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Confidence isn’t what separates top sales performers — the willingness to act before you feel ready is.

While most sellers wait for certainty, elite professionals step into discomfort, lead bigger conversations, and grow into the role faster than their peers. In this episode, we unpack how real confidence is built — not through motivation, but through deliberate, repeated action.

You’ll learn how to expand your professional identity, operate with greater authority, and take control of higher-stakes opportunities even when self-doubt is present. We break down practical ways to strengthen executive presence, challenge buyer assumptions without damaging trust, run more decisive meetings, and replace perfectionism with conviction.

At the centre is a simple truth:

Confidence is earned through evidence — and evidence only comes from action.

If you want to sell larger deals, accelerate your career, and position yourself among the top performers in your field, this episode will show you how.

Follow the show for practical insights designed for sales professionals who intend to outperform, not participate.

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 [email protected]

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!

Send a text

Sales careers don’t usually collapse — they quietly plateau.

In this episode, Graham Elliott of Salescraft Training exposes the hidden moment when capable sellers stop advancing — often without realizing it.

We unpack the five silent stall points that cap income, limit influence, and signal you may be playing smaller than your potential: success comfort, skill stagnation, identity constraints, low visibility, and passive career strategy.

More importantly, you’ll learn how top performers reset their trajectory before it’s forced upon them — by increasing deal complexity, upgrading conversations from transactional to strategic, and making their commercial impact impossible to ignore.

This is a masterclass in professional self-leadership: treating your career like a high-performance asset, not a waiting game.

Because elite sellers don’t rely on momentum.
 They engineer it.

If you’re serious about earning more, influencing bigger decisions, and staying market-relevant — this episode is your wake-up call.

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 [email protected]

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!

Send 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 [email protected]

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!

Send 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 [email protected]

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!

Send 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 [email protected]

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!

Send 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 [email protected]

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!

Send 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 [email protected]

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!

Send 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 [email protected]

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!

Send 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 [email protected]

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!

Send 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 [email protected]

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!