Episodes
55: For B2B sellers, can you show me your target account list... righ…
A quick challenge for you... in the next 10 seconds, can you show someone your current target account list? Find out why answeri…
54: In B2B sales, why are prospects not ready to buy?
You just KNOW that your prospects would be in amuch better place with your solution, but they don't seem to care.... what the hec…
53: Product is a 4 letter word
Is the curse of product knowledge holding you back? Find out how in this episode. Support the show (http://www.unstoppable.do)
52: It's all about the success of others
A quick check for you..are you starting the year self oriented or buyer oriented? One way will win out over time according to M…
51: Why you need to pay attention to someone's feet
Don't pay so much attention to someone's face, instead concentrate on their feet... so says Joe Navarro in his book What Every Bo…
50: Think like a buyer - a letter from IT ops leader
What does a senior executive at your biggest target think about you and what do they want you to know. In this episode we have a …
49: What C-levels want from a Trusted Advisor
Everyone seems to want to be a trusted advisor, some even think they are one.... but what do executives at your prospects think a…
48: Get even more from 2019
Oasis sang "Don't look back in anger" ... how do you feel about your 2019? Learn a great framework to get even more from what hap…
46: Why it's a good sign if someone crosses their legs
Cross your legs to show confience and comfort..find out why from Joe Navarro in his book What Every Body is Saying Support the sh…
45: In B2B sales, focus on the next Yes
Do you feel like too many of your opportunities slow down or stall? Most of us have lived through that. Keenan gives his perspect…
44: Cut the fluff and ask the question
Ever had someone give a huge preamble before asking you a question? Ever done that yourself? Don't do it says Michael Bungay St…
43: What does it mean when someone strokes their neck?
Have you seen someone stroke their neck, or their chest .. and wandered what it means? Joe Navarro tells us all about Pacifying …
42: Everyone is NOT on vacation
Ever think that all your prospects are on vacation? Don't kid yourself as explained in this episode Support the show (http://www.…
41: How to be in synch when negotiating
This simple mirroring tip will pay off for you in negotiations, so says Chris Voss in Never Split the Difference Support the show…
40: How to effectively negotiate by changing your voice
38% of what you communicate is down to your tone of voice ... but how do you use that in negotiations? Chris Voss gives us an id…
39: A powerful way to push back... without appearing to push back
You know you need to push back during a negotiation but sometimes feel like you don't do it very effectively? Chris Voss has a v…
38: How to respond to "no"
Ever hear a "no" from a prospect and wish you had a better way to continue the conversation? Chris Voss gives us some ideas in N…
37: Brass tacks bargaining
Sometimes you have to bargain with purchasing to get what you want... but what is the best way to do that? Chris Voss provides a …
36: THIS leads to desperation
Feeling a little desperate at the end of the month or quarter? Jeb Blount tells us why in his book Fanatical Prospecting Support…
35: What makes a great story
Feel like your sales stories are a little boring? Not hitting the maark? Mike Weinberg shows us a quick story framework in his …
34: Think like a customer - it's harder than we think
Start thinking like a customer - it's so obvious, but few of us do it well ... So says Anthony Iannarino in The Lost Art of Closi…
33: How to read lips to avoid problems
Ever felt that someone is not being up front with you, but you are not sure? Joe Navarro gives us a tip on reading some non-verba…
32: When your back is against the wall
How do you respond when your back is against the wall? Tips for what can you do... Support the show (http://www.unstoppable.do)
31: Ready for excess?
Are you ready for the excesses to come! Support the show (http://www.unstoppable.do)