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 matters.
You can have the best insight, the sharpest strategy, the most well-intentioned push—and still miss the mark entirely.
Because it’s not about what you say. It’s about what the other person hears, understands, and acts on.
My name is Rashid Kotwal with another Sales Insight.
One of the foundational principles in Neuro-Linguistic Programming (NLP) nails this:
“The meaning of your communication is the response you get.”
In other words, your success depends on how well you adapt—to their world, their lens, their internal processing.
Let me tell you about John.
John’s a tall, heavily built guy with a deep, gravelly voice. He speaks really slowly. One day I said to him, “John, I get the feeling that when I say something to you, it goes in at the top of your head, slowly sinks all the way down to your toes and back all the way to your head and only then do you process it and respond.”
He thought about it, nodded and said, “Absolutely.”
Whatever you’re communicating, it’s your responsibility to make sure the other person understands you. Not the other way around.
In sales, people don’t just buy products or ideas. They buy how you make them feel. They buy when they feel understood—when the communication is tuned to their frequency.
Years ago, I asked a client how long he needed to decide.
He said, “I need to digest the information.”
“How long will that take?” I asked.
“Three days,” he said.
Sure enough, three days later, he was ready.
Then there was the head of the New Zealand Banking Association. As a young consultant, I handed him a carefully written 200-page report. He looked at me, waved his hands and said, “Draw me a picture, Rashid! I don’t want to read this.”
At the time, I was annoyed. But he was right. I communicated in the way I liked—not the way he needed.
Whether someone’s visual, auditory, or kinaesthetic – whether they want the big picture or the tiny detail, it’s your job to adapt.
So here’s the rub:
If your message isn’t being received, it doesn’t matter how brilliant it is.
Want to improve your influence, have your message land, and build trust that leads to action so you close more deals, faster with less effort?
Let’s talk. You can contact me on +61 414 913 334.
