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. Testimonials, like third-party proof, is massive. There’s a statistic that says people are six or seven times more likely to accept or believe something that someone else says about you, than something that you can say about yourself.

But what we find out is that people are either reluctant to ask for testimonials; or if they do ask someone for a testimonial, sometimes they don't know what to write. They don't get around to it or they forget. And we need a way to make it easy for them.

So, this particular approach has worked really well for me, for a number of years. I got fantastic testimonials using this particular approach. Here's the thing: you are going to be talking to happy clients and you are going to have those conversations.

What you need to do is tune your ear for when you hear a client says something that is complimentary or glowing about your product or service.

Example conversation would be:

You: How's everything going? Have you been happy with the process so far?

Client: Yeah, it’s been great. We’ve had this result. I can't believe how easy the process has been. You guys have been so easy to work with.

You: I'm really happy that you've been excited and that our services work well for you. That's so great to hear. Would it be possible for me to use your comments to promote what it is that we do?

Client: Yes, no problem at all.

You: I'll summarize the conversation that we just had in an email and I'll send it to you. All you need to do is read it, make any changes that you'd like to make sure that it's consistent with the conversation that we just had, and then if you could email it back to me with your ‘okay’, that would be fantastic.

What you should do is write the testimonial because you can summarize what they said, and send it through. You've just made it much easier for people.

The best testimonials are the ones where there is a sort of an index, where someone's being meaningful and specific. Look out for testimonials where they're saying that their sales doubled, or that they've saved X amount of money, or that they're saving X number of hours per week. It’s important to include testimonials where there's a recognizable before-and-after type shift.

It’s important to note: you should tune your ears when you hear your clients saying something glowing about your product or service. Ask them permission first if you can include what they said, to promote what you do. If they say yes (which almost all would possibly do so), send them the summary of your conversation so they could approve or make necessary changes. And there you go, you’ve got a great testimonial.

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 followup 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, we had talked with Erin Pheil. She is a BS Psychology graduate, who blended her understanding of people and technology to run an award-winning nationally-ranked web agency for 16 years. Erin's work and words have been featured in books, magazines, podcasts, webinars, news columns, and events. 

She has given keynote talks and presentations on instincts and human behavior is Kolbe and DiSC-certified and has trained with the leaders of a variety of personal and professional development programs over the last decade and a half, ranging from Sandler to strategic coach.

We look at some of the mindsets, tools, approaches, and tactics that our guests have used to put together either the biggest deals of their own career or their impact on someone else’s career. 

With Erin’s introduction, she had shared with us the story of her fellow named Philip – an amazing salesperson but did not have the confidence in him, and was struggling to do the work for himself. 

Erin and her team worked with him a couple of months and discovered that in that kind of circumstance, they need to figure out where that person is getting stuck. They found a lot of the root causes and old programming and beliefs that he had been holding onto. 

What happened next was: within two months of graduating their program, he landed a project that was bigger than the entire sum of his revenue for the entire previous year.

His mindset went from being, "The only thing I see is fear and doubt. I can't do this," to feeling unstoppable. 

Erin noted that Philip still has the same skills, knowledge, and personality. Nothing about him has changed, but that sense inside is completely different. That sense changed his thoughts, emotions and actions as he goes about each workday.

But we also discussed that not everything can fall into place. Erin noticed a pattern in her prospective clients: they don’t want to believe, at first. She found out that no matter how the conversation goes or how much information she shared with them, none of that matters if the person has that belief that “This can't work for me," or "This is too good to be true." 

With this scenario, Erin said that she remembered listening to Dan Kennedy talking about infomercials. He said that they’ve got the best copywriters, television producers, and editors. They've got the best of everything. But out of every 10 infomercials that they pilot, 80% of them fail miserably, and only 20% of them see the light of day. There's always a possibility that something's not going to work. 

When you form a belief and an expectation, it acts like a pair of glasses over your eyes. And the reticular activation system of your brain goes around looking for pieces of evidence or events that it can point to as evidence that it’s true. Same goes with how some people contradict and do not trust someone who wants to help them. 

We also talked about opportunities for improving the mindset that people are not aware of. Erin noted that our behaviors, habits, and actions are based off what we think and how we feel. And so if we try to change our habits, but we don't change what we're thinking and how we're feeling, our behaviors are never going to last. 

So what can one do to address beliefs that potentially aren't serving them? Erin suggested that people should be clear first on what it is they actually want to work on and what would really move the needle for them. 

We're made up of hundreds of thousands of beliefs. We want to change and get rid of the ones that are holding us back, and that are costing us hundreds or thousands of dollars every month. Erin added that pattern can be something that's holding us back. It can be a counter-productive emotion. 

Everyone has that little part of ourselves that doubts. Erin discussed that you can replace those negative thoughts because your subconscious programs can be changed through massive amounts of repetition. Some people will meditate for ten years. Some people will work with hypnotherapists and they'll do lots of repetition. 

They'll listen to recordings for three or four months and try to reprogram some of the old beliefs and belief structures that are getting in their way. She said that repetition is the cheapest form because it's often free, but it's also the least efficient. Nevertheless, with massive repetition, change is possible.   

The discussion with Erin Pheil has taught us that mindset is very vital. Unless you get it right, the rest is compromised and you won't be firing off all cylinders. And as you know, we need all cylinders firing to be able to compete.  

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 followup 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.

Subscribe to this podcast on your favorite platform and get more in-depth strategies to maximize your sales process with new episodes every week.

And 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 followup 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.

Subscribe to this podcast on your favorite platform and get more in-depth strategies to maximize your sales process with new episodes every week. And 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 followup 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.

Did you know that 85-90% of sales training has no lasting effect on results after 120 days?

In this episode, John talks about the reasons why sales training fail.

Subscribe to this podcast on your favorite platform and get more in-depth strategies to maximize your sales process with new episodes every week.

And 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 followup 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.

Did you know that 85-90% of sales training has no lasting effect on results after 120 days?

In this episode, John talks about the reasons why sales training fail.

Subscribe to this podcast on your favorite platform and get more in-depth strategies to maximize your sales process with new episodes every week. And 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 followup templates, phone scripts, and more that you can put to use today.

Nicky Thomas joins us to share her journey going from the military to running a unique coaching business for women. Nicky shares how close she came to quitting and going back to corporate a few short years ago to now having built a business that serves women all round Australia

Crafting offers that convert with Tim Hyde

You can find out more about Tim Hyde at the below link https://winmoreclients.com.au/