Season 4

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...

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 the NBA, but you can certainly...

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

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 salespeople were exactly the...

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 that level. No...