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 have been talking a lot to people about price objections. I find that it’s pretty common to have issues with this matter, and today I want to share with you four reasons why you are experiencing pushback when it comes to your fees.  The first one is, you haven't uncovered enough value. People will not be prepared to spend any more money than what they perceive as valuable; I know value itself can show up in a number of different ways but as a very global-type statement, this is a fundamental reason that you're getting pushback on price.   The first way that it shows up is you haven't uncovered enough pain. If there isn't enough discomfort in what the person is already doing, they won’t see the point of doing anything about it.   Human beings are really interesting characters, they will not move from where they are until they become uncomfortable enough to do so; you pr

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 five situations in business where sales training doesn't work and what to do about it.  It may seem very unusual for me to be talking about this subject today, especially, since we just went through the importance of training, and the differences between generic and customised training last week.  However, it is essential to evaluate every situation and determine if sales training is the way to go, or if it’d be a waste of time and money.  To illustrate my point, one of the situations where investing in a training program is a bad idea is if you have high staff turnover.  Often companies will come to me and say, “we need to do some sales training”; I ask them, “how long have these people been with you?”  If they say, “Oh, we've just replaced everybody”, that's an alarm bell! That says to me that there is a cultural problem that needs

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 the difference between generic sales training and customised sales training.   I want to start by saying both are useful, but generic training can only deliver up to a point. A generic sales process would be something you learn from somebody who didn't really have a specific niche. It's basically a one-size-fits-all; the person that you have learned it from has essentially applied this particular process to different people, whether they were butchers, bakers, or candlestick makers.  I’ve noticed that this kind of sales training has derived from car salespeople training. It’s basically what they teach those guys, and it’s a really good system… if you are selling cars. The thing is, it is sold to other niches under the assertion that it’ll work for everyone, which it doesn’t.  Despite the fact that this is not a tailormade process, having a generic s

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 an incredible success story in which we were able to help a business grow by $15 million over three years.  The guys that run this business came to me one day because they saw me speak at an event. They have a manufacturing business, and their product has a rural, mining, and oil and gas application to it.  What was happening is they were getting a heap of leads, mostly because they are great at marketing and invest a lot of money in it. Even so, the number of clients that were converting into paying clients was a lot lower than it should have been.  The first thing that we did once we started working with them is we looked at how they were engaging leads. Effectively, what was happening is that they were getting an email from a potential client asking for a quote for a product, and they would just email them back with the quote attached.  

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 the three most useful resources to fix your mindset.  Mindset is such an important thing, and it is really at the core, and at the foundation of all good sales outcomes. Why is that? Well, in simple terms, your certainty will overcome your potential clients’ doubt. Put even more simply, you cannot give away what you don't already have.   If you want to have great sales outcomes it is imperative to get up to a point where you are a 10 out of 10 regarding a couple of things: in terms of how you feel about yourself, in terms of how confident you are, in terms of how you feel about the product that you sell, and in terms of how you feel about the company that you represent and their ability to deliver on the promises that you're making to your clients.   Have it any other way and you will definitely be compromised.  Think of this scenario, you've g

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 the sales and influence continuum. Very interesting topic, especially if you're in the process of working out which clients you want to deal with in your business.  I've been in sales for 33 years, and I've been teaching, coaching, and training salespeople for over 17 years. Over this time, I have made sure to be ultimately aware of everything that's out there around sales, persuasion, and influence.  I have read, watched, and listened to all the best sales training courses out there, and by now I have pretty much road-tested everything that I've learned. This has allowed me to work out a couple of things.   One of them is that the rabbit hole really does go down as far as you want to take it around sales training influence. And here's where it starts to get a little bit blurry in terms of the two ends of the sales and influence continuum. 

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today is a really special day because Jade Green is on the show with us.  Jade has built an international reputation as a hard-charging, rule-breaking, high-performance serial entrepreneur, speaker, and coach.  She hosts the surf and business podcast Barrels and Business, she’s a transformational teacher, bestselling author, learning junkie, spiritual being, adventurer, certified trainer, and facilitator for Mindvalley and The Genius Group.  As you can see, her background is pretty impressive, and I am thrilled to have her on the show because she is going to share with us some incredible information about how to build a kick-ass team.   We have already talked about hiring, building teams, and building culture in previous episodes but believe me, Jade just takes this to a whole other level!  She is going to share with us how she has been able to help purpose-driven business own

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. We are all aware of the massive impact this current pandemic has had, both on a personal level and on the global economy. I know some businesses have been struggling a lot, that’s why today we are going to talk about three things that you can do to stay competitive if you are currently in a place where you don't have access to your customers.   Unfortunately, this is happening for a lot of people at the moment, and I doubt that this is going to be the last time that we see it happening. These are very powerful things you can do to be proactive in this type of situation.   The first one is revisiting your offer. Come up with some new ideas as to what you can present; it might be a contextual offer, in terms of what's going on right now. It could also be a different take on your existing offer, the important thing is to come up with some different ideas and ways to support your client

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Recently I was looking through my book High Stakes Selling and I arrived at this particular chapter where I talk about a conversation that I had some time ago with one of the biggest sunglass chains in Australia at the time.  There was a lady who worked as a buyer for this chain that had been in the industry for a long time and certainly knew her stuff but had a bit of a reputation of being a tough nut to crack.   It seemed near impossible to get into that chain.  As you can imagine, a lot of companies really wanted to get their products into this store, and in front of their thousands and thousands of customers. Instead of just wishing or “trying” to get a deal, I managed to book a meeting with this lady, hoping to make the deal.  The guy that I worked for knew her through a previous company that he represented, and he said to me, “All the best, but don't be surprised if she sh

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today I'm going to share with you a very interesting client case study that will help you understand the relevance of the seven leverage points we talked about last week.  I worked with this guy last year; he has a carpentry business and does a lot of commercial carpentry work. He's a great trader and has a fantastic product. When he came to me, he was doing around about 200k per month, and he said, “I have grown this business without really having to talk to anyone, I hate sales and I need to get over it.”  We did a number of things, we essentially put all of the exact verbal and written systems in place at each stage of the seven leverage points in his business.   April through June, he had an increase of 900,000 on what he was doing last year, for the same period this year. By then, he already had 900,000 booked in for the July through September quarter.   That is a phenomena

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today, I am going to share with you the seven leverage points that I look at when I am working with a business to improve its sales process. There are a couple of different places that you can look to improve your conversions, improve the offer that you create, and move people through your process a lot faster.  What I do when I first sit down with a new client is we go through a checklist to figure out what we are going to work on to give them the fastest shift in their sales results. What I am sharing with you today is, essentially, this checklist.  The first question I ask is my clients is how are they getting leads? How are people finding them? We look at this process in detail, we focus on their website, their landing pages, we look at what people know about them before they complete an inquiry form. That's essentially what we might call the indoctrination path, what is it that

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. 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 their emails end up being pretty uninviting and bleak.  Some people don't have the time to ring and ask questions. Most don't have the time to take your 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 three reasons why a bulletproof sales process is a strategic advantage in any business.  I've seen this happen time and time again; the people who continue to get fantastic results are the ones that I’ve helped improve their sales process.  I´ve sat down with my clients to carefully map everything out; to elaborate a solid process that, once it gets done, has no need to be changed or tweaked. They ended up having a well-thought plan with the clarity and confidence required in their minds to take the right actions.  It’s just a matter of executing it consistently, and it is magic! It really does produce fantastic results, so I strongly suggest you listen to this episode to have a greater understanding of why having a great sales process is so important.  One of the reasons is that it gives you scalability. If you know that you can generate 100 lea

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Recently, I started to realise that it is very common for people these days to have trouble engaging with paid leads, leads that are coming through paid advertising.   The last four inquiries I received came from clients that are dealing with that type of issue now, so, I thought it was a good idea to talk about three ways to maximise your sales from paid advertising.  Nowadays, access to information is easier than ever; it is easier for people to find your business online and contact you if they have an inquiry, you shouldn’t be surprised by the fact that it is also easier for them to find your competition.  The increasing use of social media and the rapidness with which people can get a response via these platforms calls for an immediate approach to inquiries, which is the first way to maximise your sales I’m sharing with you.  Call leads straight away; it has become more impo

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. There are three common denominators that I have seen create the biggest shifts in sales results. Regardless of if you are a sales professional or a business owner, these things are crucial. Today, we are going to talk about three shifts that you can make in your sales career or in your business to generate a massive improvement in sales. I’ve had the chance to see these denominators in action in the hundreds of clients that I've worked with over the last 17 years and the hundreds of clients that I had access to before that in wholesale. I can tell you, if you get these elements in place you are going to be surprised with the results, especially if you fine-tune your approach over time. One of the biggest shifts comes with analysing and fixing a fundamental aspect of any business, the sales process. If you have an awesome product, or if you provide top-notch services, your way to success

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Everyone has at some point experienced a sales rut in their career; if you haven’t, there's one coming, just be patient.   I've coached myself out of a few sales slumps, and I've coached a lot of the team members that I work with out of them as well so, I know that it may seem like the end of the world sales drop down dramatically, fortunately, it is not.  It doesn’t matter if you are the one that is experiencing a sales rut or if one of the members of your team is, the first thing to remember is that sales slumps are temporary.  Today, I am going to share with you the five things that you can do to get yourself out of one. Implementing any one of these to your routine will make a massive difference, do them all and you’ll see how much greater the results can be.  For instance, something you can do is revisit your motivation and revisit the basics of your process. As for the 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 the four most important aspects to hiring a salesperson, these are a number of things that I have noticed over the years that make a massive difference when you are looking to take that step.   As I mentioned in previous episodes, culture fit is a fundamental element of the hiring process. That new person needs to fit in with the people that you've already got; this could probably be a gut feeling thing, at least a part of it, what matters is that you have to be able to use the resources you’ve got to know if they are going to fit with the rest of the personalities in your team.   Being able to work with others and abide by the team culture is as important as having a background of a consistent history of competence in sales, and this is a tricky one because there's a couple of different ways that we can qualify this.   For instance, someone

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 the four most important things that you need to have in place if you are going to hire, train and retain a sales team.  There are many mistakes that organizations make when they want to build a sales team, or when they bring new people to an already existing one. Many steps can be done wrong, from looking for someone that fits their needs, to keeping track of their performance once they are hired.   One of the biggest mistakes that I see them making is on selection. Often, I get called into an organization, and they say, “we want you to train our team”; I would absolutely train them if that was the issue, but what happens very frequently is that they tend to mistake a training problem for a selection problem or a recruiting problem.  Creating a profile of the person that you want is fundamental, and the system that you use for selecting that

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 the top 10 mistakes that companies make with sales meetings.  Sales meetings are at the core of creating a great sales culture in an organization. Unfortunately, it is very easy for businesses to make any of these 10 mistakes. I’ve seen it dozens and dozens of times. I sit in on a lot of sales meetings that are not well structured, and that don´t lead anywhere, thus getting no lift in sales performance.  The first one of these mistakes is they either don't run them, or they have them too infrequently. If you have meetings too infrequently, there's little to no accountability, no consistency, and no continuity. When you haven't got everyone on the same program, when everybody is moving at a different rhythm, it is really hard to build momentum. This leads us to the second mistake.  Having no structure, no agenda; or if there is an agenda, it's

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 a really simple three-step formula to present information in a way that people understand.   Before I started in the consulting business I had a fashion agency. What I would do is, I would get a client and I would show them the range of clothing that was available for the season so they could decide which ones they wanted to sell.  First of all, it was very challenging to keep somebody's attention for the three hours we needed to get through this particular range, but there was another big issue.  What most of the other representatives would do is that they would present a 400-item range of clothing all at once. The clients had to decide which ones they wanted to sell, but often they would have to choose from 50 t-shirt prints, all up in front of them at the same time.  The situation was so confusing that I had to think up a completely different a