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.

If you want to be successful at sales, you have to be well aware of a lot of things. You have to know about the product or service you are selling, how it does what it does, you have to know how you can effectively provide solutions for your clients, etc.

Of course, there is a huge plethora of ways you can approach sales, some may teach a more personal and engaging way of doing things, some may be greedier about it, and some may be more ethical than others, however, they all need to follow a certain logic able to withstand the principles that are been taught to salespeople.

So, there are a lot of things that can be taught about sales, and today I'm really excited because I was thinking about what lessons, and books have made the biggest difference for me in my personal development, and in my business.

I've been coaching now for nearly 20 years, and I've been in sales for over 35 years. And there have been a handful of books that have had a massive influence on me, and my ability to grow my own business, but also my ability to grow my client's business.

So today I'm going to share with you one of those books and we are going to talk about it, this one is an absolute gem, it is called The Ultimate Sales Machine by Chet Holmes.

Sadly, Chet Holmes passed away a few years ago, but there is so much in this particular book that you can apply.

This book really changed the way I thought about sales. After I read it, I felt so incredibly aware of what I was doing wrong, and what I was doing right, and I felt so ready to put all the other things it had taught me into practice.

Listen to this episode to learn what this book taught me, these may be very simple principles but they are highly effective, and if you haven't had the opportunity to read this book, I really encourage you to do so, you won't regret it.

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.

For episode 174 we have the pleasure of having Eli Wilde on the show.

Eli is the creator of Wilde Influence, a company whose mission is to empower salespeople and entrepreneurs through advanced communication skills and authentic influence.

Eli was also the top performing corporate trainer for Tony Robbins, amongst a whole stack of other things that he's been up to over the last 20 or so years.

He started out selling digital products over the phone, but he wasn't good at it.

After that, Eli had a brief acting career and he actually almost ended up being Superman in Superman Returns. He trained for the role but he didn't get the part. However, Eli himself looks back and realises he didn't put all of his efforts into his acting career.

He gave up on acting and went back to his job, where he finally was doing well. He finally got to a place where he was good at sales because he just put all of his time and energy into that because of his livelihood.

It was then that he met Tony Robbins, and believe me, he was determined to meet him once he attended one of his events. He pretty much harassed Tony's company by calling them about 200 times in a period of two weeks.

He got a job there.

After a few years of working with Tony, he was doing well. He would travel and promote Tony's events. Living in LA for a few months, in New York for a few months, etc. He was on the road for 50 weeks a year.

This job gave him a lot of experience and knowledge about sales but also, about himself, so in this episode, he is going to share with us some of the things he's learned that changed his life for the better.

Listen to this episode to learn more about selling from the stage, selling one-on-one, the importance of follow-ups, the importance of having a belief in what you sell, the importance of being sincere in sales, tools for persuasion, and many other lessons he's learned over the years.

I found this conversation incredibly valuable and I know you will too. Don't miss it.

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.

Getting in front of decision-makers from companies that you'd love to work with is a huge deal.

Not only are you going to be introducing yourself and your business to them, but it also may be the first time they ever talk to you and you have to make a good impression.

This is your chance to engage with potential clients and make them interested in you and your product or service. Many things can go wrong, and they certainly do, but sometimes even if you think you are prepared, you might experience the unexpected.

Let me tell you a story.

I have a friend who lives in Canada who has done a lot of personal development, heaps of sales, and training, and has learned from all of the greats in terms of sales training. He certainly knows what he's doing and he is great at his job.

He once had the opportunity to talk personally to a key decision-maker from a big mining company. He thought he was well prepared and he started to talk this guy through his process, and he was just pulling out all the stops, using all these strategies he knew.

However, he wasn't ready for what this guy told him.

He said to him, "I'm just gonna have to shut you down there. Because I like you, I want to work with you. But if you're gonna keep carrying on like this, it's not going to work... you have to stop that stuff, let's just have a conversation".

This feedback was such an eye-opener for him, and in this episode, I'm going to share with you the two most important lessons that this story teaches us.

My friend learned a lot from this interaction and I'm sure you will too because it illustrates how important it is to see the bigger picture and to understand who is in front of you and how you can engage with them.

Listen to this episode to learn what these lessons are, and to avoid being in the situation my friend was in before any potential client has a chance to point it out to you.

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 172, we're going to talk about the three most important things to consider if you are thinking about changing industries.

This is such an important idea because there is so much changing in business at the moment and often you can change industries and do incredibly well with the same skill set. A lot of people don't understand how transferable their skill sets are.

Back in the day when I used to work for a sunglasses company, there was one guy who was part of the team who was really good at what he did.

I had a conversation with him and I said to him, why don't you look at going into a different industry? He looked at me and just said, "Look, I just couldn't do it. I just don't think I could do it. I really don't feel like I could work in a different industry. This is all I've known."

And I remember saying to him, "what you need to understand is that there's not that much difference from industry to industry."

And the reason that I know that is that when I first started this consulting business, I was niched in the action sports industry. And for the first five years, they were the only clients that I dealt with, surf shops, surf wholesale businesses, and importers, and then I gradually started to go into different industries, a lot of them.

What I learned is that you are not going to see that much difference between industries other than the type of product and perhaps some nuances and some different ways that you need to talk about that particular product or service. Outside of that, it's not that different.

However, there are some things you need to know if you are going to switch to a different industry, that's why in this episode I'm going to share with you the 3 fundamental things you should consider when changing industries.

Listen to this episode to know what they are so that you can face any new and exciting challenge with a clear mind and with tools that will help you make the most out of any situation, regardless of the industry you are in. Don't miss it.

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 171 we are going to talk about flipping the script on building sales with one of the best performance coaches out there, Mick Hawes.

Mick is a #1 best-selling author and coach that's most known for guiding builders to increase their productivity, profitability and their time freedom to enjoy the benefits of their hard work.

Over the last 25 years Mick has been a performance coach, he's worked with top athletes such as US Open winner Samantha Stosur, as well as small and large businesses.

Mick strongly believes that he's found the foundational areas that create success in both sports and business, and in this episode, Mick is going to share with us his incredible knowledge about this and other topics.

We are going to talk about the unique approach Mick has with his clients, how it works and how it has helped them grow their business exponentially while also providing them with tools to value both themselves and the effort they put into every project, not only the final result.

Mick teaches particularly interesting and effective methods that we are sure you are going to love, and the things he has learned over these 25 years are so valuable that they apply to every business, discipline, sport, etc. Anywhere where performance is key.

Listen to this conversation because we cover a lot of ground here. Especially if you are in the trades and construction business, you cannot miss this episode, you are really going to get a stack out of it!

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.

2022 is coming to an end and what a year it's been!

I'd like to personally thank you all for listening to this podcast throughout the year and for all the awesome feedback I've received from you.

Given that this year is almost over, I thought it would be a great idea to look back and make a top 10 list of the best episodes of the year.

The criteria I followed to determine which ones were the best was to take a look at how many people listened to and downloaded every episode. This was very useful because I could see what were the topics that were more valuable to you and to your business.

You can think of this episode as a cheat sheet for you to get to some of the gold that we've covered this year.

Listen to this episode to know what people found to be the most relevant information for their particular needs, I know that you can find it just as valuable. And things just got better for you because now you have a quick way of accessing this information.

Once again, I really want to thank you, I very much appreciate you listening to Master Dealmaker Secrets and I assure you there is a lot more where that came from this year so, stay tuned.

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 this episode, we are going to talk about how to hit goals using the power of accountability, specifically how you can leverage it to get more things done and to achieve your goals faster.

I'd like to start by sharing some research with you which I think will stand to reason.

There is a study on accountability by the Association for Talent Development in which they found that individuals have the following probabilities of completing a goal by taking the following actions.

The first action is that they've got a goal. And they say they've just established that they have a goal, they've probably just formulated the idea and it's something that they want to do, it's on their list of things to do.

The research said that there is a 10% likelihood that that particular person will complete that goal.

The second one is having the goal but consciously deciding that you will do it. So that is making a decision in your own head, that you will get that particular goal completed or you will get that particular task done, there's a 25% likelihood that that particular goal will be completed.

But there is a third action you can take to accomplish what you want. With this action, you can expect a 40% likelihood that you will complete that particular goal.

But there is more. By introducing accountability, you can expect up to a 95% possibility that you'll actually complete that goal. And here is where things get interesting.

How is this done? Listen to this episode to find out.

In episode 169, I am going to share with you the philosophy behind using accountability to hit goals and I am going to give you examples from my professional life that have taught me how effective it is to use accountability as leverage so that you can hit your goals more quickly and more frequently.

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 this episode of the Master Dealmaker Secrets podcast, we are going to talk about one of the single worst things you can say to a client.

We all know customer service is a key part of reselling, retaining, and upselling. However, not all salespeople manage to live up to expectations.

I often hear business owners saying this to clients and then wonder why their clients at best respond negatively or at worst actually get mad at them.

It doesn't take much really. If you avoid saying this to your clients you will avoid a whole bunch of grief that often goes with it.

You'll also avoid the greater chance of your client not feeling valued and leaving to go to your competitors.

Listen to this episode to know what you should never say to a client.

Avoid making the mistake many people constantly make. Listen to this short but super important episode to know what you should never say to a client.

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 167, we are going to talk about the importance of thinking big.

I'd like to illustrate its importance by sharing with you a conversation I had many years ago with one of the principals of one of the companies that I represented back in the day.

In the 90s, I used to have a wholesale agency, I represented a bunch of action sports brands in West Australia.

What was happening in the industry at that time was that we had about 120 Surf accounts. Accounts that would sell surf wear or action sports apparel in Western Australia.

However, over the years, you would start noticing more and more businesses coming in that were centrally owned, so they would have 60 stores, but their head office would be based on the East Coast.

What that meant for West Australian agents was that they would either get reduced commission, or they wouldn't get any commission at all on the sales that were made to those chains.

Anyway, I was having dinner with the owner of what was the biggest manufacturer of apparel in the southern hemisphere at the time, and I was complaining about these national surf retail chains that had recently opened stores in Western Australia.

I thought he would agree with the points I was making in terms of the negative impact it was having on the market but instead, he said the exact opposite of what I expected.

His response totally shocked me and really highlighted how small I was thinking...

Do you want to know what he said?

Listen to this episode to know what it was. Trust me, it was a real eye-opener.

I learned a very valuable lesson that day and we are going to discuss why his response was so shocking and why what he said was so valuable, and also enlightening for me.

This episode will help you see what are the opportunities that you're not thinking about, and it will help you think about some different ways that you could think about your business or your particular sales situation in a way that ensures you always keep growing, so make sure you don't miss it.

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, we are going to talk about how you can be super successful, even if you're not that good.

This is going to be super, super useful, especially for business owners or sales professionals that are looking to transition into their next role or the next phase of their growth.

Let's face the facts. There's only ever going to be a small percentage of salespeople who are absolutely on fire, in the top echelon.

The 80% - 20% rule holds for salespeople too, 20% of the salespeople out in the market are going to be responsible for 80% of the sales.

And, the reality is that you're not always going to be in that top 20%, you're not always going to be the best salesperson in your particular industry.

Of course, you can always give your best every time. You can become the best salesperson that you can become, but there are always going to be people that are going to be better than you and they're always going to be people that are worse than you.

That's just the way things are, but you shouldn't be discouraged.

There are always things you can do to make the most out of every situation even if you know there are people with more experience on the field than you or with a more effective skillset than yours.

So, what can you do to be successful even if you're not in the top echelon? Where should you focus your efforts to thrive even if you're not very good?

Listen to this episode to know the answer. I speak very often to people who are either wanting to get into sales; people who are in a sales role, and they're moving to a new role, or they want to get a new job, whatever it is. The advice that I give to them is the same one I'm giving to you today; I know you'll find it very useful.

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.