The Models Method

Do you want to be the most complete thinker in your niche, or be among the sea of claims about being the most unique?

It’s not a loaded question - In the world we live in today, it is a serious question all business owners should be asking themselves when it comes to how they project themselves into the marketplace.

If you’re experiencing the frustration of your buyers comparing you to competitors who aren't even close to your level of thinking. This isn't just frustrating, it may be a sign that something is broken at a design level.

In an information-rich world, uniqueness just doesn't cut through anymore. Every credible provider in your space already claims to be different. Every one of them has a unique angle, a proprietary method, a distinctive approach - and from your buyer's perspective, all of those claims sound exactly the same.

When everyone claims uniqueness, uniqueness itself becomes noise. When the decision environment is noisy, the most common outcome isn't a bad decision - it's no decision at all.

This 20-Minute Teaching will show you what replaces uniqueness - and why it changes everything.

We'll unpack the key strategic shift that moves you from being compared to being the reference point in your industry - the one your buyers trust and believe before they even speak to you.

You'll discover:
– Why the pursuit of uniqueness is actually making it harder for your buyers to choose you
– The critical difference between a thought leader and a sense maker - and why it matters commercially
– How completeness of thinking creates a market position that literally can't be argued against
– The three-part framework that makes your thinking the most complete in your niche
– Why buyer safety - not buyer persuasion - is the real engine of the complex sale

This isn't about being louder, it's not even about being cleverer or unique. It's about being the one who has done the thinking your buyer can't do for themselves, or the thinking that they’re not really seeing from everyone else.

A thought leader has a point of view. A sense maker has done the thinking that the buyer didn’t even realise needed to be done. This teaching will show you how to become that sense maker in the marketplace.

Now I know you might be wondering if your business could be the true sense maker of the market … my question is, can you afford to not even try?

Join us - one idea - twenty minutes - and maybe everything could shift for you.

Remember, there is no replay unless you register, attend live and follow the prompts to request it.

Reserve your seat now ➡️ https://themodelsmethod.com/20MT-Registration-2026-April

The March 20-Minute Teaching is happening next week! We hope you can come and join us.

In this month's 20-Minute Teaching, I want to share something I recognised many years ago that dramatically improved the results of my sales team in enterprise sales.

It's easy to assume the central selling challenge is to get the buyer to believe in you, your company and your solution. Build enough credibility, demonstrate enough proof, and the sale follows.

It's a reasonable assumption. It's also, in the complex high-ticket sale, a flawed one.

As I studied the art of selling - especially the complex, B2B, high-ticket sale - I came to recognise that your buyer often already believes in you. They can see your depth, they respect your thinking and they know you can deliver.

What they're not sure about is themselves.

Can they make the right decision - the best decision - in the face of all this complexity? Can they bring their team with them? Can they execute their side of it well enough to actually get the result?

The data is striking. Between 40% and 60% of lost sales don't go to a competitor - they result in no purchase at all.

That's the real sale we have to make - the sale to the buyer's internal sense of decision confidence. And most sellers aren't making that sale well.

This month's 20-Minute Teaching is called The Real Sale: Why most sellers are solving the wrong confidence problem.

I'll be unpacking the Buyer's Continuum - the four stages every complex buyer moves through - and showing you precisely where decision confidence breaks down, and how to rebuild it using models.

If you work in the complex, high-value sale and you've ever had a buyer who seemed genuinely impressed but still couldn't quite commit - this session was built for you.

Reserve your seat now ➡️ https://themodelsmethod.com/20MT-Registration-2026-March

The first 20-Minute Teaching for the year is happening tomorrow! These high-impact, no-fluff sessions are designed to give you insights you can act on immediately. We start on time, we finish on time, and every minute delivers value.

We’re running two live sessions to accommodate all time zones:

1️⃣ Session 1 / Time Slot for Australia & The Americas:

Sydney / Melbourne: Thursday, 29 January at 10 AM AEDT (Brisbane: 9 AM AEST)
Perth / Singapore: Thursday, 29 January at 7 AM AWST / SGT
Brasília: Wednesday, 28 January at 8 PM BRT
New York / Toronto: Wednesday, 28 January at 6 PM EST
Los Angeles / Vancouver: Wednesday, 28 January at 3 PM PST

2️⃣ Session 2 / Time Slot for Australia, Asia, Africa & Europe:

Perth / Singapore: Thursday 29 January at 3 PM AWST / SGT
Delhi: Thursday 29 January at 12:30 PM IST
Johannesburg: Thursday 29 January at 9 AM SAST​​​​​​​
London: Thursday 29 January at 7 AM GMT

In 20 minutes, you’ll walk away with:

➡️ A deeper understanding of the two Framing Forces so you become a master framer
➡️ Dialogue that instantly preframes any conversation towards a safer pathway
➡️ The Frame Stack Model that will help you choose the right frame every time
➡️ The preframe positioning at each of the five stages of buyer safety

Register now to secure your seat! Link will be shared in the comment section 👇

The last 20-Minute Teaching for the year is happening tomorrow (and the next day!) and this is your last chance to register! These high-impact, no-fluff sessions are designed to give you insights you can act on immediately. We start on time, we finish on time, and every minute delivers value.

We’re running two live sessions to accommodate all time zones, but please note that Session 1 is running on a different day from our usual schedule.

1️⃣ Session 1 / Time Slot for Australia & The Americas:
Syd/Mel: Fri 5 Dec, 10AM AEDT (Bris: 9AM AEST)
Perth/Singapore: Fri 5 Dec, 7AM AWST
Brasília: Thu 4 Dec, 8PM BRT
New York/Toronto: Thu 4 Dec, 6PM EST
Los Angeles/Vancouver: Thu 4 Dec, 3PM PST

2️⃣ Session 2 / Time Slot for Australia, Asia, Africa & Europe:
Perth/Singapore: Thu 4 Dec, 3PM AWST
Delhi: Thu 4 Dec, 12:30PM IST
Johannesburg: Thu 4 Dec, 9AM SAST
London: Thu 4 Dec, 7AM GMT

In this month’s 20-Minute Teaching, you will discover how Inflection Point Selling gives you a fresh pathway. It shows the three moments where buyers shift from resisting to releasing to receiving and then responding. These moments decide whether a conversation flows or stalls, so learning to shape them becomes a strategic advantage.

You will learn how to create the conditions for curiosity, openness and commitment without pressure or push. You will see how simple visual Models can ease tension, build trust and help people move forward with confidence.

Register to secure your seat now 👇

https://themodelsmethod.com/20MT-Registration-2025-December