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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 [...]
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 [...]
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 [...]
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. [...]
Are you a perfectionist? Someone who wants everything to line up before you get out there. There’s a useful saying in business, ready, fire, aim. Which really applies to those of us [...]
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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
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 [...]
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, [...]
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 [...]
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 [...]
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 [...]
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 [...]
Former US president George W. Bush is infamous for saying, “Fool me once, shame on you; fool me twice, shame on me”. A quote which is very applicable in sales. Having coached [...]
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 [...]
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? [...]
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 [...]
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 [...]
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 [...]
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 [...]
This is the final in our three part series on how to make good decisions and become a better leader. In part one I covered why having a clear vision, core values, [...]
I’m continuing the series on good decision making. In a previous video I covered why having a clear vision, core values, focus and mid to long term targets allows you to make [...]
All great leaders exhibit one common quality. The ability to make decisions. More often than not, without complete information they manage uncertainty and risk. Now, I don’t know if you’re a fan [...]
There’s a paradox between marketing and sales. In marketing, the credo is the more you tell the more you sell. The opposite is true in selling. Transcript This is Rashid [...]
If you’re anything like me you get a lot of unsolicited sales calls. Usually they make a number of common mistakes which means they get short shrift from me! So if your [...]
All successful leaders embody a mindset of constant learning. The lessons we value most are things that we discover for ourselves. But that only happens if we look for them. In this [...]
A client lost a multi-million dollar job because they didn’t take our advice. They’d bid for a job with a previous client. The selection panel consisted of five people. Four had worked [...]
One of the greatest dangers we face is fossilisation of our minds. Believing that what used to work will continue to do so into the future. All successful leaders embody a mindset [...]
When you pay for a job to be done, no matter what it is, how do you know it was done well? What were you looking for in the result that told [...]
Congratulations, you’ve worked hard to get a meeting with a prospect who’s a senior decision maker. It’s the first time you’re meeting and you’re eager to showcase your wares. So you walk [...]
We buy on emotion and justify our decisions with logic. However, most people when asked what they’re looking for will give you a superficial, logical answer. Your job is peel back the [...]
If you experience prospects who give you the run-a-round and keep making excuses you haven’t found out their intrinsic motivation for taking action. Let’s look at what’s happening. Transcript [...]
Over a 30 year sales career I’ve probably made every mistake in the book. The biggest one is starting a meeting with a pitch. By that I mean going into a spiel [...]
In a sales career spanning 30 years I have found the most important predictor of success is your intent going into a sales meeting and the frames you set with your prospect [...]
When dealing with two or more people in a sales presentation ignore the "quiet ones" at your peril. Here's why... Transcript This is Rashid Kotwal. I was about 16 when [...]
