The Models Method

The April 20-Minute Teaching is happening tomorrow! This high-impact, no-fluff session is designed to give you insights you can act on immediately. We start on time, we finish on time, and every minute delivers value.

In tomorrow's sessions, Simon will be unpacking 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.

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

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

1️⃣ Session 1 / Time Slot for Australia & The Americas:
Sydney / Melbourne / Brisbane: Thursday, 30 April at 9 AM AEST
Perth / Singapore: Thursday, 30 April at 7 AM AWST / SGT
Brasília: Wednesday, 29 April at 8 PM BRT
New York / Toronto: Wednesday, 29 April at 7 PM EDT
Los Angeles / Vancouver: Wednesday, 29 April at 4 PM PDT

2️⃣ Session 2 / Time Slot for Australia, Asia, Africa & Europe:
Perth / Singapore: Thursday, 30 April at 3 PM AWST / SGT
Delhi: Thursday, 30 April at 12:30 PM IST
Johannesburg: Thursday, 30 April at 9 AM SAST
London: Thursday, 30 April at 8 AM BST

Register to secure your seat now 👇

https://themodelsmethod.com/20MT-Registration-2026-April

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 tomorrow! This high-impact, no-fluff session is 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, 26 March at 10 AM AEDT (Brisbane: 9 AM AEST)
Perth / Singapore: Thursday, 26 March at 7 AM AWST / SGT
Brasília: Wednesday, 25 March at 8 PM BRT
New York / Toronto: Wednesday, 25 March at 7 PM EDT
Los Angeles / Vancouver: Wednesday, 25 March at 4 PM PDT

2️⃣ Session 2 / Time Slot for Australia, Asia, Africa & Europe:
Perth / Singapore: Thursday, 26 March at 3 PM AWST / SGT
Delhi: Thursday, 26 March at 12:30 PM IST
Johannesburg: Thursday, 26 March at 9 AM SAST​​​​​​​
London: Thursday, 26 March at 7 AM GMT

Simon will 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

Register to secure your seat now 👇
https://themodelsmethod.com/20MT-Registration-2026-March

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 February 20-Minute Teaching is happening tomorrow! This high-impact, no-fluff session is 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, 26 February at 10 AM AEDT (Brisbane: 9 AM AEST)
Perth / Singapore: Thursday, 26 February at 7 AM AWST / SGT
Brasília: Wednesday, 25 February at 8 PM BRT
New York / Toronto: Wednesday, 25 February at 6 PM EST
Los Angeles / Vancouver: Wednesday, 25 February at 3 PM PST

2️⃣ Session 2 / Time Slot for Australia, Asia, Africa & Europe:
Perth / Singapore: Thursday, 26 February at 3 PM AWST / SGT
Delhi: Thursday, 26 February at 12:30 PM IST
Johannesburg: Thursday, 26 February at 9 AM SAST​​​​​​​
London: Thursday, 26 February at 7 AM GMT

In 20 minutes, you’ll discover:
— The universal Why behind every sustainable business
— Why How may matter more to a sale than Why
— The hidden reason buyers hesitate, even when they admire you
— How shallow explanations unintentionally create price resistance
— The structural shift that turns admiration into decisive action
— How to position your message so customers stop questioning your value

This session is for the business leader who knows they bring real genius to the market but feels the strain of explaining it repeatedly. It is for the advisor who refuses to compete on price yet has not fully articulated the depth that justifies premium positioning. It is for the founder who senses that staying at the surface is costing more than they realise.

If buyers hesitate, it is rarely because they doubt your intent. It is because they cannot yet see your method clearly enough to trust it.

Register to secure your seat now 👇
https://themodelsmethod.com/20MT-Registration-2026-February

You’ve heard it repeatedly over the past decade - to succeed in business you must “Start with Why” or “Find your Why.” It has shaped strategy, branding, leadership and marketing conversations around the world.

But is it true? Is your why really the driver of sales conversion? Does purpose alone create commitment? Does passion guarantee growth?

In this 20-Minute Teaching, we will test that assumption carefully and respectfully, because while purpose is powerful, it is not sufficient. We will explore why success requires us to move beyond Why and into something far more commercially decisive.

You will see why starting with Why creates interest, but rarely creates commitment, and you will understand what actually produces confident conversion.

We will also expose the false economy of chasing “Wow!” customer experiences and explain why surface excitement often masks deeper uncertainty that delays decisions.

You’ll discover:

— The universal Why behind every sustainable business
— Why How may matter more to a sale than Why
— The hidden reason buyers hesitate, even when they admire you
— How shallow explanations unintentionally create price resistance
— The structural shift that turns admiration into decisive action
— How to position your message so customers stop questioning your value

This is not about selling harder or shouting louder. It is about positioning deeper so that your value becomes visible, structured and safe to buy.

This session is for the business leader who knows they bring real genius to the market but feels the strain of explaining it repeatedly. It is for the advisor who refuses to compete on price yet has not fully articulated the depth that justifies premium positioning. It is for the founder who senses that staying at the surface is costing more than they realise.

If buyers hesitate, it is rarely because they doubt your intent. It is because they cannot yet see your method clearly enough to trust it.

Join us.

One idea, twenty minutes, delivered with focus and intent. The shift from being admired for your passion to being chosen for your clarity.

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-February

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 👇

Our first 20-Minute Teaching for the year is happening next week! We hope you can come and join us.

In the art of persuasion and influence, a single drop of pre-framing is more powerful than a full bucket of re-framing.

What do I mean by that?

Pre-framing is the skill of positioning your prospect’s frame of reference before you share your ideas. It allows them to consume your message through a lens that supports clarity, understanding, and agreement.

Re-framing is what you’re forced to do when you skip that step. You share your solution first, and they interpret it through the lens they already have.

A lens that may be incomplete, outdated, or shaped by past disappointments.

That’s why they’re talking to you in the first place.

The challenge is, once they’ve judged your message through the wrong lens, you now have to shift their thinking after the fact and that’s where resistance appears.

Imagine losing the sale, only to discover that it wasn’t your offer that was wrong, but their frame of reference that was out of shape.

No one buys in a vacuum. Everyone makes their buying decision with past experiences in mind. This includes their own attempts to solve the problem, without success and the attempts of others to solve their problem, without results.

They’re judging your offer through this lens of failure, and if you don’t preframe them into the possibilities available, the buying decision becomes a trade-off of concern and cynicism.

Preframing creates a significant shift in the sales dynamic … it deeply reinforces Buyer Safety, which is the key currency of the easy sale.

In this 20-Minute Teaching, I’ll show you how to use simple pre-framing models to create calm, clarity, and Buyer Safety before you ever get to price, process, or commitment.

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

Why This Matters Now

We’re doing business in the middle of a believability crisis.

Video content can’t be trusted anymore, documents may not have been written by a human and we’re even seeing content on YouTube showing extraordinary human feats starting to carry the up-front message that “this was NOT made with AI”.

People are starting to assume AI is behind anything that catches their attention and that means buyers are coming to your sales conversations, framed with higher levels of suspicion and cynicism than ever before.

There are also many more options in the market and much more noise. You must become a purveyor of clarity, and framing is a key tool in that process.

Like all our 20-Minute Teachings, the clock will be running and we promise to be in and out of the topic in 20 minutes.

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

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

Our last 20-Minute Teaching for the year is happening this week! We hope you can come and join us.

Inflection Point Selling

Creating the conditions for curiosity, openness and commitment without persuasion or push.

Selling has changed. Buyers arrive alert, informed and guarded. They’re both more problem and solution-aware than they have ever been. In today’s world, they’re asking chat for help before they ask you - and Chat has opinions it is very willing to share!

Against that backdrop, they want help … yet they often resist anyone who tries to sell to them. That resistance slows deals, drains energy and leaves good work waiting on the sidelines.

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.

You’ll discover

– Why buyers resist even when they need what you offer and how to gently lower that resistance
– The simple shift that invites people to release control and stay in the conversation
– How to help buyers receive a new possibility without forcing a pitch
– The moment where commitment forms and how to guide it with clarity
– How visual Models change the energy of a sales discussion and make decisions easier

This is not about scripts, tricks or persuasion, it is about guiding smart buyers through their own thinking so they choose progress.

If you want selling to feel more human, more useful and more aligned with the value you bring, this session is for you. Join us and explore a way of engaging that honours your expertise, respects the buyer and accelerates decisions. Your next client may be one inflection point away.

Reserve your seat now ➡️ https://themodelsmethod.com/20MT-Registration-2025-December

The 20-Minute Teaching is happening tomorrow 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.

To make it easy for you, we’re running two live sessions to accommodate all time zones:

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

Syd/Mel: Thu 13 Nov, 10AM AEDT (Bris: 9AM AEST)
Perth/Singapore: Thu 13 Nov, 7AM AWST
Brasília: Wed 12 Nov, 8PM BRT
New York/Toronto: Wed 12 Nov, 6PM EST
Los Angeles/Vancouver: Wed 12 Nov, 3PM PST

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

Perth/Singapore: Thu 13 Nov, 3PM AWST
Delhi: Thu 13 Nov, 12:30PM IST
Johannesburg: Thu 13 Nov, 9AM SAST
London: Thu 13 Nov, 7AM GMT

In this month’s 20-Minute Teaching, Simon will unpack the duality of service and solution in a different way, that will help you to think about how you both out-sell and out-serve your marketplace.

In this session you’ll discover:
— Why your market thinking must shift before your price can.
— How your team’s intention and ex*****on create real buyer trust.
— The two axes that drive confidence - how you solve (your genius) and how you serve (your culture & mechanics).
— How to locate yourself on the map, and what it takes to move into that top-right quadrant of true distinction.

Register to secure your seat now 👇

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