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

    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

  2. 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

  3. 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

  4. 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?

  5. 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

  6. Aug 2

    What Patterns Are Driving Your Sales Results?

    Send us Fan Mail What if the biggest factor influencing your sales success isn't your product, your market, or your competition—but the behavioural patterns you repeat every day? In this episode, we explore how our unconscious habits shape the way we sell, communicate, and respond to challenges. Drawing on Carl Jung's timeless insight that "Until you make the unconscious conscious, it will direct your life and you will call it fate," we discuss why self-awareness is one of the most powerful skills a salesperson can develop. You'll also discover how the DISC behavioural model helps identify your natural behavioural tendencies, the strengths they bring to sales, and the blind spots that may be limiting your performance. Whether you're naturally driven, relationship-focused, patient, or analytical, understanding your behavioural patterns can help you communicate more effectively, build stronger customer relationships, and make better sales decisions. In this episode you'll learn: Why your habits have a greater impact on results than isolated actions.How the DISC behavioural model reveals your natural sales style.Common behavioural patterns that can either help or hinder sales performance.Why curiosity—not self-criticism—is the key to lasting improvement.A practical reflection exercise to help you identify one pattern to change this week.If you're ready to improve your sales performance by understanding yourself first, this episode will give you practical insights you can apply immediately. Subscribe for more episodes on sales psychology, behavioural intelligence, leadership, communication, and practical strategies to help you sell with greater confidence and influence. 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 Patterns Are Driving Your Sales Results?

  7. Jul 26

    Why Selling Is Like Learning a New Language

    Send us Fan Mail Have you ever known exactly what you wanted to say… but hesitated because you were afraid of getting it wrong? If you've ever learned a new language, you'll recognise the feeling. You understand the words, you've studied the grammar, but when it's time to speak, self-doubt takes over. The fear of making mistakes can leave you silent. Selling is remarkably similar. In this episode, we explore why confidence isn't something you have before you sell—it's something you build by taking action. You'll discover why even experienced sales professionals experience self-doubt, how slowing down can reduce stress and help you think more clearly, and why trying to be perfect is often the biggest barrier to success. You'll also learn practical techniques to project confidence, communicate with greater authority, and stop letting fear prevent you from having the conversations that matter. Whether you're new to sales or have years of experience, this episode will help you replace hesitation with confidence—one conversation at a time. 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!

    Why Selling Is Like Learning a New Language

  8. Jul 19

    How To Sell When Times Are Tough

    Send us Fan Mail Selling has become harder. Deals are taking longer, budgets are tighter, and buyers are scrutinising every investment more carefully than ever. But challenging markets also create opportunities for sales professionals who know how to adapt. In this episode, we explore how buying behaviour changes during economic uncertainty, the common mistakes that cause deals to stall, and seven practical strategies to help you continue winning business. You'll learn why leading with outcomes beats features, why discounting too early can hurt more than help, and how to build stronger business cases that make it easier for buyers to say yes. Whether you're in B2B sales, business development, or sales leadership, this episode is packed with actionable advice to help you create value, reduce buyer risk, and maintain momentum—even in the toughest markets. In this episode, you'll learn: How buyer priorities change during uncertain timesWhy outcomes matter more than product featuresHow to overcome price objections without discountingSeven proven strategies to win more business in a challenging economyPractical techniques to build trust, justify ROI, and keep deals movingIf you're looking to sharpen your sales approach and thrive regardless of market conditions, this episode is 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 To Sell When Times Are Tough
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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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