for various [...]
I'd like to talk about the relationship between security opportunity and prosperity and the chasm of possibilities this opens up.
Many people have an issue with silence. It plays out in sales conversations where one of the biggest mistakes that I see people constantly make is they ask a question, [...]
Trust is a key ingredient in business. It takes time to build up and can be destroyed in an instant. A common scenario occurs when arranging meetings with people you know, possibly [...]
One of the biggest traps in B2B sales is not taking into account the personal agendas of every stakeholder involved in the decision. We’re all driven by WIIFM what’s in [...]
Ever had a salesperson obviously lose interest if they believe you’re not ready to buy? That’s incredibly short term thinking on their part as your prospect may never come back. [...]
I’m Rashid Kotwal. In almost two decades consulting to business owners I’ve come to realise all successful business owners and leaders exhibit certain traits that lead them to success. Now [...]
