Sunday, November 08, 2026
Coaching is largely unregulated, so the vetting is yours to do. Here are 12 questions to ask any business coach in NZ before you sign, with what a good answer sounds like.
Ask most SME sales teams what they sold last month and you'll get a strangely narrow answer — the same two or three offers, on repeat, regardless of what's actually in the catalogue. Most sales teams sell what's easy to explain, not what's most valuable to the customer — and that habit is quietly capping revenue in businesses that have spent years building a broader, higher-margin range nobody is pitching. If your highest-margin products or services are gathering dust while reps default to the same familiar offer, you don't have a demand problem. You have a comfort-zone problem.
The enemy is what Kevin calls the Comfort Zone Sale — the offer a rep can explain in one sentence, price without hesitation, and close without needing to ask a single diagnostic question. It feels efficient. It is actually expensive, because it trains customers to associate your business with your cheapest, simplest offer, and it leaves your best-margin work permanently unsold. This is a well-documented pattern in complex and solution-based selling: the more a sale requires understanding a customer's situation before recommending the right fit, the more reps default to the option that needs the least understanding. It's the entire reason methodologies like SPIN Selling exist — to force a structured conversation about situation, problem, implication, and need-payoff before a rep is allowed to reach for the easy answer.
You can see how this plays out in considered, complex sales environments in HubSpot's breakdown of complex selling — the pattern holds whether you're selling enterprise software or premium FMCG ranging.
Full Menu Selling is the discipline of making sure every customer conversation actually covers what you sell — not just what's comfortable to sell.
1. Map the menu — list every product or service line and rank it by margin, not by how often it's currently pitched. The gap between the two rankings is your revenue leak.
2. Build the bridge question — give reps one specific question per high-margin line that naturally surfaces whether the customer needs it (“Are you still handling X in-house, or has that become a headache?”). One question is enough; it doesn't need to be a script.
3. Track the mix, not just the total — stop measuring reps only on revenue. Add a simple product-mix metric to the weekly pipeline review so the comfort-zone habit becomes visible, not invisible.
“Kevin is an absolute powerhouse! He doubled our business's profits in the first month alone with lots more of his recommendations still to be rolled out.”
— Curtis Hacon, Give A Sh!T
Owners often assume this is a training problem. It rarely is — most reps already know the full range. The real obstacle is that the comfort-zone sale is safer for the rep personally: it closes faster, gets fewer objections, and doesn't risk the awkwardness of a customer saying no to something unfamiliar. Fixing this requires accountability from outside the sales team itself — someone tracking the product mix, asking why the highest-margin line hasn't been pitched in a month, and making that conversation routine rather than confrontational.
If your best-margin products are the ones your team pitches least, that's the first gap Kevin helps you close.
...and you become the owner whose team sells the full menu, not just the easy offer.
Sunday, October 04, 2026
The coaching industry has more than doubled since 2016 to over 232,000 coaches. With that many choices, here is the single question that tells you who is worth hiring.
Sunday, October 04, 2026
AI is saving small business owners 10 to 13 hours a week, and most have no idea what they gained. Here is the four-question method for pointing AI at the hours that matter.
Sunday, October 04, 2026
You nailed the pitch and the buyer loved it, then the deal went quiet. The reason is usually a meeting room you were never invited to. Here is how to sell to a buying committee you cannot see.
Sunday, October 04, 2026
Customers don't buy products, they hire them to do a job. Here is the framework that explains why an inferior competitor keeps outselling you, and what to fix in your marketing today.
Sunday, October 04, 2026
Most SME owners have one growth plan: get more customers. There are actually four distinct ways to grow, and the cheapest one is usually sitting in your existing customer file.
Sunday, October 04, 2026
Small business confidence just rose, but growth expectations are falling for almost everyone. New 2026 data reveals the one decision separating owners still growing from owners just waiting it out.
Sunday, October 04, 2026
A 1 percent price increase lifts operating profit by an average of 11 percent, McKinsey's Global 1200 research found, far more than an equivalent rise in volume. Here's how to raise prices without losing your best customers.
Sunday, October 04, 2026
Some coaches build a business out of being needed forever. Here's the Graduation Test: three questions that reveal whether your coach is transferring real capability, or just keeping you on retainer.
Sunday, October 04, 2026
Most owners respond to a bottleneck by fixing something else entirely. Eli Goldratt's Theory of Constraints explains why that backfires, and documented case studies show a mean 69 percent lead-time reduction once the real constraint is found.
Sunday, October 04, 2026
Roughly four in ten B2B purchase attempts end in no decision at all. It's rarely about price. Here's Alex Hormozi's Value Equation, in plain English, and why it explains almost every stalled deal in your pipeline.
Sunday, October 04, 2026
41 percent of consumers now always read reviews before choosing a business, and 31 percent won't use one rated under 4.5 stars. Here's the Review Velocity System that turns happy customers into a steady stream of five-star proof.
Sunday, October 04, 2026
64 percent of executives say they're juggling too many conflicting priorities, and most SME strategies die from addition, not ambition. Here's the three-step Strategic Short List that turns six priorities into the one that actually moves the needle.
Sunday, October 04, 2026
A third of small business owners are absorbing this year's cost increases out of their own pocket instead of raising prices. Here's the three-step Margin Audit that turns that guess into a safe, thirty-day pricing test.
Sunday, October 04, 2026
Before you approve the next hire, run the revenue-per-employee test. Some of the growth you are trying to buy with headcount is sitting in tasks AI can already take off the list.
Sunday, October 04, 2026
Owner-dependent businesses sell for roughly half the multiple of businesses that run without them. Dan Sullivan's Who Not How question is the simplest fix most owners never try.