Videos

Cross your legs to show confidence and comfort..find out why from Joe Navarro in his book What Every Body is Saying

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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.

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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.

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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 Keenan's book "Gap Selling"

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In this sales manager training, we talk about how to create an accountability culture in our sales team. Are you holding your salespeople accountable to their commitments? Want to get better? In this modern sales manager training, we give 4 ideas to create a healthy sales culture. Great sales ma…

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You know you should be asking good questions, but if you are asking too many of one type of question you could be hurting yourself ... so says Neil Rackham in Spin Selling

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April 15, 2020

How to spot a liar

It's the age-old question of anyone in law enforcement "how do I know when someone is lying?". Chris Voss has an answer in "Never Split the Difference" ... and it isn't anything about whether they scratched their nose.

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April 15, 2020

No guessing!

Do you actually know all you need to about your opportunity, or have you guessed a few of the details.... No guessing is one of the rules in "Let's Get Real or Lets Not Play" by Mahan Khasla and Randy Illig

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Ever tried to change what you do, but you seem to fall back to your old way of doing things? If so, this episode could be life changing for you as we understand the new habit formula from The Coaching Habit by Michael Bungay Stanier

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There is one super imapctful thing you can do to supercharge your productivity - and Jeb Blount talks about it in his book Fanatical Prospecting

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April 15, 2020

How to sound good

Your tone of voice is super important according to Chris Voss in Never Split the Difference... find out why on this episodeSupport the show (http://www.unstoppable.do)

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Want a simple test to see if you know the outcomes the prospect is looking for on each deal? Keenan talks about the CRM Challenge is his book Gap Selling
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You've got to be OK with interrupting, that's what you have to do to create opportunities ... so says Jeb Blount in his book "Fanatical Prospecting"
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Leaders... do you find yourself dishing out advice and directives to your team... but you know you shouldn't? It's tough, isn't it? In The Coaching Habit, Michael Bungay Stanier gives a great tip on how to curb your advice monster

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She's probably the most dominant athlete in the world that you have never heard of - and we can learn from her about how to get better

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How do you keep advancing your opportunity? Neil Rackham in Spin 
Selling talks about what successful salespeople propose as the next step to keep moving your deal forward

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April 15, 2020

Banish open ended answers

Do you find your prospects being way too vague in their answers to your questions? If so, Keenan agrees with you and says we need to banish open-ended answers in his book Gap Selling

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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 golden nugget in their book Let's get real or lets not play

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April 15, 2020

Stop servicing customers

Don't service your customers... so says Mike Weinberg in Sales Truth, find out why in this episode

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April 15, 2020

Armistice day

Armistice day

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How do you handle the "how much do you charge" question or if negotiating a package "what are your OTE expectations?" question .. find out the power of ranges in the tip from Chris Voss in his book, Never Split the Difference
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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 holding you back from prospecting but there is a simple way to over them... so says Jeb Blount, in Fanatical Prospecting

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Sales leaders... know that you should be a better coach for your team, but not exactly sure why it helps you?... Michael Bungay Stanier reminds us in "The Coaching Habit".
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Why is the common idea to "treat people the way you would want to be treated" wrong? All is explained by ex-FBI hostage negotiator Chris Voss in "Never Split the Difference"

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