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 Episode 195, we're tallying down the top 10 episodes of 2023 on Master Dealmakers Secrets, sharing invaluable sales mastery secrets based on listener feedback.

Starting at number 10, we discuss considerations when changing industries, highlighting competition levels, ease of lead generation, and startup costs.

At number nine, we address the seven biggest revenue leaks hampering small business sales, offering actionable solutions for 2023.

Eighth place focuses on asking better questions in sales, emphasising the shift from transactional to trusted advisor status.

Seventh place reviews The Ultimate Sales Machine, applying concepts from large enterprises to small businesses.

Sixth place gives a transparent glimpse into sales struggles, highlighting key learnings for coaching through failures.

Fifth place honours 'Start With No,' transforming sales conversations with psychology and strategic questioning. Fourth place goes to digital marketer Will on email and lead gen case studies. We discussed types of email campaigns, including some results from my past client,s as well as Will's expertise in generating leads. Lots of practical tips any business can apply immediately!

Bronze medalist is inspirational coach Nikki Thomas. Despite almost retreating corporate life after being told her idea was terrible, Nikki rebounded to lead thousands in personal growth workshops by persistently chasing her dream. Her tale offers motivation and guidance to keep chasing your big goals in 2023!

Snagging the silver medal is digital expert Eli Wild who shares wisdom from 20 years in sales and Silicon Valley by refining an automated inbound funnel system. He reveals pivotal mindset shifts separating six and seven-figure earners plus advanced techniques fusing neuroscience and psychology to influence buyers.

And our 2022 grand prize podcast guest is offers specialist Trevor Toe Cracker Crook, responsible for over $3 billion in sales. His four-phase system incorporates subtle psychological triggers that make even sceptics enrol. By knowing precisely who you help and enticing them into conversations, attracting clients becomes effortless rather than constant hustle.

We look forward to continuing the podcast journey in 2023, shattering revenue goals with more sales mastery secrets. Get out there, smash objectives, and catch us on the next episode!

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today in Episode 194, we're going to talk about the three most important questions to ask when qualifying leads at the start of a sales conversation.

Okay, on to today's topic - the three key questions for qualifying leads upfront to avoid wasting time later. Talking to unqualified prospects costs you in multiple ways. For service businesses, you waste time and money sending technicians on-site. Plus you lose opportunity cost from not spending that time with qualified prospects more likely to buy.

You also waste backend time following up with poor prospects. The solution is properly qualifying upfront using these three simple but powerful questions:

1. Why us? This reveals whether you're perceived as unique or commoditised. "You came up on Google" means you're seen as a commodity. If they say "My brother insisted I call only you," you have differentiation.

2. Why now? This uncovers the prospect's sense of urgency and timing reasons. Needing work done by Christmas shows urgency making them more qualified. No plans until next year means don't invest much time now.

3. Why this way? This lets you challenge assumptions and create differentiation. Most prospects don't professionally research your product. Gently probing their thinking often reveals gaps you can fill with your expertise, creating value.

Let me share an example of hot water systems. Most plumbers just quote what's requested. But say, "I'm curious why you want gas?" and "Do you have solar panels?" Now you can propose a heat pump system using their solar energy, differentiating you as the expert.

Asking these three simple questions prevents wasted effort on unqualified leads. You filter prospects appropriately and uncover opportunities to stand out. Your competitors commoditise themselves by answering superficial questions while you have meaningful conversations creating value.

I'm also excited to launch my 10-week Sales Mastery Certification training, bringing my elite consulting to small businesses and sales professionals. Stay tuned for details!

As always, listen to this episode to convert more prospects faster.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

People don't just invest money when buying your product. They invest time, identity, energy, and reputation too. Ignore this at your peril.

In episode 193, I explain why with an example. A Registered Training Organisation sells £6,000 courses, with most fees covered by government funding. Students pay little upfront, yet 50% drop out. Why?

The sales pitch takes 2-3 minutes. People enroll on a whim, not fully grasping the commitment. The RTO never engaged the other 4 "buying currencies" beyond the low cash price.

When you make a purchase, you invest 5 currencies, not just money:

Time – Willingness to spend hours learning, integrating, etc.

Identity – How owning this alters your self-image.

Energy – Motivation and effort in utilising the product.

Reputation – How this shapes what others think about you.

Money – The actual cash exchanged.

For the RTO, students invest little money so the sales pitch ignores the other currencies. However, completing the course takes real time, energy, and motivation. Dropping out suggests students lacked the willpower and habits needed to follow through.

The pitch should have asked questions about willingness to invest 10 hours weekly. It should have explored how having this professional qualification will change students' identity and reputation.

When people visualise themselves investing in these currencies, they feel accountability. An engaged client becomes a motivated client.

Whether selling marketing services, websites, or training, applying this model creates loyal customers. They fulfill requests quickly, complete courses, and value what you provide.

So don't assume money is the only buying currency. Listen to this episode and dig deeper to really engage with your clients, considering the time, identity, energy, and reputation that's been put into a purchase.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

In episode 192 of the Master Dealmaker Secrets podcast, I delve into the critical difference between aggressive, ego-driven sales tactics and creating a natural, consultative sales experience.

After investing over $500,000 in sales training and making every mistake imaginable, I've concluded aggressive methods are short-sighted. They're fuelled by a salesperson's ego and drive to hit their quota no matter what.

This philosophy says you must convince prospects they need your product, even if it's not the ideal fit. You should sell at all costs. But this approach has major downsides.

It breeds resistance because you push people into decisions they aren't ready to make. Even if you coerce a reluctant prospect into buying, they become a client from hell. They won't refer others and often cancel or complain down the road.

Jordan Belfort and others prove high-pressure tactics deliver short-term gains but inevitably backfire. Reputations and brands suffer.

The better philosophy creates a natural, tension-free sales conversation. You ask questions guiding prospects to sell themselves based on their needs and timing. This approach disqualifies wrong-fit clients upfront through qualification.

It invests the time needed to ensure customers buy what truly serves them. They become raving fans who refer others for years because the process never felt pushy.

While still driving urgency, you artfully help clients self-select your solution when the fit and timing are right. This earns loyalty and repeat business as you build for the long term.

I always aim to steer prospects to the best option, even if it's not my product. This breeds immense goodwill. When selling feels natural, not aggressive, sustainable success follows.

So think carefully about your sales philosophy. Avoid short-sighted methods harming your reputation down the road. Cultivate loyalty by taking the long view of doing what's right for clients.

Listen to this episode, embrace the consultative approach, and build lasting relationships with your clients.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

In episode 191 of the Master Dealmaker Secrets podcast, I share the three biggest red flags to watch for when reviewing sales resumes.

Over the last year, I've looked at over a thousand resumes for sales roles in my company. I've gotten really skilled at screening candidates efficiently. When reviewing resumes, I watch for three instant red flags that tell me a person isn't worth interviewing.

The first red flag is if they aren't currently in a sales position. There's a saying "If you're not now, you never were." Time away from sales causes those muscles to atrophy quickly. While not an automatic disqualifier, I want candidates selling now to hit the ground running.

The second red flag is short sales role tenure. As a profit center, companies work hard to retain top sales talent. If an applicant left a sales role fast, I probe for details. No legitimate reason is a warning sign.

The third red flag is exaggerated sales backgrounds. Some stretch retail or gig experience as formal sales roles. I verify claimed credentials before relying on them.

Once I screen resumes, interviews assess three key factors. First, does the person have industry knowledge from working in the field? Second, are they bought into my vision and culture? Third, can they sell? Ideal hires check at least two boxes.

I emphasise evaluating cultural fit beyond sales skills. Strong salespeople can still damage team dynamics. I involve colleagues from different roles in interviews to get balanced perspectives.

Everyone notices different things. Extra observers provide insights I may miss. I use a structured process with specific questions to thoroughly assess candidates.

In the last year, I've learned key lessons hiring over 10 salespeople. Careful resume vetting, interviews, and assessments are crucial to avoid costly hiring mistakes. I want to share my experience to help you build world-class sales teams.

Listen to this episode and be aware of these red flags when hiring new salespeople. You'll have the tools to properly evaluate your candidates and make the best decision for your business.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Welcome to the Master Dealmaker Secrets podcast! In this episode, we're exploring the five reasons why business owners often stumble when they decide to build a sales team.

For many entrepreneurs, the journey begins with the realisation that they no longer want to handle sales themselves. They've been the driving force behind their company's sales efforts and have decided it's time to bring in a salesperson. But how they go about it can make or break their success.

The first reason is a common mistake. Not profiling the role they're looking to fill properly. Just like creating a targeted advertisement, understanding the profile of the ideal salesperson is crucial. What's their demographic? What's their background? Do they have industry-specific knowledge or experience? Defining this profile sets the foundation for attracting the right candidate.

The second pitfall is the lack of a screening process. Hiring a salesperson isn't the same as hiring for other roles. To identify potential sales champions, business owners need to employ a sales-specific behavior profiling tool. This tool helps ensure that the person they bring on board is likely to succeed in the sales role.

Next up is the absence of a documented sales process. Many businesses simply throw their new hires into the deep end, hoping they'll figure it out. But this sink-or-swim approach often leads to failure.

To set salespeople up for success, businesses should have a clear, documented sales process in place that empowers new hires to hit the ground running and build their confidence.

Have you found yourself struggling with your team's performance? Do you want to know what the 5 biggest reasons why business owners fail when building a sales team are? Listen to this episode to find out!

If you're a business owner and you are thinking about expanding your sales team, or you already have one but it's not working as it should this episode will help you immensely. You are going to have the tools to know what to focus on so that you don't make any of the common mistakes business owners make, and you are going to be able to get the most out of your sales team.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Welcome to the Master Dealmaker Secrets podcast. In today's episode, we're diving into some critical insights about sales conversations. Specifically, we'll explore the three worst questions you should never ask during the discovery phase of your sales process.

These questions can be detrimental to your sales success, but don't worry, I'm not just going to give you the questions, I'm also going to give you more appropriate questions that would be a better thing to ask.

The first question you should steer clear of is, "What keeps you up at night?" It's an overused and insensitive query that often comes across as clichéd. Instead, a more effective approach is to start the conversation by asking, "What made you decide to get in touch with us?"

This opening question allows the potential client to share what's top of mind for them, whether it's a problem they need to solve or a desire to improve their situation.

That's a way better place to start. Because, first of all, there might not be anything that keeps them up at night. They might actually be somebody who doesn't have a problem. They just want to make things better.

About 72% of people are coming to you to solve a problem. But there is a relatively high number like about 28 to 30% of people that are simply coming to you because things are going well, but they want to go to the next level. So they are moving toward a better outcome rather than away from something that they're not happy with.

The second question to avoid is, "What are your biggest challenges?" This question can backfire because not everyone sees their issues as challenges.

The third question to skip is, "What would it take to win your business?" This question is outdated and can make the sales process feel adversarial. Instead, focus on building rapport and understanding the prospect's motivations. Avoid using combative language and strive to create a collaborative atmosphere during the conversation.

So, what should you ask instead? Listen to this episode to find out!

Learn to approach clients in a way that encourages the prospect to discuss their priorities and allows you to better understand their needs.

Additionally, in this episode, we are going to talk about the questions that allow the prospect to share their perspective and highlight the potential consequences of not addressing their needs.

So, don't miss this episode, remember it's crucial to maintain a strong connection with your prospect throughout the conversation. Listen actively and respond empathetically to what they share. Don't rush through your questions; instead, create an environment where the prospect can explore their challenges and motivations openly.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Welcome to Master Dealmaker Secrets! Today, we're diving into the intriguing world of referrals. Buckle up as we unravel the secrets behind the seemingly baffling question: Why do only 11% of delighted customers who've had a positive experience with your product or service actually refer new business to you, despite a whopping 90% being more than willing to do so?

The statistics are astonishing: 90% of satisfied clients are primed to refer business your way, but only 10-11% actually follow through. Now, why is that? Well, the answer is simpler than you might think—most often, we just don't ask for referrals. People get busy, life happens, and your excellent service can fade into the background. Astonishingly, a whopping 90% of salespeople neglect reconnecting with their former clients for referrals, which directly translates to a referral drought.

But fear not! We're about to unravel an elegantly simple framework to extract those elusive referrals without breaking a sweat.

In this episode, you'll discover the art of crafting a conversation that not only feels genuine but leads to referrals flowing in, as naturally as a river carving its path.

For instance, I'd like to emphasise the importance of describing your ideal buyer to your client, rather than throwing out a vague question like "Do you know anyone?" Be specific! Paint a vivid picture of your ideal customer so that they can't help but think of potential referrals fitting that description.

I don't just theorise these techniques; I've seen them work wonders, and in this episode I also share a riveting example of a real estate scenario, effectively illustrating how you can have potential clients in the palm of your hand with the right approach.

So, here's the bottom line: Referrals are the lifeblood of any business, and they're yours for the taking. This episode equips you with the tools, techniques, and insights to transform your referral game. Whether you're a seasoned sales professional or just starting out, the strategies shared here can unlock a world of growth and success.

Listen to this episode to learn a very simple but hugely valuable strategy to get more referrals, and remember, the magic happens when you put these lessons into action.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Welcome, listeners, to another insightful episode of Master Dealmaker Secrets. In this edition, we're diving into a fascinating client case study that's bound to captivate your attention. Picture this: a skilled carpenter, a modest yet growing business, and a transformative journey from 4 million to an impressive 10 million in just two years. The secret? Well, that's what we're here to unveil.

A man, an unassuming and reserved carpenter, approached us seeking growth beyond his 4-million-dollar mark. Despite his aversion to direct client interactions, he recognised that his current methods weren't scalable. His lack of a sales process and systems for business development were limiting his growth potential.

He was on the cusp of hiring an estimator, a pivotal step he acknowledged was essential for his expansion. What we did next was a game-changer. We identified his ideal clients and devised a strategy to connect with and convert them.

Do you want to know how we did it? Listen to this episode to find out.

This case is a great example of what can be accomplished if you have the right processes in place and if you work on them properly because, fast forward two years, his revenue had soared to an astounding 10 million. The highlight? At the 18-month mark, he'd already achieved remarkable growth, boasting new hires and additional divisions. He attributed much of his success to our collaboration and the systems we'd implemented.

One fascinating element of this story is how he seamlessly integrated new estimators into his team. Using our training videos, he effortlessly brought them up to speed. This technique isn't unique; it's a testament to the power of structured training. It also underscores the idea that sales can be taught, even to individuals who might not have a natural inclination toward it. But here's the catch: the willingness to learn and embrace the role is crucial.

Now, if you're wondering what we do at Master Dealmaker Secrets, let me break it down. We're in the business of driving sales growth for professionals and business owners worldwide. Our proven approach revolves around three key drivers. First, we guide you in crafting a compelling message that resonates with your target audience. Next, we help you establish a direct route to the 20% of clients responsible for 80% of your revenue. Finally, we unveil strategies to double your lead-to-client conversion rates. Curious?

If you're ready to level up, head to JohnBlakescall.com to explore how our application-based program could be your next game-changing move.

So, if you're facing reluctance within your organisation to step into sales roles, remember this: while not everyone may have an inherent talent for sales, with the right approach and training, competence can be cultivated. However, the desire to take on such a role must be present; trying to force it can lead to frustration and inefficiency.

This man's transformation from a quiet carpenter to a savvy entrepreneur is a testament to this principle. If his journey intrigues you, if you're hungry for strategies to elevate your sales game, I invite you to stay tuned for our future episodes. Keep learning, keep evolving, and remember, the next big opportunity might be a conversation away.

Thank you for joining me on this episode. Until next time.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today's episode is packed with valuable insights on how you can generate cash right now by optimising your sales. I can't wait to share these strategies with you, so let's dive in.

First off, we'll explore three powerful ways to boost your revenue. The first method is straightforward and surprisingly effective: increase your prices. Many businesses fear raising prices, fearing it might impact sales negatively. But I'm here to tell you that a 10% price increase is unlikely to have any significant effect on your sales. Most businesses are likely not charging enough, so this simple adjustment can go straight to your bottom line, boosting your profits without much effort. We'll delve into the reasons why this works and how it can help your business thrive.

Next up is the art of following up. If you've sent quotes to potential clients who haven't made a decision yet or have leads that you haven't contacted, you might be leaving money on the table. I've developed a proven system that I'll share with you for following up with potential clients effectively. You'll be surprised to know that many businesses only contact a fraction of their leads, missing out on significant opportunities. I'll provide you with valuable tips on how to engage with potential clients multiple times without being pushy, ensuring you don't miss out on potential sales.

But that's not all; I have some exciting news for you! For the first time, I'm introducing the eight-week Sales Mastery Certification program. It's designed for sales professionals, entrepreneurs, and anyone looking to boost their sales skills and results. Whether you're an individual salesperson or running a business, this program can help you master the art of high-converting sales techniques that have generated millions in extra sales. Plus, it's perfect for those seeking to support premium pricing strategies. If you're interested, hit the contact form at [email protected] to get more details.

The time to take action is now, and I'm confident these strategies will make a significant impact on your business's success.

Thank you for tuning in to this episode. Your success is my priority, and I'm thrilled to be your guide on this journey. Stay tuned for more valuable insights, and remember, the best deals are yet to come. Cheers!

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.