Episodes
63: Serve dessert first ... it will make you more successful in B2B s…
Ever find your prospects switch-off when it's your turn to talk? Maybe you have the menu in the wrong order. Support the show (http://www.unstoppable.do)
62: How to build trust by showing your hands
How can you better build trust with your prospects? Joe Navarro gives us a tip in his book What Every Body is Saying Support the show (http://www.unstoppable.do)
61: Protect the golden hours of B2B selling
Need a quick reminder that you need to use your selling time wisely? Jeb Blount lays it on us very bluntly in Fanatical Prospecting Support the show (http://www.unstoppable.do)
60: B2B sales: When is the best time to talk to C-level executives in…
Ever get frustrated about not getting access to the senior decision-maker or economic buyer during your sales cycle? Read and Bistritz explain all and when best to engage with them in their book Selling to the C-suite Suppor...
59: The best way to convince a B2B sales prospect to take your meeting
Do you want to improve the chances your prospect will take your meeting? Anthony Iannarino gives us some pointers in the Lost Art of Closing Support the show (http://www.unstoppable.do)
58: In B2B sales, different is better than better
We live in a noisy B2b world where getting attention is tough. Bring a "be different" mindset to your selling motions to stand out. Support the show (http://www.unstoppable.do)
57: In B2B sales, how to tell someone you agree with them without usi…
Your torso is a powerful tool in non-verbal communications. Find out how and why from Joe Navarro in What Every Body is Saying Support the show (http://www.unstoppable.do)
56: For B2B sales leaders: The question that works really well to sta…
Imagine someone walks into your office or calls you randomly ... you're short on time and you're a bit apprehensive about why they want to talk with you. This simple question from Michael Bungay Stanier is your best friend. ...
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 answering "yes" to this question is important in this episode. Support the show (http://www.unstoppable...
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 heck is going on? Anthony Iannarino explains all in The Lost Art of Closing Support the show …
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 Mahan Khasla and Randy Illig in their book Let's Get Real or Let's Not Play Support the …
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 Body Is Saying Support the show (http://www.unstoppable.do)
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 "Dear Salesperson" letter from a real senior executive, from Keenans book Gap Selling Support …
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 trusted advisor is? Find out in this episode. Support the show (http://www.unstoppable.do)
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 happened to you in 2019. Support the show (http://www.unstoppable.do)
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 show (http://www.unstoppable.do)
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 perspective in Gap Selling. Support the show (http://www.unstoppable.do)
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 Stanier in The Coaching Habit Support the show (http://www.unstoppable.do)
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 Behaviours in his book What Every Body Is Saying. Support the show (http://www.unstoppable.do)
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.unstoppable.do)
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 (http://www.unstoppable.do)
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 idea in Never Split the Difference Support the show (http://www.unstoppable.do)
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 very effective way in Never Split the Difference Support the show (http://www.unstoppable.do)