In the last 5 years alone I have literally spent over 100K on my own education. It’s one of the things I really love about what I do – I love learning both for myself and for the people that I help in my conversion mastery program. In almost every training or course I have…
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Implementing new ideas is such an interesting and exciting time. It can hold within it the promise of an exciting new future or another potential failure. In addition to that, implementing something new that actually works can totally change the game for your business and your life. In my 26 years in business I have…
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One of the strategies I teach in my 1 day sales masterclass is how to articulate what you do in a way that others see it as an opportunity. And even though you can apply this part of my system in what you write, the most common application of it is on what you say…
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I once heard sales referred to as “a moving target” and I think that’s a really good analogy. Because it is a moving target, it’s always evolving and always changing. While the principals of human influence at their core remain the same, the way these principals need to be executed to remain effective is constantly…
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One of the most common questions I get asked is “what do you think of cold calling?” Here’s my take on it… I don’t have a problem with it but what I know about cold calling is this… It’s heavy lifting – and unnecessary heavy lifting at that What I mean by that is simply…
Details![[Case Study] The Huge Impact of Poor Follow Up](https://john-blake.com.au/wp-content/uploads/2016/05/23292118_s.jpg "[Case Study] The Huge Impact of Poor Follow Up")
In a recent study I saw, done by Objective Management Group, 92% of all companies they surveyed have an inefficient, or non-existent sales process. My experience with clients has been very similar to this and what it means is that with almost all companies, there are 3 BIggest Holes in the Sales Conversion Bucket. And like any…
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One of the biggest questions I get from clients and in particular sales people is… How do I sell when no one is buying? Which is a close cousin to “how do I compete when my customers are undercutting me one price?” Both are good questions and on first blush, look like they could be…
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Yesterday on behalf of a client who owns a dog obedience school, I called and mystery shopped their sales guy. to give you a bit of background, they have a great brand and get a steady flow of leads, and the sales guy is paid a success fee for each client that books a consultation. Here’s…
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When you are a sales person, one of the worst things that can happen is when someone “detects” a sales technique or approach that you are using. In this article I am going to share with you the number 1 best way I know to convert your sales training and learnings into sales results whilst being yourself.…
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If you want to increase sales in your business, there are some really simple things you can do to make that happen really quickly… “Small hinges that can swing big doors” and cause massive shifts in your results at multiple levels of your sales process. But before you do that, you need to recognise where…
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