Master Deal Maker Secrets

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. in Episode 146, I'm going to cover something that I haven't yet because it is a bit of a subtle strategy. It is both simple and powerful and one you probably haven't heard of.  Have you ever considered how you should position yourself physically according to your prospect?   Whether you are in a one-to-one sales meeting, or you're presenting to a group of people it's important that you set yourself up with every advantage - and where you position yourself can give you that edge that psychologically gets your prospect to experience you they way you want them to.  So, here's the scenario, you are doing a presentation in front of a group of people, you're meeting somebody for the first time, or you are meeting somebody to have an actual sales conversation. As a rule of thumb, keep your client on the right of you. The reason that you do that is because what it does is that it engages the left-hand side of your brain. The reason is it allows you to think and process what it is that you do in an analytical way, right in a logical, analytical way. So if you are meeting somebody for the first time you shaking someone's hand, you want to be on the right of them. If you are sitting down having a sales conversation with them, you want to be to the right of them. If you're doing a sales presentation, you want to position yourself from the audience's perspective on the right-hand side of the room. Because that allows the people in the audience to experience what you're what you're doing, and what you're saying in a logical way. It's an optimal way to arrange yourself from a physical perspective, when you are dealing with a either a one-on-one conversation or a group of people. Take a listen to get more of the details and possibly even close more 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. I was first introduced to this idea through a book called Psycho-Cybernetics, written by a guy called Maxwell Malts. He is a plastic surgeon; and what he realized is that there was a disconnect between how people saw themselves even after he'd done plastic surgery for them. He would change someone's appearance and they would look in a mirror after he'd done the surgery, saying that they didn't see any difference in how they looked. One of the things that came out of this book was this process which I was able to adapt to some of the clients that I work with on a coaching basis. I'm going to give you the exact process to do this, but I'm going to do it in the body of a story. I worked with a sunglass rep and he was working in Victoria, which is a pretty good territory in summer. But in winter, when it gets rainy and miserable over there, the sun doesn't shine a lot. So it's pretty difficult to sell sunglasses during winter. I was sent down to Victoria to go on the road with this guy and he was having a shocker. They were about to finish this guy up as an agent because he just was not performing. I decide that I'm going to use this particular process with him. You need to recall an example of a time in your life where you won something or you succeeded in something. The second part is you need to recall what you could see, what you could hear and what you could feel in that moment. You literally have to go back and relive that moment and experience all of the things that you could see, all the things that you could hear and all the things that you could feel in that moment. And more specifically, in the moment that they announced your name as the winner or that time as if you are receiving an award. The second step is to visualize yourself. You can do this in two ways. You can do it John Malkovich-style where you're looking through your own eyes, which is probably the best way of doing it. If anyone remembers the movie Being John Malkovich, it is where someone gets reincarnated into John Malkovich’s body and they're experiencing the world through his eyes. You take yourself out of that triumphant victorious scene and you walk into the scene that you're just about to walk into. It would be a sales type setting. You're walking into someone's office and you pitch everything going really well: the meeting going well, the person being receptive to what you're talking about and everything going particularly well right down to them. So this is all happening in visualization mode, like if you've got 10 or 15 minutes, or might be five minutes to do it, sitting in your car before you walk into an actual appointment. The reason it works is that you will be vibrating on the same frequency and the same wavelength as what you were when you were winning, and when you were experiencing that triumphant moment. People pick up on this: if you walk in with that kind of energy to an appointment, you are so much more likely to create a positive result and it'll make you look, sound, and feel so much more confident. I did it with the guy I mentioned earlier. Turns out this guy was a professional windsurfer so he had won some wind surfing competitions. So he gets out of the car and he walks in. I just sat in the car and waited. He comes out with this massive smile on his face like he is just beaming. I said, “how many did you say that you're going to visualize?” He had written the exact order that he had visualized in his head. And this happened again at the second and third shop that we went and saw. I would encourage you to try this. If you have situations, especially ones that where you feel you might be a little bit intimidated, I want you to try this out and see how it goes. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.  

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. I'm going to give you a simple process I found powerful and have used it with a number of clients. In the context of your business development and your revenue planning, this forms part of what I actually do with clients when we're tracking their growth. This is an exercise that you can do on a quarterly or yearly basis. I learned it from the mentor that I've been working with and I think this is particularly powerful in terms of the steps that you go through to make it happen. We’ll work on a 12-month scenario and then you can boil that down into quarterly and then monthly targets, as we move through. The first question is if there was a number that you wanted to grow by in the next 12 months, what would that number be? Think about it above and beyond where you are right now, and write that percentage down. Let's say that you are doing $100,000 in turnover. So what is the growth target that you want beyond a hundred grand? Let's work on 30%. What does that percentage mean to you in dollar terms? Write that number down. In this situation, we want to divide 2,727 by 1,000, which gives us 2.7. That's the number of sales that you need. What you need to do is you need to multiply that number by 10 and that will give you how many more sales conversations you need to get that growth. That would assume a 10% conversion rate, or maybe do it by five. 2.7 multiplied by five gives you the number of sales conversations that you need to generate that number. It's 13.5. In order to do 2.7 sales per month, you need to add a conversion rate of 20%. You need to speak to 13 and a half people per month to bridge the gap and give you that 30% growth. You might need to generate 26 leads to turn them into 13.5 conversations. This is a super powerful exercise to do because it gives you the amount of activity that you need to generate to give you that result, and what you need to think about beyond that. Yes, this can be a powerful tool to plan your activity. A lot of people plan their growth and they plan their numbers, but they don't plan their activity. So, let's just go on 13.5 conversations per month. Divide 13.5 by five working days. And that's 2.7 – which you can call it three appointments. Three conversations per day that you're going to have to create that result. This is useful to those who use it, given that we're getting to the end of the year and that you are probably looking to work out what you want to generate next year in terms of increased revenue. I'm very confident that this is going to be a valuable exercise for you to do, for you to start to map that out, put that together. And then you can start to look at the activity, and the strategies that you need to deploy to support that activity to make sure that you're delivering those conversion rates and having those conversations. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Education-based marketing is the most effective way to create separation between you and your competitors in a world where everybody is promising inverted commerce, good service, and a great product that becomes null and void. I became aware of education-based marketing through the late great Chet Holmes. He wrote a book called The Ultimate Sales Machine. In fact, I quoted him in my book, “High Stakes Selling,” as saying: “The one who gives the market the most and best information will always slaughter the one who just wants to sell products or services.” I would qualify that by saying, if you just give the market lots of information about your product, then you're not even going to put a scratch on your competition. It is educating the market so that they can become better-informed consumers. A beautiful example of this is a guy who I just met at the weekend. He has a business where he goes into retirement villages and he refurbishes the units. There's a relatively higher turnover for units in retirement villages because when people pass away, their family doesn't need that particular unit anymore. They want to resell it to someone else. This guy is doing these refurbishments, and he has a lot of competition. And what he said is that the competition going there and I under Kadeem on price and they have dodgy workmanship. His question to me was, “How do I get in front of these facility managers?” He said that the three things that they need to keep in mind and that they need to do is to 1) make sure their refurbishment projects are completed on time, 2) they're within budget, and 3) they're completed without any defects - so that they don't have tradespeople traipsing in and out of the place for six months after the unit has been supposedly refurbished. I said to him, “How do you think you'll go with that?” He said that'll work for sure. It's about looking at the world through the lens of the person that you are targeting and putting together a piece of education that has nothing to do with your product, but positions you as an expert in the process. This is a powerful exercise to do. My thinking for you is, what could you do to educate that particular target on how to avoid those things happening? And if you can work out how to do that, then you're going to get a much bigger percentage of the attention for that market for any product that we talked about. You're definitely going to get the attention of the 3% that are buying now. You'll get the attention of the 7% that are in the market, but you also get a bigger percentage of that 30% that are open to it, and even the 30% that are not thinking about 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 followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Recently, I chatted with my old friend, AJ Roberts, an exceptional growth consultant. He is an accomplished marketer in his own right. He is a serial entrepreneur, a podcaster, a speaker, and actually a two-time world-record weightlifter. AJ first discussed the company he runs called Barbell Business, which is one of the top fitness podcasts on iTunes at the time. They saw how the barbell business would be a great spinoff to work with the listeners of the podcast who owned gyms. He noted that gym owners like to be coaches. And so, the last thing they ever want to do is sales and marketing. What they taught was: if the owners could pay a fee, they could essentially set them up with a website with the lead magnets, follow-up emails, and conversion mechanisms. But AJ said that there was another company in the marketplace that’s already built that out on in logic; so, they connected with them. He told his partners at the time that they’re going to say that they want 60%, and they would give them the 40%; and that they own the rights to everything. They agreed and AJ’s team ended up with 150 gyms paying them roughly 100,000 bucks a month! Some people don't have the cashflow to do heavy-paid advertising. Word of mouth was okay. But AJ said that with gym owners, it's a little different when it's business to business referrals. So what AJ’s team had is this captive audience. It’s a match made in heaven that they had the product and AJ’s team had the audience. It’s such a valuable service to offer: if you can be the deal maker or the person that puts that together, there's always going to be a great relationship. AJ pointed out another factor: you can set those initial deals, but the due diligence needs to be done at a lot deeper level. I also asked AJ if there are any patterns that he is seeing in their day-to-day workings through their webinars. He noted that most people think that ‘sales and marketing’ when they thought of ‘revenue generation.’ Can we sell more to the same person? Can we upgrade the people we have? Can we increase the value of the customers? It is a constant process and a pain, because nobody likes customer support. Very rarely would write and be like, “Hey, I just wanted to let you guys know you're awesome.” Everybody's writing would be like, “This doesn't work well,” “I don't know how to do this.” And so, he said that being able to bring customer experience into the metrics would matter. Like, how long does a customer stay and what's the difference between a customer who stays for a year or longer, versus a customer who's only there for a couple of months? What's the difference between a customer who takes the trial and someone who activates their account and pays? How do we get more of them? And for those that don't, what is it that would've made the difference? AJ also discussed how most businesses nowadays enter into the subscription business. He noted that one doesn't have to be in the subscription business to have a relationship with the customers beyond the purchase. You just need to look at the systems that you've got in place for retention, and how is it that you can create an experience where people simply don't want to leave. With the episode today, we got some powerful take-aways from AJ Roberts. For anyone looking to grow your business, it’s important to have this quality: due diligence about retention and about customer experience. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. There are a lot of coaches out there to choose from and many are awesome. I am absolutely stunned by some clever people out there that can help you with your business, but there are a number who are either starting out and often don't have the specific skills needed to help you, even though they have the best of intentions to get a great return on your investment in their services. I often actually say my biggest blockage to do business with new clients comes from the bad experience that they had with a previous consultant or a coach or mentor that they then assumed would be their experience with anyone else that they decided they were going to work with after that. Some people have a lens that they look through and tells them that all coaches are going to be as bad as the bad experience that they had, which is obviously not accurate. So the situation can become toxic for everyone. My idea in this episode was to give you some considerations that you can have in mind when you're talking to somebody about working with them. So the first one is make sure that they understand you, your business and what it is that you want or even better, they have a process to help you clarify what you want. Often times, you might want one or you might think that you need or want one thing, but you actually need something very different. That's the cool thing about hiring an expert. Make sure they can help you actually clarify what you want or point you in the right direction for what it is that you need. Point number two is make sure that you know who specifically is going to be working with you. Try to get the actual guy who owns the business rather than an underling. If it's an underling, there's a good chance that that person will not have the same level of expertise as what the actual main guy will. Point number three is make sure that you're clear on how you're going to measure your progress. What are the metrics that you're going to use to work out that you have succeeded? That's pretty easy. What do you want your conversion rate to be? What do you want your monthly sales to be? Do I feel confident that I can help you to actually achieve those outcomes? Sometimes the answer to that is no, and it's better to know that upfront. Fourth one is make sure that the person has a track record in helping people to do what it is that you want to do. Does this person you’re looking to hire has a track record in helping people to do what it is that you want them to do? Number five is make sure that you can get help when you need it. If you need to get something knotted out, you need to have access to that particular person. I know that there's a lot of coaches out there. I know that the advice industry is growing but these are the ones that I think would be very worthwhile to keep in mind if you are looking to hire someone. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this week’s podcast, Episode 30, we’re going to talk about psycho-phobic words.  Words are powerful. The words we use all have connotations. In sales, it's the same. There are all these words that we often use as salespeople and they have negative connotations. If you use enough of these, you end up with a situation where someone has got all these red flags being triggered in their brain. I'm going to share with you some words and the equivalent that you should replace them with.  So, the first one is ‘cost’. Why would I suggest that you don't use the word cost? No one wants to pay the cost. Everyone wants to keep costs down. If you look at the neuro-association with the word ‘cost’, there are all of these different connotations that people had for it. So instead of saying cost, one of the best things you can say is: ‘valued at’ The next one is ‘price’. There are sorts of different ways that you can present price. One of the best things you can use is the number. So rather than saying ‘$4,599’, one of the best ways you can say that is ‘four, five, nine, nine’. It sounds like a low number. This is all happening on a subconscious level, but people make buying decisions for reasons that would blow your mind. And it can make the difference between someone buying from you or not buying from you.  So another word is ‘cancel’. So rather than saying, “Oh, I just had someone cancel an appointment with me.” One of the best things that you can say there is, “I just had somebody to reschedule.” I've been in business now for over 30 years. I've never had anyone ‘cancel an appointment’ with me. I've had lots of people ‘reschedule’. But you can say the reasons. When you're talking to someone and you say, “Oh, I've had a client cancel.” They're going to be thinking, “Why did that person cancel?” So instead of ‘cancel’, ‘reschedule a contract’. So again, ‘contract’ sounds like someone's being locked in. One of the best things that you can do is refer to that particular document as an ‘agreement’ because they are agreeing with you conceptually, and the paperwork simply confirms that agreement.  Another one is ‘sign’. So rather than getting somebody to sign something, just get them to ‘okay’. If I could get you to ‘okay’ the agreement or if I could just get your ‘okay’, then there it is.  To note: these are making people's buying experience with you smoother and less clunky.  The next one is ‘sold’. Instead of saying, “Oh yeah, we sold him a house on Smith Street.” It should be like: “Oh yay! We help them to move from their previous address to Smith Street.” If you're trying to catch up with someone, better not use the word ‘meeting’ because what's implied is that there's some kind of obligation and that they are going to be committed to something or obliged to do something. Rather than saying, “I want to organize a meeting,” say “It'd be great to organize a time to catch up.” It sounds a lot less confronting and less formal.  The next one is ‘following up’. What type of people ‘follow up’? Stereotypical pushy-type salespeople. We would be better to not sound like those people. Instead, say “I'm coming back to you,” or, “I thought I'd give you a call.”  Try and get rid of the word ‘proposal’. Why? Because, semantically, you know, the word means it’s not a done deal. It's something that hasn't happened yet. It hasn't been agreed to yet. If you are going to put together a document, you'd be better to call it a ‘fee outline’. You could also call it an ‘action plan’.  The next word you should not use is ‘honestly’. What's implied is that everything else that you’ve said is dishonest. Replace it with ‘quite frankly’ instead.  The other word to get rid of is the word ‘basically’. I would replace it with ‘essentially’, which lifts everything else that comes after it.  There are certainly some more words that I could add to that; but if you were to start with eliminating those from your sales vocabulary, I think that you will do very well. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Now, for the 29th episode, we talked with Justin Brooke, a marketing and lead generation wizard. In this episode, we discussed how to generate 10,000 leads a day on Google.  I was first exposed to Justin back in 2005, and I've been following him. He's the founder of adskills.com - which is one of the most progressive platforms in terms of learning how to use any ad platform. Justin and his team are training the next generation of media buyers and they're connecting them with great clients or jobs. More importantly, all of his courses are backed by millions of dollars in real-life campaign testing and they update them all the time. So, I asked Justin what it takes to generate 10,000 leads a day on Google. He told the story that before, he felt he already had hit a ceiling around two or three thousand leads a day. But then he saw a business partner of his who shared a screenshot on Facebook one day – with 7,000 leads a day. And that’s where he wondered what the real ceiling is. Justin’s current record is 17,233 a day.  Justin’s success trick is polls. Quizzes are a lead generation type of thing. But the difference with using polls is the latter is usually just A or B, Yes or No, This or That; whereas a quiz has multiple choices. He said to choose an emotional topic for the poll. The reason this works is because human beings want to feel heard. They want to feel like they've given their opinion on an issue.  Moreover, Justin noted that in creating a poll, the page has to be simple because if you're going to do any kind of volume, you have to have fast-loading pages. You don't need them reading a bunch of things. You want them to just be clicking yes or no. Justin also noted that he likes to use no opt-in form on the page. People call it a pop-up, but the technical definition is it’s an HTML lightbox with an opt-in form. And that is a crucial part of it. He set an example that he blurred a graph or chart, and people would need to enter their email address to see the results of the poll and to “see what others have voted”. Humans cannot resist this thing. There are some free and cheap tools that one can use like typeform.com, which allows you to do what's called conditional logic. One important thing mentioned is: this is all done with Google ads, specifically Google display ads. They have a smart display campaign, which allows you to put in your creative skill, and you need to just put in a bunch of images and headlines, and they’re going to do all the split testing for you.  Justin also discussed that the question he loves to ask that really trips people up is “What’s your process when the ads are not profitable?” When he was running his agency, he only charged people 15% of ad spend. He said he wanted the bulk of the money going to the ads. Then he’s going to have a much easier time showing an ROI to this customer, which means they're going to put more money into the ads and it's going to be a cycle. That's how he was able to get his clients. Justin noted that you need to go for high-profits stuff. Creating polls is great. He said that you have to have a strong follow-up sequence behind there - no good sales pages and stuff like that. It’s definitely a volume play.  Justin mentioned lastly about their media buying masters course. He said it’s probably the best course to start with because it teaches you the bigger picture. It teaches you how to fix failing campaigns. It teaches you the difference between behavioral targeting and contextual targets. It gives you the mindset and allows you to think like a pro. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.  

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Testimonials, like third-party proof, is massive. There’s a statistic that says people are six or seven times more likely to accept or believe something that someone else says about you, than something that you can say about yourself. But what we find out is that people are either reluctant to ask for testimonials; or if they do ask someone for a testimonial, sometimes they don't know what to write. They don't get around to it or they forget. And we need a way to make it easy for them. So, this particular approach has worked really well for me, for a number of years. I got fantastic testimonials using this particular approach. Here's the thing: you are going to be talking to happy clients and you are going to have those conversations. What you need to do is tune your ear for when you hear a client says something that is complimentary or glowing about your product or service. Example conversation would be: You: How's everything going? Have you been happy with the process so far? Client: Yeah, it’s been great. We’ve had this result. I can't believe how easy the process has been. You guys have been so easy to work with. You: I'm really happy that you've been excited and that our services work well for you. That's so great to hear. Would it be possible for me to use your comments to promote what it is that we do? Client: Yes, no problem at all. You: I'll summarize the conversation that we just had in an email and I'll send it to you. All you need to do is read it, make any changes that you'd like to make sure that it's consistent with the conversation that we just had, and then if you could email it back to me with your ‘okay’, that would be fantastic. What you should do is write the testimonial because you can summarize what they said, and send it through. You've just made it much easier for people. The best testimonials are the ones where there is a sort of an index, where someone's being meaningful and specific. Look out for testimonials where they're saying that their sales doubled, or that they've saved X amount of money, or that they're saving X number of hours per week. It’s important to include testimonials where there's a recognizable before-and-after type shift. It’s important to note: you should tune your ears when you hear your clients saying something glowing about your product or service. Ask them permission first if you can include what they said, to promote what you do. If they say yes (which almost all would possibly do so), send them the summary of your conversation so they could approve or make necessary changes. And there you go, you’ve got a great testimonial. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.  

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Recently, we had talked with Erin Pheil. She is a BS Psychology graduate, who blended her understanding of people and technology to run an award-winning nationally-ranked web agency for 16 years. Erin's work and words have been featured in books, magazines, podcasts, webinars, news columns, and events.  She has given keynote talks and presentations on instincts and human behavior is Kolbe and DiSC-certified and has trained with the leaders of a variety of personal and professional development programs over the last decade and a half, ranging from Sandler to strategic coach. We look at some of the mindsets, tools, approaches, and tactics that our guests have used to put together either the biggest deals of their own career or their impact on someone else’s career.  With Erin’s introduction, she had shared with us the story of her fellow named Philip – an amazing salesperson but did not have the confidence in him, and was struggling to do the work for himself.  Erin and her team worked with him a couple of months and discovered that in that kind of circumstance, they need to figure out where that person is getting stuck. They found a lot of the root causes and old programming and beliefs that he had been holding onto.  What happened next was: within two months of graduating their program, he landed a project that was bigger than the entire sum of his revenue for the entire previous year. His mindset went from being, "The only thing I see is fear and doubt. I can't do this," to feeling unstoppable.  Erin noted that Philip still has the same skills, knowledge, and personality. Nothing about him has changed, but that sense inside is completely different. That sense changed his thoughts, emotions and actions as he goes about each workday. But we also discussed that not everything can fall into place. Erin noticed a pattern in her prospective clients: they don’t want to believe, at first. She found out that no matter how the conversation goes or how much information she shared with them, none of that matters if the person has that belief that “This can't work for me," or "This is too good to be true."  With this scenario, Erin said that she remembered listening to Dan Kennedy talking about infomercials. He said that they’ve got the best copywriters, television producers, and editors. They've got the best of everything. But out of every 10 infomercials that they pilot, 80% of them fail miserably, and only 20% of them see the light of day. There's always a possibility that something's not going to work.  When you form a belief and an expectation, it acts like a pair of glasses over your eyes. And the reticular activation system of your brain goes around looking for pieces of evidence or events that it can point to as evidence that it’s true. Same goes with how some people contradict and do not trust someone who wants to help them.  We also talked about opportunities for improving the mindset that people are not aware of. Erin noted that our behaviors, habits, and actions are based off what we think and how we feel. And so if we try to change our habits, but we don't change what we're thinking and how we're feeling, our behaviors are never going to last.  So what can one do to address beliefs that potentially aren't serving them? Erin suggested that people should be clear first on what it is they actually want to work on and what would really move the needle for them.  We're made up of hundreds of thousands of beliefs. We want to change and get rid of the ones that are holding us back, and that are costing us hundreds or thousands of dollars every month. Erin added that pattern can be something that's holding us back. It can be a counter-productive emotion.  Everyone has that little part of ourselves that doubts. Erin discussed that you can replace those negative thoughts because your subconscious programs can be changed through massive amounts of repetition. Some people will meditate for ten years. Some people will work with hypnotherapists and they'll do lots of repetition.  They'll listen to recordings for three or four months and try to reprogram some of the old beliefs and belief structures that are getting in their way. She said that repetition is the cheapest form because it's often free, but it's also the least efficient. Nevertheless, with massive repetition, change is possible.    The discussion with Erin Pheil has taught us that mindset is very vital. Unless you get it right, the rest is compromised and you won't be firing off all cylinders. And as you know, we need all cylinders firing to be able to compete.   To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.  

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, John interviews Michael Griffiths about his winning referral marketing. Michael is the #1 Authority in building Referral Marketing Systems for service providers. He guarantees 10-15 warm, qualified leads per week, within the next 30 days.   Michael's biggest deal using referrals happens to be when he took his business from serving two clients to 4,500 clients and overnight building a global agency. Michael shares the sequence of a successful referral in 4 steps: "The sequence works with firstly, curiosity. You've got to get on their radar. They've got to be firstly curious about what did she do.   Then, the second part is around the environment. So for us it's about showing it's a fun environment to be around us. So they've got to enjoy the environment.   The third part is trust. You must create a level of trust because, people only buy from people that they know, like, and trust.   Fourthly, desire; we've got to create the desire for them to actually need what it is that you have..."   Listen to podcast episode 26 for the complete program. Subscribe to this podcast on your favorite platform and get more in-depth strategies to maximize your sales process with new episodes every week. And to DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Did you know that 85-90% of sales training has no lasting effect on results after 120 days? In this episode, John talks about the reasons why sales training fail. Here are the Top 5 Reasons Training Fails:   1. It's too complicated  2. There is no follow-through nor accountability  3. Too much of a RAH RAH session more about mindset and less practical, real-world application 4. It's irrelevant and not tailored for the product, market or sales context 5. No clear outcomes or measures to track the effectiveness   So those are the reasons why they fail. Here are some of John's recommended solutions:   1. Get clear on your training outcomes and measures  2. Keep it simple  3. Make sure that it's relevant 4. Get rid of the RAH RAH 5. Ensure accountability, coaching and support is provided on an ongoing basis Subscribe to this podcast on your favorite platform and get more in-depth strategies to maximize your sales process with new episodes every week. And to DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Are you just working month to month Without setting clear goals? Not a lot of planning, just showing up? When was the last time you put an actual sales growth plan together? Regardless of if you are a running a team of sales people or you just want to get better at hitting your own targets Or even setting them in the first place.. This week's episode has stack of powerful tools you can use which will increase the chances of you smashing you sales targets. You'll especially love the "theatre of the mind"

This week we are going to cover what's really at stake in your trades and construction business (or any business for that matter) if you don't document your process for converting enquiries into clients. This episode came out of some recent conversations with a number of trades business owners some who have been on a journey with me to nail their sales process. Most importantly we cover the only 3 possible outcomes of what happens if you DON'T bother PLUS what it really means for your business if you DO.

If you have a CRM I can almost guarantee you are getting sketchy sales activity data from it? Why? Because CRM's were designed by internet marketers to track LEADS not SALES. And as you know you an unactivated, un contacted lead is like a mineral deposit that's buried in the ground - there's a lot of work that needs to happen to convert that asset into something that actually has value. Which is why I build my own sales activity tracker…plus a whole machine that cuts through the fluff and gives you the reality of what yours or your sales peoples activity is REALLY producing. This week I share how it works and how you can get it working in your business to get laser focused on exactly what is producing the actual sales revenue in your business.  

Is your business a predictable sales generating machine? If it's not or if you think it could do with a tune up, this week's episode will help. We go through the exact framework to maximise the return on your investment in your business.. How to know exactly what each dollar you have invested will return in sales. Precisely what you need to pump out consistent growth, each quarter and without the anxiety.

Discounting, Less than ideal clients, Desperation, Poor positioning, Low sales ? These are all very common sales and business problems. They all have something else in common also though… They can all be solved with one simple thing.. Deal or Lead flow Todays episode is all about prospecting in particular a great book called Fanatical Prospecting by Jeb Blount which I give you some of the highlights from. Definitely worth a "commute length" listen

This week I'm showing you exactly how we took my wife's wellness business from 12K per month to 76K per month. Which allowed her paid off an 8 year business bank loan in just 3 years. And transformed a 6 figure business into a 7 figure one. This is rare look into the mechanics of how a revenue transformation like this happens with a stack of lessons you'll be able to implement in your business.

This week I'll reveal how I helped one sales rep grow his sales by 58% and generate another 80K in extra commission. Simply by fixing his sales process We'll go step by step into exactly how we did it so you can do the same. If you know that you (or your sales team) could be selling more than you are right now and you'd like a fresh approach that will give you more sales without spending anymore on leads go to Boost Your Sales Results – Get a Free Sales Audit Today

Today's episode might make you cringe… It could also positively change the way you sell forever though.. Why? Because it holds up a mirror up to how you sell. ..and if you are making any of these 3 mistakes you'll start to think back about all the times when you made any of these mistakes. (and the sales it likely cost you..) If you haven't however, then you'll probably feel pretty good about yourself. Either way, if you have made any of these mistakes before, I'd love to know if you made 1, 2 or 3. I know I've personally made all 3 mistakes at some point…