Send us a text

We show why deals are won or lost before you speak and how identity drives performance more than scripts or tactics. We share a practical method to close from hello, handle tests without losing authority, and swap approval seeking for win-win clarity.

• identity and internal state shaping outcomes
• buyers reading tone, pace and intent
• closing from hello through early alignment
• why buyers test and how to respond
• approval seeking versus win-win framing
• slowing down to project authority
• diagnosing with harder, deeper questions
• controlling process not outcomes
• addressing tension before it becomes objections
• making the sale about the client’s problem

If you find this useful, please remember to like and subscribe
Please let your friends 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

We break down how top closers think about price, risk, and value so buyers feel safe making high-stakes decisions. We focus on detachment, permission-based leadership, and everyday habits that build trust and improve outcomes.

• why price triggers perceived risk and pressure
• projecting money beliefs onto clients
• loss aversion and value framing over cost
• desensitising to big numbers through practice
• confidence versus arrogance in sales conversations
• permission-based leadership and better questions
• detaching from outcomes to listen and lead
• reviewing calls, spotting patterns, staying neutral
• integrity, punctuality, and reliable follow-through
• reframing objections as information gaps

Please give me a like and subscribe, and I’ll speak to you in 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 five-question framework that shifts control to the buyer, builds urgency without pressure, and turns the close into a simple next step. The core idea: ask better questions at the start, and you will not need to push at the end.

• why pitching early triggers pushback
• how clarity questions surface real pain
• creating urgency with consequences of delay
• quantifying the cost of inaction in money and time
• mapping the decision process without ego traps
• testing commitment with a soft close
• using silence and listening to deepen insight
• avoiding scripts while staying structured

Please tell your friends
And please remember to like and subscribe
You can do that online in your own time, all of that stuff
Please like and subscribe if you feel that I’ve earned it for you

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

Ever catch yourself thinking, I wouldn’t pay this, so they won’t either? That sneaky voice is money projection, and it can cost you the deal long before the buyer raises a single objection. We dig into how personal money beliefs shape tone, sequencing, and confidence in the sales conversation—and what to do when those beliefs start steering you toward discounts, delays, and watered-down value.

We start by mapping how early money stories set your default selling posture: scarcity versus possibility, apology versus conviction. Then we get practical. You’ll learn to spot the telltale signs of projection—underpresenting value, overexplaining price, avoiding the close—and replace them with clear steps that keep the focus on outcomes. We share a simple shop-floor story that exposes how fast assumptions can shrink a buyer’s options, and why separating your wallet from your client’s is the cornerstone of ethical, effective selling.

From there, we offer a toolkit for high-integrity conversations: neutral, open questions that surface a buyer’s true view of value; a centring routine to reduce stress before meetings; and a shift from price apology to value conviction that anchors decisions in agreed results. If you want to sell with confidence, coach buyers to clarity, and stop negotiating against yourself, this guide gives you the language and mindset to do it.

If this resonates, follow the show, share it with a teammate who needs the reset, and leave a quick review telling us which question you’ll use on your next call.

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 unpack why most CRMs underperform and show how to turn yours into a real sales engine. From clean data and reminders to cross‑team handoffs and a simple scoreboard, we share the habits that shorten cycles and raise conversion.

• defining what a CRM should deliver for sales and retention
• building clean, consistent data with required fields
• using reminders to safeguard follow‑ups and timing
• writing short, useful call notes with clear next steps
• enabling seamless handovers between sales and service
• tracking weekly inputs and conversion rates as a scoreboard
• motivating team adoption through benefits and training
• using real client outcomes to refine marketing messages
• pruning low‑value accounts and focusing attention
• using the CRM as a single source of truth

Let me know what you would like me to cover in other podcasts: Graham@salescraft.training

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 the need for approval quietly weakens qualification, pricing, and closing, and show how to replace people pleasing with authentic, confident selling. Practical steps turn soft conversations into structured, trust-building dialogues that end with clear next steps.

• defining the need for approval and why it harms sales
• being likable versus needing to be liked
• approval-seeking behaviours that show up in calls
• pipeline, margin, and forecast consequences
• separating identity from role to regain control
• simple habits to build boundaries and use silence
• qualifying with courage and setting next steps
• reframing criticism as data and owning mistakes

Please give me a like and subscribe if you feel that I’ve earned it
If you have any suggestions for future podcasts, please get in touch, graham at salescraft.training

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

Two sales worlds demand two different versions of you. We unpack the exact mindset shifts, tactics and relationship moves that make the difference between stalled deals and steady revenue when you’re selling to complex enterprises versus fast‑moving SMEs.

We start by drawing a clear line between long, multi‑stakeholder enterprise pursuits and the quick, pain‑driven decisions common in small businesses. You’ll hear how to map an organisation, find a coach, handle blockers, and align proposals to strategic initiatives, compliance needs and risk reduction. We share practical ways to build trust over time: phased discovery, tailored demos for each role, scenario‑based ROI, reference calls, and when to partner to meet strict requirements without over‑promising.

Then we flip to SMEs, where the competition might be a new delivery van, not a rival vendor. Learn to run punchy demos, present simple pricing with limited options, and frame near‑term ROI that lands this month, not next year. We talk about using ethical urgency, under‑promising and over‑delivering, and staying present after the sale to earn referrals others miss. Along the way, we explore the emotional component of single‑decider deals versus the objective, systems‑driven logic of major accounts.

Finally, we help you choose your lane: hunter, farmer, or a flexible blend. If you thrive on speed, focus on SME metrics like call volume, demo‑to‑close rate and cycle length. If you play the long game, qualify enterprise opportunities ruthlessly, secure stakeholder access early and measure progress by proof points, not hope. Subscribe for more real‑world sales strategy, share this with a teammate who straddles both worlds, and leave a review with your top takeaway—what will you change in your next sales cycle?

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 unpack how to read buying signals, spot the silent no, and adjust your approach in real time to save deals. We share practical cues, common mistakes, and simple resets that build trust without pressure.

• listening beyond words to tone and posture
• matching and mirroring as alignment signals
• positive cues like leaning in and nodding
• red flags including exit orientation and tension
• clusters of cues as a decision trigger
• managing your own posture, voice, and pace
• using pauses to think and reduce pressure
• resetting a drifting meeting with respectful questions
• when to reschedule to protect trust and outcomes

Please remember to like and subscribe, tell all your friends, do have a look at 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

We explore how to handle objections with confidence by borrowing from improv: embrace uncertainty, listen deeply, and reframe concerns into opportunities. Practical scripts show how to pivot price, timing, scepticism, past failures, and missing features toward value and proof.

• embracing uncertainty rather than steering to safety
• using curiosity and active listening to diagnose hidden concerns
• validating emotion to reduce resistance and build trust
• reframing price to ROI and doubt to evidence
• turning bad timing into prioritisation and momentum
• converting past negative experiences into safeguards and process
• positioning missing features as intentional design or customisation
• practising a repeatable pattern: empathy, validation, pivot, proof
• focusing on outcomes, case studies and next steps
• building a personal objection playbook

If that's been useful, hopefully I've earned a like and subscribe from you.

And you can download the 5 Objection Reframes here.

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 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!