Shows
Salescraft TrainingThe 3 Questions to Ask To Transform Your Sales ResultsWe explore three transformative questions that can dramatically improve sales performance by helping you identify and focus on ideal clients who are most likely to buy.• What problems do you solve for clients that keep them awake at night?• Where do your ideal clients "hang out" and how can you position yourself to be visible to them?• How do you identify people who are NOT your ideal clients so you can qualify them out quickly?• Creating a checklist of qualifying questions helps identify perfect-fit customers• During sales slumps, resist the temptation to sell to everyon...2025-05-0517 min
Salescraft TrainingThe secrets to great client engagementEver frozen mid-sentence during a product demo or felt your heart race before a cold call? You're not alone. The difference between mediocre and exceptional salespeople often comes down to mastering presentation skills and understanding the psychology behind effective demonstrations.Stop bombarding prospects with technical specifications. The most successful product demonstrations follow a narrative structure that resonates with our innate love for stories. When you frame your presentation as a transformation journey—identifying the client's problem, demonstrating understanding, and showcasing your solution—you create a compelling reason to buy. This approach works because humans have been storytellers sinc...2025-04-2821 min
Salescraft TrainingHow to practice sales by yourselfThe hardest part of improving your sales skills? Often it's simply having no one there to practice with, provide feedback, or share techniques. Whether you're a solopreneur managing your entire business alone or a sales professional without adequate training resources, this episode delivers six practical strategies to elevate your sales game independently.Ever cringed at the thought of role-playing sales scenarios? You're not alone - but those uncomfortable practice sessions might be exactly what you need. We break down exactly how to simulate challenging client conversations, identify and correct distracting habits through self-recording, and adjust your communication...2025-04-2123 min
Salescraft TrainingHow to stop missing the 3 types of buying signsMany salespeople miss crucial buying signals, continuing to pitch after customers are ready to buy and potentially talking themselves out of a sale.• Three types of buying signals to recognize: verbal, non-verbal, and psychological• Verbal buying signs include asking about specifics, pricing questions, inquiring about next steps, and using ownership language• Non-verbal signs include nodding, leaning in, holding the product, reviewing paperwork, and asking questions• Psychological buying cues include shifting from skepticism to curiosity, repeating key benefits, and asking for reassurance• When you notice buying signals, stop selling and start closing• Use simple closi...2025-04-1417 min
Salescraft TrainingWhat They Don't Tell You About Sales RejectionFear of rejection in sales is primarily about reframing our understanding that clients are rejecting our products or services, not us personally. Proper qualification and honest conversations with prospects are the keys to minimizing rejection and building a sustainable sales practice.• Fear of rejection often stems from making it personal when it's usually about the product/service• Creating detailed qualifying questions helps identify ideal customers and weed out poor matches• Don't fear disqualifying prospects – working with low probability prospects wastes time and energy• When meeting clients, reconfirm qualification factors like budget, authority, and timelines• Turn...2025-04-0720 min
Salescraft Training7 Sales Techniques for BeginnersSeven practical sales techniques help beginners convert more prospects to customers while maintaining ethical standards that create genuine win-win situations. These foundational methods provide immediate tools for overcoming common sales challenges and building confidence.• Understand your product using Features, Advantages, Benefits (FABs), always tailoring benefits to each specific client• Master active listening by asking open questions and taking notes to demonstrate attentiveness• Qualify prospects properly using BANT (Budget, Authority, Needs, Timeline) to focus on viable opportunities• Use storytelling to place customers in the solution, engaging their senses and emotions• Handle objections confidently with the "Feel...2025-03-3123 min
Salescraft TrainingHow to have effective conversationsSuccessful business interactions depend on meaningful conversations where genuine listening takes precedence over self-promotion, creating deeper connections and revealing valuable information.• Talking excessively about yourself is the biggest conversation mistake• Good listeners gather crucial information that helps qualify prospects• Open-ended questions create space for people to share meaningful information• Simple conversation starters like "What brought you here?" work better than "What do you do?"• Meeting clients off-site often encourages more open conversation• Body language naturally communicates interest or disinterest• Taking notes demonstrates you value what someone is saying• Comfortable silence is powerful—not...2025-03-2420 min