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 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

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 recalling another top episode of the year. We are going to talk about implementing new strategies. 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. 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 smo

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Firstly, I want to take this opportunity to thank you for listening to the podcast this year. It really does light me up to get such positive feedback and makes it all the more rewarding for taking the time to make the podcasts each week.   We have covered a stack of ground in our conversations relating to the single focus of Master Deal Maker Secrets - growing revenue in your business.   Inevitably, there have been some episodes that have been more popular than others and over the next 5 weeks we will be revisiting the 5 most downloaded podcast episodes for this year.   We are going to start with episode 94, where we talk about 4 Ways to Get Better with 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 th

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. The year is almost at its end. Over these 11 months, we've talked about a lot of things you can do to improve your sales, optimise your sales systems, and maximise revenue in your business.  I've had a really good response to a number of the different shows that we've done this year so, today, we are going to be recapping the Top Five episodes of 2021.   These five episodes have been really well received and have gotten more downloads than any other episode this year and I am sure that you will get a lot out of listening to them if you haven't already.  If you are familiar with these episodes, go back and listen to them again, it is always useful for you to revisit them so you remind yourself of how the methods and strategies you use in your businesses work; that way you can assure you don’t overlook any aspect of your processes that can cause trouble later on.  I’m also going

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In previous episodes, we’ve talked about creating a dream client list of people that you would love to work with but aren’t coming to you through your existing marketing.   Once you have set up that list you must get in front of them, right? Today, I’m going to tell you about two very precise strategies that you can use to do it.  Here’s a scenario, let's say you're going after painting contractors. A great method that you could use to get into a conversation with those people, is to ring them up and say, “Look, I'm calling every painting contractor in town and I'm interviewing them, finding out how they're actually doing things.”  This strategy consists of a survey in which you are going to be analising how every business of a given guild in a particular place is positioning themselves to succeed, and trade through the current economy that we're in.   You are going to provide a

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're going to be talking about the difference between process and outcome. This is a mindset thing, and one thing we know about mindset is that behaviour is a huge part of it. Behaviour is defined by what you say, how you sound, what you write, and how all that is perceived by your potential client. Your behaviour ultimately determines your result. If your approach to sales is focused on process, instead of outcome, you can expect a particular result; if things are the other way around, your results are going to be different. Very different. Let´s elaborate on that. Process is focusing on activity and focusing on making sure that you're using a winning process to work with your clients. You are certain, focused on the service you are providing to your client, focused on the needs and the value that you can create with a client and on what would represent the best out

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 how you can position yourself differently from your competitors so you can generate remarkable dissimilarities that give you a notorious advantage over them.  One of the biggest things that I get a lot of the time is people saying, “our business is commoditised, our clients are getting three quotes, they're definitely shopping us around”.  When you are talking to somebody, that person has most likely already been contacted by two or three other companies. This underlines the need to be able to position yourself differently from your competitors because otherwise, the only criteria people are going to take into consideration is the money they will have to invest.  In this episode, you’re going to learn how to stand out from the crowd so that price does not become the only thing your clients are thinking of.  It is a very simple thing that y

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 how to handle the three most common objections that you are likely to get.  My philosophy on objections is that if you use the system that I teach, and you use it properly, you are very unlikely to experience objections in the first place. But if you do, it is essential to have a strategy.   The first one is the finance objection. When someone says “look, this all sounds great but it's more than what I had to spend”, the first thing you need to do is to qualify it. People may not see the value in what you're offering, that’s why they can state that your fee is more than what they were prepared to spend.  In which case, you need to do one of two things; you need to establish why it's valued the way it is, or you need to go back to the actual pain and the cost of doing nothing.   You need to ask them, “Is it simply more than what you were prep

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 how you can find out if you are in the front running position to win a sale.   Here’s the scenario; you have been contacted by somebody, and they have requested that you send through some sort of a proposal. You're trying to work out whether this is worth your time or whether you are doing what's sometimes referred to as the bad singles dance, lining up only to be compared on price and commoditised.   I find extremely interesting that about 95% of request for proposals go absolutely nowhere. The way that this typically goes down is someone says, “okay, we need to talk to x type person, we need to get somebody in to do this particular job”, or “we need to call somebody and buy this particular product”.  What happens most of the time is that this is tasked to an executive assistant, a lower-level type employee, or a middle manager, etc. The list of pe