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 win is that you also become more likable. As people answer great questions, talking more while […]
Adapting Your Communication Style To Win With Anyone & 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, why the top priority of relational thinkers is safety, how to build and convey trust […]
Breaking Down the Herrmann Brain Dominance Instrument To Understand Your Communication Style
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 explains how […]
Communication Style: 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 find that you’re talking to an Experimental thinker, talk about a clear […]
Communication Style: 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 better? Do I trust that you are going to deliver an amazing result for […]
Communication Style: 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 what you will do when that happens. Be early on everything. Arrive to […]
Communication Style: 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 option available. You may not know what else they are […]
Increase Sales 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, understand the unique needs in your situation. […]
Why Listening and Learning is Key for Closing Deals (Increase Sales)
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 questions gives […]
Speeding Up the Perfect Buy-in Process and Increase Sales 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 a […]
Why You Need the Four Key Incremental “Yeses” to Increase Sales (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 incremental yeses you need to obtain to secure a project. The first […]
Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process (Increase Sales)
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 your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. […]