Salescraft Training: Selling for success

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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 us Fan Mail

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 us Fan Mail

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 us Fan Mail

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 us Fan Mail

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 us Fan Mail

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!

Send us Fan Mail

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: scarcity versus possibility, apology versus conviction. Then we get practical. You’ll learn to spot the telltale signs of projection—underpresenting value, overexplaining price, avoiding the close—and replace them with clear steps that keep the focus on outcomes. We share a simple shop-floor story that exposes how fast assumptions can shrink a buyer’s options, and why separating your wallet from your client’s is the cornerstone of ethical, effective selling.

From there, we offer a toolkit for high-integrity conversations: neutral, open questions that surface a buyer’s true view of value; a centring routine to reduce stress before meetings; and a shift from price apology to value conviction that anchors decisions in agreed results. If you want to sell with confidence, coach buyers to clarity, and stop negotiating against yourself, this guide gives you the language and mindset to do it.

If this resonates, follow the show, share it with a teammate who needs the reset, and leave a quick review telling us which question you’ll use on your next 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 us Fan Mail

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 handovers between sales and service
• tracking weekly inputs and conversion rates as a scoreboard
• motivating team adoption through benefits and training
• using real client outcomes to refine marketing messages
• pruning low‑value accounts and focusing attention
• using the CRM as a single source of truth

Let me know what you would like me to cover in other podcasts: [email protected]

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

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
• separating identity from role to regain control
• simple habits to build boundaries and use silence
• qualifying with courage and setting next steps
• reframing criticism as data and owning mistakes

Please give me a like and subscribe if you feel that I’ve earned it
If you have any suggestions for future podcasts, please get in touch, graham at salescraft.training

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

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 align proposals to strategic initiatives, compliance needs and risk reduction. We share practical ways to build trust over time: phased discovery, tailored demos for each role, scenario‑based ROI, reference calls, and when to partner to meet strict requirements without over‑promising.

Then we flip to SMEs, where the competition might be a new delivery van, not a rival vendor. Learn to run punchy demos, present simple pricing with limited options, and frame near‑term ROI that lands this month, not next year. We talk about using ethical urgency, under‑promising and over‑delivering, and staying present after the sale to earn referrals others miss. Along the way, we explore the emotional component of single‑decider deals versus the objective, systems‑driven logic of major accounts.

Finally, we help you choose your lane: hunter, farmer, or a flexible blend. If you thrive on speed, focus on SME metrics like call volume, demo‑to‑close rate and cycle length. If you play the long game, qualify enterprise opportunities ruthlessly, secure stakeholder access early and measure progress by proof points, not hope. Subscribe for more real‑world sales strategy, share this with a teammate who straddles both worlds, and leave a review with your top takeaway—what will you change in your next sales cycle?

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!