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'm really excited because we are going to be talking to Ben Wolff from Wolff Energy Solutions. Ben has been a client of mine for over 12 months, and his business is a real inspiration.

He has built a trades-based business upon core cultural values, and the lessons and the growth curve that he's been on over the last seven years are certainly a great example for anyone that wants to grow or scale a business.

Ben started his apprenticeship with a tier-one company back in the day, doing commercial construction projects. He finished his apprenticeship with them and then spent a few years as a tradesman.

He just generally felt unappreciated there, like everyone was a number, falling on deaf ears. Ben was working a lot of hours, but his contributions meant nothing to his superiors.

All of a sudden, everyone stopped caring about anyone so, Ben didn't like that, he needed a change. He didn't really have a solid plan at the start when he made the leap, but he knew he just couldn't keep doing what he was doing. He knew he could be a much better boss than what he was experiencing in construction.

So, when he started his company, he knew very well that one of the core elements of Wolff Energy Solutions had to be culture; he knew he had to build his business upon a work culture able to provide a healthy environment for everyone involved in the business.

Today, Ben is going to share with us today what are some of the philosophies that have contributed to the success and the growth of his business; what role has coaching played in the growth of his company, among many other relevant aspects of scaling a business.

Listen to this episode to know what the keys to successfully growing a business are, this was a really valuable conversation and I know you are going to get a lot out of it, especially if you are currently building your own business or thinking about doing so.

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, I am going to share with you the top 5 personal development books that top salespeople own, that others don't.

One of the keys to becoming a really good business professional or sales professional is you need to have resilience, and you need to have a really solid foundation of personal development.

Why? Because you are going to experience rejection, and you're going to experience things that don't go so well, there's no other way around it.

You need to have a good coat of armor to be able to bounce back fast from those situations, but most importantly, to have them affect you the least, and in my experience, these books are such a key part of that.

The first one of them is Your Erroneous Zones by Wayne Dyer. Believe it or not, I read this book when I was 13. I don't know whether I'm a freak, whether I could sort of digested all of that at 13, but it became the foundation; this book was the catalyst that put me on the personal development journey.

The second one is Psycho-Cybernetics. It was written by Maxwell Maltz, an unusual guy to write a personal development book because he was a plastic surgeon at the time.

He discovered that he would get all these people that would come in and want some plastic surgery done. He would perform the plastic surgery and then what would happen is that, once they healed, they would look at themselves and a large percentage of them wouldn't see any change.

So, what he started to look into was how people viewed themselves, this whole idea of self-image. The best thing about the book is that it talks about manufactured memories, and it talks about the theater of the mind, and how you can influence future events positively through visualisation.

Of course, there is a lot more to talk about these books than what I'm sharing with you here, and we haven't even gone through the whole list. So, listen to this episode to know what these 5 books are, what are the lessons they teach, and why I think they are incredibly valuable.

These 5 books have helped me a lot in my career and I know you can find them just as useful as I do.

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 153 of the Master Dealmaker Secrets Podcast, I am going to tell you how and why I got into sales.

I have had a number of people ask me this over the years so thought I would share it with you. I didn't actually start with an intention to get into sales. It wasn't what I wanted to be when I was young. In fact, I was a competitive surfer in Western Australia when I first got into sales, a guy from the company that sponsored me invited me to work for them.

I accepted, and once I started working there, I would find myself constantly looking for feedback. I used to go to my boss and ask him frequently, "How am I doing?", "How am I performing?"

I was always looking for feedback and felt like If I could get more input, it would help me to become better.

And this later became the motivator for wanting to help other people and give them a way to become better at sales faster.

Unfortunately, there are lots of issues around sales and one of the biggest ones is the big proliferation of salespeople or sales teachers that teach a dysfunctional process. A process that creates dysfunctional salespeople that give the industry and salespeople themselves a really bad reputation.

These people teach this aggressive-type approach that may seem to work on one or two occasions but that doesn't really solve any problem for the people that came in.

If you don't help people, if you don't serve people, that reputation goes out into the world, then it comes back and ends up biting you in the bum.

For me, the thing that I really love about sales is that you can be instrumental in changing and improving somebody's world, in helping them to make a decision that will benefit them. And that comes with having the right intention and having the right set of philosophies around what it is that you're there to do.

So, listen to this episode to know the whole story about how I got into sales and to learn some of the things I've worked out over the years that have allowed me to help people in the process of becoming proficient at sales. I really hope you enjoy it and find it 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.

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 five reasons why a client will not buy from you.

These are the five things that you need to check off, that are really important in terms of somebody making a decision to take the next step.

This is really interesting because most people think that the main consideration on why people either buy something or don't buy something, is how much it costs. And this isn't true, there are a lot of different reasons why somebody won't buy.

Money's absolutely a consideration, but If you use the framework that I teach, you will have a process that allows you to uncover a big enough problem, such that the actual investment in you, at least from a monetary perspective, looks small by comparison.

Time is another very common objection. "How long will it take for me to get a result?", "What is my time investment for this particular purchase?"

These may be the two reasons most people think about when they hear about sales objections, but there are more, and more diverse things to be aware of if you want to mitigate the power these reasons have over people.

It is incredibly useful to be aware of them because you can then recognise what the issue is with a particular client, acknowledge their concern, and adjust your approach to minimise the impact of any objections they may have.

Listen to this episode to learn what these five reasons are, and to learn a framework that will help you in your written communication, and conversations with clients. Don't miss it, I know it will be really valuable for 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 this episode of the Master Deal Maker Secrets Podcast, we are going to talk about some ways you can ask questions to your clients in a more elegant and subtle manner. We are not talking about any kind of question, we are talking about more sensitive questions your client may be reluctant to talk about like, how much their monthly revenue is or what is the current profit in their business.

Some people are more open to these topics, but some people aren't, and what I've seen is that if you haven't set a proper context before those questions are asked, people can misread your intentions and they'll find themselves in a very uncomfortable position.

That's why today I'm sharing with you some alternatives. You will be able to soften those questions so that your client doesn't feel like they are in an interrogation room. The whole idea is to help you establish good communication with them so you can ask for the information you need without it having to be an uncomfortable situation.

Softeners are the things you put before asking a question that can make that same question come across and be received in a less confrontational way.

These softeners make the "uncomfortable" questions a bit less aggressive, and a little bit more likely to slip under the radar so that you don't make someone think, "Hmm, I don't really want to answer that".

Listen to this episode to know what these softeners are, they are a really powerful tool to use whenever you need your clients to give you crucial information about their current situation. They are incredibly useful and simple, trust me.

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 discuss what are the things that you have control over in sales and what are the things that you simply can't control.

This is a very important topic because often people assume they can implement their sales process in a way that guarantees success with any given client. You may be able to increase the chances of success, but there are some things that are unpredictable.

It is very common for people to think that they do have control over who buys and who doesn't. Let's set things straight once and for all, you don't have control over that! Nobody does!

You can't imagine how many times I thought "oh, these guys are definitely going to buy" and they didn't; you have no idea how many times I've talked to people that seem very cautious or very uncertain about buying and they ended up doing it, who'd have known!

The point is, you cannot control WHO buys and WHO doesn't, but you can control so many things around that same situation.

Let's say you don't have a framework that you're using, but let's just say you talk to 10 people. What I know is that an average of about two to three people out of those 10 people are going to buy.

That's why you use a framework, to have a proper process that increases your chances of success. Even then, you will not know who is going to buy and who isn't, but you will make sure you do everything that is in your power to get from having two or three people buying from you to having up to seven out of every 10 people you talk to.

Listen to this episode to learn what you can do to improve your process and to identify what are the things you just can't control in sales conversations. I know it will give you some peace of mind if you need it and it will also help you get better at sales by working on key areas.

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 Counterintuitive Sales Questioning. What is that? Basically, they are questions you ask your potential clients when having a sales conversation that aren't common, that are unexpected.

The Counterintuitive approach has a really interesting effect on your potential clients because, most of the time, they are expecting to have a usual sales conversation with you. For them, you may just be another salesperson that is trying to sell them something.

That's where you are going to shine because you are not going to ask the same questions everyone else asks, you are not going to respond in the same way as everyone else.

You will cause a sudden clash between what they were expecting and what ends up happening, and that is a good thing!

In a sales conversation context, there are two ways that you can phrase a question. You can answer the question first, and then say to the person, "Would that be useful? is that the sort of thing you had in mind?" Or you can ask the question and the person can actually answer it.

Rather than answering the question for them, and then asking them a question that confirms what you said, the best thing that you can do is ask a question that elicits the response that's actually right or real for them.

An example might be saying to them, "so, why is it that you want to get better at investing?" The person is going to tell you, "Because, you know, I really want to be able to set myself up for later on in life so that I can retire earlier, and so that I can take my family traveling".

That is a so much more powerful response than answering your version of what you think that they should want, and then phrasing your question with the sole intention of getting a yes.

Listen to this episode as we dive into the counterintuitive questions you can make to differentiate yourself from your competitors whilst making sure your clients get the most value out of your product or service.

I'm also going to share with you three great examples that illustrate how helpful these actions can be in a sales conversation so, 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.

Today we are going to be talking about one of the most crucial aspects of success, how you can build a winning morning routine.

The premise is that success leaves clues. If you have had a recent powerful day, there will be a series of things that led up to it.

So, I encourage you to do this exercise with me. Recall an example of a really successful day, you might have had great conversion rates, you might have had lots of energy, maybe your potential clients were reacting really well to what you said to them. Think of one day.

Look at what was happening leading up to that day. How much sleep did you get the night before? Did you eat breakfast that morning? Did you exercise that morning? Did you meditate? Did you read? What did you do?

Sleep is key, and the more research that goes into sleep, the more they are finding how important it is. They recommend eight hours of sleep, if you can get eight hours then you're doing well in that regard, but what else does it take to build a great morning routine?

Listen to this episode to find out. Learn where to look and where to make changes in your daily life so you go from having one or two great days in a week to having all of them.

I know this is going to be a really powerful episode for you and I can't wait to share all this information with you. Remember that even small changes can have a huge impact on how you feel throughout the day and how you perform.

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 11 things that motivate people. These are the things that really make people take the next step and make decisions.

First, there is a number of reasons why people make decisions, but today I have a list in front of me that I want to go through with you. It really kind of covers almost anything that you could potentially want to sell in terms of people's motivation.

Let me give you some of the things this list covers:

The first one is a very common thing, in general, people aren't as satisfied as they could be. People are always looking for the next thing, the next best thing, how can they take things to the next level.

In fact, I think the split is about 70/30. About 30% of people are moving toward a better day while 70% of people are making decisions to avoid something that they're trying to escape from.

Let's talk about another important thing. Most people only have a moderate amount of self-esteem. It is very hard for some people to accept and take ownership of who they are, and there is most definitely some motivation in there for businesses to work with.

For instance, 2/3 of women and 1/3 of men don't like the way they look. So, if you're selling some sort of weight loss thing or gym memberships that's a very important thing to keep in mind.

The fourth thing that motivates people to make decisions is that nearly everyone worries and has a deep-seated fear of rejection. Anything they can do to avoid being rejected by others is another profitable business model.

Listen to this episode to get to know the full list. I'm pretty sure the things we are going to talk about here fit any business.

We will refer to these 11 points in the future because I think they're really pivotal in some of the pro sales process stuff that we talked about on the podcast.

What I would love to know though is How do these things apply to your particular product or service? have a listen to this podcast and let me know.

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 146, I'm going to cover something that I haven't yet because it is a bit of a subtle strategy. It is both simple and powerful and one you probably haven't heard of.

Have you ever considered how you should position yourself physically according to your prospect?

Whether you are in a one-to-one sales meeting, or you're presenting to a group of people it's important that you set yourself up with every advantage - and where you position yourself can give you that edge that psychologically gets your prospect to experience you they way you want them to.

So, here's the scenario, you are doing a presentation in front of a group of people, you're meeting somebody for the first time, or you are meeting somebody to have an actual sales conversation. As a rule of thumb, keep your client on the right of you. The reason that you do that is because what it does is that it engages the left-hand side of your brain.

The reason is it allows you to think and process what it is that you do in an analytical way, right in a logical, analytical way.

So if you are meeting somebody for the first time you shaking someone's hand, you want to be on the right of them.

If you are sitting down having a sales conversation with them, you want to be to the right of them. If you're doing a sales presentation, you want to position yourself from the audience's perspective on the right-hand side of the room. Because that allows the people in the audience to experience what you're what you're doing, and what you're saying in a logical way.

It's an optimal way to arrange yourself from a physical perspective, when you are dealing with a either a one-on-one conversation or a group of people.

Take a listen to get more of the details and possibly even close more sales.

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.