{"id":4056,"date":"2019-09-27T09:21:57","date_gmt":"2019-09-27T09:21:57","guid":{"rendered":"https:\/\/www.intheloop.io\/blog\/?p=4056"},"modified":"2019-10-09T11:18:47","modified_gmt":"2019-10-09T11:18:47","slug":"how-to-get-to-a-75-close-ratio-with-craig-elias","status":"publish","type":"post","link":"https:\/\/www.intheloop.io\/blog\/how-to-get-to-a-75-close-ratio-with-craig-elias\/","title":{"rendered":"How to get to a 75% close ratio with Craig Elias"},"content":{"rendered":"\n<p>In our third podcast episode, we talked about sales techniques, different approaches when dealing with clients and got our hands on a trick or two when closing deals.<\/p>\n\n\n\n<p>We would like to thank <a href=\"https:\/\/shiftselling.com\/about\/craigelias\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"Craig Elias (opens in a new tab)\">Craig Elias<\/a>, a well-known sales coach and B2B expert for his valuable insights.<\/p>\n\n\n\n<figure class=\"wp-block-embed-youtube wp-block-embed is-type-video is-provider-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" width=\"770\" height=\"433\" src=\"https:\/\/www.youtube.com\/embed\/7mcyib6iTg4?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<p><strong>Questions we answered:<\/strong><\/p>\n\n\n\n<ul><li>Why is the <strong>relationship to your client<\/strong> of greater importance when closing deals?<\/li><li>How does the tactic of <strong>&#8220;being first, chosen and preferred&#8221;<\/strong>, helps sales people to get more deals?<\/li><li> Which is Elias&#8217; <strong>main tactic<\/strong> on getting a team to work in the way they succeed with the <strong>75% close ratio<\/strong>?&nbsp;<br><\/li><li><\/li><\/ul>\n\n\n\n<p>More about Craig: <br> <a href=\"https:\/\/shiftselling.com\">https:\/\/shiftselling.com\/about\/craigelias\/<\/a><br> <a rel=\"noreferrer noopener\" aria-label=\"https:\/\/www.youtube.com\/channel\/UC-Hitd2LQ9vHl3Mpz4yUPHQ (opens in a new tab)\" href=\"https:\/\/www.youtube.com\/channel\/UC-Hitd2LQ9vHl3Mpz4yUPHQ\" target=\"_blank\">https:\/\/www.youtube.com\/channel\/UC-Hitd2LQ9vHl3Mpz4yUPHQ<\/a><\/p>\n\n\n\n<p>And using the right tool to achieve set goals:<br> <a rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\" href=\"https:\/\/www.intheloop.io\/podcast\" target=\"_blank\">https:\/\/www.intheloop.io\/podcast<\/a><br> <a rel=\"noreferrer noopener\" aria-label=\"https:\/\/www.intheloop.io\/download (opens in a new tab)\" href=\"https:\/\/www.intheloop.io\/download\" target=\"_blank\">https:\/\/www.intheloop.io\/blog<\/a><\/p>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div class=\"wp-block-media-text alignwide\" style=\"grid-template-columns:25% auto\"><figure class=\"wp-block-media-text__media\"><img loading=\"lazy\" width=\"283\" height=\"283\" src=\"https:\/\/www.intheloop.io\/blog\/wp-content\/uploads\/2019\/10\/circle-cropped.png\" alt=\"\" class=\"wp-image-4237\" srcset=\"https:\/\/www.intheloop.io\/blog\/wp-content\/uploads\/2019\/10\/circle-cropped.png 283w, https:\/\/www.intheloop.io\/blog\/wp-content\/uploads\/2019\/10\/circle-cropped-150x150.png 150w, https:\/\/www.intheloop.io\/blog\/wp-content\/uploads\/2019\/10\/circle-cropped-270x270.png 270w\" sizes=\"(max-width: 283px) 100vw, 283px\" \/><\/figure><div class=\"wp-block-media-text__content\">\n<p class=\"has-small-font-size\">Bostjan Bregar, the podcast host, is the co-founder &amp; CEO of Loop Email and a strong believer in leadership built around teamwork &amp; individual development.<\/p>\n<\/div><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<style type=\"text\/css\">\n\n  @import 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.ml-button-horizontal { width: 100%!important; }\n\n          \n\n        }\n\n<\/style>\n\n<style type=\"text\/css\">\n\n  @media only screen and (max-width: 700px) {\n\n               .ml-form-formContent.horozintalForm .ml-form-horizontalRow .horizontal-fields {\n\n                  margin-bottom: 10px !important;\n\n                  width: 100% !important;\n\n              }\n\n          }\n\n<\/style>\n\n<div id=\"mlb2-1540198\" class=\"ml-form-embedContainer ml-subscribe-form ml-subscribe-form-1540198\">\n\n  <div class=\"ml-form-align-center \">\n\n    <div class=\"ml-form-embedWrapper embedForm\">\n\n      <div class=\"ml-form-embedBody ml-form-embedBodyHorizontal row-form\">\n\n        <div class=\"ml-form-embedContent\" style=\" \">\n\n          <h4><\/h4>Want us to notify you about our next episode? Subscribe below.<\/div>\n\n        <form class=\"ml-block-form\" action=\"https:\/\/app.mailerlite.com\/webforms\/submit\/e0i5w6\" data-code=\"e0i5w6\" method=\"post\" target=\"_blank\">\n\n          <div class=\"ml-form-formContent horozintalForm\">\n\n            <div class=\"ml-form-horizontalRow\">\n\n              <div class=\"ml-input-horizontal\">\n\n                <div style=\"width: 100%;\" class=\"horizontal-fields\">\n\n                  <div class=\"ml-field-group ml-field-email ml-validate-email ml-validate-required\">\n\n                    <input style=\"width: 100%;\" type=\"email\" class=\"form-control\" data-inputmask=\"\" name=\"fields[email]\" value=\"\" placeholder=\"john@business.com\">\n\n                  <\/div>\n\n                <\/div>\n\n              <\/div>\n\n              <div class=\"ml-button-horizontal\">\n\n                <button type=\"submit\" class=\"primary \">Subscribe<\/button>\n\n                <button disabled=\"disabled\" style=\"display: none;\" type=\"button\" class=\"loading\">\n\n\n\n                      <div class=\"ml-form-embedSubmitLoad\"><div><\/div><div><\/div><div><\/div><div><\/div><\/div>\n\n\n\n                    <\/button>\n\n              <\/div>\n\n            <\/div>\n\n          <\/div>\n\n          <style type=\"text\/css\">\n\n            .ml-form-recaptcha {\n\n              margin-bottom: 20px;\n\n              float: left;\n\n            }\n\n          \n\n            .ml-form-recaptcha.ml-error iframe {\n\n              border: solid 1px #ff0000;\n\n            }\n\n          \n\n            @media screen and (max-width: 768px) {\n\n              .ml-form-recaptcha {\n\n                transform: scale(0.77);\n\n                -webkit-transform: scale(0.77);\n\n                transform-origin: 0 0;\n\n                -webkit-transform-origin: 0 0;\n\n              }\n\n            }\n\n          <\/style>\n\n          <input type=\"hidden\" name=\"ml-submit\" value=\"1\">\n\n        <\/form>\n\n      <\/div>\n\n      <div class=\"ml-form-successBody row-success\" style=\"display: none\">\n\n        <div class=\"ml-form-successContent\">\n\n          <h4>You&#8217;re In The Loop!<\/h4>\n\n          <p style=\"text-align: center;\"><span style=\"color: rgb(255, 255, 255);\"><span style=\"color: rgb(0, 0, 0);\">Please confirm your subscription in the email you have received.<br><\/span><\/span><\/p>\n\n        <\/div>\n\n      <\/div>\n\n    <\/div>\n\n  <\/div>\n\n<\/div>\n\n<script>\n\n  function ml_webform_success_1540198() {\n\n      var $ = ml_jQuery || jQuery;\n\n      $('.ml-subscribe-form-1540198 .row-success').show();\n\n      $('.ml-subscribe-form-1540198 .row-form').hide();\n\n    }\n\n<\/script>\n\n<img loading=\"lazy\" src=\"https:\/\/track.mailerlite.com\/webforms\/o\/1540198\/e0i5w6?v253251d9ecd93b8e74c12a37f72e896f\" style=\"max-width: 1px; max-height: 1px; visibility: hidden; padding: 0; margin: 0; display: block;\" width=\"1\" height=\"1\" border=\"0\">\n\n<script src=\"https:\/\/static.mailerlite.com\/js\/w\/webforms.min.js?v253251d9ecd93b8e74c12a37f72e896f\" type=\"text\/javascript\"><\/script>\n","protected":false},"excerpt":{"rendered":"<p>How\u2019s the relationship with your main client? Contrary to popular belief most failed deals are due to bad relationships &#8211; and NOT price issues. Craig Elias from Canada provided valuable tips on how to manage sales relationships.<\/p>\n","protected":false},"author":8,"featured_media":4117,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[51],"tags":[],"_links":{"self":[{"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/posts\/4056"}],"collection":[{"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/comments?post=4056"}],"version-history":[{"count":12,"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/posts\/4056\/revisions"}],"predecessor-version":[{"id":4252,"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/posts\/4056\/revisions\/4252"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/media\/4117"}],"wp:attachment":[{"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/media?parent=4056"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/categories?post=4056"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.intheloop.io\/blog\/wp-json\/wp\/v2\/tags?post=4056"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}