How a ‘Gold Eagle’ Taught Me the Hard Way About Real Success
My clients all ultimately want to achieve 3 things. More money, more time and eventually the freedom to do what they want, when they want to. Achieving this relies on 3 foundational [...]
My clients all ultimately want to achieve 3 things. More money, more time and eventually the freedom to do what they want, when they want to. Achieving this relies on 3 foundational [...]
"Rashid, just draw me a diagram. I don't want to read all this stuff you've written!" It was the mid-1990s, and I'd just finished a major project for the New Zealand Cheque [...]
One of my clients is frustrated as he’s losing deals to his competition. He and his organization are at the top of their game. A testament to this is they get over [...]
As a business leadership and sales coach, I’m always on the lookout for ways to help my clients improve their bottom line and get their time back. Enter the late Jack Welch, [...]
There’s a simple truth in sales: Give people what they want, not what you know they need. As part of my role as a “fractional sales director”, I listen into calls consultant [...]
Our job in “sales” is to realise, we’re actually there to facilitate a buying decision. When someone is thinking about buying something, there's always stuff that can get in the way. Your [...]
We’d all love to sell the big enchilada. The big project that brings in the big bucks. But put yourself in your prospect’s shoes. They’re likely thinking, “This is a big decision. [...]
In my over 3 decades dealing with buyers ranging from individuals to SME owners and senior executives in large organizations, two common reasons for NOT buying stand out. The first is the [...]
I love interviewing our clients’ clients. Finding out what they love and where things could improve. And in hundreds of interviews, there’s always been something, no matter how small, that could be [...]
A concept I stress with clients who want to predictably grow sales is “Who you target is more important than the message”. A mediocre message to a prospect who’s likely to have the [...]
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 [...]
I was recently asked how to psych yourself up for cold calls - something most people dread. Let’s be honest, picking up the phone and talking to strangers isn’t fun for most [...]
The Two Traits of Every Great Salesperson - After decades working with salespeople, I’ve noticed two key attributes that separate the best from the rest: 1️⃣ Empathy – The ability to [...]
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 [...]
All successful salespeople do three things well. They comprehensively understand their prospect’s issues, have deep empathy AND take the lead PRESCRIBING solutions. Your clients come to you for your insights. You need [...]
You’ve had a sales enquiry. On average, how long does it take you to respond? In the age of AI I ran a query through Perplexity. Responding within 5 minutes increases the [...]
You’ve had a sales enquiry. On average, how long does it take you to respond? In the age of AI I ran a query through Perplexity. Responding within 5 minutes increases the [...]
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. [...]
Barbara, editing one of my articles said, “I don’t like the word persuasion because it implies negative manipulation. I much prefer influence as a word”. While I initially disagreed, got me thinking [...]
There’s a simple truth in sales. People buy when they’re ready, not when you need to make the sale. And readiness always comes down to priorities. Theirs! Unfortunately, priorities can shift suddenly, [...]
Love him or loath him, Trump pulled off a remarkable victory. I thought there are some great sales lessons in how he did it. ABC’s Global Affairs Editor, John Lyons thinks Trump’s [...]
Simon Senek popularised the whole concept of begin with your why. Why your organization exists. Why you do what you do etc. But you know what? I don’t generally give a toss [...]
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 [...]
I was speaking with a business owner recently, and I brought up the issue of client dissatisfaction, and how would he even know it was happening now. He said, look, if there [...]
Just about every leadership book I’ve read goes on about the importance of “vision” and knowing where you’re going. But unless you have a tangible, implementable strategy to get there, it’s just [...]
Got a meeting with a potential prospect? You show up on time, but they keep you waiting. When you finally sit down, you realize your hour-long meeting is now just 30 minutes. [...]
How much do you truly understand about your clients? Why they value and dare I say it, love you? And when was the last time you validated what you think is important [...]
I’ve been thinking, “What would I do if I’d won the Powerball $100 million jackpot”? Yes, the odds are like being stuck twice by lightening in your lifetime. But heck, 2 people [...]
I've been thinking a lot about motivation lately, particularly when it comes to playing to win or playing not to lose. Think about any sport with qualification rounds. There's a noticeable difference [...]
I often speak with disillusioned business leaders who feel stuck in what seems a never-ending game of whack-a-mole. Putting out fires, juggling resources, handling cash flow, and a million other things. They [...]
I’m fascinated watching the uptake of AI language models. They’re a profound paradigm shift in how we approach work. Like any new frontier, there will be those who thrive and others who [...]
What's your intent when it comes to sales? Is it about you winning the deal, or are you tuned into them and what’s in their best interest? If it's all about you, [...]
While curiosity may have killed the cat, it’s essential in our roles as leaders. Why are things happening this way? Because they always had. But why? What was the original reason and [...]
Success comes from preparation and practice. Be it in leadership or sales performance. There’s an old joke about the famous concert soloist lost on his way to Carnegie Hall. He asks a [...]
The new year is rapidly looming. What will it bring? None of us can predict the future. But we can learn from history. Now is a great time to sit back and [...]
Marketing 101 states thou should target a niche market an inch wide and a mile deep. Why? Because you can position yourself as an expert in this field. Your tailored message helps [...]
There is a big irony in sales. That is, you can’t sell anything unless your prospect wants to buy. Sure, you can badger someone into buying, but that is a) highly unlikely [...]