Your Next Big Sales Breakthrough


As I look back the biggest and most sustainable shifts I have seen in the ability of sales people to capture bigger chunks of business and at higher levels of investment it's almost always in the diagnosis.

It's that magic space between where your client is right now versus where they want to be that holds the keys to getting a client to commit 

But what do most sales people do? 

We get sucked into the vortex of explaining the elements of our product and the deliverables of our service 

We forget that people buy for their own reasons, not ours regardless of what we think 

And don't get me wrong... 

These things are important but not even as remotely as important as the ability to properly diagnose and connect with the desired outcome of our client 

Because after all the grass seed isn't important to me having soft lush lawn I can play with my son on is 

An electric drill isn't important to me the way the painting will look after it's hung on the screw that goes into that hole on my wall is what I care about 

Can you see the difference ? 

I ask you what are your clients really buying? 

Even more importantly ask your team to answer that question also 

What will your product allow them to do ??? 

Do this on a regular enough basis and you will see some shifts in the way you and your team see how your product or service serves your clients 

Good Luck with it 

John Blake


John Blake has been in direct sales for the past 22 years. Over this time John has been a highly successful sales person, sales manager and business owner.

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