26/10/2026
What can an ancient Chinese military strategy teach us about sales today?
David shares the story behind 瞒天过海 (Deceiving the Emperor to Cross the Sea), the first of the Thirty-Six Stratagems.
As the story goes, Xue Rengui devised a clever way to help Emperor Li Shimin overcome his reluctance to cross the sea, not through confrontation, but by placing him in a familiar and comfortable environment.
The lesson for sales? Persuasion isn’t always about having the strongest pitch. Sometimes, it’s about creating the right environment for a conversation.
When people feel comfortable, understood, and free from pressure, they’re more receptive to listening and exploring new perspectives.
Because the best conversations don’t begin with a sales pitch. They begin with trust.