The Science of Positioning: How to Stand Out in the Mind Of Your Client with Mo Bunnell
Show Notes How do you position yourself uniquely so that you can win more often? In this episode of Real Relationships Real Revenue, I’m diving into the topic of positioning. I have found that this is very rarely taught but it’s a critical skill to make yourself unique in the mind of the buyer. I’m […]
Engaging the IKEA Effect In Formal Processes with Mo Bunnell
Show Notes Many people think that they can’t use the IKEA effect with their clients because of their limited access to the decision-makers in the business. It’s important that you don’t think this way. Though your ability to use the IKEA effect in a formal process is limited, the science is still sound. Here are […]
Use This in Your Business Growth Strategy: Ask Elevating Questions During Sales Calls with Mo Bunnell
Show Notes 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 are the most important personal metrics for you this year, and how does […]
Understanding & Adapting the 4 Communication Styles to Win With Anyone and Everyone with Mo Bunnell
Show Notes 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, why the top priority of relational thinkers is safety, how to build and […]
Breaking Down the Herrmann Brain Dominance Instrument to Understand 4 Communication Styles with Mo Bunnell
Show Notes 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 Dominance Instrument views the brain and […]
Creating the Perfect Buy-in Process that Makes Closing Deals Easy with Mo Bunnell
Show Notes 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 deals easier, how to use curiosity as a purchasing accelerator, […]
Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ with Mo Bunnell
Show Notes 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 […]
Why You Need the Four Key Incremental “Yeses” for Closing Deals with Mo Bunnell
Show Notes 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 incremental yeses you need to obtain to secure a project. […]
Why Listening and Learning is Key for Closing Deals with Mo Bunnell
Show Notes 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 by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great […]
Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process with Mo Bunnell
Show Notes 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, understand the unique needs in […]
The Business Development Mindset of the Greatest Rainmakers with Mo Bunnell
Show Notes 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 to stay motivated and driven to keep doing the work of building relationships […]
Having a Business Development Mindset Means Knowing What Motivates a Buyer with Mo Bunnell
Show Notes 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 us discover the option that’s right […]