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. 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.   

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