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. This week, I am very excited because we have an amazing guest on the show, Ken Okazaki.   Ken is a video marketing expert, he has produced huge amounts of content for highly renowned people over the years, and he has a deep understanding of the media, the production part of it, and the content part of it.   I have been wanting to get Ken on the show for quite some time because video is such an important part of content, of the internet, of websites, it is essential almost everywhere. The thing is, do we really understand how useful it is? do we really understand how to exploit this resource?   Before he started his video marketing business, Ken was running large-scale personal development seminars in Japan, where he’s from.   He was a promoter, and the company he worked for, they'd partner with world-class speakers like Tony Robbins, Robert Kiyosaki, and Les Brown to mention a few, and r

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 161, we are going to be talking about the single biggest mistake that inexperienced salespeople make and effectively how to avoid it.   Simply put, the single biggest mistake that inexperienced salespeople make is that they try to put prospective clients into arbitrary-type situations.   There can be a couple of reasons for that to happen, but mostly, salespeople do that because they are ill-informed not because they have ill intentions.   I worked with a client once, and he wanted me to help his company write more business on the spot. So, I gave them a process that I developed myself because I had my own fashion agency for a long time and I had about 130 different clients that would come in and buy a range of apparel from me two or three times a year.   Long story short, I developed a system that would improve the likelihood of them buying on the spot because if they didn't

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 be talking about why there is no one-size-fits-all sales process.  Every client you’ll ever get to talk to is going to have different necessities, different preoccupations, and is going to come from a different context so, you can’t just use a generic process for everyone and hope it will give you results.  Maybe you used a certain process in the past and it was useful, maybe someone recommended you to use the same process for all of your clients, but the truth is you simply can't just use an off-the-shelf, one-size-fits-all sales process, it really does need to be tailored like a suit.  In this episode, we are going to elaborate on why it has to be this way, and also, we're going to talk about the three different types of sales processes that are commonly used so that you have more information to put yours together.  First thing's first, the reason a sales process

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 159, we are going to talk about the advantages of presenting your proposal, quote, or fee to a potential client, instead of just emailing it.    If you just send your proposal via email, it can often end up in the spam folder, can easily be ignored, or the potential client will open it and click straight through to the price.   What can you do to avoid this? Well, there are some other ways to get things started with a potential client.   The first thing to understand here is that there is so much to be gained from actually making time to go through your fee outline with somebody in person, these days in person can be on Zoom, it can simply be giving them a call.    Giving them a call and giving them the heads up that you're just about to send them their outline makes an enormous difference. It reduces dramatically the chances of your email ending up in the trash bin.   But, if

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’re going to talk about something that has almost certainly happened to all salespeople, getting ghosted.    Today, I am going to go through the five biggest reasons why the potential clients that you've made a presentation to aren't returning your calls.    There are a lot of factors involved in someone deciding not to call you again, but we’re not going to dive into all the specifics. I really want to make it as concise as possible.   I want to talk about these 5 reasons because I believe they illustrate quite well the areas that are often overlooked or taken for granted. You probably are making big mistakes in your sales process without even knowing it.   So, the first reason why some people ghost you is that they are not interested at all. This might sound obvious but quite frequently, people make an offer to somebody who actually doesn't need what they're selling.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 157, I'm going to be sharing with you the five most crucial mistakes that you need to avoid when you hire a salesperson so that you can avoid hiring a dud salesperson.   This happens a lot. You have no idea how frequently business owners tell me about how they finally decided to hire a salesperson to help them and they’ve already given that person a car, and a phone, and paid him $100,000, but 12 months have passed and not a single sale has been made.   This is soul-destroying for the owner and for the salesperson, and it also leaves a $100,000 hole in the business profitability so, what can you do to keep this from happening?    Some owners may think they’ve not trained their salespeople properly, or that they haven’t given them the right equipment or the right information to perform but that is very unlikely to be the problem. Most of the time business owners don’t have a tr

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we have Kevin Thompson on the show with us to talk about building million-dollar relationships.   Building relationships is a crucial part of putting deals together, and Kevin is an absolute master at this, he's been doing it for a long time.   He came to understand the power of relationships working in a trading company he used to own. A business that Kevin grew solely through strategic partnerships.   Over a 12-year period, Kevin did almost 600 strategic partnerships and $16.1 million in sales of the training that he created solely through strategic partnerships.   He grew that company only through creating solid, respectful, and profitable relationships. You’ll be the judge, do you think relationships are important in sales?   For us, they have always been our most valuable asset, and in this day and age where we're at right now, this is truer than ever.  Considering how easily

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today, I'm really excited because we are going to be talking to Ben Wolff from Wolff Energy Solutions. Ben has been a client of mine for over 12 months, and his business is a real inspiration.   He has built a trades-based business upon core cultural values, and the lessons and the growth curve that he's been on over the last seven years are certainly a great example for anyone that wants to grow or scale a business.   Ben started his apprenticeship with a tier-one company back in the day, doing commercial construction projects. He finished his apprenticeship with them and then spent a few years as a tradesman.   He just generally felt unappreciated there, like everyone was a number, falling on deaf ears. Ben was working a lot of hours, but his contributions meant nothing to his superiors.  All of a sudden, everyone stopped caring about anyone so, Ben didn't like that, he needed a change

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, I am going to share with you the top 5 personal development books that top salespeople own, that others don't.  One of the keys to becoming a really good business professional or sales professional is you need to have resilience, and you need to have a really solid foundation of personal development.  Why? Because you are going to experience rejection, and you're going to experience things that don't go so well, there’s no other way around it.   You need to have a good coat of armor to be able to bounce back fast from those situations, but most importantly, to have them affect you the least, and in my experience, these books are such a key part of that.  The first one of them is Your Erroneous Zones by Wayne Dyer. Believe it or not, I read this book when I was 13. I don't know whether I'm a freak, whether I could sort of digested

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 153 of the Master Dealmaker Secrets Podcast, I am going to tell you how and why I got into sales.  I have had a number of people ask me this over the years so thought I would share it with you.    I didn't actually start with an intention to get into sales. It wasn't what I wanted to be when I was young. In fact, I was a competitive surfer in Western Australia when I first got into sales, a guy from the company that sponsored me invited me to work for them.  I accepted, and once I started working there, I would find myself constantly looking for feedback. I used to go to my boss and ask him frequently, "How am I doing?", "How am I performing?"  I was always looking for feedback and felt like If I could get more input, it would help me to become better.   And this later became the motivator for wanting to help other people and give them a way to become better at sales faster. 

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we're going to talk about five reasons why a client will not buy from you.  These are the five things that you need to check off, that are really important in terms of somebody making a decision to take the next step.  This is really interesting because most people think that the main consideration on why people either buy something or don't buy something, is how much it costs. And this isn't true, there are a lot of different reasons why somebody won’t buy.  Money’s absolutely a consideration, but If you use the framework that I teach, you will have a process that allows you to uncover a big enough problem, such that the actual investment in you, at least from a monetary perspective, looks small by comparison.  Time is another very common objection. “How long will it take for me to get a result?”, “What is my time investment for this particular purchase?”   These may be the two re

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 Deal Maker Secrets Podcast, we are going to talk about some ways you can ask questions to your clients in a more elegant and subtle manner.    We are not talking about any kind of question, we are talking about more sensitive questions your client may be reluctant to talk about like, how much their monthly revenue is or what is the current profit in their business.  Some people are more open to these topics, but some people aren’t, and what I’ve seen is that if you haven’t set a proper context before those questions are asked, people can misread your intentions and they’ll find themselves in a very uncomfortable position.  That’s why today I’m sharing with you some alternatives. You will be able to soften those questions so that your client doesn’t feel like they are in an interrogation room. The whole idea is to help you establish good communication with th

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 discuss what are the things that you have control over in sales and what are the things that you simply can’t control.  This is a very important topic because often people assume they can implement their sales process in a way that guarantees success with any given client. You may be able to increase the chances of success, but there are some things that are unpredictable.  It is very common for people to think that they do have control over who buys and who doesn't. Let’s set things straight once and for all, you don’t have control over that! Nobody does!  You can’t imagine how many times I thought “oh, these guys are definitely going to buy” and they didn’t; you have no idea how many times I’ve talked to people that seem very cautious or very uncertain about buying and they ended up doing it, who’d have known!  The point is, you cannot control WHO buys

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 Counterintuitive Sales Questioning. What is that? Basically, they are questions you ask your potential clients when having a sales conversation that aren’t common, that are unexpected.  The Counterintuitive approach has a really interesting effect on your potential clients because, most of the time, they are expecting to have a usual sales conversation with you. For them, you may just be another salesperson that is trying to sell them something.  That’s where you are going to shine because you are not going to ask the same questions everyone else asks, you are not going to respond in the same way as everyone else.  You will cause a sudden clash between what they were expecting and what ends up happening, and that is a good thing!  In a sales conversation context, there are two ways that you can phrase a question. You can answer the question fir

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 be talking about one of the most crucial aspects of success, how you can build a winning morning routine.  The premise is that success leaves clues. If you have had a recent powerful day, there will be a series of things that led up to it.   So, I encourage you to do this exercise with me. Recall an example of a really successful day, you might have had great conversion rates, you might have had lots of energy, maybe your potential clients were reacting really well to what you said to them. Think of one day.  Look at what was happening leading up to that day. How much sleep did you get the night before? Did you eat breakfast that morning? Did you exercise that morning? Did you meditate? Did you read? What did you do?  Sleep is key, and the more research that goes into sleep, the more they are finding how important it is. They recommend eight hours of sleep, if you c

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 11 things that motivate people. These are the things that really make people take the next step and make decisions.  First, there is a number of reasons why people make decisions, but today I have a list in front of me that I want to go through with you. It really kind of covers almost anything that you could potentially want to sell in terms of people's motivation.   Let me give you some of the things this list covers:  The first one is a very common thing, in general, people aren't as satisfied as they could be. People are always looking for the next thing, the next best thing, how can they take things to the next level.  In fact, I think the split is about 70/30. About 30% of people are moving toward a better day while 70% of people are making decisions to avoid something that they're trying to escape from.    Let’s talk about another impor

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. in Episode 146, I’m going to cover something that I haven’t yet because it is a bit of a subtle strategy. It is both simple and powerful and one you probably haven’t heard of.  Have you ever considered how you should position yourself physically according to your prospect?   Whether you are in a one-to-one sales meeting, or you're presenting to a group of people it’s important that you set yourself up with every advantage - and where you position yourself can give you that edge that psychologically gets your prospect to experience you they way you want them to.  So, here's the scenario, you are doing a presentation in front of a group of people, you're meeting somebody for the first time, or you are meeting somebody to have an actual sales conversation. As a rule of thumb, keep your client on the right of you. The reason that you do that is because what it does is that it engages t

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This is the final week of the Best of 2021 series, and we are going to talk about Two Major Sales Objections and what specifically you can do about them.  Having a potential client make the decision of moving forward with you and whatever solution your business is offering to them is easier said than done. You probably have talked to some of them that are reticent about taking the next step, they may even argue that they’re afraid to do so, or that the price you are charging is too high.  If you're getting the same objections coming up over and over again, there are specific reasons that you're getting those objections.  You are experiencing blockages, and I’m pretty sure you’ve wondered what you need to do when they happen to break the streak. In this episode, I want to talk about two of these blockages, what causes them, and what you can do to stop them from happening in the fir

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This is week four of the Best of 2021 series, and today we are going back to episode 123 where we talked about one simple email tweak to boost sales.  Emails are a very powerful way to grow your business. Contextually what we're talking about is to put pen to paper on some kind of recommendation; maybe a proposal for something, or a quote for a particular product or a particular service and send it to a potential client.   The biggest mistake I see people make is this. They attach the proposal or the quote, they send it through, and at the bottom of the email they write, “If you have any questions, please don't hesitate to contact me.”  Why is this a huge mistake? Because it is the lamest call to action ever!  Many businesses, hoping they can get clients on board, usually approach them in a very cautious manner, but that cautiousness gets often mixed up with passiveness, and the

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This week we are going back to another top episode of the year. We are going to talk about Raising Your Energy in Sales Calls. These days, it is very common to see hacks for everything. From building a coffee machine out of a lunch box to a list of a hundred things you can do to make your life easier.  There is a big list out there, and indeed, some of these hacks are more reasonable than others. While some may just be fun to do, or questionably useful, there are also quite a few things people have discovered over the years that really work, that are meaningfully helpful.   Today I am going to be sharing with you an example of the latter. It is something that I have used for a number of years, in fact, I learned it way before we started calling these things hacks, and it works since then.  It is a very simple yet valuable idea. You can think of it as a trick that you can use to im