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. Is there a particular moment in a sale that is worthy of special attention? I think every moment of the sale process has to be thoroughly engineered, however, I definitely think there is a pivot point in a sale where there is more at stake, and the approach you take to make front to it can make you either win or lose that particular sale. This particular moment is key in defining the future so you need to know very well when it’s happening and how you’re going to deal with it. Throughout the years I’ve been in this business I’ve witnessed hundreds and hundreds of sales conversations, the ones that I have been involved with as well as the ones that I have listened to on the phone and had with the clients I’ve coached. These experience has given me the chance to witness first hand the actual point where every sale is either won or lost, every single one of them, and I realized that what co

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. What if I told you there is money that’s been hiding away in your business? Money that can be yours again just by taking a closer look at your process and adjusting a few things. Whenever I first begin a discussion with a new potential client the first place I look is for what I call leverage points, parts of the sales process that are opportunities to increase conversions. These leverage points are often unseen, which is a shame because they’re areas that just need simple tweaks to become an important source of income. These are the ones I put to work with my clients and believe me, they have massive potential. Sometimes these aspects are kept aside, I can tell you there are big businesses that don't dedicate enough attention to it and even them are losing big money on these opportunities, as I say, they just wanna shovel more coal into that lead-generation machine and they don't real

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Establishing a solid, footsure relationship with your clients is a cornerstone of building success. It may require dedication and constant evaluation but if the work is done right, chances are you will be seeing more and more of them walking through your doors. These days, people are very aware of certain approaches, certain techniques and certain information about sales training. Because of this ever-growing interest and popularity, we need to stay ahead of the curve and think if the approach we are currently taking is really the best one we can take. Let’s take the context of a sale as an example. Following a script that indicates what to say and where to say it whilst making it sound like a normal conversation can be a difficult task to accomplish. Most importantly, the client can feel dragged into a forced and prefabricated chat, which is never a good thing. That’s why in this week’s

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, I’m particularly pumped because we have got a mentor of mine James Schramko, a man who knows so much about business. He’s author of a longstanding successful podcast and wrote one of the best business books I’ve ever read “Work Less Make More”. In this podcast, we’ll be trying to learn something from his mastery at so many aspects of business, like marketing, strategy, personal productivity, and sales. In the early days of his career, James had a lot of success in the automotive industry as he ran luxury car dealerships, at the time he also started studying the great marketing minds of the world, therefore applying some of that knowledge in the way he ran the dealerships. Very techniques were put to the test, as well as his online studies. A combination that turned out to be quite successful in the way the business developed. So, one day, sitting at his office he wondere

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this week’s episode, I interview Andrew Pierce; a 30-year-old man who is changing the world. At 25, Andrew started with a fascination and interest in understanding why we do what we do, think how we think, his interest grew in spirituality, the Universal Laws and things of that nature. So, he started off helping people with general anxiety and social anxiety. As his business grew, he wanted to work with more high performers and business owners. The problem was that a lot of business owners didn’t see anxiety as something important; they normally push anxieties off to the side. I had to ask him, “Do you think that burnout is getting more common in people generally, in entrepreneurs, or has it always been an issue, but now it's becoming more visible?” What he answered amazed me. Not only, did he have a vision of it spiritually, by referring to the spiritual consciousness of humanity, he

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 speaking with Kerwin Rae, a businessman, an entrepreneur, and an investor, generating in excess of $250 million. We are going to be deconstructing one of the biggest deals in his career, the process, the results and the lessons learned, with the hope that you too can take away something valuable from his story. The biggest deal of Kerwin’s career so far, he describes as not the biggest, but the most pivotal has been his Joint Venture partnership with business coach network, “Better Business Institute”. When he joined the business, it was doing about $400k a year, which he was able to turn to $8 million in just 18 months. Along the way, were about 350 transactions, and expansion to five countries, teaching people how to become business coaches or consultants. Kerwin mentions some of the largest blockages along the way were to do with customer and client support a

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. We're going to be talking about three massive myths that traditional sales trainers still want you to believe. When it comes to sales, there are so many different approaches to take. In fact, last time I checked, if you search for ‘sales training’ on Google, there are 150 million results to choose from. The options certainly aren’t scarce. Given that there are 172 million opinions out there on how you should sell, I'm going to share with you what I believe to be the three biggest myths out there in sales, and what I recommend you do instead. I reckon I've made more mistakes in sales than anybody else, which hopefully qualifies me to help other people. Trust me, amongst all these mistakes, I've compiled a very long list of things that simply don't work. Myth number one: you need to close hard. This is an interesting one and it's certainly open to interpretation. Allow me to give you some

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. We’re going to be talking about the three biggest reasons that cause people to give up when implementing new ideas. Implementing new ideas is interesting and exciting, as it promises an exciting new future or another potential failure to learn from. The most part of it has to do with your mindset. In addition to that, implementing something new that actually works can be an absolute game-changer. In some cases, small hinges can swing big doors. I've been in business now for 30 years and I've experienced my fair share of both. Why do people give up? In my experience, it comes down to three core reasons. The first one is not understanding statistical significance. The second one is that it’s a 180-degree change from what they're already doing. And the third one is having too long a delay without results. Years ago, I heard this saying, and it's always resonated with me, “If you do somethin

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. We are going to be talking about the five critical mistakes that people make in their sales. I heard sales referred to, by a business person that I have a lot of respect for, as a moving target. It's ever-evolving. It's always changing. Markets are shifting. The strategies that worked 5, 10, 15 years ago don't necessarily work today. There are principles of human influence at the core which remain the same, but the way that these principles need to be executed to remain effective is constantly changing. The first mistake you need to avoid in sales is talking too much. Years ago, a good talker and a good salesperson went hand in hand. To some extent this remains true; a good talker with no structured sales approach will come across enthusiastic, but enthusiastically boring. To be great at sales, you need to know how to string a sentence together. In my experience, the best salespeople are

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. We're going to be talking about how saying thank you for your time to a potential client when you go to see them, may actually kill the sale. We’re also going to tackle how business people unnecessarily subordinate their time, their positioning, and their value. I see this a lot: as salespeople, we unnecessarily subordinate our value; and doing so really harms our positioning with our client, and the perceived value of our brand and what we sell. We tend to undervalue what we do. We have continually drummed into ourselves that the “customer is king,” and that “the customer is always right,” because they're the ones that are paying us. These things are true to some extent. But our overall value in a transaction is often as high, if not higher, than the customer that we're buying from. After all, there are way more customers to sell to, than there are suitable businesses to buy from, let a

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Naturally, the more time you’ve got that you can free up, the more time you can allocate to working with clients and generating revenue, which is exactly what we’re all about. Back in the day, I had a mentor by the name of Chet Holmes, who sadly passed away a few years ago. He was always looking for ways to improve his time-management skills. One day, he attended a time management course, where he was told to record everything that he did for three whole months… and that was just the first step of many. Unfortunately, this gives you no time to spend on high-impact areas like talking to clients, going through offers with people, writing emails that you can broadcast to your leads. All that stuff suffers, which means your sales results are either stagnant or will begin to go backwards. So, faced with the irony of this process, he developed his own system to master your time-management. You

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 to increase your chances of success by 70%, because no matter what you’re doing, in life or in business, you should always be experimenting with new methods to increase your chances of success. In our quest to increase revenue and attract more clients, we all get to a point where we really do have to start testing our ideas, the point where you've planned something – a new idea, a new product or a new strategy that you really want to implement, but you start to second-guess yourself, and then to second-guess your second-guesses. I'm speaking from firsthand experience, I’ve been there. The most important advice I can offer is to just try something! Test it out, and see what happens, see what the market returns to you. When you start to second-guess, that's when you know you've just got to try it out and see what happens. I read this fascinating articl

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In a competitive market? Or are things slowing down? No matter which one, you can smash your sales results with six ideas. Businesses hit rough spots all the time. Forget about depressions, how can you compete when you’re being undercut left and right? Actually, these are some tactical opportunities that are passing you by. When we break it down, our advice is all about shifting focus away from your price tag and placing it on your value. We won’t lie to you; this isn’t a cheat button. But, if you follow my outlines, I’m sure you’ll see positive results. The first one is to lead with value. While everyone else is pitching ideas, you be the ones to bring out a demo. Actions speak loudly. We know there’s a balance—not everyone can work for free to provide this upfront value, but a free appraisal or consultation with some description should be an easy option. In most cases, someone may not

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.   Say we have a friend that owns a business, and they might have one or two sales employees. Perhaps that business owner has been selling their own product for years, and they've found success in working hard. Soon, they reach a spot where they have both a warm market and a successful network for referrals. In this lucky example, our friend has happened upon a sales type that everyone dreams of: effortless high conversion rates. When they meet, they transform those clients into buyers.  But be wary, every success story comes to a tipping point—and it’s crucial to recognize it. Time and again, I’ve had to fix this mistake because most people just don’t see it coming.  Successful business owners say, “Right, I’m going to hire another salesperson.” And they do, but then the salary for a competent sales executive is upwards of a hundred grand. Sometimes, depending on your industry, they’re e

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.   The age-old question: are salespeople made or born? From my experience, there is a definite answer—some people are born with an innate talent for excellent sales. Often, natural-born salespeople are questioned about their process. How are they so successful? Can it be explained? For someone wanting to increase their sales (and don’t think they’re a born salesperson), your first step is to be willing to break out of your comfort zone. If you aren’t willing to improve, then you’re starting out on the wrong foot. No one can teach the obstinate. However, if you begin with a positive mindset, even those without a predisposition can be great at sales. Even I don’t technically have the personality for it. When I took a psychometric test, I was classified as an introvert. That, paired with other qualities, means I’m not predisposed to be good at sales, but that’s just on paper. This is exactly

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. If you want to sell well, your biggest asset is your mindset, and today, that’s exactly what we’re going to cover. Once you have the three most important elements, nothing will stand in your way. It’s interesting that most people are unaware of these day-to-day basics for self-improvement. Imagine a triangle and cut it horizontally into three smaller pieces (more at the top). In this example, you’ll find it compares to your results for sales—with great sales being the outcome. But how do you reach this outcome? With these mindset basics mastered, it’ll gift you with accelerated conversion rates. This all stems from people seeing your brand, being wowed by it, and spreading positive word-of-mouth info. For the best results, there are three key elements to align: 1. How you feel about yourself. 2. How you feel about your product. 3. How you feel about your company. If you aren’t 100% confi

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Recently, I spoke with Mandy Hopper, a certified strength and conditioning coach (focusing on netball), with a Master’s in Sports Science. Mandy works with the West Coast Warriors Netball Club, helping their athletes get even better. She has coordinated the strength and conditioning programs for the State League Squad under the Twenties, and the Men's State League Team. In addition to this work, she regularly visits the Warriors Academy team and various netball clubs around WA to speak about strength and conditioning--especially as it relates to netball and running strength sessions. For women’s fitness, Mandy is passionate about helping them lose weight and build muscle. After surmounting personal issues, she crafted an amazing program to help women lose weight, keep fit, and be strong. Mandy noticed that most Sports Science graduates struggle to get jobs. Some ended up doing things in

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. I recently talked to Tracie Parisi on the show and we discussed how you can automate your follow. I recently met Tracy at a Masterminding event that we were both involved with, where we've been talking a lot about this whole idea of automating follow-up.   Tracie started in business in her mid-20s, because as she noted, she hates being told what to do. She started working in the legal profession as a legal secretariat, but it didn't work for her.   Then, she got into property investing. She went on to buy multiple properties and make some great coins out of that. Tracie has four children and she needed something that could work around the kids. They had some criteria and there was nothing they could say that they wanted to buy.   Eventually, they raised nearly a million dollars. Her mom and dad also invested and they started one of Victoria's largest indoor-place inters cafes. She had th

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. On today's episode, we are talking about the Phoenix, because for me, the Phoenix is the perfect metaphor for business, you must be wondering, "why is the Phoenix the perfect metaphor for business?" Well, about seven years ago, I transitioned from being in a partnership with a business partner and I went out on my own. I had a number of things going on at the time, my first wife had just passed away very suddenly and I had a three and a half-year-old son and a five-month-old son, it was a particularly challenging time. So I created a new brand and I came up using the likeness of a Phoenix.  When I looked into it, I realized how much significance it had. I mean, it had some personal significance for me because I was literally having to relaunch my entire life, not just my entire business, but I had to relaunch myself personally, I had these two children under the age of four, one of which

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. There are a number of serious problems associated with entrepreneurs and depression. This has become more and more prevalent in recent years. I've been looking and examining some of the dominoes that fall along that road: what is it that causes somebody to come into a place where they start to feel surrounded with very few choices.   I think that it's worthwhile exploring that. When people want to begin a business, the first thing that they'll do is need some seed capital. But if you don't have enough money or you don't have a history of being able to borrow money and tie it back, then the banks aren't going to give you any money.   What would you then do? You might go looking for investors. Investors can come in many forms, even in the form of mom and dad.   Let's say you might've had one really successful business. And so, you go to start a second successful business. I expect the seco