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Books

Do you get what you seek from a conversation 

… every time you have one?

Author Competitive Intelligence expert Ellen Naylor is a 40-year veteran at conducting in-depth conversations that get the information her clients seek. She will reveal how to:

  • Capture the information you seek during any conversation.

  • Learn how to gain a person’s trust in less than 30 seconds.

  • Turn small talk into Big Talk when speaking with humans. 

  • Get grounded and get attuned immediately to anyone you are interviewing or speaking to in person or on screen. 

  • Acquire the essential conversation process with humans and how it works.

  • Add elicitation techniques to open anyone up even more! 

​

Ellen has truly nailed it! As practiced by one of the best practitioners, she has not only used the full panoply of tools combined with elicitation techniques, she has done even better by chronicling them all in one easy-to-read, yet less easily applied set of challenges for YOU to get better at getting the information you need! Read this, get to work and succeed!    

—John A. Nolan, III, Author of Confidential

 

If you are you frustrated with the shallow answers you get on the Internet, social media or from AI. And if you want to understand and use techniques and strategies when talking to any human to open up in a conversation, Loosen Their Lips will be your ultimate guide to capture information when speaking to a human.

Do you get what you seek from a conversation 

… every time you have one?

Author Competitive Intelligence expert Ellen Naylor is a 40-year veteran at conducting in-depth conversations that get the information her clients seek. She will reveal how to:

  • Capture the information you seek during any conversation.

  • Learn how to gain a person’s trust in less than 30 seconds.

  • Turn small talk into Big Talk when speaking with humans. 

  • Get grounded and get attuned immediately to anyone you are interviewing or speaking to in person or on screen. 

  • Acquire the essential conversation process with humans and how it works.

  • Add elicitation techniques to open anyone up even more! 

  • ​

Ellen has truly nailed it! As practiced by one of the best practitioners, she has not only used the full panoply of tools combined with elicitation techniques, she has done even better by chronicling them all in one easy-to-read, yet less easily applied set of challenges for YOU to get better at getting the information you need! Read this, get to work and succeed!    

—John A. Nolan, III, Author of Confidential

 

If you are you frustrated with the shallow answers you get on the Internet, social media or from AI. And if you want to understand and use techniques and strategies when talking to any human to open up in a conversation, Loosen Their Lips will be your ultimate guide to capture information when speaking to a human.

Do you want to win and retain more business? Do you want to nail your competition?

Not only do businesses want to survive, they want to thrive. In today’s highly competitive market, there are four essential questions that must be asked … and answered.

 

Do you know:

  • When you win deals … why do you win them?

  • When you lose deals … why do you lose them?

  • When you get new customers … why do you?

  • When existing customers abandon you … why do they?

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If you don’t ask your customers and former prospects, you won’t discover the true reasons of the why and why not of what works and what doesn’t.

​

If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis. Woven throughout are steps to gather and implement competitive intelligence, customer insight and strategic panache.  

 

With the guidance of Win/Loss Analysis, you will discover how to remove the guess work, and gain more business by conducting Win/Loss interviews with your customers and former prospects.  

 

For two decades, Win/Loss expert Ellen Naylor has guided executives and managers to world-class results with her unique 12-Step Win/Loss process. Now you will get her inside tips and secrets to lead your organization to the same.

 

Can you and your company afford
NOT to do Win/Loss analysis?

testimonials

"A brilliant guide from a true expert who knows her craft.”
Getting the inside story on any business issue isn’t as difficult as it seems—there’s always someone who knows the details. The real skill lies in how you approach that person. Ellen Naylor walks you through every stage: preparation, execution, and analysis—clearly and methodically.

She doesn’t shy away from the tough parts either. A full section is dedicated to elicitation techniques—practical strategies for navigating tricky conversations.

​

This book is packed with insight—case studies, actionable steps, and useful exercises. A straightforward, powerful approach to interviewing anyone and getting them to open up.  Highly recommended.

—Babette Bensoussan

Decision Making Maverick and best selling author

This book helps you have better conversations with buyers.
If you interview buyers, this is the book that will help you get better at your job. Ellen shares everything from her decades of experience, everything from breathing to understanding micro-expression to getting people to open up.

​

This is a gift to the entire win-loss and competitive intelligence community from one of tour most universally respected mentors. Highly Recommend. Five stars.

—Karen Johnson 

Expert Win/Loss interviewer

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