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. Transforming underperformance - How to empower sales teams

    10h ago

    Transforming underperformance - How to empower sales teams

    Send us Fan Mail Are you a sales manager or owner with an underperforming salesperson? Often, underperformance is down to a lack of coaching, and taking on new salespeople unnecessarily is something to be avoided. This episode looks at steps you can take to help underperformers to hit and exceed their targets. Welcome to the podcast! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference. And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click here to join our list. 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!

    21 min
  2. Your problem isn't closing.

    Jun 7

    Your problem isn't closing.

    Send us Fan Mail Most salespeople think deals are won or lost at the closing stage. But the truth is, by the time you’re trying to “close,” the buyer has usually already made their decision emotionally. In this episode, we break down why great salespeople rarely rely on pressure, scripts, or traditional closing techniques — and why the best reps focus instead on discovery, trust, clarity, and understanding buyer psychology early in the sales process. You’ll learn: Why closing techniques often create resistanceThe real reason buyers ghost or delay decisionsHow weak discovery leads to late-stage objectionsWhat top performers do differently throughout the sales conversationHow to create natural commitment without sounding pushyIf you’ve ever felt like deals are slipping away at the end of the process, this episode will help you understand what’s really happening — and how to fix it earlier. Welcome to the podcast! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference. And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click here to join our list. 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!

    15 min
  3. How to deal with stress

    Jun 4

    How to deal with stress

    Send us Fan Mail Stress can be the unseen reason a good sales conversation turns awkward, especially when you are close to the decision. I dig into the moments when pressure starts to leak out as impatience, silence, anger, micromanaging, or that sudden urge to people please and why clients feel it immediately. When they sense you are under strain, trust wobbles, and without trust the deal slows down or dies.  We look at practical stress management for salespeople, starting with awareness: learning your personal “tells” so you can catch stress early rather than getting swept up in it. I also bring in DISC personality types as a useful lens for understanding how different behavioural styles show stress and how that affects communication. Then we move into what to do before a face-to-face meeting: take a breath, take the pressure off the deal, and lean on clarity. Clear outcomes, clear next steps, clear owners, and clear timelines reduce anxiety and help you lead the conversation calmly.  Sales is also leadership, so I talk about recognising stress in other people too, especially your clients. If they are overloaded, forcing the meeting can feel pushy and damage rapport. A simple, respectful reschedule can build goodwill and set you apart from competitors, while still keeping the deal under control. We finish with options for tough moments, including bringing someone with you and tag teaming so you can buy thinking time without losing momentum.  If you want calmer meetings, cleaner communication, and more consistent results, hit subscribe, share the episode with a colleague, and leave a review so more people can find it. Welcome to the podcast! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference. And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click here to join our list. 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!

    15 min
  4. Leadership styles that transform sales teams

    May 31

    Leadership styles that transform sales teams

    Send us Fan Mail Leadership style is easy to talk about and surprisingly hard to live out when targets are tight, deals are complex and your team is watching your every move. We take a clear, practical look at common leadership styles and what they mean day to day in sales leadership: authoritative direction when you need a shared vision, coaching when you want people to grow, and the moments where a firm decision matters more than endless consensus. We also get into the commercial reality that sits underneath “great selling”. If your team controls pricing, they need to understand margin, costs and profitability, otherwise you can win business that actually loses money. From setting expectations on discounting to reviewing the health of deals, we talk about what a good leader pays attention to and what a weak leader often misses. Finally, we tackle the people side: empowerment, trust and the fine line between supporting someone and micromanaging them. You’ll hear a simple post-call review approach that builds confidence instead of fear, plus ways to balance team development with performance pressure so the business becomes sustainable, not just busy. If you found this useful, subscribe for more on leadership and sales management, share the episode with someone stepping into management, and leave a review with the leadership style you’re trying to strengthen next. Welcome to the podcast! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference. And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click here to join our list. 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!

    24 min
  5. The Psychology Behind "We Need To Think About It"

    May 24

    The Psychology Behind "We Need To Think About It"

    Send us Fan Mail Most salespeople hear “We need to think about it” and assume the buyer needs more time. Usually, that’s not the real problem. In this episode, we break down the psychology behind one of the most common — and misunderstood — phrases in sales. Because buyers rarely say what they’re actually thinking. “We need to think about it” is often a polite way of saying: • “I’m not fully convinced” • “This feels risky” • “I don’t know how to justify this internally” • “I’m still uncertain” You’ll learn why top salespeople don’t treat this as an objection-handling problem — they treat it as a certainty problem. We cover: • Why buyers delay decisions even when they like your solution • The emotional drivers behind hesitation and indecision • How weak discovery creates late-stage stalls • The hidden role fear and internal politics play in B2B sales • Questions elite sellers use to surface doubt early • How to create urgency without pressure • Why pushing harder usually makes buyers pull away If you’ve ever had a deal that looked positive… only to suddenly stall, ghost, or disappear after “We’ll think about it,” this episode will help you understand what’s really happening beneath the surface. Because most stalled deals aren’t information problems: They’re emotional certainty problems. Support the show: https://www.buzzsprout.com/2378857/support If you have a sales problem you'd like covered in a future episode, contact Graham Elliott directly or learn more about Salescraft Training. Welcome to the podcast! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference. And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click here to join our list. 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!

    19 min
  6. The Importance of Clarity with John Mollura

    May 17

    The Importance of Clarity with John Mollura

    Send us Fan Mail Pressure has a way of shrinking your world. You stop breathing, you grip tighter, and suddenly you’re managing everything while trusting no one including yourself. That’s why this conversation with John Malora landed so hard for me: he’s lived in environments where “close enough” is not a standard, from testing systems for Mars rover missions to coaching leaders who feel stretched thin and stuck on autopilot. We start with John’s unconventional journey into the US space programme and what test engineering teaches you about leadership clarity. When leaders obsess over steps, they create micromanagement, confusion, and low trust. When leaders define the objective, describe what success means, and keep the team aligned to the vision, people make better decisions and ownership rises. We also dig into the idea that rest is not a reward, it is part of how humans are built. Space to decompress, creative outlets, and protected relationships are practical tools for handling pressure and keeping your confidence intact, especially in changing times. Then we get into the messy reality of teams: giving feedback to a leader, staying curious instead of judgemental, and separating data from drama when emotions run high. We talk communication styles, why people miss each other even with good intent, and how tools like DISC and the Enneagram can help you tailor your message so it actually lands. John also shares a free resource designed to shift you from judgement into curiosity and build awareness. You can find John Mollura's free Navigator's Master here. It provides three questions to help shift from a mindset of judgment to curiosity.  If you found this useful, subscribe, share it with a leader or teammate, and leave a review so more people can find it. What’s one outcome you need to get clearer on this week? Welcome to the podcast! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference. And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click here to join our list. 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!

    21 min
  7. What is Leadership?

    May 10

    What is Leadership?

    Send us Fan Mail Leadership is not a title you get given. It is the behaviour that makes other people want to follow you, trust you, and do great work when nobody is watching. I start by separating leadership from management: one can enforce process, but the other has to create belief in a vision and help a team feel part of it, especially in a sales environment where pressure is constant. From there I work through five leadership traits I rely on. We talk about being the example and why integrity is the real currency of influence. We dig into consistency and how unpredictable moods create a workplace where people hide mistakes. There is also a memorable Apollo-era story that shows exactly what not to do. I share simple routines that kept me steady while running sales teams, plus a practical tweak that helped me model work-life balance by stopping late-night emails from landing in other people’s inboxes. We then get into active listening as a leadership skill, not a soft extra: how to listen to understand, ask better questions, and defuse issues even when you cannot solve them immediately. Finally we look at communication and adaptability during uncertainty, including how to keep people informed and focused without fuelling panic, and how to stay calm, assess scenarios, and adjust course. If you want a clearer, more human approach to leadership that improves retention and performance, subscribe, share this with a manager who needs it, and leave a review with the trait you are working on right now. Welcome to the podcast! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference. And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click here to join our list. 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!

    22 min
  8. Leadership in Action

    May 3

    Leadership in Action

    Send us Fan Mail The biggest leadership test isn’t when things go well, it’s what happens right after someone messes up. I talk through the leadership habits I’ve found make the difference between strong teams and workplaces where people go quiet, cover up errors, and let problems spread. If you manage a sales team or you’re moving into sales management, you’ll recognise how quickly fear can turn into lost revenue, damaged trust, and constant firefighting. I also dig into staff retention and why the “revolving door” is so costly. When salespeople keep leaving, clients lose that steady relationship they value, onboarding never ends, and the manager gets dragged into recruiting, training, and territory coverage gaps. I share what that looks like in real life, especially in large regions where you can’t simply redistribute accounts without creating more problems around workload, reward, and focus. From there, I get practical about leadership communication: the power of making people feel heard, how real listening diffuses tension, and why it’s rarer than most of us think. I also explain how I build alignment with a clear vision and regular team rhythm, then tell a coaching story where a simple shift, “act like you already have the role”, transformed someone’s professionalism and trajectory. If you want better performance, stronger culture, and a safer way to handle mistakes without lowering standards, this one will give you tools you can use immediately. If it helps, subscribe, share it with a manager who needs it, and leave a review. What’s one leadership habit you wish your last boss had practised? Welcome to the podcast! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference. And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click here to join our list. 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!

    23 min
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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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