Get Mentorship From The World’s Best

Over the last decade, I’ve made over 1000 sales calls.

My close rate has gone from <20% when I started to >60% for leads coming through our funnel at K&J.

This year, though, that has jumped up to a 73% close rate.

This is because I’m getting coaching from one of the world’s best FBI negotiators, Chris Voss.

Voss is the author of Never Split The Difference.

I have a physical copy in the house, but I’ve recently turned a digital PDF of that book into my personal sales coach for writing emails and analysing my calls.

Here’s how you can do the same for any book:

1. Go to Google and search “Book Title” + “PDF”, so in this example “Never Split the Difference PDF”

2. You’ll get a list of sites that host a free PDF of the book - download the one that looks the safest (PDF room is good - link here)

3. Go over to ChatGPT > Select “Projects”

4. Name it the “Book Title + Coach”

   

5. Select “Add Files” > Add the PDF you’ve downloaded

6. Now you can use any one of the following prompts to get the support you need:
   
   > “Please read this call transcript and analyse the best follow-up email to send to improve my chances of closing this deal"
   
   > “Please read this email from a lead that has just emailed and respond in a way that (insert author’s name) would and apply their tactics to help me close this deal”
   
   > “Please review my most recent sales call to find ways that could help me get to a close faster and find ways for me to improve”

This is just a small sample of what you can do in one vertical (sales), but we are no longer limited to the world’s best being captured on a page.

They can coach us in real time and help us improve in minutes.

P.S I always buy a physical copy of any book I’m using in this manner, you don’t have to but I think it’s the right thing to do

Taking Initiative

I've owned a gym for 8 years.

We have 700 members, 2,500 people on our mailing list, and many more social media followers.

And the only businesses that've reached out to collab with us are two of Australasia's biggest brands, LSKD & Celsius.

Go figure.

We've reached out to plenty of local businesses over the years to collaborate, and on the rare occasion, one has agreed.

Just simple stuff like offering our members discounted coffee at a local café. We did this once, and it gave them thousands in extra revenue in a single year.

There are obviously a lot of businesses struggling right now, but I suspect many of those struggling are not doing much to help themselves.

I haven't talked about it here before, but I brought a hair salon once.

It was doing 160k in revenue when I bought it, and was doing 400K two and a bit years later when I sold it.

I didn't know much about fb ads then, so instead I reached out to every local media outlet and influencer I could find and offered them free hair for promoting us. What do ya know, all of them said yes.

It made a massive difference to our sales.

Found some of those old posts here, here and here.

There are easy, mutually beneficial partnerships like these all over the place, waiting to be had.

Maybe it's not that "businesses are struggling" but "businesses are struggling for initiative".