Season 4

Aug. 24, 2022

Use This in Your Business Growth Strategy: Ask Elevating Questions Du…

Future questions ask people to articulate what they think a future should look like. Elevating questions explore the present at a high level. Examples include: “How do you think your CEO sees this fitting in with your overall strategy?”, “What...

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Aug. 23, 2022

How Asking Past & Future Related Questions Affects the Success of You…

Make sure you’re getting the other side to share their personal perspective, something that only they know. Questions focused on the past and the future are great starting places for teasing out that information. Past questions include: “What...

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Aug. 22, 2022

Asking Great Questions that Work Hand in Hand with Your Business Grow…

Asking great questions gets you a triple win. The first being it creates an enjoyable experience for the other side. When people share information only they know (self-disclosing information), the pleasure center of their brain lights up. The second...

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Aug. 20, 2022

Understanding & Adapting the 4 Communication Styles to Win With Anyon…

Mo Bunnell breaks down the Herrmann Brain Dominance Instrument and reveals the key insights into how you can tailor your communication to win with anyone and everyone. Learn about the one thing that analytical thinkers care about more than anything,...

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Aug. 19, 2022

4 Communication Styles: How to Win Over Experimental Thinkers

Experimental thinkers are looking for the big picture. You’re going to see clues around themes, outcomes, brand, and vision. They are looking for the right strategic fit. For the work that needs to be done, are you known for that …

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Aug. 18, 2022

4 Communication Styles: How to Win Over Relational Thinkers

For high Relational/Red thinkers, you’re going to hear a lot of questions around trust and connectivity. Relational decision-makers are looking for answers to three questions: Do I trust you personally? Do I trust your team is going to make my …

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Aug. 17, 2022

4 Communication Styles: How to Win Over Practical Thinkers

Practical thinkers want details and all their questions drive around one thing: making a safe choice. Give them everything they need to make you the safe choice, whether that’s timelines, hours invested, or the list of things that can go …

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Aug. 16, 2022

4 Communication Styles: How to Win Over Analytical Thinkers

When you’re dealing with a high analytical thinker, you should get to the point. To know someone is an analytical thinker, they are often brief and to the point and focus more on the numbers. Make it clear that your …

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Aug. 15, 2022

Breaking Down the Herrmann Brain Dominance Instrument to Understand 4…

How the brain is wired is an emerging science. What we learned in the 40’s, 50’s, and 60’s no longer applies. Research has shown that the brain has a hub and spoke model and is very elastic and flexible. This …

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Aug. 13, 2022

Creating the Perfect Buy-in Process that Makes Closing Deals Easy

Mo Bunnell breaks down the perfect buy-in process and how you can create a magnetic and enjoyable buying process that clients love. Learn about the key components of a successful buy-in process, the four big “yeses” you need to get …

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Aug. 12, 2022

Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ

The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, …

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Aug. 11, 2022

Why You Need the Four Key Incremental “Yeses” for Closing Deals

Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. …

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Aug. 10, 2022

Closing Deals is Easier When Creating Curiosity Through the Perfect B…

Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it’s one of the key elements of a great buy-in …

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Aug. 9, 2022

Why Listening and Learning is Key for Closing Deals

There is a triple-win when asking good questions. A person’s pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect’s priorities in their words. This would be impossible if you didn’t begin...

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Aug. 8, 2022

Closing Deals by Understanding the Major Steps of the Perfect Buy-in …

There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the …

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Aug. 6, 2022

The Business Development Mindset of the Greatest Rainmakers

Mo explores the key business development mindset shifts that you need to make to become great at business development. Find out why business development skills are both learned and earned, how anyone can become great at business development, and how...

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Aug. 5, 2022

Start Crafting Your Business Development Mindset by Understanding You…

Business development can be hard. You’ve got to figure out a reason to persevere and keep adding value to your relationships, even when it feels like you’re not making much progress. To discover your why, ask yourself the Five Whys? …

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Aug. 4, 2022

Having a Business Development Mindset Means Knowing What Motivates a …

When you’re being sold to, you almost want to run away. You can tell the salesperson has only their best interests in mind, not yours. We are happy to buy when the reverse is true. When we’re learning and we …

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Aug. 3, 2022

Becoming Great at Anything by Creating a Business Development Mindset

Every expertise, no matter the field, is both learned and earned. You can become great at anything if you break it down into little pieces and practice each piece. You may not become world-class or be able to play in …

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Aug. 2, 2022

Business Development Mindset Rule - You Don't Have to Be an Extrovert…

Adam Grant did a study on salespeople and put them on a spectrum of introversion to extroversion. For most people they land right in the middle and end up being a mix of both introvert and extrovert, and most successful …

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Aug. 1, 2022

Business Development Mindset is a Learnable Skill

Dr. Kay Anders Ericsson spent over 30 years studying high-end expertise and discovered that every complex skill is both learned and earned. You can look at any expert and you would find decades of deliberate practice that got them to …

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