Master Deal Maker Secrets

As I recall the last 10 years coaching mentoring and training sales people (plus the previous 15 as a sales manager, sales agent and sales rep there’s one thing that has stood head and shoulders above anything else in terms of results.

It's putting great ideas into practice

It’s the bridge between an idea or a theory and the practice and transformation of results

In fact, when I see people trotting out the same old sales rhetoric that they borrowed from someone who borrowed it from someone else it really annoys me.

It’s the exact same reason why I am so strict with what I train in my programs and have the criteria that every idea I teach has to be...

1. Proven and tested by me and 2. At least 1 pilot client before I roll it out to bigger groups

So below, I have outlined the 4 fastest ways to bring a strategy, idea or an approach to life.

1.Bounce the idea off a friendly

We all have "friendlies" in business. These are the clients, associates and friends who know, like and trust you. They are the people who’s opinion you trust and respect and who have your back. Got a new idea ? Bounce it off 10 friendless before you take it to market

2. Be aware of statistical significance

I learned this idea from an incredibly talented marketing lady Leela Cosgrove - often we start something and get an average result and then give up on it

What we often fail to recognise is that we don’t really start to see a significant pattern until we’ve done something enough times

I recently read that until you have tried something 150 times you won’t really know if it’s good or not.

Mike Patton, avant garde singer, song writer and composer said

“if it comes from inside you it’s already valid’

What that means is that you can like a new idea or think it has legs but it’s only once you have actually market tested something that you will know if other people think it’s good also

3. Put your own stamp on it

I often say this when I am writing sales scripting phraseology for clients.

We need to internalise an idea and make it our own if we are to sound authentic.

In that respect we need to put our spin on it so it sounds like us and is in keeping with our personality or our brand if we are implementing as a company.

Clients and people in general can spot, sense and very easily reject inauthenticity.

Keep it real and you will go far 4. Keep testing and trying new things

Famous CEO Jack Welch said

“When the rate of change outside the organisation exceeds the rate of change within the organisation, the end is in sight”

I’ll leave you with one and another question…

What are you trying that’s new right now ?

What have you tried that’s new in the last 30, 60 or 90 days ?

Find something you can test. Something that can change your current results

I started up a business helping sales people to become the guy  I wish I knew when I was starting out.

I have learned so many things in sales the hard way and my goal has always been to help people circumnavigate that “hard way” learning curve.

So It makes sense that I would have a list of the big rocks that I have learned in sales - some of these things I learned quickly or the easy way but most of them I learned there hard way.

Here are my top 12 - there's bound to be more than a few that will help you

I started up a business helping sales people to become the guy  I wish I knew when I was starting out.

I have learned so many things in sales the hard way and my goal has always been to help people circumnavigate that “hard way” learning curve.

So It makes sense that I would have a list of the big rocks that I have learned in sales - some of these things I learned quickly or the easy way but most of them I learned there hard way.

Here are my top 12 - there's bound to be more than a few that will help you

I have been seeing and hearing a heap of debate and discussion out there on sales scripts lately and seeing as one of the main things I do for clients is create language-ing for all aspects of their client contact, I thought I would weigh in
What I am going to cover are 3 crucial aspect of creating the sales language and subsequent conversations within an organisations that if ignored, can leave you with a system that will in all likelihood fail miserably.

Plus You'll hear an actual client case study where we created an instant shift in results simply with the use of a well worded script

1. Context

Each piece of language - ing MUST acknowledge context to be effective.

As an example, language-ing for calling back a web lead needs to be different to calling back a referral as will making a cold call.

Each situation needs a different approach as the context in each situation is different

2. Personality vs System based language-ing

What this means is…

There are certain pieces of scripting or language-ing that only certain personalities can get away with saying

What many companies fail to ask is - what can only our top sales person get away with saying versus what can we teach our new junior sales representative ?

What can our senior BD guy say that our new guy can’t?

Again, failure to make this distinction can mean your people will sound canned and uncomfortable trying to use language that only a certain individual can get away with using.

3. Speak TO the script don’t READ FROM the script

80% of telephone communication is tonality, pitch, cadence and speed of speech and only 20% is the actual words.

In Face to Face communication only 6% are the words you use, the rest is tonality and body language.

Therefore scripting is twice as important on the phone however, it’s HOW what is said that is most important.

Therefore, the delivery of the script itself is CRUCIAL.

To make this happen, the script needs to be worded so that your sales team can SPEAK TO the script.

Just like an actor delivers a convincing performance in one of your favourite films, your sales person needs the freedom to use the script in his or her own way so it sounds like them.

Listen in to learn my proven 3 step process to helping you make a script your own so it sounds perfectly natural and not the least bit wooden or "scripted"

I have been seeing and hearing a heap of debate and discussion out there on sales scripts lately and seeing as one of the main things I do for clients is create language-ing for all aspects of their client contact, I thought I would weigh in What I am going to cover are 3 crucial aspect of creating the sales language and subsequent conversations within an organisations that if ignored, can leave you with a system that will in all likelihood fail miserably.

Plus You'll hear an actual client case study where we created an instant shift in results simply with the use of a well worded script

1. Context

Each piece of language - ing MUST acknowledge context to be effective.

As an example, language-ing for calling back a web lead needs to be different to calling back a referral as will making a cold call.

Each situation needs a different approach as the context in each situation is different

2. Personality vs System based language-ing

What this means is…

There are certain pieces of scripting or language-ing that only certain personalities can get away with saying

What many companies fail to ask is - what can only our top sales person get away with saying versus what can we teach our new junior sales representative ?

What can our senior BD guy say that our new guy can’t?

Again, failure to make this distinction can mean your people will sound canned and uncomfortable trying to use language that only a certain individual can get away with using.

3. Speak TO the script don’t READ FROM the script

80% of telephone communication is tonality, pitch, cadence and speed of speech and only 20% is the actual words.

In Face to Face communication only 6% are the words you use, the rest is tonality and body language.

Therefore scripting is twice as important on the phone however, it’s HOW what is said that is most important.

Therefore, the delivery of the script itself is CRUCIAL.

To make this happen, the script needs to be worded so that your sales team can SPEAK TO the script.

Just like an actor delivers a convincing performance in one of your favourite films, your sales person needs the freedom to use the script in his or her own way so it sounds like them.

Listen in to learn my proven 3 step process to helping you make a script your own so it sounds perfectly natural and not the least bit wooden or "scripted"

How to make a direct play to your dream clients that aren't coming to you through your normal marketing.

Most businesses deal only with the clients that come to them through their normal marketing. 

In this week's podcast I give you the strategy that put together for my clients that allows them to go direct to their dream clients in a way that allows them to show up with AUTHORITY POSITIONING so they are receptive to your message, your business and your initial contact.

If you would like help putting your own direct strategy together, got to http://john-blake.com.au/total-sales-control-training/

How to make a direct play to your dream clients that aren't coming to you through your normal marketing.

Most businesses deal only with the clients that come to them through their normal marketing. 

In this week's podcast I give you the strategy that put together for my clients that allows them to go direct to their dream clients in a way that allows them to show up with AUTHORITY POSITIONING so they are receptive to your message, your business and your initial contact.

If you would like help putting your own direct strategy together, got to http://john-blake.com.au/total-sales-control-training/

Recently, I have been reminded about the power of language and the role it plays in making or destroying your sales.

The words we use are infinitely powerful and many people in sales and business, regardless of what business you're in tend to pay little or no attention to this.

In this podcast, I will outline the most important words and phrases to avoid if you want more of your sales conversations resulting in paying clients.

I'll also give you some words you can use to replace them with that won't set off red flags in the mind of your buyer's mind.

Recently, I have been reminded about the power of language and the role it plays in making or destroying your sales.

The words we use are infinitely powerful and many people in sales and business, regardless of what business you're in tend to pay little or no attention to this.

In this podcast, I will outline the most important words and phrases to avoid if you want more of your sales conversations resulting in paying clients.

I'll also give you some words you can use to replace them with that won't set off red flags in the mind of your buyer's mind.

1. Why most companies don't even know what their best guys are doing to win sales

2. How good leads and potential long terms clients are being burned with sales 
people who haven't been taught a proven approach

3. How customers get too varied an experience of the company's service to feel 
happy enough to refer future business to the company 

And most importantly what you, as a business owner can do about it..

click the episode now to listen