Send us a text

We break down why objections like “I need to think about it” persist and show how to dissolve them by making value specific, measurable and owned by the buyer. We map the before-after-bridge model, craft impact questions and use proof so clients often lead the close.

• separating price qualification from value clarity
• diagnosing pain and the cost of inaction
• framing before and after states with metrics
• translating features into payoffs buyers feel and count
• using social proof, pilots and ROI to de-risk
• agreeing success criteria and measurement
• avoiding red lights and focus on the client’s story

Please like and subscribe if you enjoy the podcast.
You can even donate a little if you want to as well, that would all help
Please give me a like, a subscribe, tell your friends, and I’ll speak to you again on the next podcast.

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!

Send us a text

We share a practical framework for cold calling that puts respect and outcomes first. Confidence, research and a clear next step replace pressure pitches and awkward scripts.

• defining cold calling as value, not interruption
• building confidence without arrogance
• reframing success as a next step, not a sale
• researching avatars and pain points
• crafting short openers that earn time
• leading with outcomes and proof points
• handling not interested, existing vendor and send an email
• tracking calls, conversions and improving your approach

If you think I've earned a like or a subscribe, please do that.

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!

Send us a text

In this podcast we look at how to move beyond curiosity to the practical craft of adaptive selling—how to drop scripts, read cues, surface unspoken needs and pivot solutions in real time to solve real problems. We share stories, tools and steps for customer-centric conversations, stronger follow-up and trust that creates referrals.

• replacing one-size-fits-all pitches with client-centric conversations
• researching cues without creating a fixed script
• surfacing unspoken needs with better questions
• pivoting solutions in real time around true pain points
• using targeted narratives and relevant proof
• measuring impact and aligning on success criteria
• follow-up timing, referrals and post-sale support
• flexing style with DISC to improve rapport
• embracing objections as data and learning loops
• adopting continuous learning to compound results

If I've earned a like or a subscriber, please, I would appreciate it. Give me a like and subscribe because that allows me to keep creating these podcasts.

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!

Send us a text

In this podcast we flip hard sales calls by replacing fixed pitches with genuine curiosity, open questions, and active listening. We show how note-taking builds trust, how to tailor value, and why this mindset wins repeat business and referrals.

• why one-size-fits-all pitching fails 
• using open-ended questions to surface real needs 
• active listening and note-taking to build confidence 
• mapping features to outcomes that buyers value 
• building trust that leads to referrals and repeat business 
• reducing pressure by admitting unknowns and clarifying fit 
• summarising needs to close with alignment

Please remember to like and subscribe if you find this useful.
If you have any sales questions or sales topics you would like to have covered in the podcast, please drop me a line, Graham@salescraft.training, and I will do my best to answer them.

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!

Send us a text

We walk through a practical, three‑step strategy for building sales pitches that close by qualifying hard, reconfirming needs with micro‑yeses, and narrowing choices to make decisions easy. We focus on outcomes over features, price anchoring, and how to prevent objections before they arise.

• outcome‑focused value over product features
• rigorous qualification to exclude non‑buyers
• must‑haves, nice‑to‑haves, and not‑needed mapping
• reconfirmation via soft closes and micro‑yeses
• visualising desired outcomes to build commitment
• narrowing choices to two or three options
• price anchoring to shape perceived value
• simple, direct closes that avoid yes‑no traps
• resources available at salescraft.training

Please give me a like, a subscribe if you feel I’ve earned it
There is more information on the website, so www.salescraft.training
If you find those useful, please invest in the 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!

Send us a text

Welcome to Selling for Success — your go-to sales podcast for strategies, tips, and inspiration to help you close more deals, generate leads, and grow your business.

In this episode, we’ll cover:
• Know your ideal customer avatar and their specific pain points
• Position yourself where prospects "hang out" - networking groups, social platforms, events
• Focus on quality leads rather than trying to qualify everyone 'in'

And more!

Whether you’re in B2B sales, B2C sales, or just starting your sales career, this podcast gives you the tools, tactics, and mindset you need to succeed.

👉 Subscribe for weekly episodes packed with sales tips, sales training, and sales motivation to help you increase revenue and level up your selling skills. 

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!

Send us a text

Welcome to Selling for Success — your go-to sales podcast for strategies, tips, and inspiration to help you close more deals, generate leads, and grow your business.

In this episode, we’ll cover: 

• Creating a structured weekly schedule with time blocks increases productivity
• The 80-20 rule shows that 80% of results come from 20% of efforts
• Identifying your high-payoff activities helps prioritize your most valuable work

Whether you’re in B2B sales, B2C sales, or just starting your sales career, this podcast gives you the tools, tactics, and mindset you need to succeed.

👉 Subscribe for weekly episodes packed with sales tips, sales training, and sales motivation to help you increase revenue and level up your selling skills. 

 Please remember to like and subscribe. Visit the website to download the free PDF "Seven Ways of Closing" and register for the free 45-minute webinar that shares three implementable strategies to improve your sales results.

Drop your biggest sales challenge in the comments — we might cover it in a future episode! 

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!

Send us a text

Welcome to Selling for Success — your go-to sales podcast for strategies, tips, and inspiration to help you close more deals, generate leads, and grow your business.

In this episode, we’ll cover: 

• The performance realities for most sales people
• How to step back from the "downward spiral"
• Specific steps you can take to improve your performance

Whether you’re in B2B sales, B2C sales, or just starting your sales career, this podcast gives you the tools, tactics, and mindset you need to succeed.

👉 Subscribe for weekly episodes packed with sales tips, sales training, and sales motivation to help you increase revenue and level up your selling skills. 

 
Please remember to like and subscribe. Visit the website to download the free PDF "Seven Ways of Closing" and register for the free 45-minute webinar that shares three implementable strategies to improve your sales results.

Drop your biggest sales challenge in the comments — we might cover it in a future episode! 

AND... check out my online course "Consultative Selling" where I dive deeper into these techniques. I offer a one-year guarantee – if you do everything in the course and still don't see results, I'll give you your money back.

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!

Send us a text

Welcome to Selling for Success — your go-to sales podcast for strategies, tips, and inspiration to help you close more deals, generate leads, and grow your business.

In this episode, we’ll cover: 

• Three core truths behind every objection: need for more information, lack of trust, and timing/value perception issues
• The money objection is usually about value perception, not actual price
• Understanding the difference between value and price is crucial for overcoming financial objections

Whether you’re in B2B sales, B2C sales, or just starting your sales career, this podcast gives you the tools, tactics, and mindset you need to succeed.

👉 Subscribe for weekly episodes packed with sales tips, sales training, and sales motivation to help you increase revenue and level up your selling skills. 

 
Please remember to like and subscribe. Visit the website to download the free PDF "Seven Ways of Closing" and register for the free 45-minute webinar that shares three implementable strategies to improve your sales results.

Drop your biggest sales challenge in the comments — we might cover it in a future episode!

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!

Send us a text

Graham Elliott breaks down the essential differences between B2C and B2B selling, focusing on how to identify decision-makers, understand emotional purchasing drivers, and qualify prospects efficiently for maximum sales success.

• Most B2C purchases involve a single decision-maker within a household, making it crucial to identify and speak directly with this person
• When someone says they need to "check with their partner," your chances of making the sale decrease significantly
• B2C sales cycles are typically very short, often concluding in minutes rather than days or weeks
• Consumer purchasing decisions are heavily driven by emotion, brand perception, and what the product says about the buyer
• Brands represent lifestyles and identities beyond just the physical product being sold
• Qualifying prospects quickly is essential - ask questions about budget, timeline and needs to determine if they're serious buyers
• Every customer deserves a positive experience regardless of whether they buy immediately
• Building a good reputation in your local market is vital for repeat business and referrals
• Objections from customers are usually requests for more information, not rejections
• Understanding the four customer types helps you adapt your sales approach for different personalities

Please remember to like and subscribe as it helps me create more content like this. If you have ideas or questions, leave them in the comments section below.

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!

Send us a text

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!

Send us a text

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!

Send us a text

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!

Send us a text

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!

Send us a text

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!

Send us a text

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!

Send us a text

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!

Send us a text

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!

Send us a text

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!

Send us a text

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!

Send us a text

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.

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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!

Send us a text

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!

Send us a text

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!

Send us a text

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!