Salescraft Training: Selling for success

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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 [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 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 [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 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 [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 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 [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 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 times
• Why outcomes matter more than product features
• How to overcome price objections without discounting
• Seven proven strategies to win more business in a challenging economy
• Practical techniques to build trust, justify ROI, and keep deals moving

If 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 [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 us Fan Mail

Building trust is important for any sale; would you buy from someone you didn't trust if you had a choice?

So how can it be built quickly? That's the subject of this podcast. You'll get a few tips you can implement immediately and learn how understanding the EDISC model can greatly accelerate the process.

Join me every Monday for the latest podcast and see what's going on live by visiting my website.

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 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 yet
• The five diagnostic questions that cut through vague excuses and surface the real blocker fast
• The 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 commitment
• The 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 deliverable

Whether 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 [email protected], and we might feature it in a future episode.

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 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 to
• Timing: 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 [email protected] and I might feature it in a future Q&A episode. 

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 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!

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 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!

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!