Episodes
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Do you just send them your monthly newsletter or EDM?
That’s what most clients say when I ask them how they keep in touch with past clients.
This week, I’m not only showing you what the data tells us about precisely why clients leave…
I’m also showing you exactly how to stay in touch with clients and what to say when you call so they find value in the contact.
After all, if your clients get value each time you contact them they will stay a client longer.
This is a much overlooked area in business that can make a massive difference to both the short-term profitability and the long-term value of your business.
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Want to know if you’re maximizing every potential sale?
Today I am going to ask you 11 questions about your sales process.
I have noticed recently talking to clients there’s been a bit of a dip in the economy so the timing on this should be spot on right now.
As you listen and answer each question, giving yourself a mark out of 10,
you’ll be able to pinpoint exactly where your sales opportunity system needs work.
These 11 questions form part of a 21-point checklist I have been working through with clients to know what they need to fix next.
Addressing any one of them can easily add another 5 - 30% to your conversion rate from lead to sale.
Which could easily add hundreds of thousands of dollars to your monthly, quarterly or yearly sales figures.
If you’d like me to send you the whole checklist, simply reply and I will email it to you (no opt-in).
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Episodes manquant?
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Are you taking responsibility for your sales results?
It’s going to happen…
At some point, you will find yourself blaming your lack of results on things you have no control over.
And you’ll be right. And you’ll know you’re right…
And your righteousness won’t change one…single…thing
It’s only when you deliberately shift your focus onto what you CAN control that your situation will change.
I know about this because I have been the complainer
I have also been the complainee (the one people complain to)
This is a powerful episode on how to fix this in your business…for good.
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Are you trying to convert every prospect you talk to into a client?
There are some clients you shouldn’t deal with. Today we talk about why and the three filters you should be applying to every client call you have.
I know most of my content is about converting as many leads as possible into paying clients so this week I thought I would briefly break away from that.
In this episode, you’ll learn…
The three reasons you should not accept a new client and why.
Why a large percentage of clients might think they need your help but they actually need something totally different.
Why saying no can benefit you in the medium to long term.
How to say no in a way that still serves your potential client.
Plus I share a few of my own examples where I have had clients who really wanted to work with me and why (and how) I politely said no.
This will be a very actionable episode for anyone who is speaking to potential clients.
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Are you investing in sales training?
Want to know how to get 400% better results as a result of doing it?
In this week’s podcast, we talk about some little known strategies to get way more out of training your team…
The two schools of thought when investing in sales training
How one approach to sales training will give you a 400% better result
How to guarantee your training investment continues to pay dividends for years to come
How implementing 2 other simple strategies after training will ensure you get the single best results possible
Companies spend billions on sales training every year - very few of them implement and benefit from what you will learn in this week's podcast.
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Are you as productive with your time as you’d like?
This week we are talking about a super simple method for getting the most out of your time.
After listening to this week's episode you’ll learn a simple and fast 5 step approach to getting the most out of your work hours.
I have read dozens of books and taken a bunch of courses on time management and this is the summary of the single most practical ideas I have learned.
Listen to this episode, put those 5 principles into play and let me know how you go.
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In this week’s episode, I invited Lloyd Thompson back to nerd out again on books.
But this time we talked about the top 3 books that changed each of our lives.
Having both literally read hundreds of books, I know you will get a stack out of this week’s episode.
Regardless of what your main focus in your life is right now, be it work or personal, one of these books is bound to be of massive value.
I have constantly found specific books at specific times to be life changing and that’s what this week’s episode is all about, to get you to the next level, or to the other side of whatever you are dealing with right now.
I’m sure you’ll get a heap of value from listening to our chat.
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Did you think I’d keep my promise?
In this week's episode, we go through an example of a template you can use to run a sales meeting. This template has built-in accountability, structure and that moves opportunities through your sales process once clients are in contact with you.
This is a template I have perfected with multiple companies I have worked with.
It will be easy to adapt to your business so I encourage you to take notes as you go,
I also offered to send you a sales meeting template, so if you’d like me to, email me at [email protected] and I will get back to you.
PS
This is the LAST week you can get access to the Sales Mastery Certification at the special initial price.
Learn more and get the training here: https://docs.google.com/document/d/1zg1O76xIwDz43nrobR8rhKo1APDd0DoXGa-JahzZzCo/edit?usp=sharing
Then simply email and tell me at [email protected] if you are in, out or have any questions.
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Do you run or sit in on sales opportunity meetings with your sales team?
Do they run on time?
Do they get off track?
Do you think they are actually productive?
Chances are you are making at least 1 or more of the top 10 mistakes I see when business owners or sales managers run sales opportunity meetings.
In this episode we go over all 10 and most importantly how you can fix them…forever.
You’ll not only identify where you are going wrong but precisely what you need to do to keep your sales meetings efficient, effective and productive.
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In this week’s episode, I had the pleasure of interviewing Lloyd Thompson from VirtualDOO.
Given we are both business growth book geeks, we decided to talk about each of our top 3 books for growing your business.
Lloyd’s business VirtualDOO specializes in putting in a “Director of Operations” service on a fractional basis to smaller non-corporate businesses. Because of Lloyd’s core area of focus, he had a different take on his top 3 books than what I did, which was all about revenue growth.
The result?
I’ll let you judge for yourself, but I think it provided a great balance of 6 battle-tested resources for growing a small to medium non-corporate style business.
You’ll hear why we picked each book and what our top takeout of each book was.
I’m sure you'll get a heap of value from this episode.
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Today I am going to share a real-life case study about a client I worked with a few years ago in the online advertising space.
They came to me desperately needing to increase their sales and nothing was working.
I remember walking into their office and the tension in there was palatable - you could literally feel the pressure and stress everyone was under.
Fast forward 4 weeks and they had increased their sales by 500% all by making one simple change in their approach.
You can apply this approach to almost any business so I’m sure you’ll get a stack out of listening to this week’s episode.
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Everyone gets them…
Flat spots in your business revenue…
Maybe there’s been a change in the economy, maybe you are changing lead sources or maybe you’re getting back from a break and you simply need to rev things up again.
This week I wanted to give you 3 simple strategies you can do to crank things up FAST.
These three strategies, if you put some focus on them will cause an instant increase in your sales - right when you need them.
They are simple to implement and require no additional cost to get things rolling. I have used these myself and with my new and existing clients for years.
Have a listen here and get started today.
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This is another big mistake I see business owners making over and over again.
It’s where they promote a great sales person into a sales manager position.
The instant problem this creates is the salesperson often has no idea how to be a great sales manager, and sadly being a great salesperson offers little or any advantage.
The upshot for the business is they lose a great salesperson (plus the revenue hole this creates) and they get a very average sales manager.
There is a way to do this though, so if you are a sales person wanting to make the switch to management or you are a business owner who wants to help a high performing sales person make the switch, this will be well worth a listen.
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This week we are going to talk about another recurring conversation I have with clients.
It’s when they have just hired a new sales team member and they are trying to work out if the new guy or girl is going to cut it or if they should let them go.
Now, if you get the selection, induction, training and support systems right, this is way less likely to happen, but sadly, not many businesses have these systems in place.
Which puts them in a sink or swim type situation, and if that is you right now, then this episode is going to be super valuable.
We’ll cover the 3 big telltale warning signs that point to your salesperson sinking like a lead weight.
Knowing these warning signs will not only help you to get rid of someone as early as possible but also to avoid it happening in the future.
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Visit http://JohnBlakeAudio.com to DOUBLE your lead-to-sale CONVERSION with the leads you already have.
This video is brought to you by John Blake Sales Breakthrough Solutions.
💻 Visit the website: https://john-blake.com.au/
Have you ever listened to yourself or your sales team on a sales call?
If you haven’t, you’re missing a massive opportunity to improve yours and your team's effectiveness on sales calls.
And therefore missing out on a massive opportunity to cause a big shift in your sales results.
Since phone and video sales calls were able to be recorded and reviewed in my coaching sessions, my ability to coach and improve sales results has gone up by at least a factor of 100!
I have now listened to 100’s of sales calls and I have noticed a pattern of incredible opportunities to help the clients I work with.
I even helped one sales person grow his sales by 58% simply by reviewing his sales recordings.
In this episode, we explore the 5 strategic advantages of listening to call recordings and why it put’s normal sales coaching on steroids…
💰 DOUBLE your lead-to-sale CONVERSION with the leads you already have, click here: http://JohnBlakeAudio.com
Download your 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.
🗓CONTACT ME: To book a time with me personally to design a business scale plan for your business click here: https://john-blake.com.au/contact-john/
📖FREE BOOK: To download my FREE Attract Dream Clients Book click here: https://lp.john-blake.com.au/attract-...
Attract dream clients on-demand using my unique direct-to-corporate strategy
📈MASTER CLASS: To attend the next Sales Mastery Certification click here: https://johnblake.wufoo.com/forms/s1e...
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Visit http://JohnBlakeAudio.com to DOUBLE your lead-to-sale CONVERSION with the leads you already have.
This video is brought to you by John Blake Sales Breakthrough Solutions.
💻 Visit the website: https://john-blake.com.au/
In episode 198 we cover two fast and highly effective ways you can maximise profit in your business by looking at both topline revenue and bottom line profit.
I have noticed some economic forecasts that predict a slowing in the economy due to increased interest rates, slower exports and lower consumer spending.
In these situations it’s tempting to simply blame our poor results on the economy, but you can take specific actions now to ensure this doesn’t disrupt your business.
So what I have covered here are the two best ways I have learned to make sure you are least and last affected by this IF it happens to your industry.
We talk about some specific places you can look on your balance sheet where you can cut expenses but also how you can optimise your top line revenue without increasing your spending on marketing.
These are easy wins that are super easy to implement, and if you haven’t looked at them in the last 12 months, I guarantee you will find some ways to put more profit straight into your bottom line.
💰 DOUBLE your lead-to-sale CONVERSION with the leads you already have, click here: http://JohnBlakeAudio.com
Download your 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.
🗓CONTACT ME: To book a time with me personally to design a business scale plan for your business click here: https://john-blake.com.au/contact-john/
📖FREE BOOK: To download my FREE Attract Dream Clients Book click here: https://lp.john-blake.com.au/attract-dream-clients
Attract dream clients on-demand using my unique direct-to-corporate strategy
📈UNLOCK SALES REVENUE CALL: To book a complimentary Unlock sales Revenue Call with John, simply follow the link below... https://johnblake.wufoo.com/forms/s1e2bc6q1sw4zyn/
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Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
In episode 197, we had an enlightening chat with copywriting expert Scott Bywater about leveraging AI tools like ChatGPT to improve email campaigns and sales messages. With over 20 years crafting high-converting copy, Scott provides thoughtful advice for harnessing AI without compromising quality.
While AI can generate text quickly, Scott explains it lacks real understanding. He uses ChatGPT to spark ideas but still relies on human editing and expertise. His process includes research, client interviews, developing a copy strategy, and writing a draft fast to get words down.
Scott then edits ruthlessly, cutting and refining to create tight, compelling copy. He says the real mastery lies in editing, not initial writing. Without foundational copywriting skills, AI output will be generic and ineffective.
To make AI more useful, Scott recommends feeding it transcripts from client calls along with clear instructions, samples from top copywriters, and specifics like "Write this as if you're _____." This structures the creativity.
We discuss the common mistake of writing headlines first, which constrains ideas. Scott advocates writing the full copy and creating headlines last when your subconscious has absorbed the content. This unlocks breakout headlines you'd never conceive otherwise.
For email subject lines, Scott often identifies the most powerful hook buried deep in his draft copy, then uses it as the subject and adjusts the opening accordingly. Writing this way leverages AI creatively while retaining human nuance.
Scott shares tactics for launching online courses, from drip-feeding teasers to special pre-launch incentives building scarcity and excitement. He structures launches like direct-response sales letters with compelling sequencing.
While AI has limitations, Scott sees its ability to enhance human creativity and productivity. But we must first dedicate ourselves to mastering foundational skills, from research to editing. AI augments human ingenuity rather than replacing it.
We found Scott's balanced perspective on integrating AI into copywriting refreshing.
Listen to this episode and embrace the possibilities while navigating the fine line of not leaning too heavily on the convenience of AI content creation.To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today. -
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
In this episode, we had an enlightening discussion with leadership coach Nicky VeenVliet about the insidious mindset traps that often prevent high achievers from reaching their full potential. With over 15 years of experience empowering executives, entrepreneurs, and teams, Nicky provides insightful examples of taking ownership, cultivating self-awareness, and developing emotional regulation.
We explore the tendency of successful people to hit an imaginary threshold where self-doubt and trauma surface, despite external success. Nicky emphasises accepting circumstances while taking action, rather than dwelling on "shoulds" and "fairness."
Another trap is an inaccurate self-assessment which affirms a distorted self-image. Nicky advocates getting frank feedback from a coach or therapist to reveal blind spots.
Nicky explores imposter syndrome in accomplished women who feel inadequate beneath external confidence. Childhood patterns drive these fears, requiring therapeutic work to overcome. She notes our inner dialogue is often far harsher than external feedback.
When staff constantly asks questions, sometimes we reinforce dependency by always providing solutions. Nicky suggests asking “What do you think?” instead, which empowers teams to self-manage and think independently. This parallels coaching children to solve issues themselves first before seeking help.
Nicky points to emotional addiction as another stealth obstacle. We unconsciously crave the thrill of conflict or victimhood. With awareness, we can pivot to more positive motivations and regulation. We share frameworks for setting boundaries, having difficult conversations and managing emotions productively.
In working with male clients, Nicky uncovers far more intense shame and reluctance to show vulnerability. Cultural norms discourage men from openly addressing fears and trauma, which builds huge pressure. Creating a safe space for men to confide without judgment is critical.
Nicky stresses the immense value of seeking outside perspectives to gain self-insight. We all have blind spots. Feedback requires courage but enables growth. You don’t need to wait until you hit rock bottom – continuous learning empowers progress.
Listen to Nicky's enlightening insights in this episode. If you relate to the self-limiting patterns she described, don't despair. We all face doubts and struggles. But with self-awareness, responsibility, and support, we can overcome conditioning to achieve personal and professional aspirations.To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today. -
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
In Episode 195, we're tallying down the top 10 episodes of 2023 on Master Dealmakers Secrets, sharing invaluable sales mastery secrets based on listener feedback.
Starting at number 10, we discuss considerations when changing industries, highlighting competition levels, ease of lead generation, and startup costs.
At number nine, we address the seven biggest revenue leaks hampering small business sales, offering actionable solutions for 2023.
Eighth place focuses on asking better questions in sales, emphasising the shift from transactional to trusted advisor status.
Seventh place reviews The Ultimate Sales Machine, applying concepts from large enterprises to small businesses.
Sixth place gives a transparent glimpse into sales struggles, highlighting key learnings for coaching through failures.
Fifth place honours 'Start With No,' transforming sales conversations with psychology and strategic questioning.
Fourth place goes to digital marketer Will on email and lead gen case studies. We discussed types of email campaigns, including some results from my past client,s as well as Will’s expertise in generating leads. Lots of practical tips any business can apply immediately!Bronze medalist is inspirational coach Nikki Thomas. Despite almost retreating corporate life after being told her idea was terrible, Nikki rebounded to lead thousands in personal growth workshops by persistently chasing her dream. Her tale offers motivation and guidance to keep chasing your big goals in 2023!
Snagging the silver medal is digital expert Eli Wild who shares wisdom from 20 years in sales and Silicon Valley by refining an automated inbound funnel system. He reveals pivotal mindset shifts separating six and seven-figure earners plus advanced techniques fusing neuroscience and psychology to influence buyers.
And our 2022 grand prize podcast guest is offers specialist Trevor Toe Cracker Crook, responsible for over $3 billion in sales. His four-phase system incorporates subtle psychological triggers that make even sceptics enrol. By knowing precisely who you help and enticing them into conversations, attracting clients becomes effortless rather than constant hustle.
We look forward to continuing the podcast journey in 2023, shattering revenue goals with more sales mastery secrets. Get out there, smash objectives, and catch us on the next episode!
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide. Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
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Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
Today in Episode 194, we're going to talk about the three most important questions to ask when qualifying leads at the start of a sales conversation.
Okay, on to today's topic - the three key questions for qualifying leads upfront to avoid wasting time later. Talking to unqualified prospects costs you in multiple ways. For service businesses, you waste time and money sending technicians on-site. Plus you lose opportunity cost from not spending that time with qualified prospects more likely to buy.
You also waste backend time following up with poor prospects. The solution is properly qualifying upfront using these three simple but powerful questions:
1. Why us? This reveals whether you're perceived as unique or commoditised. "You came up on Google" means you're seen as a commodity. If they say "My brother insisted I call only you," you have differentiation.
2. Why now? This uncovers the prospect's sense of urgency and timing reasons. Needing work done by Christmas shows urgency making them more qualified. No plans until next year means don't invest much time now.
3. Why this way? This lets you challenge assumptions and create differentiation. Most prospects don't professionally research your product. Gently probing their thinking often reveals gaps you can fill with your expertise, creating value.
Let me share an example of hot water systems. Most plumbers just quote what's requested. But say, "I'm curious why you want gas?" and "Do you have solar panels?" Now you can propose a heat pump system using their solar energy, differentiating you as the expert.
Asking these three simple questions prevents wasted effort on unqualified leads. You filter prospects appropriately and uncover opportunities to stand out. Your competitors commoditise themselves by answering superficial questions while you have meaningful conversations creating value.
I'm also excited to launch my 10-week Sales Mastery Certification training, bringing my elite consulting to small businesses and sales professionals. Stay tuned for details!
As always, listen to this episode to convert more prospects faster.
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today. - Montre plus
