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. 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

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As promised, this week we continue our discussion on sales managers, but this time we are going to talk about the three core things that you need to look for when you hire one. So far, we know that the biggest mistake people make when they bring a sales manager to their team is that they just take somebody who is good at sales and take for granted the fact that he or she is going to be a great coach and mentor to them. The problem is that a good salesperson doesn’t necessarily know how to work in a team. There are many people that are amazing at sales, but their selfishness and disregard for others' well-being will lead to catastrophic results. This person may keep selling well, as usual, but there won’t be any improvement in the team’s performance which is no good for them, no good for you, and no good for business. That being clear we should be alert when traits of such personalities a

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Hiring a sales manager is a big step for a business. If turnover is at a certain point, if they’ve got a sales team that is performing, this may seem like the next logical step. The thing is, it is a decision that should not be taken lightly. Making the step to employ a sales manager is a pretty big deal. What happens next might be problematic, in fact, I’ve seen many businesses getting a sales manager and after maybe three months, six months, twelve months sales are simply not growing. Most importantly, it doesn't seem to be any movement within the team and if anything, some division starts to become quite noticeable among them. What is going on there? Where did it go wrong? Well, that is exactly what we are going to talk about in this episode. Let me showcase a scenario so you understand the importance of this matter: You’ve got a sales manager who is actually bringing business in, but

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 another part of the sales process that business owners often fail to properly implement, the disqualification process.  This term may sound a little harsh if what comes to mind is that you're saying to somebody “look we're too good for you, we don’t want your business”.   That is a common misconception that happens mostly because some businesses don’t know how to approach this stage. To be clear, by disqualification we understand that businesses evaluate and make decisions over which clients’ necessities and capabilities fit more with the type of product or service that their business provides.  The fact that this misconception exists means that we have another variable in the equation, people’s opinion. Specifically, what the people that haven’t worked with you directly are saying about your business.  You know how easy it is to write a bad review

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 a fundamental part of sales conversations which is often left aside. How to use tonality in your voice to increase sales. As we’ve said before, most of the communication that happens between people is not language-based. In fact, the words you use are only 6% of your communication. The other 94% contains your facial expressions, your body language, and your tonality. So, your tone of voice, your cadence in your speech, the energy in your voice, and the intention in it are supporting most of the weight in a conversation. This is very important because it is a bit of an issue when you or a person you work with, even when using the right words, don’t know how to project confidence or use voice with authority. For instance, one of my clients has three girls taking phone calls from their customers regarding the maintenance of security alarm systems. Two of tho

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Over the years that I have been working with different businesses, I’ve learned that there are untapped areas of hidden revenue in almost all of them. Where should you look? What should you do to extract more out of what you do in your business in terms of sales revenue?  That is exactly what we are going to talk about in today’s episode. Before we get started, we have to know there are three areas that need our attention: front end, middle, and back end. The front end consists of the inquiries and the leads that you are getting into your business. They could be web-leads, they could be telephone calls, they could be inquiries that come through your social media channels, but be careful with what you consider to be a lead. There is a distinction that we need to have very clear before we move on. If a person is downloading your content, for example, on my website I have a free book calle

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we have an incredible guest with us. His name is Brad Hart and I am so thrilled to have him on the show because he is a man with a very impressive background, and I think we can all learn a lot from him. He’s got twenty years of experience as an entrepreneur and sixteen years managing wealth under his belt. He also has got experience in real estate, investments, trading, marketing, and strategy, to mention a few. He has released a book earlier this year called “The 8-Minute Mastermind” which I really think you should check out. Brad is a man who really knows how to achieve success and he has done so not only for him but for others, he has helped to build several companies and grow their revenues and profits into the million-dollar range. How has he done it? That is part of what Brad is going to share with us today. Brad has worked with mastermind groups for a long time, and he has

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 Valid Business Reasons and why it is important to be aware of them whenever you are dealing with a client or potential client. So, Valid Business Reasons or "VBR's" are mostly related to those two contexts, you can use VBR's to get in contact with a client that you're not currently working with and provide them with knowledge on the value you can be for them, but also they are essential for retaining your clients once you’ve got them. This time we are going to focus mainly on that last one. There is a study I read some time ago, in a book that I reference quite a lot, in which the investigators talked to five thousand businesses and asked them a simple question:  What is it that would make you want to continue to buy from a company or what is that would make you want to buy from a company in the first place? up-sell, re-sell. We are going to talk about wha

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 have Heather Monahan with us. She is an entrepreneur, best-selling author, keynote speaker, creator of the Creating Confidence podcast, and founder of Boss in Heels. In this episode, we are going to talk about confidence. As you know, confidence is key to being successful in sales, the majority of the communication that happens in sales is non-verbal and the non-verbal part of it comes from mindset, which has confidence as its core element. That’s why I wanted Heather to come to the podcast and talk with us about the role confidence has in the sales environment. She has dedicated a lot of time and thought both to business and confidence. She spent the last three years learning about the latter; some people think of her as an expert in the matter although she does not agree with that completely. Besides from that more recent curriculum, she has 25 years