414 episodes

Are you leading important client relationships and also on the hook for growing them? The growth part can seem mysterious, but it doesn’t have to be! Business development expert Mo Bunnell will take you inside the minds of some of the most interesting thought leaders in the world, applying their insights to growth skills. You’ll learn proven processes to implement modern techniques. You’ll learn how to measure their impact. And, everything will be based in authenticity, always having the client’s best interest in mind. No shower required.

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Real Relationships Real Revenue - Audio Edition Mo Bunnell

    • Business
    • 5.0 • 14 Ratings

Are you leading important client relationships and also on the hook for growing them? The growth part can seem mysterious, but it doesn’t have to be! Business development expert Mo Bunnell will take you inside the minds of some of the most interesting thought leaders in the world, applying their insights to growth skills. You’ll learn proven processes to implement modern techniques. You’ll learn how to measure their impact. And, everything will be based in authenticity, always having the client’s best interest in mind. No shower required.

CLAIM=c0c5a758f2e624177aba6d816a15a7268d310491=CLAIM

    Why You Need the Four Key Incremental “Yeses” for Closing Deals

    Why You Need the Four Key Incremental “Yeses” for Closing Deals

    Building a project with the prospect taps into the Ikea Effect; we buy into what we help create.
    Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem.
    There are four incremental yeses you need to obtain to secure a project.
    The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals.
    The second is getting agreement on the process timeline..
    The third is the team. At what level does the client want to interact with your team?
    The fourth is all about the numbers. Understanding this element is the only way the prospect can finally understand the value of the outcome.
    Depending on the project, you can get those answered all in one meeting or conversation.
    Even in a really formal situation involving RFPs, there is usually opportunity to engage with the prospect. If you can make some of the building-things-together decisions simple, people will engage.
    We all want to add value, so give your prospect a way to engage with the work.
     
     
    Mentioned in this Episode:
    hbs.edu/ris/Publication%20Files/11-091.pdf

    • 10 min
    Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process

    Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process

    Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation.
    People are highly motivated to experience curiosity and it’s one of the key elements of a great buy-in process.
    Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings.
    At the end of your next meeting, talk about the impacts of the next step and how you can’t wait to go over the results.
    If you move too quickly, you squash curiosity. You want things unresolved to give people something to look forward to in the next meeting.
    Think about what you can leave unresolved at the end of your next meeting.
     
     
    Mentioned in this Episode:
    wikipedia.org/wiki/Curiosity

    • 7 min
    Why Listening and Learning is Key for Closing Deals

    Why Listening and Learning is Key for Closing Deals

    There is a triple-win when asking good questions. A person’s pleasure center in the brain lights up when people offer self-disclosing information.
    You learn your prospect’s priorities in their words. This would be impossible if you didn’t begin by listening to them talk.
    Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk.
    Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have a broken process fixed, what would the outcome look like?”
    Well-designed questions give the other person the opportunity to share something that only they know.
    With the bulk of your conversations, your prospect or client should be doing most of the talking.
     
     
    Mentioned in this Episode:
    ncbi.nlm.nih.gov/pmc/articles/PMC3361411/
    The Snowball System by Mo Bunnell - amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609

    • 6 min
    Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process

    Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process

    There is an optimal order for how we like to buy.
    Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person.
    As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation.
    You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to.
    Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper.
    Step three is build everything together. People buy into what they help create.
    Talk about the basic steps of what it would be like were they to hire you to solve their problem. By engaging them in the process of solving their problem, you get the advantage of incremental buy-in.
    If you create a proposal without the prospect's feedback, the only feedback they can give you is negative.
    Step four is gain approval and get the final yes to the project.
    You want to avoid selling and skipping straight to yourself and your presentation. If you can construct a buying experience that starts with the other side, you will have far more success.
     
     
    Mentioned in this Episode:
    teachthought.com/critical-thinking/the-cognitive-bias-codex-a-visual-of-180-cognitive-biases/

    • 9 min
    The Business Development Mindset of the Greatest Rainmakers

    The Business Development Mindset of the Greatest Rainmakers

    Mo explores the key business development mindset shifts that you need to make to become great at business development. Find out why business development skills are both learned and earned, how anyone can become great at business development, and how to stay motivated and driven to keep doing the work of building relationships the right way.
     
    Business Development Mindset Is A Learnable Skill
    Dr. Kay Anders Ericsson spent over 30 years studying high-end expertise and discovered that every complex skill is both learned and earned. You can look at any expert and you would find decades of deliberate practice that got them to that level. No one is born with all the skills they need to be great at business development. Business development is a learnable skill that anyone can build on. If you take each individual lesson and apply them to your life, you will be successful. If someone tries to tell you that business development skills are not learnable or only for natural born conversationalists, they’re wrong. They just haven’t seen the research. If you want to be great at business development, break things down into bite- sized pieces. Break complex tasks down into individual pieces and practice each one as it comes.  
    Business Development Mindset Rule - You Don't Have To Be An Extrovert To Succeed
    Adam Grant did a study on salespeople and put them on a spectrum of introversion to extroversion. For most people they land right in the middle and end up being a mix of both introvert and extrovert, and most successful salespeople were exactly the same way. Ambiverts were the most successful at making sales, not extroverts like people assumed was the case. Full-on extroverts might actually have some disadvantages when it comes to making a sale. Their desire to be around people all the time may prevent them from following up effectively or being direct with someone when they need to challenge them. Extreme introverts likely just aren’t putting themselves around other people most of the time, but that doesn’t mean they don’t get energy from interacting with them or can’t be effective salespeople. The magic in sales and business development happens at the middle of the curve, where you can connect with people in the moment and follow up thoughtfully later. Luckily for most people, that’s where they fall. You don’t have to be extroverted to be successful at sales. Great business developers have a wonderful mix of being around people, getting energy from the interactions, asking great questions, and giving great ideas. They can also go back to their quiet surroundings and find ways to follow up thoughtfully.  
    Becoming Great At Anything By Creating a Business Development Mindset
    Every expertise, no matter the field, is both learned and earned. You can become great at anything if you break it down into little pieces and practice each piece. You may not become world-class or be able to play in the NBA, but you can certainly become very good at that particular skill, and the key is deliberate practice. By breaking down the big skill into smaller micro-skills and deliberately practicing those individually, you build your overall skill set. The second component of deliberate practice is having a mentor guide you along the path towards expertise. When it comes to business development, what kinds of attractive content can you create to get your name out there? What valuable thing do you have to offer the world that you can get out there and expose others to your way of thinking? Once you’ve got a system for generating content and attracting leads, it becomes a matter of turning those connections into one-to-one conversations. This is where the Give to Get comes in. Start solving client problems in a small, bite-sized way, and it can open the door to bigger opportunities. If you think you can’t do what someone else is doing, toss that out of your mind. Narrow what they do down to a specific skill that you can imp

    • 30 min
    Start Crafting Your Business Development Mindset by Understanding Your Why

    Start Crafting Your Business Development Mindset by Understanding Your Why

    Business development can be hard. You’ve got to figure out a reason to persevere and keep adding value to your relationships, even when it feels like you’re not making much progress.
    To discover your why, ask yourself the Five Whys? Go deeper into the core reasons you do what you do until you discover the truth.
    Start with the question: “Why is getting great at Business Development important to me?” When you’ve got your answer, add a why to the beginning and ask why that thing is important.
    Your fifth answer is where the rubber meets the road, and you discover what’s really driving you. Once you have it, write it down and put it somewhere that will remind you daily why you put in the work.
    Avoid staying too superficial with your motivation and realize that your why might change over time, so it’s a good practice to repeat the exercise every few years or when you feel like you’re not as motivated as you used to be.
     
     
    Mentioned in this Episode:
    The Snowball System by Mo Bunnell - amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609

    • 6 min

Customer Reviews

5.0 out of 5
14 Ratings

14 Ratings

bonneauansley1 ,

Exceptional insight

We have used Mo every year to train our sales people. Brilliant. One of the best podcasts I subscribe too.

JasonM.45 ,

Excellent podcast

I have had the honor of meeting Mo and have learned and applied so much from his system.

Even though I listen to way too many podcasts, it was a no brainer for me to subscribe to this one!

budnerc ,

So Inspiring and Enlightening

Mo is fantastic as an interviewer and this is such an important initiative. I can’t wait to hear more!!!

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