How to ensure the right person is in the right role
This video is part of a business advice series focusing on leadership and strategy. It comes out of recent conversations[...]
Security – Opportunity – Prosperity
I'd like to talk about the relationship between security opportunity and prosperity and the chasm of possibilities this opens up.
Silence
Many people have an issue with silence. It plays out in sales conversations where one of the biggest mistakes that[...]
Clean meetings…
Trust is a key ingredient in business. It takes time to build up and can be destroyed in an instant.[...]
What’s their agenda?
One of the biggest traps in B2B sales is not taking into account the personal agendas of every stakeholder involved[...]
Short term thinking
Ever had a salesperson obviously lose interest if they believe you’re not ready to buy?  That’s incredibly short term thinking[...]
Do you embody these 7 Success traits?
I’m Rashid Kotwal. In almost two decades consulting to business owners I’ve come to realise all successful business owners and[...]
What does your “soup” communicate?
I’m sure you’ve heard of the “Golden Rule”  Treat people the way you want to be treated. It’s a great[...]
Trapped in a cycle of frustration?
Sales is the lifeblood of business.  Your goal as a leader is to take charge, Lead Your Business to maximise[...]
Why Stories Sell
Ever met a truly great persuader?  The quintessential, “Could sell ice to Eskimos”. They all tell stories knowing we primarily[...]
How to leverage your sales efforts…
Successful businesses all undertake three distinct, intermeshed activities for consistently acquiring clients.   Marketing, prospecting and selling.   Let’s start with[...]
Sales bedside manner…
Does bedside manner matter in sales? This might seem like a question more suited to your doctor, so bear with[...]
The elephant in sales
Let’s talk about the elephant in every sales situation. It’s something felt by every one of us to some degree. [...]
Dissolving sales tension
  I’ve been thinking a lot about the natural tension between buyers and sellers. Buyers are worried about and thinking[...]
Ever been talked out of a sale?
Have you ever been talked out of a sale?  Or even worse talked a prospect out  of one? This story[...]
Why your solution doesn’t matter…
    Do you intimately understand the problems your clients actually care about?  The ones they would happily pay money[...]
Playing to your strengths
  Are your sales people playing to their strengths?  Or have you shoehorned people into roles they’re really not suited[...]
For the want of a nail…
I’m sure you’ve heard the proverb, “For the want of a nail the kingdom was lost”.  I’m going to use[...]
Can I sell you a drill?
I’m sure you’ve heard the cliché “No one wants a Drill.  What they want is a hole”.  But really, who[...]
Are you coming on too strong?
To chase or not to chase, that is the question! As a young man trying to attract interest from the[...]
Why you shouldn’t answer the price question….
  What do you do when a prospect calls you out of the blue and one of the first things[...]
The most dangerous number in your business…
I grew up watching Lost in Space.  Just about every episode had Dr Smith getting up to no good and[...]
The circle of client acquisition
Who would have believed the Lion King is a great metaphor for business.  Particularly the lyrics of the circle of[...]
Why you should NEVER send proposals UNLESS…
Have you ever sent a proposal only to never hear from the prospect ever again?  Crickets.  Your prospect ghosts you.[...]
Is your message jumbled?
I have a couple of questions for you.  What do you know and is it what you are actually known[...]
Why camels are a great metaphor in business
  Camels.  I think they’re pretty ugly and they spit.  But that aside they’re one of the most resilient creatures[...]
Hitting the ground running in Jan 2021
It's almost the end of the year. What you do now will set you up for a great 2021. You[...]
Do you stand out?
Look around you.  Unless you have a completely unique product or service which is highly unlikely, you’ll have myriad competitors.[...]
Life is too short to…
  As business owners, life is too short to work with people we don’t like, don’t appreciate the value we[...]
Moving from crisis to opportunity and choice…
Every crisis and period of disruption such as Covid-19 has seeds of opportunity within it.  As a leader you can[...]
How the 80/20 rule will help you prospect more effectively
Commercially smart business owners understand the concept of leverage and the 80/20 rule.  Concentrating 20% of your effort to give[...]
5 critical questions you must ask every prospect
In sales I’m sure you realise the importance of qualification.  Whether a prospect has a need or not. Which starts[...]
How to warm up prospects
There are very few professional consultants who like cold calling.  In fact, I’d say 99.9 percent hate it and would[...]
Tread your own path…
It’s an understatement to say we live in uncertain times.  The pandemic has thrown a spanner in the works for[...]
The sales drama triangle
Are you familiar with the drama triangle?  It’s a social model of human interaction developed by Stephen Karpman in 1968.[...]
Will you accept this challenge?
I have a direct challenge for you.  I want you to raise your prices.  And keep doing so until you[...]
Are you making these 2 common sales mistakes?
What do you do when a prospect expresses interest in your product or service?  How do you handle the conversation? [...]
The power of positioning!
In business it's not who you know but who knows you.  If you're well known as an expert in your[...]
Are you communicating at cross purposes?
  Any salesperson worth their salt knows we all buy on emotion and justify with logic. From complex to completely[...]
A dumb business killing mistake!
There’s an old saying, It’s not what you know it’s who you know.  However, I firmly believe in business it’s[...]
Why taking a piecemeal approach is dangerous
A big mistake we see is when businesses take a piecemeal, ad-hoc approach to client acquisition.  Which means they struggle[...]
Do you have deep compassion for your prospects?
  When coaching people in sales, we stress the axiom, “I don’t care how much you know until I know[...]
Are you falling into this consulting trap?
A trap many consultants fall into is trying to sell the big enchilada.  Business transformation.  Improving leadership or company culture[...]
“The best question you ever asked me…”
  The Chinese symbol for crisis denotes both danger and opportunity.  Both of which we’re experiencing with the pandemic. My[...]
When the going gets tough…
  Agility, resilience, resourcefulness.  The three hall marks of every successful person  be it in business or life in general.[...]
How to delegate and get leverage…
As a leader do you ever find yourself saying any of this? Nobody can do it as well as I[...]
Are you outsourcing your thinking?
Are you outsourcing your thinking?  Going with the flow.  Letting others tell you what to think, how to act, who[...]
To call or not to call… that is the question
Should I call?  Should I not call?  Should I actively sell? Should I hang back? In the words of Henry[...]
Are you choosing fear or expansion?
  Right now the world seems to be going to hell in a handbasket.  Fear and uncertainty rules. Having said[...]
Do you empower people?
What sort of leader are you? My name’s Rashid Kotwal. Over 40 years I’ve come across a wide variety of[...]
Sleep with one eye open…
Fires, floods, now pestilence with Covid-19.  We live in an age of disruption.  So it’s not a case of if,[...]
Why your organisation’s culture matters…
Your organisation’s growing rapidly.  How do you hire the right people?  What should you be looking for? My name’s Rashid[...]
As a leader you job is to…
  When working with business leaders, we emphasise that everything starts at the top with your leadership. Leadership ultimately is[...]
Do you need a checkup from the neck up?
In business as well as life in general, one of the greatest predictors of success is your mindset. Something understood[...]
Starting with the end in mind…
Does your business provide you with short, medium and long term income? My name’s Rashid Kotwal. When working with growth[...]
Are you charging enough?
Do you believe your clients buy on price?  So you feel you have to keep your prices low to win[...]
Host/Beneficiary Relationships…
Imagine sending one email and getting over 2,000 targeted leads back within a day.  People who’ve given you their full[...]
When do you quit following up?
How often do you contact a prospect before giving up?  Once, twice, three times?  And by not persisting are you[...]
Are you coming on too strong?
In business there’s ultimately no difference between making sales and starting a personal relationship. My name’s Rashid Kotwal. Let’s say[...]
Turn cold prospects into warm ones by….
2020 is upon us.  I’m sure you have big plans.  Lots of sales growth.  But it’s one thing to set[...]
Why you should celebrate “no’s”
The late Ziz Ziglar was a consummate salesman who loved hearing the word “NO!”.  That may sound ridiculous, so bear[...]
How are you keeping score?
Imagine playing a competitive game with no scoring mechanism.  No way of determining a winner or loser.  It’s an oxymoron[...]
A “Vision” without [this] is just a pipe dream!
According to Hebrew proverbs, Where there is no vision, the people perish.  And as the Cheshire Cat said to Alice,[...]
Are you an eagle or a pigeon?
I’m sure you’ve heard the sayings, “Like attracts like”, “Birds of a feather flock together” and “As within, so without”.[...]
When you need clients fast!
Ever been in a tight spot with cash flow?  Where you need clients fast?  Here’s what you need to do.[...]
Opportunity dances with those…
Are you someone who needs all your ducks lined up before you take action?  Everything to be perfect?  The i’s[...]
A check up from the neck up!
In business, your success is in no small part a direct reflection of your mindset. In my experience, business owners[...]
Abundance or Scarcity mindset? Does it matter?
Do you have an abundance or scarcity mentality?  In other words, do you believe there’s enough money to go around[...]
Do you have sales posture?
You’ve finally got that meeting with who you believe could be a good prospect.  You turn up at the appointed[...]
A fundamental Start-Up mistake!
AI, block chain and Fin Tech start-ups appear to be sprouting up everywhere.  Founded by someone who has what they[...]
What are your blind spots?
What do you do when confronted with a new idea or way of doing something? Do you immediately go, “It[...]
How to control your next sales conversation
Have you ever found yourself rambling in a sales meeting? Losing control of the conversation? So you find yourself going[...]
The myth of content marketing
Content marketing.  It’s been all the rage for a few years.  But has it brought the results you hoped for?[...]
Stop marketing – Do this instead!
If you’re a small business owner how much money and time do you spend on marketing?  Trying to generate more[...]
How to win more deals
Sales.  It’s such a loaded word for many coaches and consultants.  They cringe at the thought of contacting strangers to[...]
Who’s your real competition?
Who’s your biggest sales competitor? It’s not whom you think. It’s the status quo. Doing nothing is the easiest thing[...]
Is “Selling” a loaded word for you?
Selling! It’s such a loaded word. And it’s surprising how many people hate the thought of doing it. Which is[...]
Prospects Lie. Get over it!
Over the years I’ve learned one thing about prospects. They lie! Generally not intentionally, but they lie all the same.[...]
Reaching out…
How often do you reach out to a prospect?  Once?  Twice? Three times?  Even more? Would it surprise you to[...]
Why you shouldn’t send proposals
Have you ever had what seemed like a great sales conversation and had your prospect say, send me a proposal?[...]
The curse of perfectionism
Are you a perfectionist?  Someone who wants everything to line up before you get out there. There’s a useful saying[...]
When should you fire a client?
Have you ever had a client you regretted taking on?  Unfortunately it’s a scenario that many of us face at[...]
What’s your money thermostat?
Money!  It’s such a loaded word for many of us.  Especially when it comes to what we can earn and[...]
Why speech rate matters
Want to become a better communicator?  Ensure you get your message through? The rate someone normally speaks at reflects the[...]
The only thing you can control in sales is…
A speaker in an innovation workshop kept humorously stating he was an overnight success after 15 years of hard slog. [...]
Grappling with a difficult problem? The answer might be right next door
Have you ever grappled with a difficult problem.  Sat with it for days, weeks or even months getting more and[...]
How contactable are you?
How easy do you make it for prospects to contact you?  How about referral sources? I'm constantly amazed at how[...]
Why are you in business? What’s your ultimate outcome?
Why did you get into business in the first place?  What did you aspire to? If it was to eventually[...]
Have you got a clear 90 day plan?
Do you have a clear 12 month strategy and direction for your business?  Have 90 day plans which outline exactly[...]
Which business model is right for you?
Are you a business owner?  If so what business model are you using?  Is it a practice, business or hybrid?[...]
How to get more high quality referrals
Would you like to get more high quality referrals? When coaching professional consultants looking to expand their reach we get[...]
Why getting client feedback is vital
As a business leader when was the last time you asked your clients for feedback on how you’re going?  What[...]
Are these delusions costing you sales results?
Former US president George W. Bush is infamous for saying, “Fool me once, shame on you; fool me twice, shame[...]
Getting leverage in your business
As a business leader where do you spend your time? Are you getting the best ROI for your efforts? Could[...]
On LinkedIn? Here’s my challenge to you…
Quick question for you.  Do you have a lot of LinkedIn connections?  Do you regularly add to them? If so,[...]
Are you a doorway or a doormat?
Having worked with leaders over two decades, we have proven time and time again that mindset is the first and[...]
Chasing opportunities? When less is more…
Opportunities.  Some people see them everywhere.  They try to grab each and run with them.  There are times when it’s[...]
From hero to oblivion in 90 days!
90 days. It's all it takes to go from hero to oblivion in your customers' minds.   Transcript 90 days.[...]
Mindset – the secret sauce underlying…
Do you have what it takes to be successful in business? Over the years we’ve worked with a multitude of[...]
The “IDS” decision making process
This is the final in our three part series on how to make good decisions and become a better leader.[...]
The 10 commandments of good decision making
I’m continuing the series on good decision making. In a previous video I covered why having a clear vision, core[...]
How to make better decisions as a leader!
All great leaders exhibit one common quality.  The ability to make decisions.  More often than not, without complete information they[...]
The paradox between marketing & sales
There’s a paradox between marketing and sales. In marketing, the credo is the more you tell the more you sell.[...]
Don’t make these Telemarketing Mistakes
If you’re anything like me you get a lot of unsolicited sales calls. Usually they make a number of common[...]
Want to grow as a leader? Ask this question…
All successful leaders embody a mindset of constant learning. The lessons we value most are things that we discover for[...]
This mistake cost them a multi-million dollar deal…
A client lost a multi-million dollar job because they didn’t take our advice. They’d bid for a job with a[...]
The “WWW” question you must ask as a leader
One of the greatest dangers we face is fossilisation of our minds.  Believing that what used to work will continue[...]
The importance of evidence criteria in selling
When you pay for a job to be done, no matter what it is, how do you know it was[...]
Ditch the Power Point!
Congratulations, you’ve worked hard to get a meeting with a prospect who’s a senior decision maker. It’s the first time[...]
How to elicit what your prospects really want!
We buy on emotion and justify our decisions with logic. However, most people when asked what they’re looking for will[...]
Uncovering your prospect’s buying motivations
If you experience prospects who give you the run-a-round and keep making excuses you haven’t found out their intrinsic motivation[...]
Why you should never start a sales conversation with a pitch!
Over a 30 year sales career I’ve probably made every mistake in the book. The biggest one is starting a[...]
Why “your intent” in critical in sales
In a sales career spanning 30 years I have found the most important predictor of success is your intent going[...]
Selling? Don’t ignore this person!
When dealing with two or more people in a sales presentation ignore the "quiet ones" at your peril.  Here's why...[...]
Stop “vomiting” on your prospects
Why is it that most salespeople automatically go into "pitch mode"?  Insisting on telling us all about their wonderful product[...]
Why prospects smell desperation
We all know dogs can smell fear.  What you may not realise is that people can as well.  And we[...]
Why positive thinking doesn’t work… and what to do instead!
Henry Ford said, whether you think you can or think you can’t you’re right. All success or failure starts in[...]
Why ignoring personal agendas will cost you sales
Having had a corporate and business sales career spanning 30 years I’ve come to an inescapable conclusion. Something that if[...]
7 Traits all Successful People Embody
In almost two decades consulting to business owners I’ve come to realise all successful business owners and leaders exhibit certain[...]
How mistakes can lead to trust and loyalty
Mistakes. We all make them. But it’s what we then do that defines us. Especially when that involves our clients.[...]
Why “clever” and funny advertising often doesn’t work!
Are you a gambler?  Would you roll the dice with a 3 million dollar stake hoping it’ll pay off in spades?[...]
Are you a Thinker or Jumper? And why it matters…
Are you someone who plans everything to the nth degree? Cautious in your approach, maybe averse to risk?  You come[...]
When less is more – the curse of too much choice
  Have you ever felt confused by too much choice? A café menu board with 50 variations of exotic sandwiches.[...]
Why you should just stop and think!
Are you a victim of the modern curse of always being "on"?  Constantly checking your email, social media and text[...]
How to ensure your business thrives – long term!
It's difficult enough getting new clients, so how can you make sure they stay in the fold? Unless you have[...]
How we sabotage our success
Do you sabotage yourself?  In life, work or business? Look, we all do it to some extent.  Full of good[...]
Are you a commodity?
Are you a commodity? You may not reckon you are, but you market sure thinks so. Don’t believe me? Tell[...]
A harsh unpalatable truth!
Do you get out of the blue prospecting emails where the sender rabbits on about how wonderful they are and[...]
What selling really is all about….
Let’s talk about a common issue faced by many professional consultants. A fear of selling. Maybe even an absolute dislike[...]
How to cure “feast and famine” in your business
If you’re in business have you ever experienced the feast and famine so prevalent in small to medium sized businesses? [...]
The ultimate contributor to your success is….
Your business success or lack thereof is a direct reflection of your mindset.  How expansive or closed you are. By[...]
How to match salespeople to the right role
If you employ people you know your number one risk is ending up with a person who doesn’t fit the[...]
How to “sell” a new concept
You know your new product is a game changer. But you can’t seem to get traction. How do you convince[...]
Why “executive rapport” matters in sales
Over 20 years I've coached hundreds of salespeople. Most could effectively deal prospects in their own peer level. But only[...]
Are you an adviser or pleaser?
Have you ever walked into a shop to just look around and ended up walking out with a rather expensive[...]
Are salespeople born or made? The answer may surprise you
What I’m going to say now may well surprise you. And your initial thought might be, that can’t be right.[...]
Want more referrals? Change your mindset
Have you ever been cheesed off because you gave a referral, they got the business, but you never heard back. [...]
How Referral Kits make it easier to generate referrals
I’m sure you’ve asked for referrals, maybe from clients, associates, even friends. hey say yes of course, but nothing happens.[...]
4 referral scenarios and how to deal with them…
There’s a big myth. That getting a referral means you just rock up and the sale is in the bag.[...]
Are you cultivating Referral Partners?
Ask any business owner and they’ll say referrals are the best source of new business. And they’re right. A good[...]
Choosing the right media
People often ask me how they can get their marketing message in front of the right prospects. Given the plethora[...]
What’s the one thing guaranteed to perk your immediate interest?
What’s the one thing guaranteed to perk your immediate interest?  It’s hearing your name mentioned across a crowded room. Self-interest[...]
Why specialising is important…
Many years ago a mentor who’s an extremely wealthy businessman hammered a concept into me. You can be the Jack[...]
How to start a sales conversation with a high value prospect
Steven Covey popularised the phrase, start with the end in mind. Something that’s especially important when sitting down with a[...]
Confusing the Urgent and the Important
Over the years we’ve observed many small business owners, especially professional consultancy firms confuse the urgent and the important.  So[...]
The availability trap
Do you drop everything when a prospect or client calls? Or do you have a business posture which says, "I[...]
How to avoid discounting your services (Video)
A client recently asked how to handle a price objection. Their prospect wanted a major discount which would have meant[...]
What business are you really in?
Would you like to double your revenue and profit within one year or less? In this video series we'll cover[...]