Episodes

How to Create Curiosity and Engagement During Meetings

In our last episode, we talked about how to introduce cliffhangers to create excitement and anticipation between meetings. Today, we’ll be discussing how to create that engagement DURING meetings!   Today we’ll be talking about:   Ways...

How to Introduce Cliffhangers that Leave Your Prospects Excited for More

Today we’re talking about how to break up information into digestible and attractive portions, and how to deliver those portions in ways that intrigue and excite your prospects. The best way to gain that momentum and anticipation in your business...

Three Scientific Elements That Allow Us to Leverage Curiosity

This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about creating curiosity.   During a normal sales process, everything’s about us.  Today we are talking about...

The Most Important Skill for Creating Incredible Growth

Mo Bunnell reveals the number one skill for creating incredible growth in your career and for deepening relationships in general. Learn the frameworks for asking great questions and how they create a triple win for you and your prospect, the six types...

Crush Your Business Growth Strategy by Avoiding Asking Prospects These Questions

Research has shown that for commonly used skills, we drastically overestimate our abilities. In one particular study, people’s average percentile ability in the test skill was 12%, but they rated themselves on average at 62%. Asking great questions...

How Connection Questions are Key to any Business Growth Strategy

Connection questions are all about lateral thinking and how things fit together. The goal is to use them to get hired, develop trust, and be helpful in general. Examples include: “What other projects or teams might benefit from knowing what we’re...

Use This in Your Business Growth Strategy: Ask Elevating Questions During Sales Calls

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...

How Asking Past & Future Related Questions Affects the Success of Your Business Growth Strategy

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...

Asking Great Questions that Work Hand in Hand with Your Business Growth Strategy

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...

Understanding & Adapting the 4 Communication Styles to Win With Anyone and Everyone

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,...

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 thing? Once you...

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 team...

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 wrong and...

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 solution is the highest ROI...

Breaking Down the Herrmann Brain Dominance Instrument to Understand 4 Communication Styles

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 is the way that the Herrmann Brain...

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 to make closing...

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, whether that’s in person or on Zoom. Make the ask in person and in...

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. There are four...

Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process

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 process. Consider...

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...

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

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 person on the other side of the table,...

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...

Start Crafting Your Business Development Mindset By Understanding Your Why

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? Go deeper into...

Having a Business Development Mindset Means Knowing What Motivates a Buyer

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 feel like the other person is helping...