Salescraft Training: Selling for success

Graham Elliott
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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 compound — and the professionals who understand this pull ahead fast. Follow now to stay sharp, relevant, and difficult to compete against.

  1. 6d ago

    The Objection They Haven’t Told You About

    Send us Fan Mail What if the objection that's costing you the sale isn't the objection you're hearing? "Send me some information." "I'll think about it." "We'll need to discuss it internally." These sound like objections, but often they're symptoms of a concern the buyer hasn't fully expressed — or that you haven't uncovered. In Part 2 of the DISC for Better Sales series, Graham Elliott explores how understanding behavioural preferences can help you recognise potential sources of resistance and, more importantly, ask better questions. You'll discover: Why your first response to an objection shouldn't necessarily be to overcome itHow different DISC behavioural styles may experience different sources of hesitationWhat a buyer's questions, pace and changing behaviour can tell youWhy silence doesn't necessarily mean rejectionHow to use DISC as a hypothesis generator, rather than trying to label or "read" the buyerThe Pause → Hypothesis → Question framework for uncovering what's really behind an objectionHow better questions can turn resistance into a more productive sales conversationDISC doesn't give you a crystal ball, and it certainly doesn't allow you to read someone's mind. What it can give you is another lens through which to understand your buyer — and a better way to decide what question to ask next. Don't overcome the objection. Understand it. This is Part 2 of the DISC for Better Sales series. In Part 3, we'll look at how to use DISC to adapt one of the most important parts of the sales conversation: the close. 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!

    The Objection They Haven’t Told You About

  2. Sep 20

    Stop Selling the Same Way to Everyone

    Send us Fan Mail Are you selling to every prospect in the same way? One buyer wants the bottom line. Another wants to build a relationship. Someone else needs time to think things through, while another wants the facts, figures and evidence before they'll move forward. The problem isn't necessarily your sales process. You may simply be communicating in a way that works for you, rather than the way your buyer needs. In this episode, we'll take a look at how an understanding of the DISC behavioural model can help salespeople recognise different buying preferences and adapt their approach accordingly. You'll discover: The four DISC behavioural styles and what they can mean in a sales conversationWhy "difference" isn't necessarily "resistance"How your own preferred communication style can get in the way of a saleWhat different buyers may be looking for from youHow to adjust your pace, language and information without changing what you're sellingA simple four-question DISC Buyer Check you can use in your next sales conversationDISC isn't about putting buyers into boxes. It's about becoming more flexible in the way you communicate with them. Because great salespeople don't sell the way they want to sell. They communicate in the way their buyer needs to buy. This is Part 1 of a three-part series exploring how DISC can help salespeople understand buyers, uncover resistance and improve their ability to close. 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!

    Stop Selling the Same Way to Everyone

  3. Sep 13

    Stop selling. Start exploring

    Send us Fan Mail What if one of the biggest problems in sales is that we're trying too hard to sell? Too often, salespeople enter a conversation thinking about their pitch, their product and how they're going to close the deal. They ask questions, but they're really just waiting for an opportunity to start talking. In this episode, I'll take you through a different approach: stop selling and start exploring. You’ll discover how better questions can uncover what the customer actually needs, why you shouldn't rush to solve a problem, and how simple follow-up questions like “Tell me more” can transform a sales conversation. Because the best salespeople aren't necessarily the ones with all the answers. They're the ones who stay curious long enough to find the right questions. 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!

    Stop selling. Start exploring

  4. Sep 6

    Selling when the room wasn't built for you

    Send us Fan Mail Ever walked into a sales meeting and felt like you were the outsider? Maybe the people in the room are more senior than you. Maybe you’re selling into an industry you don’t know well. Or perhaps your personality and communication style are completely different from the people sitting across the table. In this episode, I'll explore how to sell effectively when you feel like you don’t quite belong — and why trying to “fit in” can actually make you less effective. You’ll discover how to use curiosity instead of pretending to have all the answers, prepare better questions rather than another pitch, build credibility without trying to impress, and turn being an outsider into an advantage. Because you don’t have to be the person the room was designed for. You need to be the person who can help the people in that room solve a problem. 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!

    Selling when the room wasn't built for you

  5. Aug 30

    Thoughts on Effective Communication

    Send us Fan Mail Most of us think we're good communicators. But too often, we're not really listening — we're simply waiting for our turn to speak. In this episode, we explore some of the communication habits that can make a real difference to how you connect with other people. From slowing down and becoming genuinely curious to understanding body language, matching energy and having the confidence to say what you mean, effective communication is often less about saying more and more about doing the simple things better. We'll also look at why shorter stories can be more powerful, why pre-apologising for your own opinions can undermine your message, and why communication is a skill that needs to be practised out loud — not just understood in theory. A practical and thought-provoking look at how small changes in the way you listen, speak and respond can lead to much better conversations. 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!

    Thoughts on Effective Communication

  6. Aug 23

    Leadership without authority

    Send us Fan Mail You don't need a management title to be a leader. But how do you influence people when they don't actually report to you? In this episode, I'll explore the challenge of leadership without authority — the situations where you're responsible for achieving an outcome but depend on other people to make it happen. From project teams and cross-functional working to sales, HR and everyday workplace relationships, many of us need to influence people without being able to simply tell them what to do. I'll discuss the difference between authority and influence, why being responsible without being in control can be so frustrating, what makes people choose to follow someone, and why agreement doesn't always mean commitment. This isn't a lesson in leadership theory or a list of management techniques. It's a conversation about the reality of trying to lead when nobody is actually obliged to follow you. Perhaps the real test of leadership isn't what happens when people have to listen to you. It's what happens when they don't. 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!

    Leadership without authority

  7. Aug 16

    What has wildlife photography got to do with sales?

    Send us Fan Mail What can wildlife photography teach us about sales? Quite a lot, as it turns out. In this episode, I explore the surprising similarities between photographing wildlife and building successful customer relationships. From preparation and patience to reading behaviour, adapting to changing situations and earning trust, the lessons I've learned in the African bush translate remarkably well into the world of sales. Whether you're a sales professional, business owner or sales leader, you'll discover practical insights that can help you sell more effectively without relying on pressure or gimmicks. In this episode, you'll learn: Why preparation matters more than having the latest tools.How patience creates better sales opportunities.The importance of observing customer behaviour.Why you can't force the sale.How resilience and respect lead to long-term success.If you're looking for fresh sales ideas inspired by real-world experiences, this episode offers a unique perspective that will change the way you think about selling. 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!

    What has wildlife photography got to do with sales?

  8. Aug 9

    How top performers bounce back from rejection

    Send us Fan Mail Every salesperson gets told no. What separates top performers isn't that they hear it less — it's that they recover faster. In this episode, we break down the difference between outcome rejection ("this deal didn't close") and identity rejection ("I'm bad at this"), and why blurring the two is what actually derails good reps. We dig into three habits top performers use to reset quickly: bounded recovery windows, precise language after a loss, and logging patterns instead of feelings. Plus, a quick note for sales leaders on spotting the difference between a normal bad week and a rep stuck in a rejection spiral. If you've ever let one lost deal wreck your whole day, this one's 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!

    How top performers bounce back from rejection
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About

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 compound — and the professionals who understand this pull ahead fast. Follow now to stay sharp, relevant, and difficult to compete against.

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