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. What top salespeople hear that others miss

    4D AGO

    What top salespeople hear that others miss

    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) 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
  2. The one mistake that quietly kills deals late in the sales process

    FEB 1

    The one mistake that quietly kills deals late in the sales process

    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, consequences • how to keep diagnosing throughout the cycle • validating hesitation and lowering pressure • proactive objection strategy vs waiting for resistance • the safety question that surfaces the truth • owning the process while staying consultative Please like and subscribe, and um let's get into it Please let me know if there is anything, any questions you have or any subjects you'd like me to cover I put out a new podcast every Monday 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!

    20 min
  3. How context changes everything: B2B and B2C

    JAN 25

    How context changes everything: B2B and B2C

    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 confidence • when to use calm, clarity, and patience • mapping stakeholders and decision paths • calibrating language and using DISC • diagnosing mindset mismatches when deals stall Please remember to like and subscribe Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    21 min
  4. How buyers think

    JAN 18

    How buyers think

    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 drivers: relief, confidence, control • contextual urgency that buyers can defend internally • better questions that reveal core concerns • letting buyers verbalise decisions to increase safety and trust Please remember to like and subscribe Please also remember to take a look at my online course that's called Consultative 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!

    20 min
  5. The characteristics that define top sales people

    JAN 11

    The characteristics that define top sales people

    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 surface constraints and risks • resilience under pressure and after setbacks • empathy across all parties to prevent surprises • consultative discovery and value quantification • active listening with note-taking and reflection • tech savvy workflow, AI and CRM to save time • data-driven planning and clean pipeline hygiene • collaboration rhythms across service, finance and operations • continuous learning to adapt skills and tools Please like, subscribe, give me a share, give me a comment. And maybe if there's something you'd like me to cover, just let me know Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    19 min
  6. How to change your mindset to become a top performer

    JAN 4

    How to change your mindset to become a top performer

    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!

    19 min
  7. The Mental Reset High Performers Use to Close More Sales

    12/28/2025

    The Mental Reset High Performers Use to Close More Sales

    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!

    23 min
  8. The 5 Questions That Instantly Increase Your Close Rate

    12/21/2025

    The 5 Questions That Instantly Increase Your Close Rate

    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!

    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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