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. Why deals stall - and how to unstick them

    4d ago

    Why deals stall - and how to unstick them

    Send us Fan Mail You had a great discovery call. The demo went well. The prospect was enthusiastic. And then... nothing. If you've ever watched a promising deal go completely silent, this episode is for you. The truth is, most stalled deals aren't dead — they're just stuck. And with the right diagnosis and the right move, many of them can be brought back to life. In this episode, we break down exactly why deals stall, how to figure out which type of stall you're dealing with, and the specific steps to get things moving again. Here's what we cover: Why deals really stall — it's almost never what the prospect tells you, and almost always something that shifted internally that you don't know about yetThe five diagnostic questions that cut through vague excuses and surface the real blocker fastThe five most common stall types — and a specific playbook for each one: 👻 The Ghost — when a prospect goes completely silent🔒 The Internal Logjam — when your champion can't get internal buy-in💸 The Budget Black Hole — when approval never seems to come😰 The Fear of Change — when enthusiasm doesn't turn into action📅 The Lost Next Step — when a deal drifts because no one locked in a commitmentThe one thing that prevents most stalls before they ever happen — and why every sales conversation needs to end with a date, a decision, or a deliverableWhether you're trying to revive a deal that's gone cold or build habits that stop deals from stalling in the first place, this episode gives you a practical framework you can put to work immediately. Key takeaway: A stalled deal isn't a lost deal. But it does need someone to take the wheel — and that someone is you. 🎧 Listen now and walk away with one question you can send to a stalled prospect today. Got a deal that's been stuck and you're not sure what to do? Send it to graham@salescraft.training, and we might feature it in a future episode. Welcome to the podcast! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you. See you next time. 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!

    26 min
  2. How to handle the big 3 objections

    Jun 28

    How to handle the big 3 objections

    Send us Fan Mail Every salesperson hears them. Most dread them. But the best reps know that objections are just questions in disguise — and the three most common ones are entirely handleable with the right approach. In this episode, I break down the big three sales objections you'll face in almost every deal cycle, and give you a practical, no-fluff framework for handling each one with confidence. Here's what we cover: Price: Why discounting is rarely the right move, how to reframe cost as investment, and the one question that exposes what a prospect is really anchored toTiming: How to tell the difference between a genuine delay and a hidden objection — and how to create urgency without pressure"We're happy with our current vendor": The curiosity-based approach that finds the cracks in any incumbent relationship, and how to become the obvious Plan B (which becomes Plan A more often than you'd think)Whether you're a seasoned rep looking to sharpen your toolkit or newer to sales and trying to stop freezing when objections hit, this episode gives you language you can use on your very next call. Key takeaway: Price is a value conversation. Timing is a relationship test. And a happy customer somewhere else is just an opportunity you haven't uncovered yet. Have an objection you're struggling with? Send it to graham@salescraft.training and I might feature it in a future Q&A episode.  Welcome to the podcast! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you. See you next time. 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
  3. The Invisible Tax

    Jun 21

    The Invisible Tax

    Send us Fan Mail The Invisible Tax: What Women in Sales Carry That Never Shows Up on the Leaderboard What if many of the skills that define elite sales performance are the very skills that women have been bringing to the table all along? In this episode of The Elite Seller, we explore "The Invisible Tax" — the additional cognitive and emotional load many women carry in sales environments, from navigating perceptions of confidence and authority to balancing likability with performance. But this isn't a conversation about limitations. It's a conversation about leverage. You'll discover why the modern buyer values trust, empathy, active listening, and consultative selling more than ever before — and why those strengths are becoming increasingly powerful competitive advantages in today's sales landscape. We break down: • What the "invisible tax" looks like in real-world sales environments • Why the gap isn't a capability problem, but often a visibility and sponsorship problem • The research behind trust-based, relationship-led selling • The habits and strategies top-performing women use to create authority and influence • How to build visibility without becoming the loudest person in the room • Why choosing the right sales environment can accelerate your success • What sales leaders need to do to create teams where talent is recognised and rewarded fairly Whether you're a woman in sales looking to maximise your strengths, a sales leader building a high-performance culture, or simply someone interested in what modern selling actually looks like, this episode offers practical insights you can apply immediately. Because the invisible tax is real. But so is the advantage — if you're willing to own it. 🎧 Listen now and discover why the future of sales may look very different from its past. Welcome to the podcast! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you. See you next time. 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!

    17 min
  4. Transforming underperformance - How to empower sales teams

    Jun 14

    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! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you. See you next time. 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
  5. 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! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you. See you next time. 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
  6. 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! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you. See you next time. 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
  7. 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! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you. See you next time. 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
  8. 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! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you. See you next time. 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
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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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