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The World’s #1 Authority On Trust-Based Selling
A Bucket Full of Holes

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

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....
How To Sell in a Down Economy

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...