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Why “Consultative” Selling Is Dead

Why “Consultative” Selling Is Dead

Usually when I take on a corporate engagement to transform a sales team to a higher level of sales results, based on the Unlock The Game trust-based sales approach, I always hit a lot of resistance in the first few hours when I’m face-to-face in front of sales team. I...
What’s Wrong With Your Sales Team?

What’s Wrong With Your Sales Team?

Last week my team fielded an inquiry from a Director of Sales of a high-tech company here in Australia who was intrigued with the trust-based selling approach of Unlock The Game, but wasn’t sure if it would apply to his sales team. After a pleasant conversation with...
Important Life Lessons About Treating People With Respect

Important Life Lessons About Treating People With Respect

My 5 year old son Nathan has been asking me to get him started in martial art classes over the last couple of years. When he was 3 years old, I had him sit in my Aikido classes and he was fascinated with what he saw. As any young boy would, he loved watching the...
Predictions and the New Currency of Business for 2012

Predictions and the New Currency of Business for 2012

First of all, I’d like to take a moment to wish you and your family a wonderful happy holidays and all the best in the new year. What a year it has been — full of monumental shifts in the global economy, revolutions in countries tired of the status quo and...
New Insights From The Front Lines

New Insights From The Front Lines

Hope you’re having a great week. I just arrived back into Sydney today from my trip to five different cities in the US last week. There were so many highlights, I’m not sure where to begin, but I’ll share some of the most profound ones with you that...
The Chocolate Man and His Sales Strategy

The Chocolate Man and His Sales Strategy

Just around the corner from my house are a few speciality shops catering to the residents in our neighborhood. Over the past six months, there’s been a vacancy in one of them and each day as I walk past it on my way to my office, I’ve become more curious...