If I hadn’t actually met the guy that did this, I seriously wouldn’t have believed it And as you read this, please understand that I mean no prejudice and make no judgements in terms of the subject matter About 4 years ago we did some work with a national broadband company who at that time…
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I ran a private client VIP day with a new client in Sydney on Friday. In the session something really interesting happened that I wanted to share with you. These guys had a really important presentation they were doing with a massive client while I was in the session with them. This deal with this client…
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This week I’m going to talk to you about price elasticity or the process of expanding your offer using the analogy of me getting a haircut. Being the only male Blake in my family who actually has hair puts me in the somewhat enviable position of requiring a haircut pretty regularly And to this end,…
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Most people in business would agree that just because a prospect pops up in your radar, it doesn’t mean that they are automatically going to buy. And what’s more, there is a good chance that they might not even be the right person to buy from you either because… 1. You can’t actually help them…
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3 Little Known but Deadly Sales Scripting Errors that Kill Sales So much of the work I do with clients these days revolves around creating sales scripts. Sales scripting is crucial to making any sales process effective. In short, there really are magic words that can mean the difference between success or failure in selling. But the opposite…
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ARE YOU AUTHENTICALLY ARROGANT ? Kerry Packer had it, John Singleton and Gerry Harvey have it – Richard Branson has it (but in a very gentlemanly way) and Jeff Kennett and Paul Keating have it. In fact, if you look at most successful people you will find an (until now undefinable) quality that I am…
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This is one of the biggest Blocks to you Winning your dream clients. It’s the first in a 3 video series that I’ll be posting in the next few days – to register for a free webinar where I will be sharing the exact process my clients and I use to consistently increase fees and…
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I am just back from the Mentawais where I have been for the last 2 weeks We were totally off the grid for 2 weeks and had an awesome time. So now it’s time to jump back in. So today I wanted to talk about possibly the most powerful thing in sales that I get…
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What I am about to share with you might sound a bit off beat.. but I reckon once you’ve finished reading it you will get where I am coming from. I recently had an epiphany and I really wanted to share it with you. I realised that there is a certain point where planning becomes…
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The Warning signs Deliberate but inaccurate contrarianism Because sales training is a really crowded niche, to stand out, many sales training organisations will come out with deliberately contrarian statements about the sales process A recent example is a guy who claims that “relationships no longer matter in sales” – now from experience I can absolutely…
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