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.

Maybe you have dreamed about making deals with big companies, and getting renowned clients to do business with you. I know I've been there, and I also know that at first glance, those clients might seem unreachable. Let me assure you, they're not.

Today we're going to talk about the 3 quickest ways to get in front of a decision-maker; those big clients that you would ideally love to work with.

The first one, and maybe the most obvious way to get a hold of them is to get referred. All you need to do is ask somebody that you know, somebody that has a connection with your ideal client, "Can you please introduce me to him, or her?".

It is as simple as writing an email. They can say: "Gloria, please meet Stewart, he has worked with us on such and such project, he's really good at what he does, I'll leave you guys to connect." that's all they need to write.

Nowadays, there is even an Introduction function on LinkedIn that you can use to get people to know you so, getting in contact with your ideal clients is easier than ever.

In this episode, I'm going to talk about this in detail and I'm also going to share with you another two quick ways to get in front of those decision-makers; they will guide you through this process so you can make sure you do everything that's in your power to approach them in the best possible way, even when it seems like you are at a dead-end trying to reach them.

Listen to this episode to learn about the 3 Fastest Ways to Get Appointments, they have generated a lot of business opportunities for me, and I know you'll find them just as useful as soon as you start using them.

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.

It's a fact that only a certain percentage of the people you talk to end up buying from you. It would be great if you could sell your product or service to everyone you have a conversation with, but we know that is simply impossible.

There are, however, some things you can do to increase your margin of success. Today I'm going to share with you 10 reasons why people don't buy. I know this list will help you identify the loops that need to be closed in each of the conversations that you have. It will also give you the tools needed to take action whenever one of these reasons (i.e. objections) is brought to the table.

Not all of these translate to every sales situation, but if you can tick off the majority of them, you'll instantly create a bigger window of opportunity for yourself and for your clients.

The first lot that I'm going to go through with you is comprised of pretty universal reasons, and the last few are probably more niche than anything else.

For instance, the first reason why people don't buy is that you have not uncovered the actual problem that that person is looking to fix as a result of buying your particular product or service.

If that person is not uncomfortable enough to move, they'll stay where they are. Unless you uncover the pain, or the problem, or the challenge that the person is experiencing, they will not be willing to invest in fixing that thing. It is very common to see this happening.

On the other hand, there are some reasons that concern to more specific situations. If more than one person is involved in the decision-making process, and if one of them is absent during a sales conversation, it is most likely that they are going to have some troubles explaining your offer to a third party, therefore the chances of them getting the message you actually intended to communicate are dramatically reduced. It is like getting half of the decision or even less, depending on the situation.

In this episode, I'm going to expose these Top 10 reasons in detail so you can quickly recognise them and disarm them to drastically reduce the possibilities of having any of them affect your sales. So, take a listen to episode 104. It's going to really help you toughen your sales process.

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 I am thrilled because we have someone on the show that I've been wanting to bring in for a really long time. He is truly an amazing person; his name is Oscar Pellizzon.

Oscar is formally a partner of a successful boutique accounting firm; he understands very well the requirements of selling a professional service and the need to develop referral relationships that generate new business.

He has more than 20 years of experience helping businesses grow, assisting owners and staff to balance the need to perform, managing the energy required to sustain its growth.

As a trained mindfulness instructor, Oscar shares a unique skill set with his fellow Acuity colleagues, in being able to assist clients, help them cope with stressors of business, and move their businesses successfully into the 21st century.

Unfortunately, these aspects are frequently not taken care of, many businesses adopt dysfunctional habits that overcomplicate their way to success. That is why I wanted to bring Oscar to the show because it is essential to talk about the three most neglected areas in growing businesses that cause blockages, and how to get over them.

Given my line of work, I am quite familiar with working on the culture that each business builds, we've even talked about it in the past when we went over the Team Code of Conduct and the values and core behaviours that underpin great performance.

However, there are more areas where a business can struggle to grow and if you don't address those deficiencies, you'll find yourself continuously wrestling with the outcomes you produce instead of enjoying the fruits of your success.

Luckily, Oscar is here to talk about these three areas in detail and to give you elements to deal with your business's deficits, wherever they may be.

Listen to this interview to know how to take care of your business properly and to prevent it from adopting unhealthy habits. This way you are going to be able to dedicate more time to relish what you've worked for, having a well-structured system and culture you can rely on.

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 listening to somebody that is pretty well known in my industry. He's held some trainings which I've listened to in the past, however, something happened this time I heard him, I noticed something very interesting.

What I found is that he generally says really negative things about his competition. This made me think a lot because I was told since I started in this industry that you should never talk negatively about your competition.

I've known this since I was 17 years old! So, it generated a lot of questions when I listened to him talk this way.

How are people reacting to this kind of message? Is it not that bad to do such a thing? Is everything I know wrong? I had to do some research.

It turns out, there is a study on what is called Spontaneous Trait Transference. This basically means that all the bad attributes someone can find in others, once they are spoken are going to be deposited by the listener in the person who is talking about them.

So, if I said "XYZ is terrible at customer service" or "XYZ has no idea of how to do business" whoever is listening to me is going to unconsciously transfer those negative traits to me. There is no formal logic behind it but that´s how the mind works at some levels.

What I want to do is talk about the three conclusions this study led to, so you understand what is happening when someone undervalues his or her competitors in front of others.

You can be prudent enough to avoid this kind of talk on your own, but a client might want to communicate their bad experiences to you, and you can't just act like they didn't say anything. There has to be a reasonable reply from you, and that is something I am really excited to share with you today because it will save you a lot of trouble.

Listen to this episode to learn more about the Spontaneous Trait Transference and to be prepared for any given scenario where it may occur so it doesn't interfere with either your interests or your clients'. I'm sure you'll feel more confident to deal with these situations in the future.

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.

These days, it is very common to see hacks for everything. From building a coffee machine out of a lunch box to a list of a hundred things you can do to make your life easier.

There is a big list out there, and indeed, some of these hacks are more reasonable than others. While some may just be fun to do, or questionably useful, there are also quite a few things people have discovered over the years that really work, that are meaningfully helpful.

Today I am going to be sharing with you an example of the latter. It is something that I have used for a number of years, in fact, I learned it way before we started calling these things hacks, and it works since then.

It is a very simple yet valuable idea. You can think of it as a trick that you can use to improve the energy that you bring to a sales conversation.

Many people, myself included, think that sales are a transference of energy. People buy your energy; you are typically vibrating at the same level as the person that ends up buying with you. It's the whole idea of resonating, which is why the concept of rapport is important as well.

What I want to share with you is a very useful thing to do before you talk to a potential client for the first time, before you jump on a sales call, or before you jump on a zoom meeting. This will allow you to raise your energy, transfer it to others through your communication, and get way better outcomes.

Believe it or not, I had actually forgotten about this, I was reminded about it a couple of days ago, so I wanted to make sure I shared it because it has helped me a lot and I want it to be just as helpful for you too.

Join me on this 5-minute episode to know what this is all about, I am sure you'll find it very useful, and I'd be really stoked to hear the results that you get through using this trick.

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 what is a very special episode because we are celebrating the 100th installment of The Master Dealmaker Secrets Podcast. I want to thank each of you for listening and tuning in every week; it is very much appreciated to have such an incredible audience.

Firstly, I want to seize the opportunity and go over the 10 most listened to episodes of Master Dealmaker Secrets.

Of course, I'm going to give you a little bit about each episode so that you know what to expect. There are some truly valuable things there that really come in handy more than once.

Be sure to listen in to know what these 10 episodes are.

What I also want to do is make a really, really valuable offer. I know that there are a lot of people out there that offer a Strategy Session, right? What in many cases is nothing but a sales pitch in disguise. What I want to offer is a process that I put together, called a Revenue Unlock Session.

This will be a way that you can achieve 100% clarity on exactly what's happening in your sales process. If you're not converting more than about 20% or 30% believe me, there are massive untapped opportunities for you, and we can look and hone in with laser precision on exactly what it is that needs to change in your sales process to lift that up to 40% 50%. In some cases, we can even get it up to 60%, 70%, and 80%.

This is incredibly valuable, that's why I want to limit it to 20 people. So, what you need to do is go to JohnBlakesCall.com, answer a couple of quick questions, then you will go to my calendar where you can book a time for us to go through this process, and I'll send you a Zoom link for our session together.

I've also got two other unpublished resources that I want to make available to you so, listen to this episode to know how to get a hold of those as well.

I've got more guests coming up, the sales landscape is changing, and there's a stack more content that I have got ready to cover over the rest of 2021. Thank you again for listening and enjoy this 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.

Getting your message out there may seem like a pretty straightforward task, you just have to get something written down and put it out there, right?

Well, you could certainly just write some words on a piece of paper or a website talking about how great your business or your product is, giving away every detail about how it works and all the technical information around it, etc.

I know this kind of writing is quite common and I don't doubt its intentions are good, but it just won't get you any closer to engaging with people. The purpose of a message in sales or in any kind of business is not for it to just be read or heard but to create connections and getting it to do that is a rather different story.

There are so many things to consider if you want to engage with people but also, there are some really cool tricks you can pull out to create amazing writing that will get them to take the next step in your process, whatever it may be.

That's why today I am so excited to have Kate Toon on the show because she is going to share with us some amazing facts and tools you can start using right away in your copywriting to approach people in a much more effective way.

Kate is a writing entrepreneur as well as a popular coach, speaker, author, and podcaster. Her digital education business "The Recipe for SEO Success", and "The Clever Copywriting School" have helped more than 8000 small business owners grapple the Google beast and write better content, which we all know is particularly important.

She knows that sometimes people get too carried away when they write, trying to tidy up everything until it matches industry standards or until it is grammatically or academically perfect, but she is here to remind us of something essential: copywriting is all about making your message resonate.

How can you make sure your message does that? Kate is here to tell you how.

After listening to this episode, you'll have a much better understanding of what's behind creating compelling messages that really make people want to buy, you'll also learn different tactics to improve your writing and focus on the people you want to bring into your business.

She is the ideal person to talk to you about this and we do cover a lot of ground in this episode so, I know you're going to learn a lot from it and you are going to have a great time listening to what was a very enjoyable conversation.

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 your Power Base. This has been huge in the businesses that we've introduced this concept to, so, I'm really excited to be sharing this with you because building a good strong Power Base is key to moving toward bigger and bigger opportunities.

Often, I sit in on my clients' business development meetings, or their sales meetings and listen. What I hear, almost every time, are the same names coming up, over and over again. This is not necessarily a bad sign; you don't have to know thousands of people to build consistent and profitable relationships.

So, the Power Base is essentially the 20% of the people that you know that have 80% of the influence. They might not necessarily be direct clients. In fact, many times they are key influences or trusted confidants to your biggest clients; they could also be accomplished businesspeople that would have your back at any given moment.

Keeping in contact with these people also means that there's a good opportunity that they'll mention you to other people that they talk to if you're top of mind for them. That could then become people that get in contact with you. That's why it is so important to build strong relationships.

Out of the people you know, you might have 20 or 30 people in your Power Base. From here on be sure that you stay in contact with those people. Today, I am going to tell you how you can do so without going too far, as much as both parties could really benefit from building a relationship you don't want people to be reluctant even to the idea of talking to you.

I really encourage you to listen to this 7-minute episode so you know how to properly build a robust Power Base to have the connections you need to bring your business to the next level.

I can tell you from personal experience that this has been huge. Being proactive with these relationships has been an absolute game-changer in the trades and construction type businesses that I've worked with. I know they can work just as effectively for your business 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're going to be talking about sales meetings; not the kind of sales meetings where you're face to face with a client or potential client, I'm talking about the ones you have inside a business where you've got a team of salespeople, and meet with them on a regular basis.

The assumption is that these sales meetings work very well for the purpose of moving opportunities along the funnel toward actually having someone become a paying client, but often that's not the case.

So many sales and business development meetings have no bearing on sales or growing the business. They can be hijacked or blown-out in terms of admin-type queries, and admin-type grievances, among other common diversions. They also tend to be one-way traffic, so you'll have the owner or the sales manager doing most of the talking at people.

As a result, they have little to do with actual sales or moving opportunities along. This is a big problem because key actions and commitments are required to move opportunities through your pipeline. If your team's commitments and specific actions are not recorded, what happens is that in the next meeting, there's zero accountability.

There are so many things that can be done wrong, some pretty major mistakes. That's why today I'm going to talk about them head-on. I'm not just going to leave you in a lurch, rather I'm going to give you 7 specific things that you can do to make sure that your sales meetings are actually doing what it is that you want them to do.

For instance, a great sales meeting starts and finishes on time, if there are things that are going to require further discussion, they are discussed outside of the meeting, otherwise, things just get out of hand.

There has to be someone responsible for making sure that the meeting stays on track as well as someone responsible for chairing the meeting, and someone responsible for taking the minutes. One person should not perform two tasks at once.

There are some other things you can do to energise your meetings so, listen to this episode and have the tools to organise your team properly while serving your business's interests and making everybody complete the meetings clear about what they're doing and feeling good about themselves.

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 I want to talk to you about understanding buyer motivation. Though we've talked about it before, I know that what we cover today will help you understand the different situations you'll encounter with various clients. This will help you get the most out of your business relationship, however, to do so we must first go through an important distinction.

There are two kinds of measures used almost everywhere; quantitative, and qualitative. You are probably familiar with what they're used for, but it's important to take a closer look at how these work in your business.

We know that there are fundamental measures that every business must consider like conversion rates, expenses, return on advertisement, etc. - these are fundamental in keeping a business profitable and under control. We're going to dig much more than that.

What about the way someone is feeling? yourself included. Are you sleeping well? Are there any inner conflicts in the business that are upsetting the work environment? How can you measure that? There are some things that numbers cannot span that must be taken into consideration as well.

That's what a qualitative measure is for and believe me, there are situations where a qualitative measure can be as if not more powerful than a quantitative one.

Today's podcast is about an experience of mine that clarifies the relevance of both knowing this distinction as well as working from different approaches. You'll get to what's motivating a client to work with you in any given situation. This is BIG.

There are some scenarios where finding out what the numbers are may not relevant because the client is worried about something completely different. You can't just go and ask for their quantitative measures and expect that to work for every business's situation, the same goes for qualitative measures.

So, take a listen to today's episode and learn how these different measures will help you understand precisely what your clients are looking for and how to make use of them so you can properly work under any circumstances.

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.