Salescraft Training: Selling for success

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Salescraft Training: Selling for success

Graham Elliott

66 episodes

1 day ago

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 l...

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Entrepreneurship

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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 l...

Show more...

Entrepreneurship

Episodes (20/66)

Salescraft Training: Selling for success

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 l...

1 day ago

22 minutes

Salescraft Training: Selling for success

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 com...

1 week ago

22 minutes

Salescraft Training: Selling for success

How your relationship with money can impact your sales results

Send us a text Ever catch yourself thinking, I wouldn’t pay this, so they won’t either? That sneaky voice is money projection, and it can cost you the deal long before the buyer raises a single objection. We dig into how personal money beliefs shape tone, sequencing, and confidence in the sales conversation—and what to do when those beliefs start steering you toward discounts, delays, and watered-down value. We start by mapping how early money stories set your default selling posture: scarci...

2 weeks ago

13 minutes

Salescraft Training: Selling for success

Why your CRM is an important tool

Send us a text We unpack why most CRMs underperform and show how to turn yours into a real sales engine. From clean data and reminders to cross‑team handoffs and a simple scoreboard, we share the habits that shorten cycles and raise conversion. • defining what a CRM should deliver for sales and retention • building clean, consistent data with required fields • using reminders to safeguard follow‑ups and timing • writing short, useful call notes with clear next steps • enabling seamless hando...

3 weeks ago

28 minutes

Salescraft Training: Selling for success

Why Needing to Be Liked Kills Your Sales

Send us a text We explore how the need for approval quietly weakens qualification, pricing, and closing, and show how to replace people pleasing with authentic, confident selling. Practical steps turn soft conversations into structured, trust-building dialogues that end with clear next steps. • defining the need for approval and why it harms sales • being likable versus needing to be liked • approval-seeking behaviours that show up in calls • pipeline, margin, and forecast consequences • sep...

4 weeks ago

29 minutes

Salescraft Training: Selling for success

Enterprise vs SMB Sales Different Mindsets, Different Games

Send us a text Two sales worlds demand two different versions of you. We unpack the exact mindset shifts, tactics and relationship moves that make the difference between stalled deals and steady revenue when you’re selling to complex enterprises versus fast‑moving SMEs. We start by drawing a clear line between long, multi‑stakeholder enterprise pursuits and the quick, pain‑driven decisions common in small businesses. You’ll hear how to map an organisation, find a coach, handle blockers, and ...

1 month ago

30 minutes

Salescraft Training: Selling for success

How to read and use body-language in face-to-face sales

Send us a text We unpack how to read buying signals, spot the silent no, and adjust your approach in real time to save deals. We share practical cues, common mistakes, and simple resets that build trust without pressure. • listening beyond words to tone and posture • matching and mirroring as alignment signals • positive cues like leaning in and nodding • red flags including exit orientation and tension • clusters of cues as a decision trigger • managing your own posture, voice, and pace • u...

1 month ago

26 minutes

Salescraft Training: Selling for success

How to master objections

Send us a text We explore how to handle objections with confidence by borrowing from improv: embrace uncertainty, listen deeply, and reframe concerns into opportunities. Practical scripts show how to pivot price, timing, scepticism, past failures, and missing features toward value and proof. • embracing uncertainty rather than steering to safety • using curiosity and active listening to diagnose hidden concerns • validating emotion to reduce resistance and build trust • reframing price to RO...

1 month ago

15 minutes

Salescraft Training: Selling for success

Your Secret Weapon: Crafting Value That Eliminates Objections

Send us a text We break down why objections like “I need to think about it” persist and show how to dissolve them by making value specific, measurable and owned by the buyer. We map the before-after-bridge model, craft impact questions and use proof so clients often lead the close. • separating price qualification from value clarity • diagnosing pain and the cost of inaction • framing before and after states with metrics • translating features into payoffs buyers feel and count • using socia...

1 month ago

20 minutes

Salescraft Training: Selling for success

Mastering the art of the cold call

Send us a text We share a practical framework for cold calling that puts respect and outcomes first. Confidence, research and a clear next step replace pressure pitches and awkward scripts. • defining cold calling as value, not interruption • building confidence without arrogance • reframing success as a next step, not a sale • researching avatars and pain points • crafting short openers that earn time • leading with outcomes and proof points • handling not interested, existing vendor and se...

2 months ago

18 minutes

Salescraft Training: Selling for success

Why Old Sales Tactics Fail and How Adaptive Selling Wins

Send us a text In this podcast we look at how to move beyond curiosity to the practical craft of adaptive selling—how to drop scripts, read cues, surface unspoken needs and pivot solutions in real time to solve real problems. We share stories, tools and steps for customer-centric conversations, stronger follow-up and trust that creates referrals. • replacing one-size-fits-all pitches with client-centric conversations • researching cues without creating a fixed script • surfacing unspoken nee...

2 months ago

19 minutes

Salescraft Training: Selling for success

How to unlock more sales: The surprising power of curiosity

Send us a text In this podcast we flip hard sales calls by replacing fixed pitches with genuine curiosity, open questions, and active listening. We show how note-taking builds trust, how to tailor value, and why this mindset wins repeat business and referrals. • why one-size-fits-all pitching fails • using open-ended questions to surface real needs • active listening and note-taking to build confidence • mapping features to outcomes that buyers value • building trust ...

2 months ago

19 minutes

Salescraft Training: Selling for success

The secrets to closing more deals with a professional pitch structure

Send us a text We walk through a practical, three‑step strategy for building sales pitches that close by qualifying hard, reconfirming needs with micro‑yeses, and narrowing choices to make decisions easy. We focus on outcomes over features, price anchoring, and how to prevent objections before they arise. • outcome‑focused value over product features • rigorous qualification to exclude non‑buyers • must‑haves, nice‑to‑haves, and not‑needed mapping • reconfirmation via soft closes and micro‑y...

2 months ago

17 minutes

Salescraft Training: Selling for success

The secrets to finding and converting new leads

Send us a text Welcome to Selling for Success — your go-to sales podcast for strategies, tips, and inspiration to help you close more deals, generate leads, and grow your business. In this episode, we’ll cover: • Know your ideal customer avatar and their specific pain points • Position yourself where prospects "hang out" - networking groups, social platforms, events • Focus on quality leads rather than trying to qualify everyone 'in' And more! Whether you’re in B2B sales, B2C sales, or just s...

3 months ago

20 minutes

Salescraft Training: Selling for success

How to increase productivity through effective time management

Send us a text Welcome to Selling for Success — your go-to sales podcast for strategies, tips, and inspiration to help you close more deals, generate leads, and grow your business. In this episode, we’ll cover: Creating a structured weekly schedule with time blocks increases productivityThe 80-20 rule shows that 80% of results come from 20% of effortsIdentifying your high-payoff activities helps prioritize your most valuable workWhether you’re in B2B sales, B2C sales, or just starting y...

3 months ago

19 minutes

Salescraft Training: Selling for success

How to stay motivated and handle rejection

Send us a text Welcome to Selling for Success — your go-to sales podcast for strategies, tips, and inspiration to help you close more deals, generate leads, and grow your business. In this episode, we’ll cover: The performance realities for most sales peopleHow to step back from the "downward spiral"Specific steps you can take to improve your performanceWhether you’re in B2B sales, B2C sales, or just starting your sales career, this podcast gives you the tools, tactics, and mindset you ...

3 months ago

21 minutes

Salescraft Training: Selling for success

Why Buyer Objections Are Your Sales Breakthrough

Welcome to Selling for Success — your go-to sales podcast for strategies, tips, and inspiration to help you close more deals, generate leads, and grow your business. In this episode, we’ll cover: Three core truths behind every objection: need for more information, lack of trust, and timing/value perception issuesThe money objection is usually about value perception, not actual priceUnderstanding the difference between value and price is crucial for overcoming financial objectionsWhether...

3 months ago

21 minutes

Salescraft Training: Selling for success

How to be successful in B2C sales

Graham Elliott breaks down the essential differences between B2C and B2B selling, focusing on how to identify decision-makers, understand emotional purchasing drivers, and qualify prospects efficiently for maximum sales success. • Most B2C purchases involve a single decision-maker within a household, making it crucial to identify and speak directly with this person • When someone says they need to "check with their partner," your chances of making the sale decrease significantly • B2C sales ...

4 months ago

26 minutes

Salescraft Training: Selling for success

How to be successful in B2B Sales

Business-to-business sales requires understanding multiple stakeholders, longer sales cycles, and building trust for long-term relationships. The approach differs significantly from consumer sales, requiring tailored solutions and a focus on return on investment. • B2B sales involves multiple stakeholders including end users, managers, and procurement teams • Finding a "coach" within the client organisation is crucial for navigating the buying process • Sales cycles typically run weeks to mo...

4 months ago

22 minutes

Salescraft Training: Selling for success

Sales Psychology: Your Breakthrough Sales Blueprint

Language patterns and psychological triggers can dramatically transform your sales conversations, making rejection less common even when your product perfectly fits your client's needs. • Understanding "the language of yes" and how getting agreement builds consistency • Leveraging unconscious triggers including reciprocity, social proof, and authority positioning • Framing your message to match client mindset – removing risk versus creating opportunity • Matching communication styles (visual...

4 months ago

20 minutes