Episode 176 - Best Book Series: Start with No

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



In episode 176, we continue with our Best Book Series. On this
occasion, we are going to be discussing yet another book that
has had a big influence on me, my business, my sales career, my
coaching business, and my ability to help other
clients.   




Last week, we talked about the Ultimate Sales Machine by Chet
Holmes. Today we're going to be talking about Start with No,
which was written by Jim Camp who sadly passed away a few years
ago.  




The thing that I liked the most about this book is that it
talks about focusing on your behavior and your
actions.   




Jim talks about the fact that you actually don't have control
over the outcome of the actual conversation, the sales
conversation, or the negotiation.  




You don't know who's going to say yes, and who's going to say
no, and there's evidence of this, where you've had sales, where
you thought that it was an absolute no-brainer, and the person
didn't buy.    




And you've also had sales when you thought that there was no
way in hell that the person was going to buy and that they
ended up buying anyway.   




Ultimately you don’t have control over whether they say yes or
no, so what should you focus on instead?  




The idea is to concentrate on what you can control, and what is
that? Listen to this episode to find out.  




The thing is if you do something often and consistently enough,
after a while, a pattern will appear. So, if you get better at
this, ultimately, you will get more people that will say yes,
but you are never going to know which ones they’re going to
be.  




Tune in for this episode to learn what to do and what not to do
in sales conversations so you can make better use of your
skills and your time by focusing on things that will actually
help you become more and more successful, and of course, if you
hadn’t had the chance to read this book, I strongly encourage
you to do so. 



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.