Salescraft Training podcast

المحتوى المقدم من Graham Elliott. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Graham Elliott أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

<div class="span index">1</div> <span><a class="" data-remote="true" data-type="html" href="/series/the-wednesday-season-2-official-woecast">The Wednesday Season 2 Official Woecast</a></span>

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The Wednesday Season 2 Official Woecast

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منذ 1 dayمنذ 1d ago

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Unearth interviews with Jenna Ortega, Emma Myers, Showrunners Al Gough & Miles Millar, Catherine Zeta Jones, Fred Armisen, Joanna Lumley, and many more! Hosted by the frightfully funny Caitlin Reilly, the Woecast is available in audio and video formats on Apple Podcasts, Spotify, YouTube, Tudum and everywhere podcasts are found. You've been warned!! You can unearth all things Wednesday over at Tudum. Cast guides, Easter eggs, explainers and more!

Salescraft Training

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Learn to sell anything to anyone!
Who is your avatar?
You know what you're selling, but what is your customer buying? Hint... it may not be what you think!
I'll share tips and insights from my years of selling to B2B and B2C clients. So welcome to the Podcast!
And, find out more about my online courses at: https://www.salescraft.training

48 حلقات

#Careers #Business #Graham Elliott #Entrepreneur #Selling #Leadership

Salescraft Training

updated منذ 4 أيام

منزل السلاسل•Feed

48 حلقات

#Careers #Business #Graham Elliott #Entrepreneur #Selling #Leadership

كل الحلقات

1
How to be successful in B2B Sales 22:37

منذ 4 أيام22:37

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22:37

Business-to-business sales requires understanding multiple stakeholders, longer sales cycles, and building trust for long-term relationships. The approach differs significantly from consumer sales, requiring tailored solutions and a focus on return on investment. • B2B sales involves multiple stakeholders including end users, managers, and procurement teams • Finding a "coach" within the client organisation is crucial for navigating the buying process • Sales cycles typically run weeks to months, occasionally years for government clients • "Farmers" (relationship builders) often outperform "hunters" (quick-close salespeople) in B2B environments • ROI, efficiency improvements, and technical fit are primary decision drivers • Honesty builds trust - never make up answers to technical questions you don't know • Customise presentations to client requirements rather than delivering generic product pitches • Qualify prospects carefully - pursuing opportunities below 50% probability wastes resources • B2B typically involves fewer but higher-value sales compared to consumer markets • Proposals must directly address specific client needs identified during discovery Please remember to like and subscribe to make the podcast more visible to others. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

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Sales Psychology: Your Breakthrough Sales Blueprint 20:41

منذ 11 يومًا20:41

20:41

Language patterns and psychological triggers can dramatically transform your sales conversations, making rejection less common even when your product perfectly fits your client's needs. • Understanding "the language of yes" and how getting agreement builds consistency • Leveraging unconscious triggers including reciprocity, social proof, and authority positioning • Framing your message to match client mindset – removing risk versus creating opportunity • Matching communication styles (visual, auditory, kinesthetic) to build subconscious rapport • Using storytelling to bypass resistance and build emotional connection • Listening for emotionally-charged phrases that reveal true priorities • Avoiding technical jargon unless matched to the client's understanding level • Building a personal blueprint for implementing these language techniques Join our online Consultative Selling course where we dive deeper into these techniques and more. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
Why Vulnerability is your sales teams secret weapon 20:21

منذ 18 يومًا20:21

20:21

Vulnerability might seem like the last trait you'd want to showcase in sales, but what if admitting mistakes actually strengthened client relationships instead of damaging them? This counterintuitive approach challenges the pervasive myth of the "unbreakable salesperson" that creates unnecessary pressure and ultimately leads to more errors and potential burnout. Drawing from real-world experiences, we explore how toxic sales environments—where salespeople face public scrutiny, become organizational scapegoats, and operate under unreasonable expectations—damage performance and increase stress. When salespeople feel they must appear infallible, it creates a defensive posture that clients immediately sense and distrust. This defensiveness manifests as the pushy, untrustworthy salesperson stereotype we all recognize and avoid. The alternative approach embraces our shared humanity. By acknowledging mistakes promptly, being transparent when you don't know answers, and consistently following through on commitments, you build remarkable trust. Clients instinctively respect this authenticity because they recognize genuine problem-solving versus desperate self-protection. This trust becomes the foundation for lasting relationships, effortless repeat business, and valuable referrals. For sales managers, creating environments where vulnerability is encouraged transforms team dynamics. When mistakes become learning opportunities rather than reasons for punishment, salespeople develop confidence to focus on client needs rather than self-protection. The "under promise, over deliver" philosophy, combined with genuine curiosity about client challenges, creates sales relationships built on mutual respect and long-term value. Ready to transform your approach to sales? Subscribe to explore more counterintuitive strategies that build authentic connections and drive sustainable business growth. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
Why Buyers Hate Being Sold To (and How to Fix It) 17:07

منذ 25 يومًا17:07

17:07

The psychological concept of reactance explains why people resist being sold to, even when they genuinely want what you're offering. This resistance kicks in when people feel their freedom of choice is threatened during sales conversations. • Understanding reactance in sales psychology - when buyers feel controlled, they instinctively push back • Using the traffic light analogy - red light (talking about yourself) vs. green light (focusing on the customer) • Warning signs of buyer resistance - quieter voice, shorter answers, evasive responses • Three effective techniques to reduce sales resistance and keep buyers engaged • Asking permission early and often during sales conversations • Being mindful of language - avoiding controlling phrases like "you need to" or "you should" • Cultivating genuine curiosity about the buyer's situation instead of assuming their needs • The fishing analogy - giving buyers space to "swim" while guiding them toward a decision • Positioning yourself as a problem solver rather than a salesperson Download the free PDF with additional suggestions for making these approaches work in your sales conversations. Join our free 45-minute webinar where we cover three techniques that can make an immediate difference to your sales results. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
5 Types of Questions to Transform Your Sales Results 20:50

منذ 5 weeks20:50

20:50

Effective questioning techniques stand as the cornerstone of successful sales, with five distinct question categories guiding salespeople through the entire sales process. Mastering these question types enables you to work only with ideal clients while providing solutions that genuinely address their needs. • Discovery and qualification questions help determine whether a prospect is a good fit for your offering • Understanding pain points through exploratory questions reveals the urgency and impact of their challenges • Solution alignment questions clarify what an ideal solution looks like to your prospect • Decision-making process questions maintain momentum and ensure you're talking to the right people • Relationship-building questions can strengthen connections but should be used selectively based on personality types • Not everyone you meet will be a client – qualifying people out is as important as qualifying people in • Different personality types approach decisions differently – some want immediate decisions while others need time Please remember to like and subscribe, and take a look at my sales training course. There's a free webinar available at www.salescraft.training where you can learn more techniques to apply straight away. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
How to avoid 3 common mistakes that sales people make 19:03

منذ 6 weeks19:03

19:03

We explore three common mistakes that underperforming salespeople repeatedly make and provide simple fixes to improve both sales numbers and enjoyment of the sales process. • Know your product and understand its specific benefits for each customer, not generic benefits • Listen to customers rather than dominating conversations out of fear of losing control • Recognize different personality types using frameworks like DISC profiling • Adapt your follow-up strategy based on whether clients make quick decisions or need time • Build trust by being honest about product limitations rather than overselling • Develop long-term relationships that lead to repeat business and valuable referrals • Adopt a service mindset focused on genuinely helping clients rather than just making sales Check out our website for a free one-hour webinar that provides additional techniques you can apply immediately to improve your sales results. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
3 tips to increase your sales 18:57

منذ 7 weeks18:57

18:57

Sales success comes from approaching clients as a problem-solver rather than just pushing products, with the right mindset helping to overcome common sales challenges. We share three powerful strategies from our full webinar that can immediately transform your sales conversations and results. • Approach clients as a problem solver, focusing on their needs rather than just making your sale • Listen carefully to understand what's keeping clients awake at night and how your solution addresses it • Introduce potential objections early during conversation to prevent them becoming deal-breakers later • View rejections as "I'm interested but have a reservation" rather than outright refusals • Prepare for common objections by listing the top 3-4 issues clients typically raise • Remember the two-ears-one-mouth rule: listen more than you talk • Qualify prospects early to avoid wasting time with those who will never buy For the full one-hour webinar with more detailed strategies, visit www.salescraft.training. If you find this useful, please remember to like and subscribe. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
How good is your forecasting? 19:01

منذ 8 weeks19:01

19:01

Mastering the art of sales forecasting transforms your business from reactive to proactive, giving you power to anticipate cash flow, allocate resources efficiently, and make strategic decisions with confidence. This episode dives deep into the essential skill of predicting not just how many orders will come in, but precisely when they'll arrive. We explore why forecasting matters so profoundly to business operations, revealing how it impacts everything from inventory management to foreign currency purchases. You'll discover how to recognize and adjust for the natural tendencies of salespeople – some perpetually optimistic about close dates, others consistently padding timelines. Understanding these personal biases proves crucial when interpreting forecast data, whether from your team or yourself. The episode introduces a powerful, structured probability system that brings clarity to the often murky forecasting process. Each probability level (10%, 25%, 50%, 75%, 90%) corresponds to specific criteria about qualification status, budget approval, competition position, and purchase order progress. This framework eliminates guesswork and creates consistent, reliable forecasts you can actually trust. Plus, you'll learn about the rookie mistake that catches many salespeople – trusting a contact's assurance without verifying with the budget holder. Don't miss our free one-hour webinar at www.salescrafttraining.com for three immediately applicable sales techniques. Whether you're managing a sales team or running your own business, the forecasting methodology shared in this episode will transform how you predict revenue, allocate resources, and ultimately grow your business with confidence and clarity. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
How to increase client retention 19:45

منذ 9 weeks19:45

19:45

Client retention is crucial for subscription-based or membership-based businesses, requiring consistent trust-building and understanding of different personality types. Effective retention strategies focus on credibility, authenticity, and communication tailored to individual client preferences. • Building trust through demonstrating expertise and offering guarantees • Being authentic and consistent in all client interactions • Contacting clients immediately when problems arise rather than avoiding difficult conversations • Always returning calls and messages when promised, even without complete answers • Understanding DISC personality types helps tailor retention approaches • Dominant (D) clients value reliability and direct communication about worst-case scenarios • Influential (I) clients are attracted to novelty and may be the most challenging to retain • Steady (S) clients build deep relationships but rarely forgive broken trust • Compliant (C) clients prioritize technical knowledge and honesty • Taking responsibility as a salesperson means the buck stops with you Please remember to like and subscribe. If you have any questions or suggestions, please let me know. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
The most effective sales techniques for closing deals 15:32

منذ 10 weeks15:32

15:32

Effective deal closing begins right from the start of client engagement through proper qualification, genuine conversation, and attentive listening rather than relying on end-stage closing techniques. The most successful sales approach involves understanding client problems deeply and building relationships that make clients want to buy from you. • Know your ideal client and the specific problem your product/service solves • Qualify prospects effectively to ensure you're talking to the right people • Operate from an abundance mindset rather than fear of scarcity • Focus conversations on clients' needs instead of talking about yourself • Listening attentively differentiates you from most salespeople • By the time you reach the formal close, clients should already be 75% committed • Proper client engagement leads to repeat business and valuable referrals • The three key techniques: know your avatar, qualify effectively, and master conversation through listening Please remember to like and subscribe to the podcast. There's a link in the description to a free one-hour webinar where I cover these closing techniques in more detail. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
How data analytics can improve your sales 18:48

منذ 11 weeks18:48

18:48

Data analytics is a powerful tool for sales professionals that helps identify inefficiencies and opportunities throughout the customer journey. Knowing your numbers enables you to optimize conversion rates at each stage of your sales process, from initial contact to closed deal. • Map your customer journey and define clear stages from first contact to order • Track conversion rates between stages (industry standard is typically 1:3 to 1:5) • Use CRM systems to capture detailed client information and meeting notes • Identify patterns in client buying cycles and budget timing • Monitor data monthly to catch problems early while there's time to fix them • Position yourself where your customers can see you—"by the road, not up the hill" • Understand which lead sources provide your most valuable customers • Split test marketing materials to identify what resonates with your audience • Record detailed notes about client needs, budgets and preferences • Ask for and track referrals to expand your network strategically Please remember to like and subscribe to the podcast for more insights on optimizing your sales process. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
How to turn objections into sales 18:20

منذ 12 weeks18:20

18:20

Objections in sales aren't rejections but opportunities for clarification, with prospects simply signaling they want to move forward but need reassurance on specific concerns. Successful handling of objections transforms sales outcomes and reduces anxiety around closing deals. • Objections typically mean "I want to buy but I'm unsure because..." not an outright rejection • Proper qualification in early stages significantly reduces the number and severity of objections • Welcome objections as valuable feedback that helps improve communication and sales approach • Most objections result from miscommunication that can be easily clarified through conversation • A relaxed, service-oriented mindset creates trust and makes handling objections much easier • 70-80% of salespeople never ask for the order while 60-70% of customers are waiting to be asked Please remember to like, subscribe, follow, join the mailing list, and take a look at the free webinar that takes you through various steps to improve your sales. If you like the webinar content, please consider taking the online course which goes into everything in much more detail. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
How to create a compelling offer 19:05

منذ 12 weeks19:05

19:05

Creating a compelling sales offer requires understanding the specific problems you solve and who experiences them. The key to successful selling is getting inside your client's head and addressing their fears before they even voice them. • Sales is fundamentally about helping people solve problems, not pushing products • Define your avatar by clearly identifying who has the problem you solve • Use simple language that a teenager would understand to describe your solution • Create "green light" selling by talking about client problems, not product features • Address client fears proactively by focusing on what they get, not how it works • Be honest when your solution isn't right - it builds trust and often leads to referrals • Qualification should filter out people who don't have the problem you solve • Each product should have just one specific offer targeting one specific problem Please remember to like, subscribe, check out the free webinar, or even buy me a coffee. You can also consider purchasing the full training course for more in-depth sales techniques. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
The role of sales planning in sales management 20:47

منذ 14 weeks20:47

20:47

Sales planning saves time and increases success by helping you target the right prospects and avoid wasting resources on people who will never buy. This crucial sanity check ensures your sales activities are aligned with your revenue goals and confirms you have the resources needed to achieve them. • Taking time to plan helps you sanity-check what you're doing • Begin planning in Q4 to prepare for the upcoming year • Use 90-day planning cycles for regular assessment and adjustment • Calculate exactly how many sales you need to hit your revenue targets • Know your conversion rates at each stage of the sales process • For sustainable business, ensure you have sufficient resources to support sales activities • A common rule: salespeople should generate 3x their salary in revenue • Most sales struggles stem from poor targeting, qualification, or resource allocation I'm a big believer in investing in yourself because, frankly, very few other people are likely to do it. If you found value in this podcast, please consider checking out my online sales course where I go into all of this in much more detail. You can also join my free webinar to get a flavor of what I teach. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

1
How to develop an effective sales strategy 20:33

منذ 15 weeks20:33

20:33

We explore how to develop a comprehensive sales strategy, starting with setting specific 90-day goals that align with your broader annual targets and tracking meaningful metrics to measure your progress. • Setting specific, measurable, achievable, relevant, and time-bound (SMART) goals • Understanding your target market and developing detailed buyer personas • Segmenting potential clients to create tailored approaches rather than one-size-fits-all solutions • Crafting a unique selling proposition that addresses specific customer problems • Focusing on genuine benefits rather than just features or advantages • Designing an effective sales funnel with clear qualification processes • Working backwards from conversion rates to determine required lead volume • Tracking metrics at each funnel stage to optimize your sales process If this information is helpful, please consider liking, subscribing, or even buying me a coffee to support the podcast. For a deeper dive into face-to-face sales techniques, check out my free one-hour webinar at www.salescrafttraining.com or explore my comprehensive sales training course. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar . I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!…

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