Sometimes I ask myself: “Why aren’t people comfortable with just telling the truth?” We live across from a high school that was shut down a few years ago and moved to another area. A few developers have been bidding for that prime piece of property for the last couple...

Something interesting happened to me last week that I thought I’d share with you. Last Monday here in Sydney, we held a Trust-Based Selling Master Class, a full day for business owners who came to completely shift their mindset so they can exponentially grow their...

If you’ve been in business for any length of time, you’ve probably experienced being dropped into the “silent zone” -- a key moment in the sales process when you say to yourself, “Why has selling become such a painful and arduous process”. The “silent zone” is when...

About two or three times a week, someone asks if I had a defining moment that inspired me to create the Unlock The Game trust-based selling approach. And as it happens with most people who have a life-changing moment in their lives that put them on their true course,...

You’ve probably heard this over and over in your career: “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could great really awkward quickly. Objections are challenges raised by...

Hope you are well and are looking forward to a restful holidays. As things start to quiet down for us over here at Unlock The Game, I usually spend this time of the year reflecting on all the changes we have seen within the businesses of our own private clients, our...