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 we are going to talk about what I call The Inevitability Principle, this is an idea that I like a lot because of its simplicity and because of what it actually means. You know, we’ve talked about some complex ideas in the past because we had to. Because there is some important stuff that we must know if we want to make our businesses work. Even if it takes us a while to get our heads around these complex ideas we all know the deal is worth it. This time, however, things are a bit different. The Inevitability Principle is very easy to understand. It says that if you take enough steps in a particular direction, toward a specific goal, at some point the outcome becomes inevitable, so provided that you can continue to push and insist in that particular direction, the odds will be in your favor, eventually. So, there are so many cool things about this but the thing I love most about it

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. I think we all have dreamed of having clients that are renowned all around the world, to work with the big corporate names. Is it impossible? Absolutely not, but how can you get them? Well, that is precisely what we are going to be talking about in this week’s episode. These ideal clients won’t come to you through your normal marketing for obvious reasons. You have to use a specific strategy if you want their attention so, today we are going to go through the five steps that you can use to make it happen. Remember when we talked about what you represent to the client, especially at the start of the process? Well, here it comes into place once again. Who is a better client? The one that sees value in you because of who you are and how you work, or the one that sees you as a mere commodity? You know the answer so, that is one thing to think about. Who are your best clients and why are they

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. What should you do when a client has just asked for your services? What do you need to know about anyone who comes to you? This week’s episode is dedicated to answering these questions. I think it is a very fundamental topic as it relates to a key moment in the sales process. We’re going to talk about how you should approach a sales conversation regarding the fact that you are potentially going to work with someone else. I think you need to know some things about your potential clients before you get started, otherwise you are going to find yourself in a very confusing and frustrating situation later. After years of experience and a lot of work and thought invested in it, I found there are 5 fundamental questions that should be asked, especially at the start of your process. These questions will allow you to gauge the motivation that your potential clients have, and also, help you locate

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.  When you own a business, working on developing it is one of the toughest parts of the whole process, but it is also where you should be paying more attention since working it right will get you to grow faster and expand, however, it is also one of the things we normally don’t think about. Where is the business developing? Is my business going in the right direction? If not, which direction should I go?  So today I ask you. Have you been thinking about your business development? Have you thought about where you need help, regarding your business, right now? Some people do, others don’t. So, if you are one of those people who feel kind of lost in this topic, or if you just want to keep growing, in this episode I will share with you the 5 key areas where your business should focus.   These 5 key areas are: lead generation, which is something that everyone who is in business or in sa

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. How great would it be if we could always hit our goals and get consistent results regardless of the circumstances? I know it sounds great, but reality has always had other ideas. As we’ve discussed before, the business world has taught us that there are always ups and downs. It is pretty difficult for everybody to maintain the same levels of profitability and success without suffering from the eventualities that occur in the market. That is why today I want to talk to you about how you can get out of a sales rut. If you have been in this business for a while, then this is not a strange scenario. I’ve been in that situation a number of times over the last thirty years, and I’ve learned that when people get stuck and they don’t know what to do is mostly because they tend to get too in their heads, too outcome-based in terms of wanting to get a sale. We all know that numbers are important,

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. When I get called into a business because they need help to sort out some issues, the people in charge often say to me: “I want to get more out of my team and I want my sales manager to become better at getting more out of my team”.   When this happens my first question always is: “Is there an agreement on what represents the ideal behaviours that would underpin great results in this business? “Unfortunately, I’ve received a no for an answer more than once.  This scenario is not the one we want for our businesses, that’s why today we are going to talk about an absolutely essential topic, the Team Code of Conduct.  What is that? you may ask. Basically, it is the optimal alternative to this problem.  In most businesses, there is often, pretty much always, an agreement on what the actual goals of the game are. This is what we want for our own businesses because it is key to have everybody o

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As in any field, in the business world, there are many concepts and terms that can be overlooked when opposed to one another, as far as its functionality concerns. Sometimes we make some words equivalent to others when they actually mean completely different things. I don’t intend to talk about this topic in general but to point out a distinction that we all must have very clear, just in case. Training is not the same as coaching, you probably already knew that, but it won’t hurt talking more about it in today’s episode. If you didn’t know, this will be even more educational for you. Having this difference clear is crucial if you are a business owner or a salesperson because it is common to turn a blind eye on the subject, although this applies to any kind of business. The issue I think comes from the easiness of just completing a task, a simple training for example, over the investment

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As a result of the way our world is organized, in the market as well as in other areas there are always going to be things that escape our control, even if we work hard trying to get them right. Living in society brings many challenges but also possibilities. We’ve learned to live with others and to work with others and we cannot, for one moment, forget about that. That scheme has built our culture and our world the way we know it today, which is why I think it’s very important to talk about this topic. The circle of influence and the circle of concern. I first learned about this in Stephen Covey’s book "The Seven Habits of Highly Effective People", and the whole idea of this is learning to locate those areas where you do have control over situations and those where you don’t. For instance, in a business, you have control over how many calls you make or arriving at appointments on time.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Along the way, we have talked about many different topics concerning sales and business, however, people ask me, quite frequently, about the best sales books I know. On some occasions, we have had guests with us who share a bit about theirs, but we haven’t really dedicated time to the bigger spectrum. Today I decided to make room in the podcast to answer that question and to spread the word about some really good ones that are out there. So, we are going to talk about the 10 best sales books market leaders own that others don’t. These are all great books but do not think, by any means, that other titles I left out are not worth a good read. In fact, I had a very tough time narrowing it down to just ten. But these are the ones that I refer to the most. There are some books here that changed the way I sold forever. Mainly because they brought a unique perspective about specific parts of th

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Let us imagine a situation, one that may seem completely irrelevant for the purposes of this podcast, but bear with me, there is a reason for it. You are surfing on a beautiful beach, enjoying the sea and yourself, but suddenly, you have an accident and black out. Can you imagine the terror? What would you do? I know this can be a fatal scenario to imagine, and a lot of times some people have had to face near-death experiences, so what would you do if you survive? What would you change? Or would you keep things the same way? I know someone who had to go through this experience, his name is Mark Mathews, and he is my guest in today’s episode. One day, as he was surfing in Tasmania he hit a reef and blacked out, as natural, terror was present, he had a lot of injuries and didn’t know if he was ever going to surf again. At that time, Mark made a crucial decision, to never let fear overpower

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In my experience, having worked with hundreds of different salespeople and businesses I’ve found that there are steps that they have to go through if they want to be at the top of their game. I think of these as levels on a ladder, which the higher you are, the better results you get. So, today we are going to be talking about the five levels of the sales conversion ladder. It doesn’t matter if your business has a proven, and refined sales process or if it hasn’t. These levels apply anyway, the thing is though, if you want to keep moving forward and reach the highest one there are some things you need to know. We can say that the bottom of the ladder is precisely the lack of a sales process. This might sound strange, how can a business be profitable if there is no documented, structured sales process? Well, you may be surprised. In fact, I was talking to a guy that runs a business networ

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Have you ever felt like there is something missing from your sales process? Maybe you feel like you are not getting enough from it, or that it is not bringing you the same results as before. Well, I have a tool that may come in handy, and is one of my favorites, because each time I use it, it works. I am talking about stories.  Are you aware of the incredible power that lies beneath telling stories? Stories are one thing that lots of people take for granted as if they were only useful when we were little kids, but I actually can spend days and days talking about them, because they have power, and believe it or not, all of us live through them.  One of the ways that I learned the importance of stories, was because of an incredible author called Joseph Campbell, he dedicated his life to studying religions and especially stories. You know the kind of movies that have this amazing hero, and

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. The other day I did a presentation with a high-end business group about ways to maximise revenue and I thought it would be a great idea to share those ideas with you. In previous episodes, we’ve talked about converting your leads. About how to constantly push further to make your conversion rate bigger each time. It can indeed be pulled off, there is massive on bank cash sitting in your pipeline which if you had a better process, a better system at the front end you could convert better, and you could actually see. So, working on your front end is a great place to look if your sales process is broken, if you know your conversion rate is twenty-five or thirty percent or lower there's a good possibility that we can make that work a lot better for you. The beauty of this is that you will make a massive difference to your revenue without spending much more money on ads, on salespeople, or on

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Building a successful business in sales is not an easy task to do. As you may have noticed by now, there is a vast spectrum of elements that converge in building a model able to adapt in a continuously moving market. That´s why today we are going to discuss a very important topic, some of the biggest threats affecting companies with salespeople. Things that can really give you and your business a hard time if you get caught off guard when unexpected situations occur. Truth be told, a business can hardly be carried by one person’s shoulders, you need others to make it take off. If you are the only one converting leads or pushing to develop a relationship with clients without any help, or even worse, with very poor help from your team then there is definitely something wrong in the picture. Let us think of another problem. It is frequent to come by a business whose owner has to rely mostly

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Pretty much anywhere we look these days, we can find lots of different information on how to attract customers or on how to build an effective sales process. Nevertheless, there is one key element that is often unseen, and it should be taken in count, it really should. That is precisely what we are going to talk about today. What are we doing with our customers once we have them? I’m really excited because we have a person that has dedicated a big part of her life to this specific area, customer retention. We’ve got Ali Cudby with us. Besides being well known for her work with many companies on developing a better and more profitable relationship with their customers, she is the writer of Amazon’s number one bestselling book on bra fitting called “Busted!” which then became “Fit My Bras: How to Find Your Perfect Bra and Why It Matters” However, Ali started her career somewhere else. She

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As we all know, nowadays we are living in incredibly unique times. We are all affected in some way or another by the current situation and as a result, this has taken its toll on the whole economy. There is no way to deny that the challenge is certainly big and that it can be overwhelming, but I think there are things that can be done to improve the way we manage our money helping us build a financial foundation that lets us get through.   Speaking of that, I’ve heard many people talk about maximising sales and also some people saying that regardless of what the business is, it can actually thrive and rise above this situation. I don’t necessarily agree with that but I think one of the ways that you can minimise the impact is by really rationalising your expenses, and that is precisely what we are going to be talking about in this week’s episode.  To have a better perspective on this iss

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 psyched because we’ve got Adam Lewis Hawker with us, an amazing talker, and an inspiring teacher who I’ve had the pleasure to know since 2013. He is the author of the Awaken Your Alpha podcast, one of the highest-ranked podcasts on the internet today with almost 400 episodes already. But first, I want to introduce you to his work a little bit more in detail. He founded TalkXcelerator to help people to secure their own Ted X talk increasing their influence, income, and impact. He speaks of leadership resilience and how to utilize mindset and the tactics of the world's top performers to thrive. Ultimately, he teaches how to Awaken Your Alpha to accelerate your mission. I am really excited to have him in today’s episode because besides having this impressive background he is also such a great and funny person.   While I was looking for more information about his background

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Have you ever felt your performance is not as good as you know you are able to accomplish? Or that stress and fatigue are consuming time and energy that could be spent somewhere else? There is a good chance that interference you are experiencing is being produced by unhealthy management of emotions, and overall, a lack of awareness about the issue and your position in it. This problem is very common, it does not just happen among business people, but today we are going to be focusing in our field and in what we can do to prevent ourselves from being caught up in inadequate handlings of the issue. As you know, if we don’t assess ourselves and our businesses frequently, things can go out of control and lead to catastrophic results which would then affect other people as well. That’s why today I’m particularly pumped because we’ve got a person that has been working on this matter for a long

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today I'm very stoked because we are going to be talking to Gavin Bassett, a man that has a very extensive background in business and that I've known for many years. In this week's episode, he is going to be sharing some of his wisdom with us around some of the biggest deals he's made in his career and some of the insides. I find this information very useful as Gavin has always been concerned about the important things in life, and right now we are facing challenges that put us in a complex situation, affecting our loved ones and ourselves but our businesses as well. This situation has changed many things about the way things get done. “This is not a traditional downturn” as Gavin says, and we should not approach it like one, as many people are doing. We must know what is best for us at this particular moment, all things considered. In this matter, he is certainly the man to talk to. De

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. When you do something for a living, something that you spend most of your time in, things can get a bit uninspiring, and when that happens it is very hard to be excited about the product or service you sell because it has become repetitive for you. At this stage, you can begin to lose the sense of relevance and value of whatever it is you are offering which will then lead to a lack of motivation and effort invested in your business. We have two problems then. First, you are not having a good time which is bad for many reasons, and second, it becomes easy to lose touch with the value that your potential clients see in whatever you are offering. If you continue to follow that path, I can guarantee it will eventually wear you out completely and neither you nor your business will be able to withstand. But let me tell you that if this has happened there’s nothing to worry about. You can ge