What Happened to Sincerity?
Sometimes I wonder why it’s so hard for people, specifically ones who work at the executive level of large corporations, to communicate in a sincere and authentic way. You’re probably aware of what I mean – when they speak to the public they speak in “statements” not in natural conversation. Their PR agencies advise them […]
Russell Crowe, the circus, and taking you on a trip… Sydney, Australia
Yesterday was my 44th birthday and I celebrated by taking my kids to the Great Moscow Circus here in Sydney, Australia. Sometimes getting older is a hard concept to accept, but since my grandmother turns 98 in November (and is still sharp as a tack), I’m feeling pretty good about how much time I have […]
Time to take off your sales armour?
Did you know that we wear psychological armour around us each day when we go to work? We sometimes feel as if we’re getting ready for battle. A battle of conflicts with prospects, staff and even our own customers. Imagine if you didn’t have to wear that armour anymore. Imagine if you could start your […]
A new year, whose ready for change?
Hope you’re off to a good start to the new year. It’s summer here in Sydney, so the kids are out of school, in summer camp for some of the time and I’m enjoying spending time with them without having to rush them off to school each day (at least for a while:)). As the […]
Are You Open For Business?
David, who owns a local corner deli/grocery shop just around the corner from my studio office is a very pleasant fellow. Whenever I walk into his little store, he’s always chit chatting with his customers as if they are his friends. After all, he’s been in business for over 10 years in our same neighborhood […]
Trust Crosses All Geographic Boundaries
One of the most common questions I’m asked by business owners and salespeople from around the world is: “Does your trust-based sales approach work in my country?” Even though we’ve sold over 37,000 CDs and DVDs in over 38 countries, that question still comes up quite a bit. To answer it, I thought I’d share […]
The Myth of the Inbound Sales Lead
A few days ago, I spent an hour or so interviewing a few sales people from a company that has been patiently waiting for a time slot to open up on my schedule so they can engage me to transform their sales team. Classic problem: Lot’s of activity, diminishing productivity. One of the reps said […]
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 typically expect resistance, because most […]
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 him, his last words to me were, “I […]
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 dramatic fluctuations in currencies […]
