Podcasts about sale conversion

Welcome to Online People Talking with Jen Barkan! In this episode, Jen is joined by Jessie Suggs o talk workiverseries, 2023 Benchmarks, and onsite leads! Jen and Jessie jump right into the recently hot topic of whether online sales should take over onsite leads and give their expertise into why they advise OSC's avoid doing this! They break open the 2023 Benchmarks Wrap-Up giving a detailed look into last years data and share Q4 numbers as well as state their predictions for 2024. Lastly, they offer some tips on your speed of response!Word On The Street: Should we prospect to onsite sales old leads? (10:48)Why OSC's Taking Over Onsite Leads is a Bad Idea - Jessie SuggsJessie and Jen do not recommend online sales taking on the those leads.Time is best spent with new customers.The statistics show it's better for online sales to NOT take care of those leads.Use your extra time to teach on-site.Topic Of Today: 2023 Benchmarks Wrap-Up (16:59)Appt Made to Kept Conversion 90%Lead to Appt Conversion 41% (up from 36% in 2022)Appt to Sale Conversion 20% (up from 18% in 2022)Online Sales Contribution 47% (down from 52% in 2022)Skills Check! (37:29)Speed to lead! Check your speed of response.Go into your CRM and look at what your average speed is.Jessie has her apple watch connected to her email.Only be in a meeting if you need to be. Jump in, do your thing, jump out.

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.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode of the Master Dealmaker Secrets Podcast, we are joined by Will Wang.    Will is the owner and CEO of Growth Labs, a digital agency that focuses on marketing strategy, messaging, copywriting, and advertising for its clients.     Will has a unique and highly effective process of researching and putting together campaigns for his clients.     He is well aware of the constant changes in the digital marketing world because some platforms have become more restrictive and it is harder to make money with ads and targeting hacks.     Social media is really good at bringing your message closer to your audience, but sometimes it can be hard to get the most out of those platforms, it gets even harder when the platform changes and that happens all the time, they are always changing.     Hopefully, Will knows all you need to know about social media and its constant changes, and in this episode, he is going to tell us how to get the most out of them.    Will is going to explain his in-depth research process, which goes from researching their client's industry and competitors, their client's customers, to the client themselves.     At Growth Labs, they want to understand what their client is good at and what they're not good at, as well as their unique selling proposition. From there, they work on the messaging, copywriting, funnel, and advertising strategy.    Their process is also adaptable. They are always looking for new trends and opportunities and they are willing to adjust their process to fit the needs of their clients.     So, in this episode, we are going to dive into the importance of copywriting for this process and why it's not just about writing persuasive copy. We are going to talk about creating an emotional connection with your audience and making them feel like you are solving their problems, the importance of funnels in digital marketing, among other interesting topics.    We also had a very enjoyable conversation about the future of digital marketing and where it might go next, the role of AI and machine learning, and the greater emphasis that's been put on privacy and data protection.    Listen to this episode to have a closer look into the world of digital marketing, specifically on how to adapt to changes in the industry and the importance of an in-depth research process, copywriting, and funnels. We're sure you're going to get a stack from it!  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 179, we are joined by Trevor Toe-Cracker Crook.   Trevor Crook is a world-class, in demand – direct response copywriter, mentor to entrepreneurs, writers, business owners, author, and international speaker, who helps business owners and entrepreneurs to ignite their sales and profits fast, using sizzling sales copy for online and offline marketing strategies.   Trevor Crook has personally interviewed over 10,000 business owners and entrepreneurs, dealt with over 300 industries, and spoken to audiences all over the world in America, London, Canada, Australia, and Scotland.    Trevor has written simple 1–2-page letters, and several have achieved a staggering 8% responses or more, just from one letter! A simple letter which cost his client $1,650 in advertising costs, generated approx. $200,000 the very first time he used it.   He is joining us today to talk about copywriting and how you can make use of it to win big and keep your business relevant.   The world of sales is everchanging and the economy is fluctuating all the time so it is important to know what actions to take to move accordingly with those changes so that your business doesn't end up underwater.   Trevor has huge experience in the marketing field and he knows what to do in any circumstance to make sure your business can thrive.    We had a fantastic, far-reaching conversation that touched on offer formulas as well as AI and how it will change the advertising world.  Listen to this incredible conversation to learn how to use copywriting to your advantage, to understand how to adapt to changes, and to be able to present yourself in a way that allows you to convert at high prices. There are going to be many other relevant topics in this conversation so, don't miss it, we're sure you're going to get a lot from it.  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. I'm really stoked because, in this episode, we are joined by Nicky Thomas to talk about empowerment and the different processes that go along with it.   Nicky and I have known each other for a while, we met doing a panel some years ago, I don't even know how many but I do know I'm really impressed by her evolution and the things she has accomplished in these years.   Nicky's had a really interesting journey; she currently works with many women (and men) on empowerment and the different processes that go along with it.  She is an ex-boss lady in the Army, former retail queen, FIFO wife and mother, and leadership development coach for people who need part gutsy-action-catalyst combined with an impassioned hand holder.   Nicky teaches people how to build and be functioning members of a team, how to follow orders at the same time taking initiative, and how to be strategic in assessing a situation and choosing an appropriate response.   One of her most important goals when working with clients is to give them the tools to solve their own problems without needing anyone's help. She'll be there to teach them up until they don't need her anymore.   I believe that is such a great value. Especially for what we do, because we're working with people and we're trying to help them to get past the things that we've encountered in our careers, or, in our journeys.   So, in episode 178, we share with you some of our knowledge, and experience in working with clients, empowerment, building relationships, and setting standards, among many other things. There is definitely going to be something for everyone in this episode so, don't miss it!  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. A couple of days ago, I had a shopping experience that made me think about how we use questions as salespeople.  I have had a very cool guitar for about six or seven years, and I recently booked myself a recurrent gig at a local restaurant so, I went to the music store to buy myself some new strings.  When I got there, I asked the guy at the store for the same strings the guitar came out of the store with, it was the same shop my wife bought the guitar from.  He told to me what the strings were and I bought them, but I was very curious about some of the other stuff they sell. I was asking the guy about some of those things but I felt like he didn't really want to spend more time with me, I felt rushed.  And that's when it hit me, that guy just missed on a great opportunity because I was eager to buy some more stuff, but I ended up not doing it.  What could he have done differently to make me spend a lot more money in their shop? Listen to this episode to find out.  It's all about how we use questions in sales conversations and what opportunities we can miss if we don't try to find out more about the buyer.  This is a very powerful lesson so, don't miss this episode, I'm sure you'll understand the importance questions have in such situations and you will be able to seize every opportunity with your clients in the most profitable way possible.  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 176, we continue with our Best Book Series. On this occasion, we are going to be discussing yet another book that has had a big influence on me, my business, my sales career, my coaching business, and my ability to help other clients.    Last week, we talked about the Ultimate Sales Machine by Chet Holmes. Today we're going to be talking about Start with No, which was written by Jim Camp who sadly passed away a few years ago.   The thing that I liked the most about this book is that it talks about focusing on your behavior and your actions.    Jim talks about the fact that you actually don't have control over the outcome of the actual conversation, the sales conversation, or the negotiation.   You don't know who's going to say yes, and who's going to say no, and there's evidence of this, where you've had sales, where you thought that it was an absolute no-brainer, and the person didn't buy.     And you've also had sales when you thought that there was no way in hell that the person was going to buy and that they ended up buying anyway.    Ultimately you don't have control over whether they say yes or no, so what should you focus on instead?   The idea is to concentrate on what you can control, and what is that? Listen to this episode to find out.   The thing is if you do something often and consistently enough, after a while, a pattern will appear. So, if you get better at this, ultimately, you will get more people that will say yes, but you are never going to know which ones they're going to be.   Tune in for this episode to learn what to do and what not to do in sales conversations so you can make better use of your skills and your time by focusing on things that will actually help you become more and more successful, and of course, if you hadn't had the chance to read this book, I strongly encourage you to do so.  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. If you want to be successful at sales, you have to be well aware of a lot of things. You have to know about the product or service you are selling, how it does what it does, you have to know how you can effectively provide solutions for your clients, etc.   Of course, there is a huge plethora of ways you can approach sales, some may teach a more personal and engaging way of doing things, some may be greedier about it, and some may be more ethical than others, however, they all need to follow a certain logic able to withstand the principles that are been taught to salespeople.   So, there are a lot of things that can be taught about sales, and today I'm really excited because I was thinking about what lessons, and books have made the biggest difference for me in my personal development, and in my business.   I've been coaching now for nearly 20 years, and I've been in sales for over 35 years. And there have been a handful of books that have had a massive influence on me, and my ability to grow my own business, but also my ability to grow my client's business.   So today I'm going to share with you one of those books and we are going to talk about it, this one is an absolute gem, it is called The Ultimate Sales Machine by Chet Holmes.   Sadly, Chet Holmes passed away a few years ago, but there is so much in this particular book that you can apply.    This book really changed the way I thought about sales. After I read it, I felt so incredibly aware of what I was doing wrong, and what I was doing right, and I felt so ready to put all the other things it had taught me into practice.    Listen to this episode to learn what this book taught me, these may be very simple principles but they are highly effective, and if you haven't had the opportunity to read this book, I really encourage you to do so, you won't regret it.  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. For episode 174 we have the pleasure of having Eli Wilde on the show.   Eli is the creator of Wilde Influence, a company whose mission is to empower salespeople and entrepreneurs through advanced communication skills and authentic influence.   Eli was also the top performing corporate trainer for Tony Robbins, amongst a whole stack of other things that he's been up to over the last 20 or so years.    He started out selling digital products over the phone, but he wasn't good at it.   After that, Eli had a brief acting career and he actually almost ended up being Superman in Superman Returns. He trained for the role but he didn't get the part. However, Eli himself looks back and realises he didn't put all of his efforts into his acting career.    He gave up on acting and went back to his job, where he finally was doing well. He finally got to a place where he was good at sales because he just put all of his time and energy into that because of his livelihood.   It was then that he met Tony Robbins, and believe me, he was determined to meet him once he attended one of his events. He pretty much harassed Tony's company by calling them about 200 times in a period of two weeks.   He got a job there.   After a few years of working with Tony, he was doing well. He would travel and promote Tony's events. Living in LA for a few months, in New York for a few months, etc. He was on the road for 50 weeks a year.   This job gave him a lot of experience and knowledge about sales but also, about himself, so in this episode, he is going to share with us some of the things he's learned that changed his life for the better.   Listen to this episode to learn more about selling from the stage, selling one-on-one, the importance of follow-ups, the importance of having a belief in what you sell, the importance of being sincere in sales, tools for persuasion, and many other lessons he's learned over the years.   I found this conversation incredibly valuable and I know you will too. Don't miss it.  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 in front of decision-makers from companies that you'd love to work with is a huge deal.    Not only are you going to be introducing yourself and your business to them, but it also may be the first time they ever talk to you and you have to make a good impression.   This is your chance to engage with potential clients and make them interested in you and your product or service. Many things can go wrong, and they certainly do, but sometimes even if you think you are prepared, you might experience the unexpected.   Let me tell you a story.   I have a friend who lives in Canada who has done a lot of personal development, heaps of sales, and training, and has learned from all of the greats in terms of sales training. He certainly knows what he's doing and he is great at his job.   He once had the opportunity to talk personally to a key decision-maker from a big mining company. He thought he was well prepared and he started to talk this guy through his process, and he was just pulling out all the stops, using all these strategies he knew.   However, he wasn't ready for what this guy told him.   He said to him, “I'm just gonna have to shut you down there. Because I like you, I want to work with you. But if you're gonna keep carrying on like this, it's not going to work... you have to stop that stuff, let's just have a conversation”.   This feedback was such an eye-opener for him, and in this episode, I'm going to share with you the two most important lessons that this story teaches us.   My friend learned a lot from this interaction and I'm sure you will too because it illustrates how important it is to see the bigger picture and to understand who is in front of you and how you can engage with them.   Listen to this episode to learn what these lessons are, and to avoid being in the situation my friend was in before any potential client has a chance to point it out to you.  To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 172, we're going to talk about the three most important things to consider if you are thinking about changing industries.  This is such an important idea because there is so much changing in business at the moment and often you can change industries and do incredibly well with the same skill set. A lot of people don't understand how transferable their skill sets are.  Back in the day when I used to work for a sunglasses company, there was one guy who was part of the team who was really good at what he did.  I had a conversation with him and I said to him, why don't you look at going into a different industry? He looked at me and just said, “Look, I just couldn't do it. I just don't think I could do it. I really don't feel like I could work in a different industry. This is all I've known.”  And I remember saying to him, “what you need to understand is that there's not that much difference from industry to industry.”  And the reason that I know that is that when I first started this consulting business, I was niched in the action sports industry. And for the first five years, they were the only clients that I dealt with, surf shops, surf wholesale businesses, and importers, and then I gradually started to go into different industries, a lot of them.  What I learned is that you are not going to see that much difference between industries other than the type of product and perhaps some nuances and some different ways that you need to talk about that particular product or service. Outside of that, it's not that different.  However, there are some things you need to know if you are going to switch to a different industry, that's why in this episode I'm going to share with you the 3 fundamental things you should consider when changing industries.  Listen to this episode to know what they are so that you can face any new and exciting challenge with a clear mind and with tools that will help you make the most out of any situation, regardless of the industry you are in. Don't miss it.  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 171 we are going to talk about flipping the script on building sales with one of the best performance coaches out there, Mick Hawes.  Mick is a #1 best-selling author and coach that's most known for guiding builders to increase their productivity, profitability and their time freedom to enjoy the benefits of their hard work.  Over the last 25 years Mick has been a performance coach, he's worked with top athletes such as US Open winner Samantha Stosur, as well as small and large businesses.  Mick strongly believes that he's found the foundational areas that create success in both sports and business, and in this episode, Mick is going to share with us his incredible knowledge about this and other topics.  We are going to talk about the unique approach Mick has with his clients, how it works and how it has helped them grow their business exponentially while also providing them with tools to value both themselves and the effort they put into every project, not only the final result.  Mick teaches particularly interesting and effective methods that we are sure you are going to love, and the things he has learned over these 25 years are so valuable that they apply to every business, discipline, sport, etc. Anywhere where performance is key.  Listen to this conversation because we cover a lot of ground here. Especially if you are in the trades and construction business, you cannot miss this episode, you are really going to get a stack out of it!  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. 2022 is coming to an end and what a year it's been!  I'd like to personally thank you all for listening to this podcast throughout the year and for all the awesome feedback I've received from you.  Given that this year is almost over, I thought it would be a great idea to look back and make a top 10 list of the best episodes of the year.   The criteria I followed to determine which ones were the best was to take a look at how many people listened to and downloaded every episode. This was very useful because I could see what were the topics that were more valuable to you and to your business.  You can think of this episode as a cheat sheet for you to get to some of the gold that we've covered this year.  Listen to this episode to know what people found to be the most relevant information for their particular needs, I know that you can find it just as valuable. And things just got better for you because now you have a quick way of accessing this information.  Once again, I really want to thank you, I very much appreciate you listening to Master Dealmaker Secrets and I assure you there is a lot more where that came from this year so, stay tuned.   To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, we are going to talk about how to hit goals using the power of accountability, specifically how you can leverage it to get more things done and to achieve your goals faster.   I'd like to start by sharing some research with you which I think will stand to reason.   There is a study on accountability by the Association for Talent Development in which they found that individuals have the following probabilities of completing a goal by taking the following actions.   The first action is that they've got a goal. And they say they've just established that they have a goal, they've probably just formulated the idea and it's something that they want to do, it's on their list of things to do.   The research said that there is a 10% likelihood that that particular person will complete that goal.    The second one is having the goal but consciously deciding that you will do it. So that is making a decision in your own head, that you will get that particular goal completed or you will get that particular task done, there's a 25% likelihood that that particular goal will be completed.    But there is a third action you can take to accomplish what you want. With this action, you can expect a 40% likelihood that you will complete that particular goal.   But there is more. By introducing accountability, you can expect up to a 95% possibility that you'll actually complete that goal.   And here is where things get interesting.  How is this done?  Listen to this episode to find out.   In episode 169, I am going to share with you the philosophy behind using accountability to hit goals and I am going to give you examples from my professional life that have taught me how effective it is to use accountability as leverage so that you can hit your goals more quickly and more frequently.  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 of the Master Dealmaker Secrets podcast, we are going to talk about one of the single worst things you can say to a client.   We all know customer service is a key part of reselling, retaining, and upselling. However, not all salespeople manage to live up to expectations.   I often hear business owners saying this to clients and then wonder why their clients at best respond negatively or at worst actually get mad at them.  It doesn't take much really. If you avoid saying this to your clients you will avoid a whole bunch of grief that often goes with it.   You'll also avoid the greater chance of your client not feeling valued and leaving to go to your competitors.  Listen to this episode to know what you should never say to a client.    Avoid making the mistake many people constantly make. Listen to this short but super important episode to know what you should never say to a client.  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 167, we are going to talk about the importance of thinking big.   I'd like to illustrate its importance by sharing with you a conversation I had many years ago with one of the principals of one of the companies that I represented back in the day.   In the 90s, I used to have a wholesale agency, I represented a bunch of action sports brands in West Australia.   What was happening in the industry at that time was that we had about 120 Surf accounts. Accounts that would sell surf wear or action sports apparel in Western Australia.   However, over the years, you would start noticing more and more businesses coming in that were centrally owned, so they would have 60 stores, but their head office would be based on the East Coast.    What that meant for West Australian agents was that they would either get reduced commission, or they wouldn't get any commission at all on the sales that were made to those chains.    Anyway, I was having dinner with the owner of what was the biggest manufacturer of apparel in the southern hemisphere at the time, and I was complaining about these national surf retail chains that had recently opened stores in Western Australia.  I thought he would agree with the points I was making in terms of the negative impact it was having on the market but instead, he said the exact opposite of what I expected.  His response totally shocked me and really highlighted how small I was thinking...   Do you want to know what he said?  Listen to this episode to know what it was. Trust me, it was a real eye-opener.  I learned a very valuable lesson that day and we are going to discuss why his response was so shocking and why what he said was so valuable, and also enlightening for me.  This episode will help you see what are the opportunities that you're not thinking about, and it will help you think about some different ways that you could think about your business or your particular sales situation in a way that ensures you always keep growing, so make sure you don't miss it.  To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today, we are going to talk about how you can be super successful, even if you're not that good.    This is going to be super, super useful, especially for business owners or sales professionals that are looking to transition into their next role or the next phase of their growth.   Let's face the facts. There's only ever going to be a small percentage of salespeople who are absolutely on fire, in the top echelon.   The 80% - 20% rule holds for salespeople too, 20% of the salespeople out in the market are going to be responsible for 80% of the sales.    And, the reality is that you're not always going to be in that top 20%, you're not always going to be the best salesperson in your particular industry.   Of course, you can always give your best every time. You can become the best salesperson that you can become, but there are always going to be people that are going to be better than you and they're always going to be people that are worse than you.   That's just the way things are, but you shouldn't be discouraged.   There are always things you can do to make the most out of every situation even if you know there are people with more experience on the field than you or with a more effective skillset than yours.   So, what can you do to be successful even if you're not in the top echelon? Where should you focus your efforts to thrive even if you're not very good?  Listen to this episode to know the answer. I speak very often to people who are either wanting to get into sales; people who are in a sales role, and they're moving to a new role, or they want to get a new job, whatever it is. The advice that I give to them is the same one I'm giving to you today; I know you'll find it very useful.  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 in sales, and business owners, especially if they're in the startup phase are very unlikely to take holidays.   Many people say they don't need one, but I believe everyone needs to take a break once in a while.  Why am I talking about this? Because I'm about to take a holiday and I haven't had one for a while.  So, since I'm preparing for my trip, I realised there are a couple of things that I thought were worth sharing.  Today, we are going to be talking about the three biggest ironies around taking a holiday.  As I mentioned, I know lots of people that I'm associated with that don't really take breaks. They often have good lifestyles, but they don't really feel like they need a couple of days off.  And that's the first irony. It's not until you are on the holiday that you realise how much you actually needed it.   From my own example, what I realised is that it actually takes me three days to wind down and relax.  What that says to me is that it's a pretty high level of cortisol I'm cruising around with if it takes me three days to actually be able to loosen up.  Resting is very important, and we often ignore how important it is but, the best part about holidays is that taking a break doesn't mean you can't be productive. Au contraire, you and your business can benefit tremendously from simply taking a few days off.  Why? Listen to this episode to know the reason. We're going to ponder on the role holidays take in our personal lives and in our business lives so that you can have another view on the topic.   Don't miss this episode, I'm sure it will help you realise how beneficial holidays really are.  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. As I've said previously, there is a battle going on for your attention.  Lately, I have noticed a trend where business educators will use controversial contrary statements simply to get people to pay attention.  We've talked about some of these remarks around relationships in sales, and today, we are going to talk about yet another controversial premise they teach...  That sales scripts don't work.  First of all, let's be very clear about this. Yes, you can very easily sound scripted. If you simply read a script word for word, then people are very unlikely to buy from you.  But if you think about every single movie, your favorite movies that you watch over and over and over again, your favorite TV series that you continue to watch time and time and time again, season after season after season. What are the common denominators? They are all scripted!   What do movies have to do with all this?    Let's think about the difference between a crap movie and a great movie. A big difference is that actors learned the script, actors internalised it and made the script part of them. That's how actors become so convincing in a particular role.    Reading word for word without internalising any of what you are reading will make you sound scripted. If you sound scripted, people will very unlikely buy from you. But if you can internalise a properly made script, you can really use it to your advantage.   Listen to this episode to learn what the elements that make a great script are and to know how you can benefit from using them in your sales conversations.   This is my bread and butter, I create scripts for my clients all the time (not just sales scripts either) and I've seen, time and time again, how powerful they can be when done right so, make sure you listen to this episode to fully grasp how you can exploit 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. In this episode, we are going to be talking about relationships and whether they are important in sales and business development.   Although it may seem like an arbitrary question, it is very important to ask that question.    You would think that it's like “duh! are relationships important in a sales conversation?” And the immediate thought might be yes, but there's a growing number of educators in the business development space that are talking about that relationships aren't important.   They tell you that you can be off-hand, or even bordering on rude in a sales conversation, and it's quite bizarre. Why do they say that?   Well, the reason that they do it is that they are contending in a battle for eyeballs. People have this habit of trying to slay sacred cows in order to get attention so, people will say that traditionally, popular concepts are incorrect to simply get attention.    They might have a good message, a lot of them have good intentions, and a lot of them have good programs so, are relationships important in sales, or is it a misconception that we've learned over the years?   The first situation that I want to dive in to answer that question is that when salespeople are talking to a client, there is a tendency, especially people who are new in sales, to be really eager to please and to subordinate their own importance in the actual sales conversation.    You certainly need to be assertive, but you also need to be willing to challenge assumptions that are incorrect. For that, you'll need to stand your ground but you'll also need to be respectful when you challenge those assumptions.    What would you say, are relationships important in sales?   Even though you shouldn't ever suck up to a potential client or try and people please, the strength of relationships has never been more important, especially in this world where there are certain industries that aren't going so well, and loyalty can mean the difference between you having a good relationship and not having a good relationship.   So, listen to this episode because this is a very discussed topic and I know that the scenarios that I'll be sharing with you will help you understand what is the real role of relationships in sales.  To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This week, I am very excited because we have an amazing guest on the show, Ken Okazaki.   Ken is a video marketing expert, he has produced huge amounts of content for highly renowned people over the years, and he has a deep understanding of the media, the production part of it, and the content part of it.   I have been wanting to get Ken on the show for quite some time because video is such an important part of content, of the internet, of websites, it is essential almost everywhere. The thing is, do we really understand how useful it is? do we really understand how to exploit this resource?   Before he started his video marketing business, Ken was running large-scale personal development seminars in Japan, where he's from.   He was a promoter, and the company he worked for, they'd partner with world-class speakers like Tony Robbins, Robert Kiyosaki, and Les Brown to mention a few, and run big events. They used to fill a stadium every other month so, they were doing good.   However, Ken really hated it. Running those events was a headache, trying to keep everybody happy, and the business running at the same time was not easy so, he decided to quit and start his own business doing what he loved.   He also made great use of his connections because, he was able to get to work with the world-class speakers he used to invite to the seminars, and he made them an offer they couldn't say no to. Ken produced with them a year's worth of content in only two days.   We are very lucky to have him with us today, and in this episode, we're going to dive into all the things you need to know about video so that you can get the most out of it regardless of what kind of business you are in.    Also, I didn't expect this to happen but, Ken is actually sharing with us his step-by-step process for creating video content.   Make sure you don't miss this amazing interview; you'll get a stack out of it! And remember what Ken says, “If you see a path for social media to generate the leads for your business, then video is probably the best way to do it”.  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 161, we are going to be talking about the single biggest mistake that inexperienced salespeople make and effectively how to avoid it.   Simply put, the single biggest mistake that inexperienced salespeople make is that they try to put prospective clients into arbitrary-type situations.   There can be a couple of reasons for that to happen, but mostly, salespeople do that because they are ill-informed not because they have ill intentions.   I worked with a client once, and he wanted me to help his company write more business on the spot. So, I gave them a process that I developed myself because I had my own fashion agency for a long time and I had about 130 different clients that would come in and buy a range of apparel from me two or three times a year.   Long story short, I developed a system that would improve the likelihood of them buying on the spot because if they didn't get the order on the spot, they had to wait for it at least a week and there was a direct correlation to the diminishing of the order that you would get for every week that would go past.   So, we went through it, I taught them this particular system, and about three days later, the phone rang and this guy said, “I tried what you did, and it didn't work”. When I asked him what happened he said, “Well, I had this buyer come in, and I went through the process that you taught me. And he didn't buy, he just said, stop doing the hard sell! stop doing the hard sell!”.   What happened there was that the client he was talking about was an existing client, and he was known for taking between three to four days to get his order. My client had unnecessarily pushed his client towards closing a deal while ignoring the context of the situation.    He could've just waited a couple of days for the order to be placed instead of making his already regular client feel uncomfortable and under pressure so, you have to understand the context and adjust how you approach every single situation.   This is a clear example of how inexperience and wrong information can have terrible consequences. Maybe not at first. If you push clients into arbitrary-type situations on an ongoing basis, what happens is that there actually aren't that many short-term consequences. In the short term, you actually might even make more sales if you're trying to force people to buy.   The thing is, over time, especially when you live in a country like Australia, or you live in a town like Melbourne, Sydney, or Perth, what happens is that word gets around and people find out because they talk.   So, people talk, and suddenly, nobody wants to do business with you anymore. That is a bad thing, you definitely do not want that to happen.   Listen to this episode to learn how to fix this often-ignored issue, I am sure you will be able to perfect the way you approach your clients so that you can improve the likelihood of closing the deal while assuring you're not making your clients feel like they want to run away.  To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we are going to be talking about why there is no one-size-fits-all sales process.  Every client you'll ever get to talk to is going to have different necessities, different preoccupations, and is going to come from a different context so, you can't just use a generic process for everyone and hope it will give you results.  Maybe you used a certain process in the past and it was useful, maybe someone recommended you to use the same process for all of your clients, but the truth is you simply can't just use an off-the-shelf, one-size-fits-all sales process, it really does need to be tailored like a suit.  In this episode, we are going to elaborate on why it has to be this way, and also, we're going to talk about the three different types of sales processes that are commonly used so that you have more information to put yours together.  First thing's first, the reason a sales process needs to be adaptive is that we are selling to different people. Sometimes there are multiple decision makers within an organisation, sometimes you will need to actually go back and develop a solution for someone.  Sometimes, longer sales processes will facilitate multiple meetings with a buyer, especially if it's a big enterprise-level purchase. There are a number of different things that need to factor into the type of sales process that you use, it is never the same story.  One of the most common processes used out there is the one-step process. There are certain purchases that will lend themselves to one conversation, and one person who is making a buying decision, right? So, in some scenarios, one interaction is enough.  But then, there will be people that have a legitimate reason for not wanting to commit on that particular call, and you are going to need to adapt and tailor your sales process in such a way that it works for both parties.  So, listen to this episode to learn why it can be extremely counterproductive to try and use a one-size-fits-all process in every situation. You are also going to have a greater understanding of what sales processes are out there so that you can evaluate what fits your business best.  Remember, even if it's a one-step process, one particular type of buyer, one particular type of seller, or one particular type of industry, there will be a certain amount of tweaking and customization that needs to take place.  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 159, we are going to talk about the advantages of presenting your proposal, quote, or fee to a potential client, instead of just emailing it.    If you just send your proposal via email, it can often end up in the spam folder, can easily be ignored, or the potential client will open it and click straight through to the price.   What can you do to avoid this? Well, there are some other ways to get things started with a potential client.   The first thing to understand here is that there is so much to be gained from actually making time to go through your fee outline with somebody in person, these days in person can be on Zoom, it can simply be giving them a call.    Giving them a call and giving them the heads up that you're just about to send them their outline makes an enormous difference. It reduces dramatically the chances of your email ending up in the trash bin.   But, if you can schedule a Zoom call, meet in person, or somehow get to talk to them you are going to have more resources to approach them.   Why? Because you can show them the outline, go through each of the different points that must be taken care of, have a constant dialogue where you can calibrate as you go, and stay focused on providing value and providing solutions.   This is a huge strategic advantage because you are going to be building value by going through all the different points and all the amazing things you can do for them instead of having them look at the price and skipping all the information.   A conversation with them also allows you to sense if there is something that they're not happy about or that they want to know more about. That's why it is important to be there, to listen, and to observe carefully.   This is just the beginning. In this episode, I'm sharing with you the seven strategic advantages of presenting your proposal to a prospective client rather than just emailing it.   Listen to this episode to know all the great things that can be done just by having an actual conversation with your potential clients, I know you will understand why it is so important to not rely only on emails to present your quote and learn to prioritise what's relevant for 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. In this episode, we're going to talk about something that has almost certainly happened to all salespeople, getting ghosted.    Today, I am going to go through the five biggest reasons why the potential clients that you've made a presentation to aren't returning your calls.    There are a lot of factors involved in someone deciding not to call you again, but we're not going to dive into all the specifics. I really want to make it as concise as possible.   I want to talk about these 5 reasons because I believe they illustrate quite well the areas that are often overlooked or taken for granted. You probably are making big mistakes in your sales process without even knowing it.   So, the first reason why some people ghost you is that they are not interested at all. This might sound obvious but quite frequently, people make an offer to somebody who actually doesn't need what they're selling.    Why would you make an offer to somebody who doesn't need what it is that you're selling? Probably because you don't know they don't need it. A good sales framework will actually disqualify people, you need to be able to prepare to say no. And one of the most valuable things that we can do with clients is actually giving them a nice way to say no.   You need a nice way to refer them to a more appropriate business that can help them in the way that their particular set of circumstances requires.   So, you should stop making offers to people who don't need what you are selling, and in order to do so, you need to have a way to know who needs what you offer and who doesn't.   Listen to this episode to learn how to do it and to understand what is causing people not to return your calls. We are going to dive into each one of the 5 reasons that cause this problem and elaborate on 3 main ways to solve it.   Besides being bad for business, getting ghosted can be quite annoying and very discouraging, especially if you experience it a lot so, make sure you don't miss this episode to get rid of this issue once and for all.  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 have Kevin Thompson on the show with us to talk about building million-dollar relationships.   Building relationships is a crucial part of putting deals together, and Kevin is an absolute master at this, he's been doing it for a long time.   He came to understand the power of relationships working in a trading company he used to own. A business that Kevin grew solely through strategic partnerships.   Over a 12-year period, Kevin did almost 600 strategic partnerships and $16.1 million in sales of the training that he created solely through strategic partnerships.   He grew that company only through creating solid, respectful, and profitable relationships. You'll be the judge, do you think relationships are important in sales?   For us, they have always been our most valuable asset, and in this day and age where we're at right now, this is truer than ever.  Considering how easily we can contact somewhere across the world nowadays and how immediate things have become over the last decades, we must not forget the value of real human connections.  Some people often look past this and embrace blindly the new trends and the new tools technology has given us. Don't get me wrong, those developments have been great and incredibly useful, but we must not forget how important it is to actually make the time to have a meaningful conversation with someone else.  In this episode, we are going to dive into all the different elements that are behind building long-term, meaningful, real relationships. that ultimately end up being profitable as well.  Kevin certainly knows a lot about this so, listen to this episode to learn how you can build million-dollar relationships that will help you grow your business dramatically. We know you are going to get a lot out of this 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, I'm really excited because we are going to be talking to Ben Wolff from Wolff Energy Solutions. Ben has been a client of mine for over 12 months, and his business is a real inspiration.   He has built a trades-based business upon core cultural values, and the lessons and the growth curve that he's been on over the last seven years are certainly a great example for anyone that wants to grow or scale a business.   Ben started his apprenticeship with a tier-one company back in the day, doing commercial construction projects. He finished his apprenticeship with them and then spent a few years as a tradesman.   He just generally felt unappreciated there, like everyone was a number, falling on deaf ears. Ben was working a lot of hours, but his contributions meant nothing to his superiors.  All of a sudden, everyone stopped caring about anyone so, Ben didn't like that, he needed a change. He didn't really have a solid plan at the start when he made the leap, but he knew he just couldn't keep doing what he was doing. He knew he could be a much better boss than what he was experiencing in construction.  So, when he started his company, he knew very well that one of the core elements of Wolff Energy Solutions had to be culture; he knew he had to build his business upon a work culture able to provide a healthy environment for everyone involved in the business.  Today, Ben is going to share with us today what are some of the philosophies that have contributed to the success and the growth of his business; what role has coaching played in the growth of his company, among many other relevant aspects of scaling a business.  Listen to this episode to know what the keys to successfully growing a business are, this was a really valuable conversation and I know you are going to get a lot out of it, especially if you are currently building your own business or thinking about doing so.  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.

Heute ist Sascha von GovRadar zu Gast. GovRadar ist eine 2020 gegründete SaaS Plattform, die einen Pain löst, der uns alle betrifft. Durch die Automatisierung von Vergabe- und Ausschreibungsprozessen revolutioniert GovRadar das öffentliche Beschaffungswesen. So erklärt uns Sascha am Beispiel des Digitalpakts Schule, welche maßgeblichen Probleme er im Beschaffungswesen erkannt hat und welche Lösungsansätze GovRadar bietet. Wir erfahren von Sascha, wie GovRadar, die für sie relevanten Kontakte gefunden hat. Wie man soziale Netze als Filter nutzt und wie man Branchen nahe Player für sich als Netzwerk und Plattform gewinnt und so den richtigen Einstieg in einen schwer zugänglichen Markt schafft. Außerdem zeigt uns Sascha, wie GovRradar diese Kontakte zur Markt- und Produktrecherche genutzt und langfristig in Kunden verwandelt hat. Wir schließen die heutige Episode mit einer längeren Analyse des Sales Funnels bei GoveRadar, den Grenzen von automatisierten Prozessen, dem Aufbau einer gut funktionierenden Sales-Maschine und einem Brainstorming über skalierbare Marketing- und Akquisemethoden.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode of the Master Dealmaker Secrets Podcast, I am going to share with you the top 5 personal development books that top salespeople own, that others don't.  One of the keys to becoming a really good business professional or sales professional is you need to have resilience, and you need to have a really solid foundation of personal development.  Why? Because you are going to experience rejection, and you're going to experience things that don't go so well, there's no other way around it.   You need to have a good coat of armor to be able to bounce back fast from those situations, but most importantly, to have them affect you the least, and in my experience, these books are such a key part of that.  The first one of them is Your Erroneous Zones by Wayne Dyer. Believe it or not, I read this book when I was 13. I don't know whether I'm a freak, whether I could sort of digested all of that at 13, but it became the foundation; this book was the catalyst that put me on the personal development journey.   The second one is Psycho-Cybernetics. It was written by Maxwell Maltz, an unusual guy to write a personal development book because he was a plastic surgeon at the time.  He discovered that he would get all these people that would come in and want some plastic surgery done. He would perform the plastic surgery and then what would happen is that, once they healed, they would look at themselves and a large percentage of them wouldn't see any change.   So, what he started to look into was how people viewed themselves, this whole idea of self-image. The best thing about the book is that it talks about manufactured memories, and it talks about the theater of the mind, and how you can influence future events positively through visualisation.  Of course, there is a lot more to talk about these books than what I'm sharing with you here, and we haven't even gone through the whole list. So, listen to this episode to know what these 5 books are, what are the lessons they teach, and why I think they are incredibly valuable.  These 5 books have helped me a lot in my career and I know you can find them just as useful as I do.  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 153 of the Master Dealmaker Secrets Podcast, I am going to tell you how and why I got into sales.  I have had a number of people ask me this over the years so thought I would share it with you.    I didn't actually start with an intention to get into sales. It wasn't what I wanted to be when I was young. In fact, I was a competitive surfer in Western Australia when I first got into sales, a guy from the company that sponsored me invited me to work for them.  I accepted, and once I started working there, I would find myself constantly looking for feedback. I used to go to my boss and ask him frequently, "How am I doing?", "How am I performing?"  I was always looking for feedback and felt like If I could get more input, it would help me to become better.   And this later became the motivator for wanting to help other people and give them a way to become better at sales faster.  Unfortunately, there are lots of issues around sales and one of the biggest ones is the big proliferation of salespeople or sales teachers that teach a dysfunctional process. A process that creates dysfunctional salespeople that give the industry and salespeople themselves a really bad reputation.   These people teach this aggressive-type approach that may seem to work on one or two occasions but that doesn't really solve any problem for the people that came in.  If you don't help people, if you don't serve people, that reputation goes out into the world, then it comes back and ends up biting you in the bum.   For me, the thing that I really love about sales is that you can be instrumental in changing and improving somebody's world, in helping them to make a decision that will benefit them. And that comes with having the right intention and having the right set of philosophies around what it is that you're there to do.   So, listen to this episode to know the whole story about how I got into sales and to learn some of the things I've worked out over the years that have allowed me to help people in the process of becoming proficient at sales. I really hope you enjoy it and find it useful.  To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we're going to talk about five reasons why a client will not buy from you.  These are the five things that you need to check off, that are really important in terms of somebody making a decision to take the next step.  This is really interesting because most people think that the main consideration on why people either buy something or don't buy something, is how much it costs. And this isn't true, there are a lot of different reasons why somebody won't buy.  Money's absolutely a consideration, but If you use the framework that I teach, you will have a process that allows you to uncover a big enough problem, such that the actual investment in you, at least from a monetary perspective, looks small by comparison.  Time is another very common objection. “How long will it take for me to get a result?”, “What is my time investment for this particular purchase?”   These may be the two reasons most people think about when they hear about sales objections, but there are more, and more diverse things to be aware of if you want to mitigate the power these reasons have over people.  It is incredibly useful to be aware of them because you can then recognise what the issue is with a particular client, acknowledge their concern, and adjust your approach to minimise the impact of any objections they may have.  Listen to this episode to learn what these five reasons are, and to learn a framework that will help you in your written communication, and conversations with clients. Don't miss it, I know it will be really valuable for you.  To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode of the Master Deal Maker Secrets Podcast, we are going to talk about some ways you can ask questions to your clients in a more elegant and subtle manner.    We are not talking about any kind of question, we are talking about more sensitive questions your client may be reluctant to talk about like, how much their monthly revenue is or what is the current profit in their business.  Some people are more open to these topics, but some people aren't, and what I've seen is that if you haven't set a proper context before those questions are asked, people can misread your intentions and they'll find themselves in a very uncomfortable position.  That's why today I'm sharing with you some alternatives. You will be able to soften those questions so that your client doesn't feel like they are in an interrogation room. The whole idea is to help you establish good communication with them so you can ask for the information you need without it having to be an uncomfortable situation.  Softeners are the things you put before asking a question that can make that same question come across and be received in a less confrontational way.  These softeners make the “uncomfortable” questions a bit less aggressive, and a little bit more likely to slip under the radar so that you don't make someone think, “Hmm, I don't really want to answer that”.  Listen to this episode to know what these softeners are, they are a really powerful tool to use whenever you need your clients to give you crucial information about their current situation. They are incredibly useful and simple, trust me.  To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, we are going to discuss what are the things that you have control over in sales and what are the things that you simply can't control.  This is a very important topic because often people assume they can implement their sales process in a way that guarantees success with any given client. You may be able to increase the chances of success, but there are some things that are unpredictable.  It is very common for people to think that they do have control over who buys and who doesn't. Let's set things straight once and for all, you don't have control over that! Nobody does!  You can't imagine how many times I thought “oh, these guys are definitely going to buy” and they didn't; you have no idea how many times I've talked to people that seem very cautious or very uncertain about buying and they ended up doing it, who'd have known!  The point is, you cannot control WHO buys and WHO doesn't, but you can control so many things around that same situation.   Let's say you don't have a framework that you're using, but let's just say you talk to 10 people. What I know is that an average of about two to three people out of those 10 people are going to buy.  That's why you use a framework, to have a proper process that increases your chances of success. Even then, you will not know who is going to buy and who isn't, but you will make sure you do everything that is in your power to get from having two or three people buying from you to having up to seven out of every 10 people you talk to.  Listen to this episode to learn what you can do to improve your process and to identify what are the things you just can't control in sales conversations. I know it will give you some peace of mind if you need it and it will also help you get better at sales by working on key areas.  To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, we are going to talk about Counterintuitive Sales Questioning. What is that? Basically, they are questions you ask your potential clients when having a sales conversation that aren't common, that are unexpected.  The Counterintuitive approach has a really interesting effect on your potential clients because, most of the time, they are expecting to have a usual sales conversation with you. For them, you may just be another salesperson that is trying to sell them something.  That's where you are going to shine because you are not going to ask the same questions everyone else asks, you are not going to respond in the same way as everyone else.  You will cause a sudden clash between what they were expecting and what ends up happening, and that is a good thing!  In a sales conversation context, there are two ways that you can phrase a question. You can answer the question first, and then say to the person, “Would that be useful? is that the sort of thing you had in mind?” Or you can ask the question and the person can actually answer it.  Rather than answering the question for them, and then asking them a question that confirms what you said, the best thing that you can do is ask a question that elicits the response that's actually right or real for them.  An example might be saying to them, “so, why is it that you want to get better at investing?” The person is going to tell you, “Because, you know, I really want to be able to set myself up for later on in life so that I can retire earlier, and so that I can take my family traveling”.  That is a so much more powerful response than answering your version of what you think that they should want, and then phrasing your question with the sole intention of getting a yes.  Listen to this episode as we dive into the counterintuitive questions you can make to differentiate yourself from your competitors whilst making sure your clients get the most value out of your product or service.  I'm also going to share with you three great examples that illustrate how helpful these actions can be in a sales conversation so, don´t miss it.  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.