Master Deal Maker Secrets

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 182, I’m going to share with you seven tips for tripling your results over the phone. We are going to talk about the importance of following up with leads who haven't yet made a purchase, and this is going to be big because many salespeople give up after just one follow-up attempt. To begin, I advise you to prepare and make the process as easy as possible. Having a list of people to call and an open CRM system can greatly enhance results. And also, don’t underestimate the value of limiting distractions during phone calls; turning off notifications and notifying others of one's uninterrupted availability is very important. This is only one of many things that can help you with your phone calls, but in this episode, I’m going to give you seven tips that work amazingly well, and also I’m going to provide a guideline that illustrates how to use your phone-call-time properly and wh

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In today's episode, we'll be discussing how to permanently plug the seven biggest sales revenue leaks in your business. Let's address the issue at hand. Economic uncertainty and rising interest rates require us to optimise our businesses to ensure resilience. Cash flow is king, and not all businesses have unlimited resources.  If you're not optimising your business, you're ignoring potential waste and leaving money on the table. In this episode, we are going to dive into seven areas of optimisation. From the moment someone enters your business ecosystem, you must maximise the opportunity while ensuring a positive client experience.  For instance, you can optimise your process by qualifying leads at the beginning and disqualifying those who don't represent an opportunity to save valuable time and resources. Of course, there are a lot more things that should be optimised and in this episod

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode of the Master Dealmaker Secrets Podcast, we are joined by Will Wang.    Will is the owner and CEO of Growth Labs, a digital agency that focuses on marketing strategy, messaging, copywriting, and advertising for its clients.     Will has a unique and highly effective process of researching and putting together campaigns for his clients.     He is well aware of the constant changes in the digital marketing world because some platforms have become more restrictive and it is harder to make money with ads and targeting hacks.     Social media is really good at bringing your message closer to your audience, but sometimes it can be hard to get the most out of those platforms, it gets even harder when the platform changes and that happens all the time, they are always changing.     Hopefully, Will knows all you need to know about social media and its constant changes,

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 179, we are joined by Trevor Toe-Cracker Crook.   Trevor Crook is a world-class, in demand – direct response copywriter, mentor to entrepreneurs, writers, business owners, author, and international speaker, who helps business owners and entrepreneurs to ignite their sales and profits fast, using sizzling sales copy for online and offline marketing strategies.   Trevor Crook has personally interviewed over 10,000 business owners and entrepreneurs, dealt with over 300 industries, and spoken to audiences all over the world in America, London, Canada, Australia, and Scotland.    Trevor has written simple 1–2-page letters, and several have achieved a staggering 8% responses or more, just from one letter! A simple letter which cost his client $1,650 in advertising costs, generated approx. $200,000 the very first time he used it.   He is joining us today to talk about copywr

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. I’m really stoked because, in this episode, we are joined by Nicky Thomas to talk about empowerment and the different processes that go along with it.   Nicky and I have known each other for a while, we met doing a panel some years ago, I don't even know how many but I do know I’m really impressed by her evolution and the things she has accomplished in these years.   Nicky's had a really interesting journey; she currently works with many women (and men) on empowerment and the different processes that go along with it.  She is an ex-boss lady in the Army, former retail queen, FIFO wife and mother, and leadership development coach for people who need part gutsy-action-catalyst combined with an impassioned hand holder.   Nicky teaches people how to build and be functioning members of a team, how to follow orders at the same time taking initiative, and how to be strategic in assessi

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. A couple of days ago, I had a shopping experience that made me think about how we use questions as salespeople.  I have had a very cool guitar for about six or seven years, and I recently booked myself a recurrent gig at a local restaurant so, I went to the music store to buy myself some new strings.  When I got there, I asked the guy at the store for the same strings the guitar came out of the store with, it was the same shop my wife bought the guitar from.  He told to me what the strings were and I bought them, but I was very curious about some of the other stuff they sell. I was asking the guy about some of those things but I felt like he didn’t really want to spend more time with me, I felt rushed.  And that’s when it hit me, that guy just missed on a great opportunity because I was eager to buy some more stuff, but I ended up not doing it.  What could he have done differe

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 176, we continue with our Best Book Series. On this occasion, we are going to be discussing yet another book that has had a big influence on me, my business, my sales career, my coaching business, and my ability to help other clients.    Last week, we talked about the Ultimate Sales Machine by Chet Holmes. Today we're going to be talking about Start with No, which was written by Jim Camp who sadly passed away a few years ago.   The thing that I liked the most about this book is that it talks about focusing on your behavior and your actions.    Jim talks about the fact that you actually don't have control over the outcome of the actual conversation, the sales conversation, or the negotiation.   You don't know who's going to say yes, and who's going to say no, and there's evidence of this, where you've had sales, where you thought that it was an absolute no-brainer, and

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. If you want to be successful at sales, you have to be well aware of a lot of things. You have to know about the product or service you are selling, how it does what it does, you have to know how you can effectively provide solutions for your clients, etc.   Of course, there is a huge plethora of ways you can approach sales, some may teach a more personal and engaging way of doing things, some may be greedier about it, and some may be more ethical than others, however, they all need to follow a certain logic able to withstand the principles that are been taught to salespeople.   So, there are a lot of things that can be taught about sales, and today I’m really excited because I was thinking about what lessons, and books have made the biggest difference for me in my personal development, and in my business.   I've been coaching now for nearly 20 years, and I've been in sales for ove

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. For episode 174 we have the pleasure of having Eli Wilde on the show.   Eli is the creator of Wilde Influence, a company whose mission is to empower salespeople and entrepreneurs through advanced communication skills and authentic influence.   Eli was also the top performing corporate trainer for Tony Robbins, amongst a whole stack of other things that he's been up to over the last 20 or so years.    He started out selling digital products over the phone, but he wasn’t good at it.   After that, Eli had a brief acting career and he actually almost ended up being Superman in Superman Returns. He trained for the role but he didn’t get the part. However, Eli himself looks back and realises he didn’t put all of his efforts into his acting career.    He gave up on acting and went back to his job, where he finally was doing well. He finally got to a place where he was good at sales because he j

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Getting in front of decision-makers from companies that you’d love to work with is a huge deal.    Not only are you going to be introducing yourself and your business to them, but it also may be the first time they ever talk to you and you have to make a good impression.   This is your chance to engage with potential clients and make them interested in you and your product or service. Many things can go wrong, and they certainly do, but sometimes even if you think you are prepared, you might experience the unexpected.   Let me tell you a story.   I have a friend who lives in Canada who has done a lot of personal development, heaps of sales, and training, and has learned from all of the greats in terms of sales training. He certainly knows what he’s doing and he is great at his job.   He once had the opportunity to talk personally to a key decision-maker from a big mining company. He thou

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 172, we're going to talk about the three most important things to consider if you are thinking about changing industries.  This is such an important idea because there is so much changing in business at the moment and often you can change industries and do incredibly well with the same skill set. A lot of people don't understand how transferable their skill sets are.  Back in the day when I used to work for a sunglasses company, there was one guy who was part of the team who was really good at what he did.  I had a conversation with him and I said to him, why don't you look at going into a different industry? He looked at me and just said, “Look, I just couldn't do it. I just don't think I could do it. I really don't feel like I could work in a different industry. This is all I've known.”  And I remember saying to him, “what you need to understand is that there's not that much

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 171 we are going to talk about flipping the script on building sales with one of the best performance coaches out there, Mick Hawes.  Mick is a #1 best-selling author and coach that’s most known for guiding builders to increase their productivity, profitability and their time freedom to enjoy the benefits of their hard work.  Over the last 25 years Mick has been a performance coach, he’s worked with top athletes such as US Open winner Samantha Stosur, as well as small and large businesses.  Mick strongly believes that he’s found the foundational areas that create success in both sports and business, and in this episode, Mick is going to share with us his incredible knowledge about this and other topics.  We are going to talk about the unique approach Mick has with his clients, how it works and how it has helped them grow their business exponentially while also providing them w

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. 2022 is coming to an end and what a year it’s been!  I’d like to personally thank you all for listening to this podcast throughout the year and for all the awesome feedback I’ve received from you.  Given that this year is almost over, I thought it would be a great idea to look back and make a top 10 list of the best episodes of the year.   The criteria I followed to determine which ones were the best was to take a look at how many people listened to and downloaded every episode. This was very useful because I could see what were the topics that were more valuable to you and to your business.  You can think of this episode as a cheat sheet for you to get to some of the gold that we've covered this year.  Listen to this episode to know what people found to be the most relevant information for their particular needs, I know that you can find it just as valuable. And things just got better f

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, we are going to talk about how to hit goals using the power of accountability, specifically how you can leverage it to get more things done and to achieve your goals faster.   I’d like to start by sharing some research with you which I think will stand to reason.   There is a study on accountability by the Association for Talent Development in which they found that individuals have the following probabilities of completing a goal by taking the following actions.   The first action is that they've got a goal. And they say they've just established that they have a goal, they've probably just formulated the idea and it's something that they want to do, it's on their list of things to do.   The research said that there is a 10% likelihood that that particular person will complete that goal.    The second one is having the goal but consciously deciding that you will do it. So

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode of the Master Dealmaker Secrets podcast, we are going to talk about one of the single worst things you can say to a client.   We all know customer service is a key part of reselling, retaining, and upselling. However, not all salespeople manage to live up to expectations.   I often hear business owners saying this to clients and then wonder why their clients at best respond negatively or at worst actually get mad at them.  It doesn’t take much really. If you avoid saying this to your clients you will avoid a whole bunch of grief that often goes with it.   You'll also avoid the greater chance of your client not feeling valued and leaving to go to your competitors.  Listen to this episode to know what you should never say to a client.    Avoid making the mistake many people constantly make. Listen to this short but super important episode to know what you should never say

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 167, we are going to talk about the importance of thinking big.   I’d like to illustrate its importance by sharing with you a conversation I had many years ago with one of the principals of one of the companies that I represented back in the day.   In the 90s, I used to have a wholesale agency, I represented a bunch of action sports brands in West Australia.   What was happening in the industry at that time was that we had about 120 Surf accounts. Accounts that would sell surf wear or action sports apparel in Western Australia.   However, over the years, you would start noticing more and more businesses coming in that were centrally owned, so they would have 60 stores, but their head office would be based on the East Coast.    What that meant for West Australian agents was that they would either get reduced commission, or they wouldn't get any commission at all on the sales th

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today, we are going to talk about how you can be super successful, even if you're not that good.    This is going to be super, super useful, especially for business owners or sales professionals that are looking to transition into their next role or the next phase of their growth.   Let’s face the facts. There's only ever going to be a small percentage of salespeople who are absolutely on fire, in the top echelon.   The 80% - 20% rule holds for salespeople too, 20% of the salespeople out in the market are going to be responsible for 80% of the sales.    And, the reality is that you're not always going to be in that top 20%, you're not always going to be the best salesperson in your particular industry.   Of course, you can always give your best every time. You can become the best salesperson that you can become, but there are always going to be people that are going to be better than you

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. People in sales, and business owners, especially if they’re in the startup phase are very unlikely to take holidays.   Many people say they don’t need one, but I believe everyone needs to take a break once in a while.  Why am I talking about this? Because I'm about to take a holiday and I haven't had one for a while.  So, since I'm preparing for my trip, I realised there are a couple of things that I thought were worth sharing.  Today, we are going to be talking about the three biggest ironies around taking a holiday.  As I mentioned, I know lots of people that I'm associated with that don't really take breaks. They often have good lifestyles, but they don't really feel like they need a couple of days off.  And that’s the first irony. It's not until you are on the holiday that you realise how much you actually needed it.   From my own example, what I realised is that it actually takes me

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As I've said previously, there is a battle going on for your attention.  Lately, I have noticed a trend where business educators will use controversial contrary statements simply to get people to pay attention.  We've talked about some of these remarks around relationships in sales, and today, we are going to talk about yet another controversial premise they teach...  That sales scripts don't work.  First of all, let’s be very clear about this. Yes, you can very easily sound scripted. If you simply read a script word for word, then people are very unlikely to buy from you.  But if you think about every single movie, your favorite movies that you watch over and over and over again, your favorite TV series that you continue to watch time and time and time again, season after season after season. What are the common denominators? They are all scripted!   What do movies have to do with all t

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, we are going to be talking about relationships and whether they are important in sales and business development.   Although it may seem like an arbitrary question, it is very important to ask that question.    You would think that it's like “duh! are relationships important in a sales conversation?” And the immediate thought might be yes, but there's a growing number of educators in the business development space that are talking about that relationships aren't important.   They tell you that you can be off-hand, or even bordering on rude in a sales conversation, and it's quite bizarre. Why do they say that?   Well, the reason that they do it is that they are contending in a battle for eyeballs. People have this habit of trying to slay sacred cows in order to get attention so, people will say that traditionally, popular concepts are incorrect to simply get attention.