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.

Master Deal Maker Secrets

Episode 149 - Counterintuitive Sales Questioning

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 one of the most crucial aspects of success, how you can build a winning morning routine.  The premise is that success leaves clues. If you have had a recent powerful day, there will be a series of things that led up to it.   So, I encourage you to do this exercise with me. Recall an example of a really successful day, you might have had great conversion rates, you might have had lots of energy, maybe your potential clients were reacting really well to what you said to them. Think of one day.  Look at what was happening leading up to that day. How much sleep did you get the night before? Did you eat breakfast that morning? Did you exercise that morning? Did you meditate? Did you read? What did you do?  Sleep is key, and the more research that goes into sleep, the more they are finding how important it is. They recommend eight hours of sleep, if you can get eight hours then you're doing well in that regard, but what else does it take to build a great morning routine?  Listen to this episode to find out. Learn where to look and where to make changes in your daily life so you go from having one or two great days in a week to having all of them.  I know this is going to be a really powerful episode for you and I can't wait to share all this information with you. Remember that even small changes can have a huge impact on how you feel throughout the day and how you perform.  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.

Episode 148 - Building a Winning Morning Routine

 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 11 things that motivate people. These are the things that really make people take the next step and make decisions.  First, there is a number of reasons why people make decisions, but today I have a list in front of me that I want to go through with you. It really kind of covers almost anything that you could potentially want to sell in terms of people's motivation.   Let me give you some of the things this list covers:  The first one is a very common thing, in general, people aren't as satisfied as they could be. People are always looking for the next thing, the next best thing, how can they take things to the next level.  In fact, I think the split is about 70/30. About 30% of people are moving toward a better day while 70% of people are making decisions to avoid something that they're trying to escape from.    Let’s talk about another important thing. Most people only have a moderate amount of self-esteem. It is very hard for some people to accept and take ownership of who they are, and there is most definitely some motivation in there for businesses to work with.   For instance, 2/3 of women and 1/3 of men don't like the way they look. So, if you're selling some sort of weight loss thing or gym memberships that's a very important thing to keep in mind.  The fourth thing that motivates people to make decisions is that nearly everyone worries and has a deep-seated fear of rejection. Anything they can do to avoid being rejected by others is another profitable business model.  Listen to this episode to get to know the full list. I’m pretty sure the things we are going to talk about here fit any business.  We will refer to these 11 points in the future because I think they're really pivotal in some of the pro sales process stuff that we talked about on the podcast.   What I would love to know though is How do these things apply to your particular product or service? have a listen to this podcast and let me know.  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. 

Epiosde 147 - What Motivates People to Buy?

 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. 

Episode 146 - Where to Sit in a Presentation

 Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This is the final week of the Best of 2021 series, and we are going to talk about Two Major Sales Objections and what specifically you can do about them.  Having a potential client make the decision of moving forward with you and whatever solution your business is offering to them is easier said than done. You probably have talked to some of them that are reticent about taking the next step, they may even argue that they’re afraid to do so, or that the price you are charging is too high.  If you're getting the same objections coming up over and over again, there are specific reasons that you're getting those objections.  You are experiencing blockages, and I’m pretty sure you’ve wondered what you need to do when they happen to break the streak. In this episode, I want to talk about two of these blockages, what causes them, and what you can do to stop them from happening in the first place.  As mentioned, one of them occurs when somebody says to you, “it's too expensive, it's more than what I plan to spend”  Your price may be high, and if that’s the case, the value your business is offering has to keep up with that price. Essentially, if you listen to this objection, it means that you haven't established sufficient value before they know what the price is.   Value exists in a couple of different forms. A lot of people think about it in terms of features, advantages, and benefits. They explain to somebody why a particular product is different, how it's going to work in that person's life. Don’t get me wrong, that has merit, especially if what they are saying is relevant to that person’s situation.  However, there is another part of establishing value that people often forget about or just ignore, and that is the cost of inaction.  If you're fixing a costly enough problem that is valuable, and then the value of fixing that costly problem becomes greater than the investment in your particular product or service, the person will actually buy because they’ve realised the cost of doing nothing is greater than the investment they’re making in your solution.  That problem can be either costing them too much money, time, or energy; it can also be exceedingly annoying for them. That’s why you need to create an environment where they understand and discover for themselves how their challenges are affecting their business, and how you can help them.  In this episode, I’m giving you the elements required to build this environment. I’m sure that knowing this will help you overcome those apparently dead-end situations. You’ll find that it is actually possible to prevent these objections from happening if you have a well-organised process.  As always, thank you very much for listening and we’ll meet again in 2022 with a lot of changes and upgrades to this podcast. Have a very happy new year!  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. 

Episode 145 - Best of 2021: How to Stop Two Major Sales Objections

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This is week four of the Best of 2021 series, and today we are going back to episode 123 where we talked about one simple email tweak to boost sales.  Emails are a very powerful way to grow your business. Contextually what we're talking about is to put pen to paper on some kind of recommendation; maybe a proposal for something, or a quote for a particular product or a particular service and send it to a potential client.   The biggest mistake I see people make is this. They attach the proposal or the quote, they send it through, and at the bottom of the email they write, “If you have any questions, please don't hesitate to contact me.”  Why is this a huge mistake? Because it is the lamest call to action ever!  Many businesses, hoping they can get clients on board, usually approach them in a very cautious manner, but that cautiousness gets often mixed up with passiveness, and their emails end up being pretty uninviting and bleak.  Some people don't have the time to ring and ask questions. Most don't have the time to take your call, but if they see an email that is crystal clear, that tells you what the actual next step in the process is, a good percentage of people will actually start to take it.   Today, I’m going to tell you what you should write instead to instantly increase your chances of success. This is a really quick and easy change you can do to get the right people on board.  Although this may be a simple tweak, if you start doing it on a regular basis, it adds up at the end of the year. This easy adjustment could cause a 10, or a 20, or even a 30% shift in the amount of people that will actually buy from you, just by putting a simple and effective call to action in the tail end of your email.  Listen to this short episode to know how to do it. I’ve been doing it for some years, and I’ve taught many businesses to do it, they’ve seen a shift in their results and so have I, so, you should definitely start using this on the next proposals or quotes you send out.  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.

Episode 144 - Best of 2021: One Simple Email Tweak to Boost Sales

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This week we are going back to another top episode of the year. We are going to talk about Raising Your Energy in Sales Calls. These days, it is very common to see hacks for everything. From building a coffee machine out of a lunch box to a list of a hundred things you can do to make your life easier.  There is a big list out there, and indeed, some of these hacks are more reasonable than others. While some may just be fun to do, or questionably useful, there are also quite a few things people have discovered over the years that really work, that are meaningfully helpful.   Today I am going to be sharing with you an example of the latter. It is something that I have used for a number of years, in fact, I learned it way before we started calling these things hacks, and it works since then.  It is a very simple yet valuable idea. You can think of it as a trick that you can use to improve the energy that you bring to a sales conversation.  Many people, myself included, think that sales are a transference of energy. People buy your energy; you are typically vibrating at the same level as the person that ends up buying with you. It’s the whole idea of resonating, which is why the concept of rapport is important as well.   What I want to share with you is a very useful thing to do before you talk to a potential client for the first time, before you jump on a sales call, or before you jump on a zoom meeting. This will allow you to raise your energy, transfer it to others through your communication, and get way better outcomes.  I wanted to make sure I shared it because it has helped me a lot and I want it to be just as helpful for you too.  Join me on this 5-minute episode to know what this is all about, I am sure you’ll find it very useful, and I’d be really stoked to hear the results that you get through using this trick.  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.

Episode 143 - Best of 2021: Raise Your Energy in Your Sales Calls

 Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. This week we are recalling another top episode of the year. We are going to talk about implementing new strategies. Trying something new is always challenging. Businesswise, if you want to implement new strategies and new ideas to your process, you’ll find yourself dealing with new circumstances too.   They may work better for you and your clients or they may not, but believe me, there are some things you should be aware of if you want to give new ideas a chance. Otherwise, you may not be able to take full advantage of them.  What I find is that people are creatures of habit, they tend to only use what works. That's great! because you should stick with what works, right? But bear in mind, if you only do what you've always done, you'll only ever get what you've always gotten.   So, you do have to try new things if you want to get a different outcome. I know this may not go as smoothly as you can foresee at any given point. That’s why today I want to give you a bit of an idea as to what you should expect because often we try something new and if it doesn't work, we give up, and often we just give up too early.  In the end, it comes down to one question, how can you tell if something really works or not?   Obviously, you need to make sure that it's not user error. Make sure that you are using the strategy the way that it was intended, and that you're not actually doing something that's sabotaging your own success.   Truth be known, you can get so many things right, and something for whatever reason just might not work. However, that is not the whole story, there is a method you can use to evaluate any new strategies accurately so you don’t step away too early.  So, if you want to learn how to tell if you are on the right track and how to properly execute new ideas, I really encourage you to listen to this 7-minute episode. Remember, getting a great result might not happen that often, but when it does happen, it can totally change the game so, don’t be afraid to try something new, but do it wisely.  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. 

Episode 142 - Best of 2021: How to Implement New Strategies

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Firstly, I want to take this opportunity to thank you for listening to the podcast this year. It really does light me up to get such positive feedback and makes it all the more rewarding for taking the time to make the podcasts each week.   We have covered a stack of ground in our conversations relating to the single focus of Master Deal Maker Secrets - growing revenue in your business.   Inevitably, there have been some episodes that have been more popular than others and over the next 5 weeks we will be revisiting the 5 most downloaded podcast episodes for this year.   We are going to start with episode 94, where we talk about 4 Ways to Get Better with Names. Forgetting a person's name is something that we've all encountered at some point in our lives, either professionally or personally and it can not only be embarrassing, but it can also cost you business or relationships.  If this resonates with you believe me you are not alone, I’ve been guilty of this and I know how embarrassing it is to be in front of someone and forgetting their name, more so if they notice.  So, how can you avoid having to ask for their name or having them point out your omission?   Firstly, if you are used to this happening to you it is essential that you don´t tell yourself you are bad with names.   There are some other things you can say that recognise your deficit but don’t let the issue sit there. If you find yourself saying things like “I’m not good with names, but I´m good with faces” I really suggest you stop.  When you do this, you are affirming to yourself that you can’t deal with them, you are disqualifying yourself from getting better at it. How can you expect not to be embarrassed when someone notices you’ve forgotten his or her name if you haven’t even given yourself the chance to work on this ability?  It is better to say “I am working on getting better with names” than stating you can’t remember them. Once you can go beyond this point there are strategies you can bring into your daily conversations and routines that will help you memorize a person’s name so you never forget it.  So, if you are interested in stopping forgetfulness from getting in the way of your business relationships, I really encourage you to listen to this episode, I know that it is something that I wish I’d been exposed to a lot earlier in my professional career so, I believe these strategies will really help 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.

Episode 141 - Best of 2021: 4 Ways to Get Better With Names

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. The year is almost at its end. Over these 11 months, we've talked about a lot of things you can do to improve your sales, optimise your sales systems, and maximise revenue in your business.  I've had a really good response to a number of the different shows that we've done this year so, today, we are going to be recapping the Top Five episodes of 2021.   These five episodes have been really well received and have gotten more downloads than any other episode this year and I am sure that you will get a lot out of listening to them if you haven't already.  If you are familiar with these episodes, go back and listen to them again, it is always useful for you to revisit them so you remind yourself of how the methods and strategies you use in your businesses work; that way you can assure you don’t overlook any aspect of your processes that can cause trouble later on.  I’m also going to seize this opportunity to tell you about next year. I'm going to change things up for 2022, which I'm really looking forward to because I’m going to be bringing you some amazing upgrades that I’m sure you’ll love, but more about that soon.  In the meantime, listen to this episode to know what the top 5 podcasts of the year are so you can either listen to them for the first time or revisit them. You won’t regret doing it, 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.

Episode 140 - The Top Episodes of 2021

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In previous episodes, we’ve talked about creating a dream client list of people that you would love to work with but aren’t coming to you through your existing marketing.   Once you have set up that list you must get in front of them, right? Today, I’m going to tell you about two very precise strategies that you can use to do it.  Here’s a scenario, let's say you're going after painting contractors. A great method that you could use to get into a conversation with those people, is to ring them up and say, “Look, I'm calling every painting contractor in town and I'm interviewing them, finding out how they're actually doing things.”  This strategy consists of a survey in which you are going to be analising how every business of a given guild in a particular place is positioning themselves to succeed, and trade through the current economy that we're in.   You are going to provide all the people that participate in the survey with a copy of the findings from the survey. It is vital to make them aware of that when you first call them.  Most people will be interested in that survey, especially because it allows them to find out what all their competitors are doing. Who wouldn’t want that kind of information?   Besides the huge value that the survey represents to them, once you go through the interview process, there's a high likelihood that they're going to say, “So, tell me what you do again” and you get an opportunity to explain to them what it is that you do. Within that conversation, there's great potential to be able to do some work with them.  Listen to this episode to learn what the other strategy is and how you can put it to work in specific situations. I’ve got nothing but great results over the years using both, and I know you will get them too because of the huge value they create for both parties.  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.

Episode 139 - Two Strategies to Get in Front of Dream Clients

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're going to be talking about the difference between process and outcome. This is a mindset thing, and one thing we know about mindset is that behaviour is a huge part of it. Behaviour is defined by what you say, how you sound, what you write, and how all that is perceived by your potential client. Your behaviour ultimately determines your result. If your approach to sales is focused on process, instead of outcome, you can expect a particular result; if things are the other way around, your results are going to be different. Very different. Let´s elaborate on that. Process is focusing on activity and focusing on making sure that you're using a winning process to work with your clients. You are certain, focused on the service you are providing to your client, focused on the needs and the value that you can create with a client and on what would represent the best outcome for them. If you are focused on outcome, let’s be honest, you are most likely focused on yourself. Think about the thoughts some people have when they say to themselves “I need to make this sale” or, “if I make this sale, that'll be eight out of ten for the week” What’s happening there is they are focused on what this will mean for themselves rather than being focused on what it will mean for their clients. Realistically, neither you nor I know who's going to buy and who’s not. If you talk to any experienced salesperson, they'll tell you, “Sometimes, I talk to people and I can almost guarantee that they will go ahead but eventually they don't buy, blows me away! Sometimes I talk to people that I think are never going to buy from me, and for whatever reason they do.” We can’t control the outcome, but we can control what we provide to our clients, and how we approach the process in general. Listen to this episode to know what the consequences of these two approaches are, and how they reflect on your clients’ perception of you. It is essential to understand that the results you get are the outcome of how you work with your clients, make sure you don’t miss any aspect of it by listening to this podcast. 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.

Episode 138 - Process Vs Outcome in Sales

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 how you can position yourself differently from your competitors so you can generate remarkable dissimilarities that give you a notorious advantage over them.  One of the biggest things that I get a lot of the time is people saying, “our business is commoditised, our clients are getting three quotes, they're definitely shopping us around”.  When you are talking to somebody, that person has most likely already been contacted by two or three other companies. This underlines the need to be able to position yourself differently from your competitors because otherwise, the only criteria people are going to take into consideration is the money they will have to invest.  In this episode, you’re going to learn how to stand out from the crowd so that price does not become the only thing your clients are thinking of.  It is a very simple thing that you can do. Basically, what you want to do is you want to create what I call, "Gee! I didn't know that" moments for your client.  As the name suggests, what you're effectively doing is you are providing them with information, or you are exposing a knowledge gap in the person that you are talking to, which has them think to themselves or even say out loud, “Gee! I didn't know that”; of course, it needs to be topical for their particular situation.  If you can create criteria that they're not aware of, or introduce criteria into their thinking process, their selection process, and their decision-making process you will be a lot better equipped to be able to compete on a level other than price.   Listen to this episode to learn what kind of information you should provide to your clients, and what questions you should ask in every given situation so you can stand out from your competitors and maximise the chances of bringing clients on board.  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.

Episode 137 - How to Avoid Price Comparisons With Buyers

 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 be talking about how to handle the three most common objections that you are likely to get.  My philosophy on objections is that if you use the system that I teach, and you use it properly, you are very unlikely to experience objections in the first place. But if you do, it is essential to have a strategy.   The first one is the finance objection. When someone says “look, this all sounds great but it's more than what I had to spend”, the first thing you need to do is to qualify it. People may not see the value in what you're offering, that’s why they can state that your fee is more than what they were prepared to spend.  In which case, you need to do one of two things; you need to establish why it's valued the way it is, or you need to go back to the actual pain and the cost of doing nothing.   You need to ask them, “Is it simply more than what you were prepared to spend today? Is it more than what your budget will allow? or do you simply not perceive that it's actually as valuable as the fee that we are asking for is?”  Once you've established that, you can start putting things in motion with a couple of different strategies.  One of the best things that you can do is to offer installments; you can also make them justify to you, and to themselves, why they think it’s a good idea to invest in the solution you are offering to their particular problems, therefore, making them realise the benefits of doing business with you.  Listen to this episode to learn how this is done step by step; this is an amazing resource I’ve been using for years, and the results have always been great. We are also going to go through the 10 doors that you need to close to avoid objections, and through every one of the strategies you can put into practice for the three biggest ones you’re most likely to get.   We are really diving into this matter in this episode, and I know it will give you a lot of elements to deal with these situations whenever they happen 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. 

Episode 136 - Handling the Three Biggest Objections

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 how you can find out if you are in the front running position to win a sale.   Here’s the scenario; you have been contacted by somebody, and they have requested that you send through some sort of a proposal. You're trying to work out whether this is worth your time or whether you are doing what's sometimes referred to as the bad singles dance, lining up only to be compared on price and commoditised.   I find extremely interesting that about 95% of request for proposals go absolutely nowhere. The way that this typically goes down is someone says, “okay, we need to talk to x type person, we need to get somebody in to do this particular job”, or “we need to call somebody and buy this particular product”.  What happens most of the time is that this is tasked to an executive assistant, a lower-level type employee, or a middle manager, etc. The list of people who could be tasked with that particular job is pretty long, but the important thing to consider here is, what are they going to do to complete such a task?  Firstly, they're going to say, “who did we buy from last time?” They're going to ring that person and say, “Hey, I know we dealt with you guys last time, can you send us a quote for x, y, z?”  But here is where things get complicated because in most cases, the instruction that they would have been given is to get three quotes. So, now what are they going to do? They've got the person who did the work last time, and now they've got to get two other quotes, probably by doing a Google search.  So, the question that you should ask is how do you know if you are actually in the front running? Or if you are just window dressing for the person that they're going to choose anyway?   Listen to this episode to learn how you can identify whether you are just wasting your time, or whether you are actually being considered as the primary option. I know this is going to be incredibly valuable for you, and honestly, I can't believe I haven't talked about this previously because being able to make this distinction will save you a lot of time, money, and stress when doing 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.

Episode 135 - How to Work Out If You Will Win the Business

A show that deconstructs world-class deal makers, digging deep to uncover the philosophies, tools, and tactics entrepreneurs can use to put together the biggest deals of their careers.

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Master Deal Maker Secrets

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