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're going to talk about how you can find out if you are in the front running position to win a sale.

Here's the scenario; you have been contacted by somebody, and they have requested that you send through some sort of a proposal. You're trying to work out whether this is worth your time or whether you are doing what's sometimes referred to as the bad singles dance, lining up only to be compared on price and commoditised.

I find extremely interesting that about 95% of request for proposals go absolutely nowhere. The way that this typically goes down is someone says, "okay, we need to talk to x type person, we need to get somebody in to do this particular job", or "we need to call somebody and buy this particular product".

What happens most of the time is that this is tasked to an executive assistant, a lower-level type employee, or a middle manager, etc. The list of people who could be tasked with that particular job is pretty long, but the important thing to consider here is, what are they going to do to complete such a task?

Firstly, they're going to say, "who did we buy from last time?" They're going to ring that person and say, "Hey, I know we dealt with you guys last time, can you send us a quote for x, y, z?"

But here is where things get complicated because in most cases, the instruction that they would have been given is to get three quotes. So, now what are they going to do? They've got the person who did the work last time, and now they've got to get two other quotes, probably by doing a Google search.

So, the question that you should ask is how do you know if you are actually in the front running? Or if you are just window dressing for the person that they're going to choose anyway?

Listen to this episode to learn how you can identify whether you are just wasting your time, or whether you are actually being considered as the primary option. I know this is going to be incredibly valuable for you, and honestly, I can't believe I haven't talked about this previously because being able to make this distinction will save you a lot of time, money, and stress when doing 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.

Recently, I have been talking a lot to people about price objections. I find that it's pretty common to have issues with this matter, and today I want to share with you four reasons why you are experiencing pushback when it comes to your fees.

The first one is, you haven't uncovered enough value. People will not be prepared to spend any more money than what they perceive as valuable; I know value itself can show up in a number of different ways but as a very global-type statement, this is a fundamental reason that you're getting pushback on price.

The first way that it shows up is you haven't uncovered enough pain. If there isn't enough discomfort in what the person is already doing, they won't see the point of doing anything about it.

Human beings are really interesting characters, they will not move from where they are until they become uncomfortable enough to do so; you probably have already thought of at least one moment in your life where you did make the move to either get yourself out of a problematic situation or to simply be in a better place than where you were, it wasn't a smooth journey, right?

So, if a person doesn't realise the cost of doing nothing about their situation, they're not going to take the next step. It is very unlikely that they're aware of how big their issues are but that's when you come in, to make them see that doing nothing is actually costing them more than making something to fix their problems.

Listen to this episode to know the four reasons why you are getting objections on price. I'm sure you'll get a stack out of this episode because it will help you build a reliable and profitable approach to work with your clients.

I'm sure you'll get a stack out of this episode because it will help you build a reliable and profitable approach to work with your clients. If you need any further help with this or any other matter you know where to find me, I'll be more than happy to talk 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 this episode, we are going to talk about five situations in business where sales training doesn't work and what to do about it.

It may seem very unusual for me to be talking about this subject today, especially, since we just went through the importance of training, and the differences between generic and customised training last week.

However, it is essential to evaluate every situation and determine if sales training is the way to go, or if it'd be a waste of time and money.

To illustrate my point, one of the situations where investing in a training program is a bad idea is if you have high staff turnover.

Often companies will come to me and say, "we need to do some sales training"; I ask them, "how long have these people been with you?"

If they say, "Oh, we've just replaced everybody", that's an alarm bell! That says to me that there is a cultural problem that needs to be fixed as soon as possible. What is the point of training a team if they're not going to stay?

The problem might be bigger if there's a pattern; if you've got more than 60% or 70% of your team turning over every year you should really take a closer look at what's going on in your business. Remember, people don't leave businesses, they leave bosses.

Besides a cultural problem, you may have a recruiting problem or a systems problem. If you've got high staff turnover, there are definitely some things that must be taken care of before you actually invest in sales training.

Today, I am going to share with you five different situations where hiring someone to train your team is not the best option. Listen to this episode to identify if you can relate to any of these scenarios, and if that's the case, you will learn what to do to fix the issues you have so that you can eventually maximise your results with great sales training.

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 the difference between generic sales training and customised sales training.

I want to start by saying both are useful, but generic training can only deliver up to a point. A generic sales process would be something you learn from somebody who didn't really have a specific niche. It's basically a one-size-fits-all; the person that you have learned it from has essentially applied this particular process to different people, whether they were butchers, bakers, or candlestick makers.

I've noticed that this kind of sales training has derived from car salespeople training. It's basically what they teach those guys, and it's a really good system… if you are selling cars. The thing is, it is sold to other niches under the assertion that it'll work for everyone, which it doesn't.

Despite the fact that this is not a tailormade process, having a generic sales training is better than having none at all. But there is a challenge that is elicited with generic training that customised sales training does not have - it's quite common for this kind of training to be badly received by trainees. If it is not relevant to what they're selling, they can switch off and feel absolutely alienated because they don't see any real application for it in their industry or situation.

Some people may be able to put the pieces together and build connections. They can take a principle and they can see how that applies to their industry, but if someone's brand new, it's hard for them to build that bridge because they don't have a clear understanding of sales.

The second scenario is a customised sales program. That one can go so much further than a generic one. Trust me, because of its effectiveness in educating sales teams with industry-specific applications, it can rapidly turn around mediocre sales teams. This is what I specialise in with my clients.

Listen to this episode to learn what the advantages of a customised training program are and to understand what separates it from generic training. There are a million different options on the market right now and it is essential for your business to have a process that helps you reach the goals you have set; I know this episode will help you see a wider picture in that regard.

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 be talking about an incredible success story in which we were able to help a business grow by $15 million over three years.

The guys that run this business came to me one day because they saw me speak at an event. They have a manufacturing business, and their product has a rural, mining, and oil and gas application to it.

What was happening is they were getting a heap of leads, mostly because they are great at marketing and invest a lot of money in it. Even so, the number of clients that were converting into paying clients was a lot lower than it should have been.

The first thing that we did once we started working with them is we looked at how they were engaging leads. Effectively, what was happening is that they were getting an email from a potential client asking for a quote for a product, and they would just email them back with the quote attached.

We stopped doing that, and we rang them first. Within that conversation, we could add value, we could make sure that the clients were ordering the right product for their particular situation. Plus, we could suggest other items that they might need.

What we did in that situation was work out leverage point number two in the seven leverage points that I work on with clients. Just by making that change, they saw a huge increase in conversion. Guess what happened once we devised all seven leverage points according to their needs?

Listen to this episode to know how we worked with this company to get them to the point where they are now.

What was it that made the difference? They have been very systematic and very consistent. I'm sure that if you look at your sales process, and if you look at those seven leverage points, you will find ways that you can improve your conversions too.

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 the three most useful resources to fix your mindset.

Mindset is such an important thing, and it is really at the core, and at the foundation of all good sales outcomes. Why is that? Well, in simple terms, your certainty will overcome your potential clients' doubt. Put even more simply, you cannot give away what you don't already have.

If you want to have great sales outcomes it is imperative to get up to a point where you are a 10 out of 10 regarding a couple of things: in terms of how you feel about yourself, in terms of how confident you are, in terms of how you feel about the product that you sell, and in terms of how you feel about the company that you represent and their ability to deliver on the promises that you're making to your clients.

Have it any other way and you will definitely be compromised.

Think of this scenario, you've got a benign brain tumor, but you need to have your brain operated on to have the tumor removed. You go and see a couple of different surgeons; the first surgeon sends you off to get some scans down of your brain and when you come back with your brain scans, he or she looks at them and says, "Yeah, I think we can get this out. And I'm reasonably confident that you'll return to your normal activities and have 100% mental recovery and acuity after the surgery."

You then go and see surgeon number two, who says, "Yep! I've actually have done this surgery 100 times before, we will have you in and out of surgery within a week and you will be resuming all of your normal activities and have 100% mental acuity within two weeks' time."

Which surgeon are you going to go for? The answer should be pretty obvious, only one of them is certain.

The same thing happens with your clients; they are buying certainty from you, but you can't have certainty until you fix your mindset. That's why I wanted to make this podcast and share with you three amazing resources you can use to fix it.

Listen to this episode to know what they are and how they will allow you to address some of these mindset foundations that you really need to have in place so you can be a 10 out of 10 in everything regarding 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.

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 be talking about the sales and influence continuum. Very interesting topic, especially if you're in the process of working out which clients you want to deal with in your business.

I've been in sales for 33 years, and I've been teaching, coaching, and training salespeople for over 17 years. Over this time, I have made sure to be ultimately aware of everything that's out there around sales, persuasion, and influence.

I have read, watched, and listened to all the best sales training courses out there, and by now I have pretty much road-tested everything that I've learned. This has allowed me to work out a couple of things.

One of them is that the rabbit hole really does go down as far as you want to take it around sales training influence. And here's where it starts to get a little bit blurry in terms of the two ends of the sales and influence continuum.

On one side you have got a situation where you are convincing, persuading, maybe even hypnotizing people to do business with you. How you responded to those three words will probably determine what end of the spectrum you're on because, at the other end of it, you've got a process where you understand someone's situation and then you are eliciting what is inside to facilitate a process of change for that particular person.

These are the two extremes, but there are techniques and philosophies that can be located anywhere along the continuum. Bear in mind that any of these methods used to get people on board has its own results and consequences.

Listen to this episode to know what the different outcomes are and to define what will work best for your business.

As I said, I've road-tested every single thing I've learned, so I know what it takes to have a process that works, that makes people refer clients to you, that allows you to build long-term brand awareness, recognition, and loyalty. I know this episode will help you have a better understanding of the importance of how you deal with people.

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 is a really special day because Jade Green is on the show with us.

Jade has built an international reputation as a hard-charging, rule-breaking, high-performance serial entrepreneur, speaker, and coach.

She hosts the surf and business podcast Barrels and Business, she's a transformational teacher, bestselling author, learning junkie, spiritual being, adventurer, certified trainer, and facilitator for Mindvalley and The Genius Group.

As you can see, her background is pretty impressive, and I am thrilled to have her on the show because she is going to share with us some incredible information about how to build a kick-ass team.

We have already talked about hiring, building teams, and building culture in previous episodes but believe me, Jade just takes this to a whole other level!

She is going to share with us how she has been able to help purpose-driven business owners, entrepreneurs, and coaches to scale their companies so they can achieve the impact they deserve by creating productive and profitable teams.

She knows how important is to have all the elements of a team working properly; as she says, "For those of you that are looking to build your teams you'll be glad to know that profitability and productivity is a great side effect of having a happy team."

There's so much that Jade has got to tell us, and I know it will be eye-opening for you in at least a couple of ways. It's only a matter of whether you're ready to build an awesome team that can take proper care of their responsibilities so that you can dedicate your time to what deserves it the most.

Listen to this episode to learn what it takes to build it. Trust me, this is incredibly valuable! I've learned so much from Jade and I know you will too. We are actually going to do a part two in the future so, stay tuned for that as well.

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.

We are all aware of the massive impact this current pandemic has had, both on a personal level and on the global economy. I know some businesses have been struggling a lot, that's why today we are going to talk about three things that you can do to stay competitive if you are currently in a place where you don't have access to your customers.

Unfortunately, this is happening for a lot of people at the moment, and I doubt that this is going to be the last time that we see it happening. These are very powerful things you can do to be proactive in this type of situation.

The first one is revisiting your offer. Come up with some new ideas as to what you can present; it might be a contextual offer, in terms of what's going on right now. It could also be a different take on your existing offer, the important thing is to come up with some different ideas and ways to support your clients.

Sit down and think of some different offers that you can make to them, different problems that you can solve for them, different things that you can add on to what you're already selling. You could provide something that enhances the existing purchase, something that complements it, or something that protects it. Get creative with it!

This can make a massive difference on its own, but there are some other things you can do to maximise your results.

Right now, it's a good moment to revisit your target and get a clearer view on who you can add the most value to in the market, who is it that you can best serve. In fact, despite everything, this is a great time to do anything you didn't have time for before.

Then we have your mission, which is just as important as your offer and your target. Get clear on it. It is the thing that will motivate you in times where perhaps things don't look very good.

Revisiting these aspects will give you a massive advantage, and this is just the first of three things you can do that I am sharing with you today. Listen to this episode to know what the others are and how they will help you make the most out of this current situation. These are key areas to look at and optimise if you don't want to be left behind.

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.

Recently I was looking through my book High Stakes Selling and I arrived at this particular chapter where I talk about a conversation that I had some time ago with one of the biggest sunglass chains in Australia at the time.

There was a lady who worked as a buyer for this chain that had been in the industry for a long time and certainly knew her stuff but had a bit of a reputation of being a tough nut to crack.

It seemed near impossible to get into that chain.

As you can imagine, a lot of companies really wanted to get their products into this store, and in front of their thousands and thousands of customers. Instead of just wishing or "trying" to get a deal, I managed to book a meeting with this lady, hoping to make the deal.

The guy that I worked for knew her through a previous company that he represented, and he said to me, "All the best, but don't be surprised if she shuts you down". The guy that had been in the role before me also knew her because he had a couple of meetings with her, they pretty much reached deadlock on every occasion.

These guys were a huge account, and our product was selling really well, it was growing quickly. We were already dealing with a lot of surf stores, but we weren't dealing with mainstream eyewear-type clients and that was the reason for setting up that meeting.

So, we started what was a very polite conversation, and it was going great... or so it seemed, up until a point where suddenly, things took a turn for the worse. Somehow, we ended up arguing about a completely irrelevant matter to our purpose, and I could see that the conversation wasn't going anywhere good.

What was the outcome of that meeting? Eventually, we mapped out an opening order for sunglasses for their national eyewear chain, which included their over 200 stores!

Listen to this episode to find out what I did, and how, what seemed like a very unpromising encounter, culminated in closing one of the most profitable sales I've ever been involved with. I know you'll get a lot out of this story because there are key lessons in it that can apply to so many situations in business development.

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.