Episodes

Dec. 12, 2019

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…

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Dec. 11, 2019

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…

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Dec. 10, 2019

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…

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Dec. 9, 2019

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 …

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Dec. 6, 2019

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…

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Dec. 5, 2019

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 …

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Dec. 4, 2019

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…

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Dec. 3, 2019

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…

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Dec. 2, 2019

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)

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Nov. 27, 2019

31: Ready for excess?

Are you ready for the excesses to come! Support the show (http://www.unstoppable.do)

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Nov. 26, 2019

30: These are the best questions to ask decision makers

Do you want to ensure you are compelling, valuable and trusted by the decision makers in your accounts? If so, ask implication q…

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Nov. 25, 2019

29: If you want to transform your life, don't try and transform your …

If you want to transform your life, don't try and transform your life! Sound a little strange? Well that's the advice of James …

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Nov. 22, 2019

28: The "sales truth" about prospecting success

Are you spending enough time on prospecting? Probably not according to Mike Weinberg in Sales Truth Support the show (http://www…

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Nov. 21, 2019

27: The most simple way to keep momentum in your sales cycle

Feel like your sales opporutnities stall too easily? Next steps don't happen? Anthony Iannarino writes about this in his book "…

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Nov. 20, 2019

26: Who is most uncomfortable? You or your prospect?

Have you ever felt uncomfortable asking your prospect a deeper question? But wish you had? In Let's Get Real or Let's Not Play,…

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Nov. 19, 2019

25: How to stop confusion from slowing down your sales opportunities

Ever been confronted with an inconsistent or confusing prospect, but not sure how to react ... Keenan has 4 favorite words to hel…

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Nov. 18, 2019

24: Be fearless

Sales is often won by those that do the things that others don't. Support the show (http://www.unstoppable.do)

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Nov. 15, 2019

23: Don't treat people how you want to be treated

Why is the common idea to "treat people the way you would want to be treated" wrong? All is explained by ex-FBI hostage negotiat…

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Nov. 14, 2019

22: Be a coach for your team - it makes life easier for you too

Sales leaders... know that you should be a better coach for your team, but not exactly sure why it helps you?... Michael Bungay S…

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Nov. 13, 2019

21: Finding it hard to start prospecting?

Ever sat there knowing you should be prospecting, but you don't... you are only human if you do! There are the 3 Ps that are hol…

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Nov. 12, 2019

20: Get what you want by using a range

How do you handle the "how much do you charge" question or if negotiating a package "what are your OTE expectations?" question ..…

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Nov. 12, 2019

19: Armistice day

Armistice day Support the show (http://www.unstoppable.do)

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Nov. 8, 2019

18: Stop servicing customers

Don't service your customers... so says Mike Weinberg in Sales Truth, find out why in this episode Support the show (http://www.u…

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Nov. 7, 2019

17: Concede slowly and in small amounts

So you have to make a concession, what does the research say about how you should do that? Mahan Khasla and Randy Illig give a g…

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