title

Master Deal Maker Secrets

Master Deal Maker Secrets

0
Followers
0
Plays
Master Deal Maker Secrets
Master Deal Maker Secrets

Master Deal Maker Secrets

Master Deal Maker Secrets

0
Followers
0
Plays
OVERVIEWEPISODESYOU MAY ALSO LIKE

Details

About Us

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.

Latest Episodes

Episode 38 - Business Phoenix Rising

Visithttp://JohnBlakeAudio.comtoLearn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. On today's episode, we are talking about the Phoenix, because for me, the Phoenix is the perfect metaphor for business, you must be wondering, "why is the Phoenix the perfect metaphor for business?" Well, about seven years ago, I transitioned from being in a partnership with a business partner and I went out on my own. I had a number of things going on at the time, my first wife had just passed away very suddenly and I had a three and a half-year-old son and a five-month-old son, it was a particularly challenging time. So I created a new brand and I came up using the likeness of a Phoenix. When I looked into it, I realized how much significance it had. I mean, it had some personal significance for me because I was literally having to relaunch my entire life, not just my entire business, but I had to relaunch myself personally, I had these two children under the age of four, one of which was basically a newborn. The most popular myth of the Phoenix is Arabic and in Arabic, the Phoenix archetype was for a thousand years, then it dies and it is literally reborn through its own ashes. That had personal significance for me at the time because I literally had to relaunch my entire deal, including my business. That was why I adopted the Phoenix as my brand and have run with it ever since. But from a business perspective, and this is the main point that I wanted to get to here, is that when you're in business, you get to the end of the month and even if you've had a really good month, the next month doesn't care. The Phoenix is such a perfect metaphor for sales because you know, it's not about what you did last month, what did you do for me lightly? And what are you doing now? When was the last time that you got in front of a potential client? How many conversations did you have last month that could have resulted in business taking place? You know, so many businesses out there can get busy dealing with the clients that they've already got or looking and focusing in the minutia of running a business that they forget about what the actual lifeblood of a business is. And that is generating new business, coming up with new ways that you can help and service and delight your clients and give them a fantastic outcome. Often we get complacent and we sometimes forget to do the things that have made us successful. It's a very easy thing to lose sight of, busy work can eclipse the things that deep down we know we should be doing. That's why I love the imagery and the branding around the Phoenix, because the Phoenix, every thousand years it dies and it has to be reborn through its own ashes. I know this is a slightly unusual, subject, it's more of a metaphorical or a philosophical type subject for us to be talking about. But, I've had this brand for a while and I haven't really talked about it that much, but I recently had somebody asked me about it and I explained it to them, it turned out that they were quite fascinated. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go tohttp://JohnBlakeAudio.comfor 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.

8 MIN5 d ago
Comments
Episode 38 - Business Phoenix Rising

037 - Bootstrap Don't Borrow

Visithttp://JohnBlakeAudio.comtoLearn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. There are a number of serious problems associated with entrepreneurs and depression.This has become more and more prevalent in recent years. I've been looking and examining some of the dominoes that fall along that road:what is it that causes somebody tocome into a place where they start to feel surrounded with very few choices. I think that it's worthwhile exploring that.When peoplewant to begin a business,the first thing that they'll do is need some seed capital.But ifyoudon't haveenoughmoney oryoudon't have a history of being able to borrow money and tie it back, then the banks aren't going to giveyouany money. Whatwould you thendo?You might go looking for investors.Investors can come in manyforms,evenin the form of mom and dad. Let's sayyoumight've had one really successful business. And so, yougo to start a secondsuccessful business.I expect the second busine...

12 MIN1 w ago
Comments
037 - Bootstrap Don't Borrow

Episode 036 - The Most Overlooked Issue in Sales

Visithttp://JohnBlakeAudio.comtoLearn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Welcome toMasterDealmaker’sSecrets.Today, we're going to be talking about one of the single most overlooked things in sales that cause a massive disconnect between the number of clients thatarebeing converted and the ones that aren't. Let me give you a bit of background that one of the biggestrequeststhat I getispeople tellme that their guys aren't convertingor not convertingenough.The word closing has the connotation of something that happens at the end. Everyone's obsessed with what happens at the end of the actual sales conversation.Whatthey are often not aware of is that the decision to actually work with you or to purchase from you actually happens a lot further upstream in the process than many people are aware of. It really does boil down to this: apurchase takes place first in the mind of your potential client only when the perceived cost of doing nothing becomes greater than the investment in your product or service.We can boil this down to as simple as an analogy as you sitting on the couch. Bear with me for a cigarette.You're sitting on the couch, watching television. I'm not talking about getting up off the couch;but my question to you is:at what point do you change positions on that couch? Ifyou're comfortable on the couch, you are not going to change positions on that couch untilone thing happens.As human beings, we won't move from where we are until we become uncomfortable enough to do so. This analogy can be extrapolated out into almost any area of life. It's most certainly applicable in a sales context. Let's say I'm talking to somebody and they tell me that they have got a 1% conversion rate and that'sridiculously low.You've got a 1% conversion rate and you have an average transaction size of $10,000.So for every 100 inquiries that you get, you're converting one of them $10,000. I wouldask themhow long has it been like that, and they mightanswer that it has beensix months.I will ask againhow muchthey arespending on advertising.And they might say, $10,000 a month. I might say thatthey’respinning $10,000 a month, andfor every 100 inquiries,they're making $10,000 in sales.Then I will ask them, how isthat impacting things? It's like if you have a problem in your life,you think about it a lot and youfocus on it, it gets bigger.Ina sales conversation, the more that we create an environment where the person can examine the problem that they've got, the more that problem gets bigger. The bigger that problem gets, the smaller your investment in your product or service. So often we talk aboutwhat is the return on investment. But often we need to look at COI.What is the cost of inaction? Because in many cases.that is what is going to get people across the line. Something that you can measure is a quantitative measure. If you've got a percentage conversion rate that you're looking to improve or you're looking to get a better return on the amount that you're spending on advertising, that's pretty easy. But the other part of it is there can also be qualitative things- things that you can't measure, but they can beas if notmore powerful. So a qualitative measure could be:I can't sleep at night. I'm stressedandI'm working 80 hours a week. I'm notspendingany time with my kids. Those things can be absolute as if not more powerful than the actualmonetary or measurable things.You need language to confirm somebody’schoice to go ahead at the end of a conversation. ButI think people have fixated on it.Ithink that if you get this bit right:exploring and creating an environment where the person can uncover the cost of doing nothing, a much more powerful place to examine your sales process andto look at how you can increase the likelihood of somebody coming on board. I wish you all the best in implementing this. Ifyou can get it right, I think it will make a massive difference. To DOUBLE your lead-to-sale

10 MIN2 w ago
Comments
Episode 036 - The Most Overlooked Issue in Sales

Creating Bulletproof Confidence

Visithttp://JohnBlakeAudio.comtoLearn 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. [Listen for the full episode]

12 MIN3 w ago
Comments
Creating Bulletproof Confidence

How to Plan Your Sales Revenue Growth

Visithttp://JohnBlakeAudio.comtoLearn 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.

9 MINNOV 11
Comments
How to Plan Your Sales Revenue Growth

The Power of Effective Education-Based Marketing

Visithttp://JohnBlakeAudio.comtoLearn 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 Chet Holmes. He wrote the book, The Ultimate Sales Machine... [Listen to the podcast for mo

14 MINNOV 4
Comments
The Power of Effective Education-Based Marketing

3 Big Considerations for Customer Experience and Retention with AJ Roberts

Visithttp://JohnBlakeAudio.comtoLearn 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. Listen to the podcast to hear about lessons learned from AJ's biggest deal ever.

36 MINOCT 28
Comments
3 Big Considerations for Customer Experience and Retention with AJ Roberts

6 Considerations When Choosing a Sales or Marketing Coach

Visithttp://JohnBlakeAudio.comtoLearn 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 service

10 MINOCT 21
Comments
6 Considerations When Choosing a Sales or Marketing Coach

The Dirty Dozen Words to Eliminate from Your Sales Conversations

Visithttp://JohnBlakeAudio.comtoLearn 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. 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.

12 MINOCT 14
Comments
The Dirty Dozen Words to Eliminate from Your Sales Conversations

10,000 Leads A Day with Justin Brooke

Visithttp://JohnBlakeAudio.comtoLearn 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. Justin is the founder of adskills.com - one of the most progressive platforms in terms of learning how to use any ad platform. Listen to the episode to learn how he gets clients 10,000 or more leads a d

49 MINOCT 7
Comments
10,000 Leads A Day with Justin Brooke

Latest Episodes

Episode 38 - Business Phoenix Rising

Visithttp://JohnBlakeAudio.comtoLearn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. On today's episode, we are talking about the Phoenix, because for me, the Phoenix is the perfect metaphor for business, you must be wondering, "why is the Phoenix the perfect metaphor for business?" Well, about seven years ago, I transitioned from being in a partnership with a business partner and I went out on my own. I had a number of things going on at the time, my first wife had just passed away very suddenly and I had a three and a half-year-old son and a five-month-old son, it was a particularly challenging time. So I created a new brand and I came up using the likeness of a Phoenix. When I looked into it, I realized how much significance it had. I mean, it had some personal significance for me because I was literally having to relaunch my entire life, not just my entire business, but I had to relaunch myself personally, I had these two children under the age of four, one of which was basically a newborn. The most popular myth of the Phoenix is Arabic and in Arabic, the Phoenix archetype was for a thousand years, then it dies and it is literally reborn through its own ashes. That had personal significance for me at the time because I literally had to relaunch my entire deal, including my business. That was why I adopted the Phoenix as my brand and have run with it ever since. But from a business perspective, and this is the main point that I wanted to get to here, is that when you're in business, you get to the end of the month and even if you've had a really good month, the next month doesn't care. The Phoenix is such a perfect metaphor for sales because you know, it's not about what you did last month, what did you do for me lightly? And what are you doing now? When was the last time that you got in front of a potential client? How many conversations did you have last month that could have resulted in business taking place? You know, so many businesses out there can get busy dealing with the clients that they've already got or looking and focusing in the minutia of running a business that they forget about what the actual lifeblood of a business is. And that is generating new business, coming up with new ways that you can help and service and delight your clients and give them a fantastic outcome. Often we get complacent and we sometimes forget to do the things that have made us successful. It's a very easy thing to lose sight of, busy work can eclipse the things that deep down we know we should be doing. That's why I love the imagery and the branding around the Phoenix, because the Phoenix, every thousand years it dies and it has to be reborn through its own ashes. I know this is a slightly unusual, subject, it's more of a metaphorical or a philosophical type subject for us to be talking about. But, I've had this brand for a while and I haven't really talked about it that much, but I recently had somebody asked me about it and I explained it to them, it turned out that they were quite fascinated. To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go tohttp://JohnBlakeAudio.comfor 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.

8 MIN5 d ago
Comments
Episode 38 - Business Phoenix Rising

037 - Bootstrap Don't Borrow

Visithttp://JohnBlakeAudio.comtoLearn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. There are a number of serious problems associated with entrepreneurs and depression.This has become more and more prevalent in recent years. I've been looking and examining some of the dominoes that fall along that road:what is it that causes somebody tocome into a place where they start to feel surrounded with very few choices. I think that it's worthwhile exploring that.When peoplewant to begin a business,the first thing that they'll do is need some seed capital.But ifyoudon't haveenoughmoney oryoudon't have a history of being able to borrow money and tie it back, then the banks aren't going to giveyouany money. Whatwould you thendo?You might go looking for investors.Investors can come in manyforms,evenin the form of mom and dad. Let's sayyoumight've had one really successful business. And so, yougo to start a secondsuccessful business.I expect the second busine...

12 MIN1 w ago
Comments
037 - Bootstrap Don't Borrow

Episode 036 - The Most Overlooked Issue in Sales

Visithttp://JohnBlakeAudio.comtoLearn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Welcome toMasterDealmaker’sSecrets.Today, we're going to be talking about one of the single most overlooked things in sales that cause a massive disconnect between the number of clients thatarebeing converted and the ones that aren't. Let me give you a bit of background that one of the biggestrequeststhat I getispeople tellme that their guys aren't convertingor not convertingenough.The word closing has the connotation of something that happens at the end. Everyone's obsessed with what happens at the end of the actual sales conversation.Whatthey are often not aware of is that the decision to actually work with you or to purchase from you actually happens a lot further upstream in the process than many people are aware of. It really does boil down to this: apurchase takes place first in the mind of your potential client only when the perceived cost of doing nothing becomes greater than the investment in your product or service.We can boil this down to as simple as an analogy as you sitting on the couch. Bear with me for a cigarette.You're sitting on the couch, watching television. I'm not talking about getting up off the couch;but my question to you is:at what point do you change positions on that couch? Ifyou're comfortable on the couch, you are not going to change positions on that couch untilone thing happens.As human beings, we won't move from where we are until we become uncomfortable enough to do so. This analogy can be extrapolated out into almost any area of life. It's most certainly applicable in a sales context. Let's say I'm talking to somebody and they tell me that they have got a 1% conversion rate and that'sridiculously low.You've got a 1% conversion rate and you have an average transaction size of $10,000.So for every 100 inquiries that you get, you're converting one of them $10,000. I wouldask themhow long has it been like that, and they mightanswer that it has beensix months.I will ask againhow muchthey arespending on advertising.And they might say, $10,000 a month. I might say thatthey’respinning $10,000 a month, andfor every 100 inquiries,they're making $10,000 in sales.Then I will ask them, how isthat impacting things? It's like if you have a problem in your life,you think about it a lot and youfocus on it, it gets bigger.Ina sales conversation, the more that we create an environment where the person can examine the problem that they've got, the more that problem gets bigger. The bigger that problem gets, the smaller your investment in your product or service. So often we talk aboutwhat is the return on investment. But often we need to look at COI.What is the cost of inaction? Because in many cases.that is what is going to get people across the line. Something that you can measure is a quantitative measure. If you've got a percentage conversion rate that you're looking to improve or you're looking to get a better return on the amount that you're spending on advertising, that's pretty easy. But the other part of it is there can also be qualitative things- things that you can't measure, but they can beas if notmore powerful. So a qualitative measure could be:I can't sleep at night. I'm stressedandI'm working 80 hours a week. I'm notspendingany time with my kids. Those things can be absolute as if not more powerful than the actualmonetary or measurable things.You need language to confirm somebody’schoice to go ahead at the end of a conversation. ButI think people have fixated on it.Ithink that if you get this bit right:exploring and creating an environment where the person can uncover the cost of doing nothing, a much more powerful place to examine your sales process andto look at how you can increase the likelihood of somebody coming on board. I wish you all the best in implementing this. Ifyou can get it right, I think it will make a massive difference. To DOUBLE your lead-to-sale

10 MIN2 w ago
Comments
Episode 036 - The Most Overlooked Issue in Sales

Creating Bulletproof Confidence

Visithttp://JohnBlakeAudio.comtoLearn 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. [Listen for the full episode]

12 MIN3 w ago
Comments
Creating Bulletproof Confidence

How to Plan Your Sales Revenue Growth

Visithttp://JohnBlakeAudio.comtoLearn 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.

9 MINNOV 11
Comments
How to Plan Your Sales Revenue Growth

The Power of Effective Education-Based Marketing

Visithttp://JohnBlakeAudio.comtoLearn 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 Chet Holmes. He wrote the book, The Ultimate Sales Machine... [Listen to the podcast for mo

14 MINNOV 4
Comments
The Power of Effective Education-Based Marketing

3 Big Considerations for Customer Experience and Retention with AJ Roberts

Visithttp://JohnBlakeAudio.comtoLearn 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. Listen to the podcast to hear about lessons learned from AJ's biggest deal ever.

36 MINOCT 28
Comments
3 Big Considerations for Customer Experience and Retention with AJ Roberts

6 Considerations When Choosing a Sales or Marketing Coach

Visithttp://JohnBlakeAudio.comtoLearn 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 service

10 MINOCT 21
Comments
6 Considerations When Choosing a Sales or Marketing Coach

The Dirty Dozen Words to Eliminate from Your Sales Conversations

Visithttp://JohnBlakeAudio.comtoLearn 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. 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.

12 MINOCT 14
Comments
The Dirty Dozen Words to Eliminate from Your Sales Conversations

10,000 Leads A Day with Justin Brooke

Visithttp://JohnBlakeAudio.comtoLearn 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. Justin is the founder of adskills.com - one of the most progressive platforms in terms of learning how to use any ad platform. Listen to the episode to learn how he gets clients 10,000 or more leads a d

49 MINOCT 7
Comments
10,000 Leads A Day with Justin Brooke
hmly
himalayaプレミアムへようこそ聴き放題のオーディオブックをお楽しみください。