Whispers in the Airport Lounge

Dear friend, I’m just sitting here in the Quantas Business Class lounge waiting for my flight to leave from Sydney to Los Angeles. It starts boarding within an hour or so. This is my bi-annual 2-week trip back to the US each year that I take to upgrade my direct...

Sales Language: “Follow-Up” — Good or Bad?

If there is one phrase that exemplifies the typical sales person the most, it’s the phrase “follow-up”. You probably use that phrase instinctively, without even thinking about it, especially when you call your prospects after your initial...

A Bucket Full of Holes

From time to time, my live chat staff passes me intriguing messages from visitors on our website. This is one came in from John last week:    “I have a role play interview coming up on Tuesday. During the role play, I’m expected to make an appointment as a...

The Dog and Pony Show — Reinvented

If you’ve been exposed to the sales world in one form or the other, you’ve probably heard of the infamous “Dog and Pony Show”. That’s where you’re invited to come to your prospect’s office and make a presentation in the hopes you’ll persuade them to buy what you have....

Shifting Your Sales Mindset – Aikido and Unlock The Game

In the past few weeks, I’ve started to take my two sons Toby and Nathan to Aikido classes. Aikido is a Japanese martial art based on diverting an attacker’s energy to resolve conflict. Surprisingly, it has tremendous synchronicity to what I teach my Unlock...

How To Sell in a Down Economy

Recently, here in Sydney Australia, our members got to hear me “pick the brains” of one of our successful members who is well on his way to mastering the Mindset. He’s doing the exact OPPOSITE of what all the sales gurus taught him over the years – and he’s getting...