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PODCAST

Salescraft Training: Selling for success

The gap between average and elite in sales is rarely talent — it’s perspective.Selling for Success is for sales professionals who refuse to plateau.Each episode reveals the thinking patterns, decision frameworks, and behavioural edges that consistently separate top performers from the majority.No trends. No motivational noise. Just high-value insight you can apply immediately to win complex deals, earn trust faster, and take control of your trajectory.Because in modern sales, small advantages

business careers

All Episodes

27:34

If Discovery is weak, the deal is already lost

Salescraft Training: Selling for success ·

2026/04/05

Send us Fan Mail Most deals don’t fall apart at the end—they were already lost in the very first conversation. In this episode, we break down why weak discovery is one of the biggest hidden reasons deals stall, ghost, or quietly die. If your conversations stay surface-level, prospects feel no urgency, no real connection to the problem, and no clear reason to choose you over anyone else. You’ll learn how to spot weak discovery (and avoid it), why it leads to selling the wrong solution, and how...

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25:27

Why most deals are won after the meeting

Salescraft Training: Selling for success ·

2026/03/29

Send us Fan Mail Most salespeople believe the deal is won in the meeting. It isn’t. The meeting creates clarity. The follow-up creates commitment. In this episode, we break down why momentum after the conversation determines whether opportunities accelerate… or quietly stall. You’ll learn how elite sellers turn strong meetings into structured next steps, stakeholder alignment, and measurable progress — instead of vague promises and calendar silence. We unpack: • Why “Great call — we’ll get ba...

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21:18

Why great salespeople rarely get objections (and how...

Salescraft Training: Selling for success ·

2026/03/22

Send us Fan Mail Most objections aren’t surprises. They’re symptoms. In this episode, we break down why top-performing sellers rarely hear “It’s too expensive,” “We need to think about it,” or “Send me something and we’ll get back to you.” Not because they’re better at rebuttals — but because they prevent resistance long before it surfaces. You’ll learn why objections typically stem from: • Incomplete discovery • Unclear business impact • Hidden stakeholders • Unaddressed ri...

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25:09

How High Performers Structure Their Weeks — And Why...

Salescraft Training: Selling for success ·

2026/03/15

Send a text Most salespeople don’t have a motivation problem. They have a structure problem. In this episode, we break down the weekly architecture that consistently separates high performers from the rest. Because elite sellers don’t rely on energy or urgency — they rely on deliberate design. You’ll learn how top performers: • Prioritise revenue-generating activity before admin • Block protected time for prospecting and strategic deal advancement • Schedule thinking time — not ju...

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20:21

5 Buying signals that most salespeople miss

Salescraft Training: Selling for success ·

2026/03/08

Send a text Most deals aren’t lost at the end. They’re missed in the middle. Buyers rarely announce their decisions. They signal them — subtly. In this episode of The Elite Seller, we break down the overlooked buying signals that indicate real intent: • The language shift from “if” to “when” • Why internal references aren’t stalls — they’re ownership • The increase in specificity that signals evaluation mode • Emotional micro-shifts most reps never notice •...

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20:32

The 7 Skills That Predict Sales Success (Long before...

Salescraft Training: Selling for success ·

2026/03/01

Send a text Sales success isn’t random. It’s predictable. Long before the results show up on a leaderboard, certain behaviours quietly separate top performers from everyone else. In this episode, we break down the seven skills that consistently forecast long-term success in sales — regardless of industry, territory, or experience level. You’ll discover why emotional control under pressure matters more than charisma, how curiosity outperforms convincing, and why structured thinking closes more...

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20:52

Confidence is built - not born

Salescraft Training: Selling for success ·

2026/02/22

Send a text Confidence isn’t what separates top sales performers — the willingness to act before you feel ready is. While most sellers wait for certainty, elite professionals step into discomfort, lead bigger conversations, and grow into the role faster than their peers. In this episode, we unpack how real confidence is built — not through motivation, but through deliberate, repeated action. You’ll learn how to expand your professional identity, operate with greater authority, and take contro...

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21:04

Why Sales Careers Stall — And How to Stay Ahead

Salescraft Training: Selling for success ·

2026/02/15

Send a text Growth rarely ends with a bang; it fades into routine. Graham Elliott from Salescraft Training pulls back the curtain on why solid sales careers stall around years three to six—and how to restart momentum with clear diagnostics and deliberate action. We unpack the five silent stall points that derail otherwise capable sellers: comfort in success, skill freeze, the identity trap, visibility failure, and passive career management. Each one appears rational on the surface, yet togeth...

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18:55

What top salespeople hear that others miss

Salescraft Training: Selling for success ·

2026/02/08

Send us a text We unpack why listening to understand, not to respond, is the quiet edge in sales and how it turns hidden doubts into clear next steps. If you feel I’ve earned it, please give me a 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)...

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19:43

The one mistake that quietly kills deals late in the...

Salescraft Training: Selling for success ·

2026/02/01

Send us a text We break down why promising B2B deals stall late, how emotion drives risk-averse decisions, and the simple safety question that surfaces hidden doubt before prospects go silent. We share a practical way to keep diagnosing, invite objections early, and protect forecast credibility. • why late-stage losses waste time and damage credibility • the three mistakes: relaxing early, leaving discovery, and confusing agreement with commitment • hidden emotions in B2B: risk, doubt, conse...

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20:46

How context changes everything: B2B and B2C

Salescraft Training: Selling for success ·

2026/01/25

Send us a text We explore why consumer buyers fear missing out while business buyers fear being wrong, and how that single difference changes pace, questions, and language. We show how adaptability beats scripts and share simple checks to rescue a stalling deal. • limits of scripts and the need for tactics • differences between B2C emotion and B2B risk • career protection and consensus in business buying • FOMO vs fear of being wrong as core drivers • when to use energy, speed, and confidenc...

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19:30

How buyers think

Salescraft Training: Selling for success ·

2026/01/18

Send us a text We unpack how B2B buyers make choices under risk and why pressure raises resistance just when they need safety. We show how to slow the process, surface hidden fears, and move decisions forward with relief, confidence, and control. • buying framed as personal risk, not information • early decisions signalled by procedural questions and silence • objections as self‑protection and bids for reassurance • reducing perceived risk by slowing down and deepening discovery • emotional ...

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19:26

The characteristics that define top sales people

Salescraft Training: Selling for success ·

2026/01/11

Send us a text We map the core traits and skills that help sellers move from pressure tactics to partnership. Humility, ownership, curiosity, and empathy combine with consultative methods, smart tooling, and steady learning to close complex deals with less friction. • internal motivation over external validation • humility and a team-first mindset with clients and stakeholders • conscientious ownership and clear communication • achievement focus and practical leadership • deep curiosity to s...

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18:58

How to change your mindset to become a top performer

Salescraft Training: Selling for success ·

2026/01/04

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 p...

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22:33

The Mental Reset High Performers Use to Close More Sales

Salescraft Training: Selling for success ·

2025/12/28

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 l...

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22:31

The 5 Questions That Instantly Increase Your Close Rate

Salescraft Training: Selling for success ·

2025/12/21

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 com...

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13:25

How your relationship with money can impact your...

Salescraft Training: Selling for success ·

2025/12/14

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: scarci...

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28:11

Why your CRM is an important tool

Salescraft Training: Selling for success ·

2025/12/07

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 hando...

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29:13

Why Needing to Be Liked Kills Your Sales

Salescraft Training: Selling for success ·

2025/11/30

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 • sep...

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30:35

Enterprise vs SMB Sales Different Mindsets, Different...

Salescraft Training: Selling for success ·

2025/11/23

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 ...

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88 results

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