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. Recently, I was listening to somebody that is pretty well known in my industry. He’s held some trainings which I’ve listened to in the past, however, something happened this time I heard him, I noticed something very interesting.  What I found is that he generally says really negative things about his competition. This made me think a lot because I was told since I started in this industry that you should never talk negatively about your competition.   I’ve known this since I was 17 years old! So, it generated a lot of questions when I listened to him talk this way.   How are people reacting to this kind of message? Is it not that bad to do such a thing? Is everything I know wrong? I had to do some research.   It turns out, there is a study on what is called Spontaneous Trait Transference. This basically means that all the bad attributes someone can find in others, once they are

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. 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 improve the energy that you bring to a sales conversation.  Many people, myself included, think that sales are a transference o

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Welcome to what is a very special episode because we are celebrating the 100th installment of The Master Dealmaker Secrets Podcast. I want to thank each of you for listening and tuning in every week; it is very much appreciated to have such an incredible audience.   Firstly, I want to seize the opportunity and go over the 10 most listened to episodes of Master Dealmaker Secrets.    Of course, I'm going to give you a little bit about each episode so that you know what to expect. There are some truly valuable things there that really come in handy more than once.  Be sure to listen in to know what these 10 episodes are.  What I also want to do is make a really, really valuable offer. I know that there are a lot of people out there that offer a Strategy Session, right?  What in many cases is nothing but a sales pitch in disguise. What I want to offer is a process that I put togethe

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Getting your message out there may seem like a pretty straightforward task, you just have to get something written down and put it out there, right?   Well, you could certainly just write some words on a piece of paper or a website talking about how great your business or your product is, giving away every detail about how it works and all the technical information around it, etc.   I know this kind of writing is quite common and I don’t doubt its intentions are good, but it just won’t get you any closer to engaging with people. The purpose of a message in sales or in any kind of business is not for it to just be read or heard but to create connections and getting it to do that is a rather different story.   There are so many things to consider if you want to engage with people but also, there are some really cool tricks you can pull out to create amazing writing that will get the

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 be talking about your Power Base. This has been huge in the businesses that we’ve introduced this concept to, so, I’m really excited to be sharing this with you because building a good strong Power Base is key to moving toward bigger and bigger opportunities.  Often, I sit in on my clients’ business development meetings, or their sales meetings and listen. What I hear, almost every time, are the same names coming up, over and over again. This is not necessarily a bad sign; you don’t have to know thousands of people to build consistent and profitable relationships.   So, the Power Base is essentially the 20% of the people that you know that have 80% of the influence. They might not necessarily be direct clients. In fact, many times they are key influences or trusted confidants to your biggest clients; they could also be accomplished businesspeople that would have

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 be talking about sales meetings; not the kind of sales meetings where you're face to face with a client or potential client, I'm talking about the ones you have inside a business where you've got a team of salespeople, and meet with them on a regular basis.  The assumption is that these sales meetings work very well for the purpose of moving opportunities along the funnel toward actually having someone become a paying client, but often that's not the case.   So many sales and business development meetings have no bearing on sales or growing the business. They can be hijacked or blown-out in terms of admin-type queries, and admin-type grievances, among other common diversions. They also tend to be one-way traffic, so you'll have the owner or the sales manager doing most of the talking at people.   As a result, they have little to do with actual sales or moving

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today I want to talk to you about understanding buyer motivation. Though we’ve talked about it before, I know that what we cover today will help you understand the different situations you’ll encounter with various clients. This will help you get the most out of your business relationship, however, to do so we must first go through an important distinction.  There are two kinds of measures used almost everywhere; quantitative, and qualitative. You are probably familiar with what they’re used for, but it’s important to take a closer look at how these work in your business.  We know that there are fundamental measures that every business must consider like conversion rates, expenses, return on advertisement, etc. - these are fundamental in keeping a business profitable and under control. We’re going to dig much more than that.  What about the way someone is feeling? yourself include

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Trying something new is always challenging. Businesswise, if you want to implement new strategies and new ideas to your process, you’ll find yourself dealing with new circumstances too.   They may work better for you and your clients or they may not, but believe me, there are some things you should be aware of if you want to give new ideas a chance. Otherwise, you may not be able to take full advantage of them.  What I find is that people are creatures of habit, they tend to only use what works. And that's great because you should stick with what works, right? But bear in mind, if you only do what you've always done, you'll only ever get what you've always gotten.   So, you do have to try new things if you want to get a different outcome. I know this may not go as smoothly as you can foresee at any given point. That’s why today I want to give you a bit of an idea as to what you sh

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today, I've got what I believe is going to be an incredibly useful episode for you, it is on how to remember people's names.   Forgetting a person's name is something that we've all encountered at some point in our lives, either professionally or personally and it can not only be embarrassing, but it can also cost you business or relationships.  If this resonates with you believe me you are not alone, I’ve been guilty of this and I know how embarrassing it is to be in front of someone and forgetting their name, more so if they notice.  So, how can you avoid having to ask for their name or having them point out your omission?   Firstly, if you are used to this happening to you it is essential that you don´t tell yourself you are bad with names.   There are some other things you can say that recognize your deficit but don’t let the issue sit there. If you find yourself saying t

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. How can you tell if you are doing something wrong with the way you manage your sales process? What should you do if you find yourself in that situation? Today, we are going to talk about four warning signs that show you need to fix something in your sales process, and what actions you should start to incorporate to make it right.  One of these signs I see all the time. One would think that with the amount of information out there on sales that this one would hopefully be going away, but it's not.   If you first approach a potential client saying, “well, look, let me just tell you a little bit about myself and my business” In my experience, that is a warning sign. If you're starting a conversation, and you don't know anything about them but you're telling them everything about you, that is a bad place to start.  Anyone who's serious about doing business with you has already googled

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. What makes people want to buy from you? What is that they’re looking for that makes them reach out to contact you?   Once they finally do, they’re hoping that you can help them with the service or the product that you provide. They’ve probably even spent a lot of time searching for options and yet, here they are talking with you. However, the next step is mostly in your hands to be conducted well.  That’s why today we're going to be talking about your buyers’ motivation; how to know what it is in every case, and what you should and shouldn’t do when you get to talk to them about their challenges.  We know that around 70% of the people that are buying need to solve a problem, they are what is known as away-from oriented. They are moving away from a negative situation or a less-than-great situation.  The other 30% are moving toward a better situation. So, it is very unlikely that

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.   This very unconventional year is coming to an end and since we are all looking into 2021, I think it is essential that we talk about the five keys to hitting your goals. Not to say that doing so is not of paramount importance at any given time but hopefully, talking about this now will help us start a new year afresh, with a better organisation of our time and efforts. Here's the thing, when it comes to goals, a lot of people just don't set them. Logically, if you don't set them it is impossible to hit them, but the problem can extend far beyond the results you are not going to see. When you don't hit your targets, what happens is that you get into a cycle of learned helplessness. Actually, there are two ways to get to this point: because of having nothing to aim for or because the goals you are setting are unreasonable. If you don’t have the practice of setting goals, there is no ref

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today I am really excited because we’ve got Adam Rowles with us and we are going to be talking about Modern Marketing. He demystifies so much of what has become such a complicated subject, so I am really happy to have him on the show. Adam is the owner of Inbound Marketing, he started his journey in the field at the age of 10 when he created his first website on Michael Jordan. This led to Adam creating a school website forum for students and later on to creating his first commercial website which generated 20,000 visitors per day, within six months he was pocketing $300 per day from this site. Adam decided to leave his job for an ASX listed company and go back to University to study Management of Information Systems. He honed his craft working for a number of marketing agencies in Perth until he noticed an issue, most businesses did not have a marketing strategy. So, he went on to creat

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Closing a sale is a fundamental stage in the sales process. It is probably the most expected moment because the results can be very rewarding.  The thing is, getting to that point is not simple. Even worse, there are some ways of approaching this stage that instead of getting you closer to your clients they are actually scaring them away.  So, how can you close a sale in a way that works well for you and your clients? What has to be done in order to make the most out of your time and your clients’, in order to get things done and not piss them off in the process?  In today’s episode, we are going to talk about that. What are the three ways that you can convert more sales right now in a proactive manner?   For starters, it is essential that we pay attention to our clients because, driving them towards your goal disregarding their circumstances is, almost every time, very annoyin

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This week we have an amazing guest with us, his name is Dan Norris. He is a serial entrepreneur, award-winning content maker, international speaker, and author of six books, including a new one, Compound Marketing which we're going to be talking about today. I wanted to have him on the show so he could talk with us about this topic in particular, but first, let me tell you a bit about his background. After failing at entrepreneurship for seven years, he founded wpcurve.com, a worldwide team of WordPress developers, providing unlimited small fixes and support 24/7 for a low monthly fee. It became profitable in 23 days, and some years later it was sold to GoDaddy. With over 65,000 copies sold, Dan's books have been translated into 13 languages and inspired thousands of people around the world to launch their businesses. Dan currently works full time as co-founder and CEO of Australia's fas

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 be talking about a very polarizing topic, the aggressive close versus the conversational close. Some people may argue that having an aggressive attitude with your clients, pushing them relentlessly towards a certain goal regardless of the circumstances is a good thing because you are getting them on board quickly and effectively, straight to the point. But is this a good practice in the long run? I'm going to give you my take on it. It is my version of the truth. Is it the only version of the truth? No, but I think you'll find it interesting and useful. To be clear, what I understand for an aggressive approach is closing the deal at all costs, don't letting the client go, don't letting them off the phone, don't letting them out of your sight until you've got the signature on the dotted line. You may find it useful, some people might go with it, but when it gets to t

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today I’m super excited because we have an amazing guest with us, Matthew Peters. He is the CEO and founder of Asynd Media, an Academy Award winner, and two-time Amazon bestseller and he’s helping elite-level entrepreneurs become the preeminent voice in their space. His media and messaging strategies focus on clear communication and compelling calls to action.  Matthew has a lot of experience in modern media and has gone very deep into all sorts of the different aspects of producing videos, podcasts, magazines, books, and this December, his first Documentary Film. So, I thought it would be really valuable for you to listen to what he has to say about the three core elements of creating maximum impact with your message.   He's actually the producer of my podcast and he has helped me a lot in this journey, so I am convinced that his way of doing things works.  If you happen to be a

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Just as in any other profession, being in business merits that every now and then you hold a mirror up, and go, okay, where am I at? What are my results? What I’ve found over the 17 years I’ve been a sales coach, consultant strategist, and another 20 years in business prior to that, is that when things go wrong there are one of two paths that you can take. You can blame circumstances and other external things to yourself for your results, or you can take responsibility for the role you take in those circumstances. These two have different outcomes. Today we are going to talk about what they are, and about the consequences of choosing one over the other. Let’s be honest, the list of things that you could blame is huge and quite handy at first glance. You can blame the economy, the competition, all sorts of things. But by doing so you are also disempowering yourself for a number of reasons

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 the four decision-makers that you need to be aware of in higher ticket sales. These are the people that have the most influence over the decision-making process so, especially in enterprise-level purchases, you have to know who they are and understand how their process works if you want them to buy from you. You know, when you're selling to a small business, with one owner, who’s got just a small team employed you really only have one or perhaps two people that you've got to get across the line. In a bigger organisation there are a number of different decision-makers so, the complexity is higher. One of them, probably the most heard of, is the economic buyer. He or she is the person that has the final sign off in terms of the money, the one that can sign the check. There is a certain school of thought that says that we need to get in front of the ec

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. When you are selling a product, you and whoever is working with you must know some things about it, right? How it works, what it does, fairly technical stuff.   You’d think that would be enough to make people want to buy it because you are being clear with its specifications and providing useful information to your clients, but is that approach really making people buy? Well, the answer is no, at least not on its own.  Today, I want to talk about a really important subject which is how to build product knowledge into your sales conversations.   Let’s be clear, product knowledge is necessary and very useful but when it is driven into a conversation without the proper timing and without building some rapport with the client it really does not provide good value for them. Your client doesn't care about your product until they understand that you understand their problem.  This is essential