Master Deal Maker Secrets

This week we caught up with tech sales expert Ricky Pearl. We covered  a wide range of sales topics in our discussion including some of the most cutting edge strategies being deployed in the sales tech world today including... - AI (of course)  and how every business needs to have a data strategy.  - How automation fits into the sales process (I wasn't expecting Ricky's answer on this one) - Ricky's take on what a great CRM should do - What personality traits great sales people (still) need Plus a stack of other timely information on how teach is being successfully blended to accelerate sales success in many markets.

This week, you're going to peek behind the scenes of exactly how I helped a remote high ticket sales rep increase his sales results by 58% in 12 months.  You'll learn how he went from falling way short each month to a consistent top performer with a repeatable high converting sales process. We'll explore what was stopping this guy from earning the commission he deserved PLUS we'll break down step by step exactly how we got him firing on all cylinders. You'll learn the mistakes he was making in his calls with potential clients plus exactly what we did to turn his performance around through coaching.

In business and certainly in sales, at the end of every month, even if we've had a great month we need to start again. And if you're good, and you have a great sales growth plan, you will be stringing together consistent months. But what happens when we have a down month? It's not if it's going to happen, it's when. Here's how to fix that - fast  Listen in this week for my 7 minute sales reset - ideas to get sales and get you back on track fast...like today.

Could you be killing sales without knowing?  Could there be subtle (and not so subtle) things you're doing that are stopping sales that would otherwise have converted? If you suspect that you are, then you need to listen to this week's episode. You'll learn 5 simple things to stop (and start) doing now that will help you make more sales today !

This week I had Will Wang back on for a conversation about direct marketing. Will, in fact. has just successfully sold his consulting business and was super generous with me asking him a stack of questions about a subject I have been fascinated with for a long time now... How do you get the attention of your ideal clients by going direct to them rather than spending a truck load on marketing and waiting for them to hopefully come to you? There's a stack of gold in Will's and My chat - I'm sure you'll get a heap out of it.

If you are noticing a reduction in the number of leads that you are getting that are converting into buyers is declining this weeks episode will be super helpful. Even if you are happy with your sales, it's important to be aware of where to look if things start to drift. In this week's episode we look at the 3 best places to look as well as some other places within each of the three main areas to work out what to fix. It will be really helpful if you are a sales leader or business owner or if you are in direct sales.

How do I get my sales team performing better with the time they have? How can I manage my time better than I do? I constantly get these get these questions... In fact, in the 21 years I have been doing this, It would easily be the top question I get from business owners and sales reps alike. Why? We live in a world of distractions... The better we manage our own energy and our own state the better we can extract the highest amount from ourselves and our teams. This week you will learn 5 simple but powerful strategies to do just that.

In this week's episode we caught up with digital marketing strategic expert Marlon Lockyear. In our conversation we cover some really interesting ground around... How to best prepare for your transition into paid marketing  How to get the most out of your investment in a digital agency  How to know if you are being taken advantage of by your digital agency  The current status of AI in automated appointment making and client re-engagement  Most businesses I talk to are not using a digital agency but at some point understand they will need to. Regardless if you are working with a digital agency or not you will get a lot out of this week's episode.

I have coached a lot of sales people over the last 21 years. In that time I've noticed 5 things that make the biggest difference in turning around sales people's performance and results. In this weeks episode we will cover… 3 ways to quickly work out if someone should stay in sales or do something else The simplest and fastest way to instantly improve results The most powerful tool for sustainable, long term shifts in sales performance  The little known sales management strategy to motivate even the most underperforming sales people Tune in here to find out what it is.

Relax…mate ! have a beer ! This week I had a fascinating interview with James Swanwick who is a give up drinking coach. In this fascinating conversation we cover… What alcohol really is Both James's and my journey to giving up alcohol  How alcohol imbibes (sorry couldn't help myself) itself into so many different cultures  The million dollar business case for giving up alcohol (this blew my mind) Even if you are not planning on giving up soon, I think you'll get a lot out of this episode. Tune in here to find out what it is.

There's no denying… Burnout in business is real  Recent data shows that 60% of people in business experience some sort of burnout at some point in their career. And guess what ?  It's actually worse for sales people  why?  because we experience more rejection than other people in business. So how do we avoid it? Well I'm glad you asked because that's what we are talking about in today's podcast - the 5 ways you can avoid burnout in your sales role. Tune in here to find out what it is.

Don't make this deadly hiring mistake Ok, that sounded a bit dramatic. But I really can't overstate how damaging hiring a salesperson without this one thing in place can be. I mean, you could get everything else right and have the other 4 hiring pillars I talk about in place (Selection - Induction - Training and Management Systems) but if you're missing this - you are toast. Tune in here to find out what it is.

This week I outline the top 10 most watched and listened to podcasts for 2024. Of all the podcasts released this year, these were the most listened to. Counting down from 10 to 1. Listen in to get a brief summary of the best episodes. I have also listed the top 10 episode numbers below ranked from most popular down so you can check them out individually as well. Episodes:  202 Increase your sales results in just 2 weeks  197 Interview with master copywriter Scott Bywater  207 Top Mindset shifting books with Lloyd Thompson  211 3 ways to lift yourself out of a sales rut  212 How to get the best out of every sales opportunity  209 The two types of businesses that invest in sales training  199 How to put your sales results on steroids by reviewing sales call recordings  208 5 Top time management tips for maximising productivity  205 Top mistakes businesses make in sales meetings  200 3 big warning signs a new sales team member is not going to make it

I love this time of the year. I love the way it has a natural ebb to it and how each year I am drawn to literally pull my business apart and look at how I can add more value to clients this year. (more on this soon)  One of the things I am super focused on right now is the concept of strategy and strategic planning. In fact, I have 3 brand new clients who I am running strategic planning sessions within the next week to help them make 2025 their biggest year in business ever. That's what makes this week's podcast so timely. If you are doing some planning for 2025 you will love what we cover in this week's episode. If you want some help with your own planning, click here - https://johnblake.wufoo.com/forms/s1e2bc6q1sw4zyn/ I am working on something that will be incredibly helpful if you're serious about growth for 2025. Listen to this week's podcast.

If you are like the majority of clients I speak to, you may not be working with a digital agency yet, but it's probably on your radar to do at some point. If you are paying a digital agency to generate leads for you, then this week's episode will be a super important one for you. This week we are going to talk about what you should expect from a digital agency in terms of performance but just as importantly, how to spot it early if they are not doing the right thing. Paid lead generation is so important and can literally make or break a business. (new enquiries are like oxygen for most businesses) I have seen and had first hand experience with a number of my clients who stayed way too long with digital agencies who were underperforming. Here's how to spot the warning signs early so you can get out fast and stop the bleeding before the rot sets in.

Are you only getting low-level buying motivators in your client discovery before you make an offer? If you are, you're probably not converting a lot of sales. Today we spend a whole episode talking about how to uncover the core buying motivators BEFORE you make an offer. Failure to do this will leave you with very low conversion rates. Listening to this episode will give you a number of ways you can go way deeper with clients in terms of uncovering their motivators to buy. Your clients will feel way more “heard” and have so much more trust in you when you get this right.  

How are your sales tracking for the year? More importantly, how is your planning for the last quarter of the year looking? What about the first quarter of next year? In this week's episode, we will cover the 8 keys to planning an insanely successful quarter of sales. What you will learn in this episode will help you get crystal clear at the planning stage on precisely what you want to achieve.  Getting the planning part right will make the deployment of your strategy way more smoother. It will also make hitting your key outcomes way more likely. After all, you can't hit a target you don't aim for.  

Are you thinking about investing in paid leads?  Even if you already are, this will be a super important episode. Digital agencies are happy to take your money to generate enquiries for you but in my experience, they will never tell you what you'll learn in this week's podcast. After you have listened to today's podcast, you'll know… The 1 strategy that separates paid lead gen working and not working The massive difference between referred and repeat business versus paid lead generation A 60-day plan to optimize every cent you spend online The 6 numbers to track to make sure your digital ad spend will give you a great ROI.  

Do you just send them your monthly newsletter or EDM? That's what most clients say when I ask them how they keep in touch with past clients. This week, I'm not only showing you what the data tells us about precisely why clients leave… I'm also showing you exactly how to stay in touch with clients and what to say when you call so they find value in the contact. After all, if your clients get value each time you contact them they will stay a client longer. This is a much overlooked area in business that can make a massive difference to both the short-term profitability and the long-term value of your business.

Want to know if you're maximizing every potential sale? Today I am going to ask you 11 questions about your sales process. I have noticed recently talking to clients there's been a bit of a dip in the economy so the timing on this should be spot on right now. As you listen and answer each question, giving yourself a mark out of 10,  you'll be able to pinpoint exactly where your sales opportunity system needs work. These 11 questions form part of a 21-point checklist I have been working through with clients to know what they need to fix next. Addressing any one of them can easily add another 5 - 30% to your conversion rate from lead to sale. Which could easily add hundreds of thousands of dollars to your monthly, quarterly or yearly sales figures. If you'd like me to send you the whole checklist, simply reply and I will email it to you (no opt-in).  

Are you taking responsibility for your sales results? It's going to happen… At some point, you will find yourself blaming your lack of results on things you have no control over. And you'll be right. And you'll know you're right… And your righteousness won't change one…single…thing It's only when you deliberately shift your focus onto what you CAN control that your situation will change. I know about this because I have been the complainer I have also been the complainee (the one people complain to) This is a powerful episode on how to fix this in your business…for good.  

Are you trying to convert every prospect you talk to into a client? There are some clients you shouldn't deal with. Today we talk about why and the three filters you should be applying to every client call you have. I know most of my content is about converting as many leads as possible into paying clients so this week I thought I would briefly break away from that. In this episode, you'll learn… The three reasons you should not accept a new client and why. Why a large percentage of clients might think they need your help but they actually need something totally different. Why saying no can benefit you in the medium to long term. How to say no in a way that still serves your potential client. Plus I share a few of my own examples where I have had clients who really wanted to work with me and why (and how) I politely said no. This will be a very actionable episode for anyone who is speaking to potential clients.  

Are you investing in sales training? Want to know how to get 400% better results as a result of doing it? In this week's podcast, we talk about some little known strategies to get way more out of training your team… The two schools of thought when investing in sales training How one approach to sales training will give you a 400% better result  How to guarantee your training investment continues to pay dividends for years to come How implementing 2 other simple strategies after training will ensure you get the single best results possible Companies spend billions on sales training every year - very few of them implement and benefit from what you will learn in this week's podcast.  

Are you as productive with your time as you'd like? This week we are talking about a super simple method for getting the most out of your time. After listening to this week's episode you'll learn a simple and fast 5 step approach to getting the most out of your work hours. I have read dozens of books and taken a bunch of courses on time management and this is the summary of the single most practical ideas I have learned. Listen to this episode, put those 5 principles into play and let me know how you go.

In this week's episode, I invited Lloyd Thompson back to nerd out again on books. But this time we talked about the top 3 books that changed each of our lives. Having both literally read hundreds of books, I know you will get a stack out of this week's episode. Regardless of what your main focus in your life is right now, be it work or personal, one of these books is bound to be of massive value. I have constantly found specific books at specific times to be life changing and that's what this week's episode is all about, to get you to the next level, or to the other side of whatever you are dealing with right now. I'm sure you'll get a heap of value from listening to our chat.  

Did you think I'd keep my promise? In this week's episode, we go through an example of a template you can use to run a sales meeting. This template has built-in accountability, structure and that moves opportunities through your sales process once clients are in contact with you. This is a template I have perfected with multiple companies I have worked with. It will be easy to adapt to your business so I encourage you to take notes as you go, I also offered to send you a sales meeting template, so if you'd like me to, email me at john@john-blake.com.au and I will get back to you. PS This is the LAST week you can get access to the Sales Mastery Certification at the special initial price. Learn more and get the training here: https://docs.google.com/document/d/1zg1O76xIwDz43nrobR8rhKo1APDd0DoXGa-JahzZzCo/edit?usp=sharing Then simply email and tell me at john@john-blake.com.au if you are in, out or have any questions.

Do you run or sit in on sales opportunity meetings with your sales team? Do they run on time? Do they get off track? Do you think they are actually productive? Chances are you are making at least 1 or more of the top 10 mistakes I see when business owners or sales managers run sales opportunity meetings. In this episode we go over all 10 and most importantly how you can fix them…forever. You'll not only identify where you are going wrong but precisely what you need to do to keep your sales meetings efficient, effective and productive.

In this week's episode, I had the pleasure of interviewing Lloyd Thompson from VirtualDOO. Given we are both business growth book geeks, we decided to talk about each of our top 3 books for growing your business. Lloyd's business VirtualDOO specializes in putting in a “Director of Operations” service on a fractional basis to smaller non-corporate businesses. Because of Lloyd's core area of focus, he had a different take on his top 3 books than what I did, which was all about revenue growth. The result?  I'll let you judge for yourself, but I think it provided a great balance of 6 battle-tested resources for growing a small to medium non-corporate style business. You'll hear why we picked each book and what our top takeout of each book was. I'm sure you'll get a heap of value from this episode.  

Today I am going to share a real-life case study about a client I worked with a few years ago in the online advertising space. They came to me desperately needing to increase their sales and nothing was working. I remember walking into their office and the tension in there was palatable - you could literally feel the pressure and stress everyone was under. Fast forward 4 weeks and they had increased their sales by 500% all by making one simple change in their approach. You can apply this approach to almost any business so I'm sure you'll get a stack out of listening to this week's episode.

Everyone gets them… Flat spots in your business revenue… Maybe there's been a change in the economy, maybe you are changing lead sources or maybe you're getting back from a break and you simply need to rev things up again. This week I wanted to give you 3 simple strategies you can do to crank things up FAST. These three strategies, if you put some focus on them will cause an instant increase in your sales - right when you need them. They are simple to implement and require no additional cost to get things rolling. I have used these myself and with my new and existing clients for years. Have a listen here and get started today.

This is another big mistake I see business owners making over and over again. It's where they promote a great sales person into a sales manager position. The instant problem this creates is the salesperson often has no idea how to be a great sales manager, and sadly being a great salesperson offers little or any advantage. The upshot for the business is they lose a great salesperson (plus the revenue hole this creates) and they get a very average sales manager. There is a way to do this though, so if you are a sales person wanting to make the switch to management or you are a business owner who wants to help a high performing sales person make the switch, this will be well worth a listen.  

This week we are going to talk about another recurring conversation I have with clients. It's when they have just hired a new sales team member and they are trying to work out if the new guy or girl is going to cut it or if they should let them go. Now, if you get the selection, induction, training and support systems right, this is way less likely to happen, but sadly, not many businesses have these systems in place. Which puts them in a sink or swim type situation, and if that is you right now, then this episode is going to be super valuable. We'll cover the 3 big telltale warning signs that point to your salesperson sinking like a lead weight. Knowing these warning signs will not only help you to get rid of someone as early as possible but also to avoid it happening in the future.

Visit http://JohnBlakeAudio.com to DOUBLE your lead-to-sale CONVERSION with the leads you already have. This video is brought to you by John Blake Sales Breakthrough Solutions. 

Visit http://JohnBlakeAudio.com to DOUBLE your lead-to-sale CONVERSION with the leads you already have. This video is brought to you by John Blake Sales Breakthrough Solutions.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 197, we had an enlightening chat with copywriting expert Scott Bywater about leveraging AI tools like ChatGPT to improve email campaigns and sales messages. With over 20 years crafting high-converting copy, Scott provides thoughtful advice for harnessing AI without compromising quality. While AI can generate text quickly, Scott explains it lacks real understanding. He uses ChatGPT to spark ideas but still relies on human editing and expertise. His process includes research, client interviews, developing a copy strategy, and writing a draft fast to get words down.  Scott then edits ruthlessly, cutting and refining to create tight, compelling copy. He says the real mastery lies in editing, not initial writing. Without foundational copywriting skills, AI output will be generic and ineffective. To make AI more useful, Scott recommends feeding it transcripts from client calls along with clear instructions, samples from top copywriters, and specifics like "Write this as if you're _____." This structures the creativity. We discuss the common mistake of writing headlines first, which constrains ideas. Scott advocates writing the full copy and creating headlines last when your subconscious has absorbed the content. This unlocks breakout headlines you'd never conceive otherwise.  For email subject lines, Scott often identifies the most powerful hook buried deep in his draft copy, then uses it as the subject and adjusts the opening accordingly. Writing this way leverages AI creatively while retaining human nuance.  Scott shares tactics for launching online courses, from drip-feeding teasers to special pre-launch incentives building scarcity and excitement. He structures launches like direct-response sales letters with compelling sequencing.  While AI has limitations, Scott sees its ability to enhance human creativity and productivity. But we must first dedicate ourselves to mastering foundational skills, from research to editing. AI augments human ingenuity rather than replacing it. We found Scott's balanced perspective on integrating AI into copywriting refreshing.  Listen to this episode and embrace the possibilities while navigating the fine line of not leaning too heavily on the convenience of AI content creation. 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 had an enlightening discussion with leadership coach Nicky VeenVliet about the insidious mindset traps that often prevent high achievers from reaching their full potential. With over 15 years of experience empowering executives, entrepreneurs, and teams, Nicky provides insightful examples of taking ownership, cultivating self-awareness, and developing emotional regulation. We explore the tendency of successful people to hit an imaginary threshold where self-doubt and trauma surface, despite external success. Nicky emphasises accepting circumstances while taking action, rather than dwelling on "shoulds" and "fairness." Another trap is an inaccurate self-assessment which affirms a distorted self-image. Nicky advocates getting frank feedback from a coach or therapist to reveal blind spots.  Nicky explores imposter syndrome in accomplished women who feel inadequate beneath external confidence. Childhood patterns drive these fears, requiring therapeutic work to overcome. She notes our inner dialogue is often far harsher than external feedback. When staff constantly asks questions, sometimes we reinforce dependency by always providing solutions. Nicky suggests asking “What do you think?” instead, which empowers teams to self-manage and think independently. This parallels coaching children to solve issues themselves first before seeking help.    Nicky points to emotional addiction as another stealth obstacle. We unconsciously crave the thrill of conflict or victimhood. With awareness, we can pivot to more positive motivations and regulation. We share frameworks for setting boundaries, having difficult conversations and managing emotions productively. In working with male clients, Nicky uncovers far more intense shame and reluctance to show vulnerability. Cultural norms discourage men from openly addressing fears and trauma, which builds huge pressure. Creating a safe space for men to confide without judgment is critical.  Nicky stresses the immense value of seeking outside perspectives to gain self-insight. We all have blind spots. Feedback requires courage but enables growth. You don't need to wait until you hit rock bottom – continuous learning empowers progress.  Listen to Nicky's enlightening insights in this episode. If you relate to the self-limiting patterns she described, don't despair. We all face doubts and struggles. But with self-awareness, responsibility, and support, we can overcome conditioning to achieve personal and professional aspirations. 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 195, we're tallying down the top 10 episodes of 2023 on Master Dealmakers Secrets, sharing invaluable sales mastery secrets based on listener feedback. Starting at number 10, we discuss considerations when changing industries, highlighting competition levels, ease of lead generation, and startup costs. At number nine, we address the seven biggest revenue leaks hampering small business sales, offering actionable solutions for 2023. Eighth place focuses on asking better questions in sales, emphasising the shift from transactional to trusted advisor status. Seventh place reviews The Ultimate Sales Machine, applying concepts from large enterprises to small businesses. Sixth place gives a transparent glimpse into sales struggles, highlighting key learnings for coaching through failures. Fifth place honours 'Start With No,' transforming sales conversations with psychology and strategic questioning. Fourth place goes to digital marketer Will on email and lead gen case studies. We discussed types of email campaigns, including some results from my past client,s as well as Will's expertise in generating leads. Lots of practical tips any business can apply immediately! Bronze medalist is inspirational coach Nikki Thomas. Despite almost retreating corporate life after being told her idea was terrible, Nikki rebounded to lead thousands in personal growth workshops by persistently chasing her dream. Her tale offers motivation and guidance to keep chasing your big goals in 2023! Snagging the silver medal is digital expert Eli Wild who shares wisdom from 20 years in sales and Silicon Valley by refining an automated inbound funnel system. He reveals pivotal mindset shifts separating six and seven-figure earners plus advanced techniques fusing neuroscience and psychology to influence buyers. And our 2022 grand prize podcast guest is offers specialist Trevor Toe Cracker Crook, responsible for over $3 billion in sales. His four-phase system incorporates subtle psychological triggers that make even sceptics enrol. By knowing precisely who you help and enticing them into conversations, attracting clients becomes effortless rather than constant hustle. We look forward to continuing the podcast journey in 2023, shattering revenue goals with more sales mastery secrets. Get out there, smash objectives, and catch us on the next 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. Today in Episode 194, we're going to talk about the three most important questions to ask when qualifying leads at the start of a sales conversation.  Okay, on to today's topic - the three key questions for qualifying leads upfront to avoid wasting time later. Talking to unqualified prospects costs you in multiple ways. For service businesses, you waste time and money sending technicians on-site. Plus you lose opportunity cost from not spending that time with qualified prospects more likely to buy. You also waste backend time following up with poor prospects. The solution is properly qualifying upfront using these three simple but powerful questions: 1. Why us? This reveals whether you're perceived as unique or commoditised. "You came up on Google" means you're seen as a commodity. If they say "My brother insisted I call only you," you have differentiation. 2. Why now? This uncovers the prospect's sense of urgency and timing reasons. Needing work done by Christmas shows urgency making them more qualified. No plans until next year means don't invest much time now. 3. Why this way? This lets you challenge assumptions and create differentiation. Most prospects don't professionally research your product. Gently probing their thinking often reveals gaps you can fill with your expertise, creating value. Let me share an example of hot water systems. Most plumbers just quote what's requested. But say, "I'm curious why you want gas?" and "Do you have solar panels?" Now you can propose a heat pump system using their solar energy, differentiating you as the expert. Asking these three simple questions prevents wasted effort on unqualified leads. You filter prospects appropriately and uncover opportunities to stand out. Your competitors commoditise themselves by answering superficial questions while you have meaningful conversations creating value. I'm also excited to launch my 10-week Sales Mastery Certification training, bringing my elite consulting to small businesses and sales professionals. Stay tuned for details! As always, listen to this episode to convert more prospects faster. 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. People don't just invest money when buying your product. They invest time, identity, energy, and reputation too. Ignore this at your peril.  In episode 193, I explain why with an example. A Registered Training Organisation sells £6,000 courses, with most fees covered by government funding. Students pay little upfront, yet 50% drop out. Why?  The sales pitch takes 2-3 minutes. People enroll on a whim, not fully grasping the commitment. The RTO never engaged the other 4 "buying currencies" beyond the low cash price.  When you make a purchase, you invest 5 currencies, not just money:  Time – Willingness to spend hours learning, integrating, etc.  Identity – How owning this alters your self-image.  Energy – Motivation and effort in utilising the product.  Reputation – How this shapes what others think about you.  Money – The actual cash exchanged.  For the RTO, students invest little money so the sales pitch ignores the other currencies. However, completing the course takes real time, energy, and motivation. Dropping out suggests students lacked the willpower and habits needed to follow through.  The pitch should have asked questions about willingness to invest 10 hours weekly. It should have explored how having this professional qualification will change students' identity and reputation.  When people visualise themselves investing in these currencies, they feel accountability. An engaged client becomes a motivated client.  Whether selling marketing services, websites, or training, applying this model creates loyal customers. They fulfill requests quickly, complete courses, and value what you provide.  So don't assume money is the only buying currency. Listen to this episode and dig deeper to really engage with your clients, considering the time, identity, energy, and reputation that's been put into a purchase. 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 192 of the Master Dealmaker Secrets podcast, I delve into the critical difference between aggressive, ego-driven sales tactics and creating a natural, consultative sales experience. After investing over $500,000 in sales training and making every mistake imaginable, I've concluded aggressive methods are short-sighted. They're fuelled by a salesperson's ego and drive to hit their quota no matter what. This philosophy says you must convince prospects they need your product, even if it's not the ideal fit. You should sell at all costs. But this approach has major downsides. It breeds resistance because you push people into decisions they aren't ready to make. Even if you coerce a reluctant prospect into buying, they become a client from hell. They won't refer others and often cancel or complain down the road. Jordan Belfort and others prove high-pressure tactics deliver short-term gains but inevitably backfire. Reputations and brands suffer. The better philosophy creates a natural, tension-free sales conversation. You ask questions guiding prospects to sell themselves based on their needs and timing. This approach disqualifies wrong-fit clients upfront through qualification. It invests the time needed to ensure customers buy what truly serves them. They become raving fans who refer others for years because the process never felt pushy. While still driving urgency, you artfully help clients self-select your solution when the fit and timing are right. This earns loyalty and repeat business as you build for the long term. I always aim to steer prospects to the best option, even if it's not my product. This breeds immense goodwill. When selling feels natural, not aggressive, sustainable success follows. So think carefully about your sales philosophy. Avoid short-sighted methods harming your reputation down the road. Cultivate loyalty by taking the long view of doing what's right for clients. Listen to this episode, embrace the consultative approach, and build lasting relationships with your clients. 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 191 of the Master Dealmaker Secrets podcast, I share the three biggest red flags to watch for when reviewing sales resumes. Over the last year, I've looked at over a thousand resumes for sales roles in my company. I've gotten really skilled at screening candidates efficiently. When reviewing resumes, I watch for three instant red flags that tell me a person isn't worth interviewing. The first red flag is if they aren't currently in a sales position. There's a saying “If you're not now, you never were.” Time away from sales causes those muscles to atrophy quickly. While not an automatic disqualifier, I want candidates selling now to hit the ground running. The second red flag is short sales role tenure. As a profit center, companies work hard to retain top sales talent. If an applicant left a sales role fast, I probe for details. No legitimate reason is a warning sign. The third red flag is exaggerated sales backgrounds. Some stretch retail or gig experience as formal sales roles. I verify claimed credentials before relying on them. Once I screen resumes, interviews assess three key factors. First, does the person have industry knowledge from working in the field? Second, are they bought into my vision and culture? Third, can they sell? Ideal hires check at least two boxes. I emphasise evaluating cultural fit beyond sales skills. Strong salespeople can still damage team dynamics. I involve colleagues from different roles in interviews to get balanced perspectives. Everyone notices different things. Extra observers provide insights I may miss. I use a structured process with specific questions to thoroughly assess candidates. In the last year, I've learned key lessons hiring over 10 salespeople. Careful resume vetting, interviews, and assessments are crucial to avoid costly hiring mistakes. I want to share my experience to help you build world-class sales teams. Listen to this episode and be aware of these red flags when hiring new salespeople. You'll have the tools to properly evaluate your candidates and make the best decision for your 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. Welcome to the Master Dealmaker Secrets podcast! In this episode, we're exploring the five reasons why business owners often stumble when they decide to build a sales team. For many entrepreneurs, the journey begins with the realisation that they no longer want to handle sales themselves. They've been the driving force behind their company's sales efforts and have decided it's time to bring in a salesperson. But how they go about it can make or break their success. The first reason is a common mistake. Not profiling the role they're looking to fill properly. Just like creating a targeted advertisement, understanding the profile of the ideal salesperson is crucial. What's their demographic? What's their background? Do they have industry-specific knowledge or experience? Defining this profile sets the foundation for attracting the right candidate. The second pitfall is the lack of a screening process. Hiring a salesperson isn't the same as hiring for other roles. To identify potential sales champions, business owners need to employ a sales-specific behavior profiling tool. This tool helps ensure that the person they bring on board is likely to succeed in the sales role. Next up is the absence of a documented sales process. Many businesses simply throw their new hires into the deep end, hoping they'll figure it out. But this sink-or-swim approach often leads to failure.  To set salespeople up for success, businesses should have a clear, documented sales process in place that empowers new hires to hit the ground running and build their confidence. Have you found yourself struggling with your team's performance? Do you want to know what the 5 biggest reasons why business owners fail when building a sales team are? Listen to this episode to find out! If you're a business owner and you are thinking about expanding your sales team, or you already have one but it's not working as it should this episode will help you immensely. You are going to have the tools to know what to focus on so that you don't make any of the common mistakes business owners make, and you are going to be able to get the most out of your sales team. 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 the Master Dealmaker Secrets podcast. In today's episode, we're diving into some critical insights about sales conversations. Specifically, we'll explore the three worst questions you should never ask during the discovery phase of your sales process.  These questions can be detrimental to your sales success, but don't worry, I'm not just going to give you the questions, I'm also going to give you more appropriate questions that would be a better thing to ask. The first question you should steer clear of is, "What keeps you up at night?" It's an overused and insensitive query that often comes across as clichéd. Instead, a more effective approach is to start the conversation by asking, "What made you decide to get in touch with us?"  This opening question allows the potential client to share what's top of mind for them, whether it's a problem they need to solve or a desire to improve their situation. That's a way better place to start. Because, first of all, there might not be anything that keeps them up at night. They might actually be somebody who doesn't have a problem. They just want to make things better. About 72% of people are coming to you to solve a problem. But there is a relatively high number like about 28 to 30% of people that are simply coming to you because things are going well, but they want to go to the next level. So they are moving toward a better outcome rather than away from something that they're not happy with.  The second question to avoid is, "What are your biggest challenges?" This question can backfire because not everyone sees their issues as challenges.  The third question to skip is, "What would it take to win your business?" This question is outdated and can make the sales process feel adversarial. Instead, focus on building rapport and understanding the prospect's motivations. Avoid using combative language and strive to create a collaborative atmosphere during the conversation. So, what should you ask instead? Listen to this episode to find out! Learn to approach clients in a way that encourages the prospect to discuss their priorities and allows you to better understand their needs. Additionally, in this episode, we are going to talk about the questions that allow the prospect to share their perspective and highlight the potential consequences of not addressing their needs. So, don't miss this episode, remember it's crucial to maintain a strong connection with your prospect throughout the conversation. Listen actively and respond empathetically to what they share. Don't rush through your questions; instead, create an environment where the prospect can explore their challenges and motivations openly. 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 Master Dealmaker Secrets! Today, we're diving into the intriguing world of referrals. Buckle up as we unravel the secrets behind the seemingly baffling question: Why do only 11% of delighted customers who've had a positive experience with your product or service actually refer new business to you, despite a whopping 90% being more than willing to do so? The statistics are astonishing: 90% of satisfied clients are primed to refer business your way, but only 10-11% actually follow through. Now, why is that? Well, the answer is simpler than you might think—most often, we just don't ask for referrals. People get busy, life happens, and your excellent service can fade into the background. Astonishingly, a whopping 90% of salespeople neglect reconnecting with their former clients for referrals, which directly translates to a referral drought. But fear not! We're about to unravel an elegantly simple framework to extract those elusive referrals without breaking a sweat.  In this episode, you'll discover the art of crafting a conversation that not only feels genuine but leads to referrals flowing in, as naturally as a river carving its path. For instance, I'd like to emphasise the importance of describing your ideal buyer to your client, rather than throwing out a vague question like "Do you know anyone?" Be specific! Paint a vivid picture of your ideal customer so that they can't help but think of potential referrals fitting that description. I don't just theorise these techniques; I've seen them work wonders, and in this episode I also share a riveting example of a real estate scenario, effectively illustrating how you can have potential clients in the palm of your hand with the right approach. So, here's the bottom line: Referrals are the lifeblood of any business, and they're yours for the taking. This episode equips you with the tools, techniques, and insights to transform your referral game. Whether you're a seasoned sales professional or just starting out, the strategies shared here can unlock a world of growth and success. Listen to this episode to learn a very simple but hugely valuable strategy to get more referrals, and remember, the magic happens when you put these lessons into action.  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, listeners, to another insightful episode of Master Dealmaker Secrets. In this edition, we're diving into a fascinating client case study that's bound to captivate your attention. Picture this: a skilled carpenter, a modest yet growing business, and a transformative journey from 4 million to an impressive 10 million in just two years. The secret? Well, that's what we're here to unveil. A man, an unassuming and reserved carpenter, approached us seeking growth beyond his 4-million-dollar mark. Despite his aversion to direct client interactions, he recognised that his current methods weren't scalable. His lack of a sales process and systems for business development were limiting his growth potential. He was on the cusp of hiring an estimator, a pivotal step he acknowledged was essential for his expansion. What we did next was a game-changer. We identified his ideal clients and devised a strategy to connect with and convert them.  Do you want to know how we did it? Listen to this episode to find out. This case is a great example of what can be accomplished if you have the right processes in place and if you work on them properly because, fast forward two years, his revenue had soared to an astounding 10 million. The highlight? At the 18-month mark, he'd already achieved remarkable growth, boasting new hires and additional divisions. He attributed much of his success to our collaboration and the systems we'd implemented. One fascinating element of this story is how he seamlessly integrated new estimators into his team. Using our training videos, he effortlessly brought them up to speed. This technique isn't unique; it's a testament to the power of structured training. It also underscores the idea that sales can be taught, even to individuals who might not have a natural inclination toward it. But here's the catch: the willingness to learn and embrace the role is crucial. Now, if you're wondering what we do at Master Dealmaker Secrets, let me break it down. We're in the business of driving sales growth for professionals and business owners worldwide. Our proven approach revolves around three key drivers. First, we guide you in crafting a compelling message that resonates with your target audience. Next, we help you establish a direct route to the 20% of clients responsible for 80% of your revenue. Finally, we unveil strategies to double your lead-to-client conversion rates. Curious? If you're ready to level up, head to JohnBlakescall.com to explore how our application-based program could be your next game-changing move. So, if you're facing reluctance within your organisation to step into sales roles, remember this: while not everyone may have an inherent talent for sales, with the right approach and training, competence can be cultivated. However, the desire to take on such a role must be present; trying to force it can lead to frustration and inefficiency. This man's transformation from a quiet carpenter to a savvy entrepreneur is a testament to this principle. If his journey intrigues you, if you're hungry for strategies to elevate your sales game, I invite you to stay tuned for our future episodes. Keep learning, keep evolving, and remember, the next big opportunity might be a conversation away. Thank you for joining me on this episode. Until next time. 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's episode is packed with valuable insights on how you can generate cash right now by optimising your sales. I can't wait to share these strategies with you, so let's dive in. First off, we'll explore three powerful ways to boost your revenue. The first method is straightforward and surprisingly effective: increase your prices. Many businesses fear raising prices, fearing it might impact sales negatively. But I'm here to tell you that a 10% price increase is unlikely to have any significant effect on your sales. Most businesses are likely not charging enough, so this simple adjustment can go straight to your bottom line, boosting your profits without much effort. We'll delve into the reasons why this works and how it can help your business thrive. Next up is the art of following up. If you've sent quotes to potential clients who haven't made a decision yet or have leads that you haven't contacted, you might be leaving money on the table. I've developed a proven system that I'll share with you for following up with potential clients effectively. You'll be surprised to know that many businesses only contact a fraction of their leads, missing out on significant opportunities. I'll provide you with valuable tips on how to engage with potential clients multiple times without being pushy, ensuring you don't miss out on potential sales. But that's not all; I have some exciting news for you! For the first time, I'm introducing the eight-week Sales Mastery Certification program. It's designed for sales professionals, entrepreneurs, and anyone looking to boost their sales skills and results. Whether you're an individual salesperson or running a business, this program can help you master the art of high-converting sales techniques that have generated millions in extra sales. Plus, it's perfect for those seeking to support premium pricing strategies. If you're interested, hit the contact form at john@john-blake.com.au to get more details. The time to take action is now, and I'm confident these strategies will make a significant impact on your business's success. Thank you for tuning in to this episode. Your success is my priority, and I'm thrilled to be your guide on this journey. Stay tuned for more valuable insights, and remember, the best deals are yet to come. Cheers! 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 have two special guests with me, Nicole Cox and Warrick Bidwell, who are experts in the world of trades and business. We're diving deep into the challenges and opportunities faced by trade businesses in today's ever-changing market. Nicole, who is a builder's wife, a carpenter's mom, and a pastor's daughter, shares her personal journey of stepping in to run her husband's construction company after he experienced several breakdowns due to the stress of running the business.  This experience made her realise the immense pressure faced by trade business owners and inspired her to help others in similar situations. Joined by Warrick, who has a background in finance and business coaching, they formed a partnership to create a community aimed at teaching trade business owners how to avoid stress and achieve a better work-life balance. Warrick shares his journey from growing up in a blue-collar family to working in various industries before stumbling upon business coaching.  He realised early in his career that fixing the core issues in a business could lead to long-term wealth creation.  In this episode we talk about the importance of running a business effectively and we highlight the struggle that many trade business owners suffer with the transition from being skilled workers to running a business.  We discuss the warning signs of business troubles and the importance of addressing them early on. We also stress the need for trade business owners to acquire business knowledge beyond their technical skills and to create a balance between work and personal life. Nicole and Warrick express their passion for working with trade business owners, whom they describe as hardworking and salt-of-the-earth individuals. By implementing a solid sales process, businesses can achieve high conversion rates and attract better-quality clients. Employee certainty is another key focus. Nicole and Warrick stress the importance of supporting and reassuring employees during uncertain times. They discuss the impact of market changes on the labor market and how businesses can take advantage of the shifting landscape. Overall, this episode provides valuable insights into the challenges faced by trade business owners and the strategies Nicole and Warrick offer to help them thrive in uncertain economic times are incredibly useful. Listen to this episode and learn how to create profitable trades and construction businesses. Remember to subscribe and stay tuned for more in-depth discussions with industry experts. Thank you for listening, and until next time.   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 another exciting episode of Master Dealmaker Secrets! Today we have an episode that is not to be missed. In this installment, we will be delving into the three keys to engaging web leads, a topic that is especially relevant in today's digital age. With the increasing prevalence of web-generated business and the rise of digital advertising, it has become crucial for businesses to adapt their approach when it comes to engaging with web leads.  Engaging web leads can be a challenge, but with these three keys, you can unlock the potential of your online prospects. As our attention spans continue to dwindle, contacting leads within five minutes of their inquiry can increase your conversion rate by a staggering eight times. Surprisingly, less than 1% of leads receive such a prompt response. Also, we must respond to web leads in a manner that is easy to reply to. Remember, these prospects have likely reached out to multiple companies, and their initial engagement with us is just the tip of the iceberg.  So, how is it done? Listen to this episode to know how to create context and provide a reason for a telephone conversation before jumping the gun. You don't want to overwhelm them with lengthy emails and complex requests for phone calls There are some crucial elements that you cannot ignore if you are trying to establish a genuine connection with your web leads. Learn to be adaptive, and use the preferred mode of contact for each individual. With a majority of people favoring text messages and avoiding phone calls, we need to adapt our communication methods accordingly. Gradually transitioning to a telephone conversation only when a valid reason has been established will yield better results. So, listen to this episode to know what are the 3 pillars that form the foundation of successful web lead engagement. By implementing these strategies, you can significantly increase your chances of turning web leads into loyal customers. I know you'll find today's episode valuable and insightful. Your feedback is always appreciated, and I am so grateful for your continued support. If you want to delve deeper into this topic or catch up on previous episodes, make sure to tune in to the next podcast.  Until then, remember to engage, respond, and convert those web leads into thriving business relationships. Thank you for listening, and I look forward to our next conversation on Master Dealmaker Secrets! 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're going to delve into a topic that is crucial for anyone involved in sales: the 10 strategic advantages of presenting your proposals or quotes.  As a sales growth strategist who has worked with numerous clients and salespeople, I've noticed a common mistake—people often send proposals or quotes via email without truly presenting them. It's like throwing a grenade over the fence and hoping for the best.  However, there are significant benefits to taking the time to present your proposals effectively. First and foremost, when you present your proposals, you regain control of the sales process. You get to direct your clients' attention to the most valuable aspects of your proposal, ensuring they understand the value you bring before revealing the price.  By doing so, you maintain control and increase the chances of closing the deal successfully.  On the other hand, if you merely email the proposal, you risk losing control and potentially the entire business, so, in this episode, we're going to dive into the advantages of presenting proposals, how to do it properly and what outcome you are likely to get if you just email them. Presenting your proposal empowers you to ask for the business directly. On the call or during the presentation, you can confirm your clients' choice and request their commitment to move forward. This personal touch and direct ask can significantly increase your conversion rates compared to a passive email exchange. Listen to this episode to know what these 10 strategic advantages are so you can ensure that you stay in control of the sales process and maintain momentum with your prospects. 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 182, I'm going to share with you seven tips for tripling your results over the phone. We are going to talk about the importance of following up with leads who haven't yet made a purchase, and this is going to be big because many salespeople give up after just one follow-up attempt. To begin, I advise you to prepare and make the process as easy as possible. Having a list of people to call and an open CRM system can greatly enhance results. And also, don't underestimate the value of limiting distractions during phone calls; turning off notifications and notifying others of one's uninterrupted availability is very important. This is only one of many things that can help you with your phone calls, but in this episode, I'm going to give you seven tips that work amazingly well, and also I'm going to provide a guideline that illustrates how to use your phone-call-time properly and what is the right process to follow. I cannot stress it enough, you need to do the necessary repetitions to achieve the desired outcomes. Consistency is key. Listen to this episode to know what these 7 tips are, they will prepare you for different scenarios you may face. You will learn how to handle rejection or disinterest; you will learn how to increase the number of potential clients and prevent desperate actions due to financial constraints, among many other useful things. So, don't miss this episode, I'm sure it's going to help you improve your conversion rates ensuring both you and your clients feel comfortable with the process, and it will give you tools to dramatically increase your revenue. 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 today's episode, we'll be discussing how to permanently plug the seven biggest sales revenue leaks in your business. Let's address the issue at hand. Economic uncertainty and rising interest rates require us to optimise our businesses to ensure resilience. Cash flow is king, and not all businesses have unlimited resources.  If you're not optimising your business, you're ignoring potential waste and leaving money on the table. In this episode, we are going to dive into seven areas of optimisation. From the moment someone enters your business ecosystem, you must maximise the opportunity while ensuring a positive client experience.  For instance, you can optimise your process by qualifying leads at the beginning and disqualifying those who don't represent an opportunity to save valuable time and resources. Of course, there are a lot more things that should be optimised and in this episode, we are going to talk about them. Listen to this episode to learn how to permanently plug the 7 biggest sales revenue leaks in your business by optimising specific areas. This will help you maximise your revenue, especially during times of economic uncertainty. Remember, optimisation is key to success, and ignoring it is like leaving money on the table, so take action and implement these strategies to secure the financial resilience of your 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.