Sales Intensive

For Professional Services Firms who 

Sell high value products and services & deal with multiple stakeholders
& decision makers...


Dear Fellow Business Leader

In business if cash flow is king, sales is the lifeblood. Nothing happens until someone buys. It’s your ability to “sell” that means the difference between a business which struggles and one which helps you create personal wealth.

Sales is the art of showing prospects what’s possible.  How their business and lives will improve with your help.

The better you are at this, the more successful you will be.

But, your buyers have changed.  No one wants to be sold to.  They want to buy from people they trust.  So your sales model needs to adapt and you have to modernise your approach.

Doing so will put you in the top 10% of salespeople who fully understand what their prospects want, can provide insights, build trust and effectively close deals, making it a win-win.  Your clients win as they get to solve their issues and achieve their aspirations.  You win as you build your business.

As the late Zig Ziglar elegantly put it, “If you help enough people get what they want, you’ll get what you want.”

Announcing: Sales Intensive - Influencing Multi Stakeholders

The goal of this intensive program is to equip you with the principles, mindset, tools and techniques to become the best salesperson you can be.  To become an expert influencer who efficiently leads your prospects to buying decisions in everyone’s favour.

Starting on Tuesday 12th April, over 2 x 90 minute weekly group meetings, plus a 90 minute personal integration session with Rashid, you’ll be equipped with the mindset and techniques to attract, engage and convert prospects into long term clients.

These sessions are highly interactive and designed to help you:

  • Drill down into your value proposition.  We buy to solve problems and achieve aspirations. You'll articulate what your clients really want - in terms of both tangible and emotional outcomes allowing you to effectively communicate your value proposition in terms your prospects resonate with.
  • Frame & Lead Sales Conversations.  How to structure and lead a conversation so you help your buyers make informed decisions to purchase your product or service.
  • Deal with Multiple Stakeholders.  Most buying decisions involve multiple stakeholders and influencers.  We’ll work on how you network to identify each (obvious and sometimes hidden stakeholder), navigate the buyer’s organisation and negotiate with each individual to ensure you understand their agendas which either progress or could kill the sale.
  • Build and maintain a solid pipeline of qualified prospects. There are 2 types of prospects in your market.  Those that are actively looking for a solution and those that aren’t.  The latter pool is significantly larger and could be interested if they were alerted to the issues they’re facing and positive results from working with you.  We’ll cover how to identify and reach out to prospects to generate interest, qualify and start engaging with them in impactful sales conversations which lead to more deals.
  • Objection Handling & Negotiation.  Contrary to popular belief, objections are helpful to the buying process. In fact, I would go so far as to say that objections are buying signals. 
  • How you'll handle "Send me some information" so you don't find yourself in the position where you do so only to never hear from the prospect again.
  • Ever done a demonstration or a trial and had the prospect go cold?  We'll discuss how you can minimise this happening so the sale moves forward.
  • Sent off a proposal and then heard "crickets"?  We'll cover exactly how to first write and then present proposals the right way (it's not what you think).
  • Pricing Negotiation.  How to confidently state your price and negotiate without giving away the farm and destroying your profit margin.
  • Virtual Selling Skills. Virtual selling is here to stay.  While many buyers will go back into the office – they’ll do so less frequently and will want to spend less time meeting vendors face to face.  We’ll cover how to become adept at effectively handling virtual sales meetings.

John baird - revio cyber security

John Baird of Revio Cyber Security offers a wide range of security consulting services with the necessary tools and expertise to help protect your business. 

Alan Paul - sourceit

Alan Paul from Sourceit provides marketing procurement technology which enables their clients to reduce costs and become more productive and efficient in how they go to market and source their suppliers

What, Where and How:

Our Boot Camp includes:

2 x 90 minute group sessions held on Zoom. 

1 x 90 minute personal integration session with Rashid Kotwal

Dates:

Session 1: Tuesday 12th April 2022 4:00pm to 5:30pm

Session 2: Wednesday 27th April 2022 4:00pm to 5:30pm

Integration Session Date: On application.

Your Investment:  

Your investment per person is $1,250 + GST 

Organisations:

If you'd prefer an inhouse set of sessions, let me know and I'll tailor it to your specific requirements.

Contact Rashid on 0414 913 334 to book in

Ramzi Kattan & Mahesh shastry - embedded logic solutions

Ramzi Kattan owns Embedded Logic Solutions which supplies a diverse range of technical solutions for PCB and other high end electronic equipment including 3D printers.  Their clients are predominantly Universities, Laboratories and Government organisations.

Alex james - resrodel

Alex provides sophisticated software and consulting in workforce management space.  His clients are enterprise level and Government where there are large projects where personnel usage needs to be optimized.

Michael rebiffe - Iq Gecko

Michael owns IQ Gecko - a data and technology s/w provider who works primarily with multi location and franchise groups to provide amongst other things, loyal programs.

Jai Gill- Inflection point

"Your boot camp has 'Claws' - attending gave me traction and specific actions that I can take to reboot my business.  The material and tools Rashid & Barbara share, combined with their unique personal experience accumulated over two decades makes for a well thought out boot camp series that any professional services firm would benefit from.  In addition the collaborative discussions with other participants provided positive outcomes for all" 

Michael Bellstedt, Managing Director, Minus 40

“I’ve been in business for more than two decades and have had my fair share of ups and downs, failures as well as successes. I can only say that attending this program was incredibly valuable and opened my eyes and my mind to ways of running a business I had not considered before.” 

Marlon De Cruz, Director, Bistec Global Services

“The program gave me really good strategies and processes to connect better and more deeply with our clients. It also taught me new ways on how to get a clearer and more concise message out into the market place.”  

Frank Choy, Capstone Consulting

“Rashid and Barbara challenged my thinking and opened my mind to new ways of approaching client acquisition. I can whole heartedly say that this was time well spent and I have learned a lot to use in my marketing and sales.  I highly recommend this program for anyone looking to improve their skills in winning and retaining clients.” 

Marian Smith, The Barra Group

“I have a background in recruitment, outplacing, coaching and a degree in psychology, not business.  This program opened my eyes to what I need to do and gave me a process I can follow to get my acquisition system into gear, and my offers out into the market place.”  

Contact Rashid on 0414 913 334 to book in