Podcast Episodes
Back to Search11: Knowing your prospect's desired outcome
Episode 11
Up for a challenge? Check out this simple test to see if you know the outcomes the prospect is looking for on each deal.
Keenan talks about the CRM Ch…
6 years, 10 months ago
10: 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 episode
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6 years, 10 months ago
9: This will transform your productivity
There is one super imapctful thing you can do to supercharge your productivity - and Jeb Blount talks about it in his book Fanatical Prospecting
Supp…
6 years, 10 months ago
8: This could be life changing
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…
6 years, 11 months ago
7: 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 G…
6 years, 11 months ago
6: Beware: too many of these questions will hurt you, not help you
Episode 6
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 R…
6 years, 11 months ago
5: How to spot a liar
Episode 5
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 Differenc…
6 years, 11 months ago
4: Leaders: how being lazy can make you more effective
Episode 4
Sales leaders... be honest does the idea of being more effective and do less work sound appealing? Of course it does ... well Michael Bungay Stanier …
6 years, 11 months ago
3: Sales is tough
Episode 3
Need a pick me up? A smack across the face of positivity and motivation? You are going to love the first paragraph Keenan wrote in his book "Gap Sell…
6 years, 11 months ago
2: Negotiate in teams to be more effective
Episode 2
If you are looking for ways to improve your negotiating game, stay tuned for a tip from ex-FBI hostage negotiator Chris Voss from his book Never Spli…
6 years, 11 months ago