Shows
Salescraft Training: Selling for successHow to deal with stressSend us Fan MailStress can be the unseen reason a good sales conversation turns awkward, especially when you are close to the decision. I dig into the moments when pressure starts to leak out as impatience, silence, anger, micromanaging, or that sudden urge to people please and why clients feel it immediately. When they sense you are under strain, trust wobbles, and without trust the deal slows down or dies. We look at practical stress management for salespeople, starting with awareness: learning your personal “tells” so you can catch stress early rather than getting swept...
2026-06-0415 min
Salescraft Training: Selling for successLeadership styles that transform sales teamsSend us Fan MailLeadership style is easy to talk about and surprisingly hard to live out when targets are tight, deals are complex and your team is watching your every move. We take a clear, practical look at common leadership styles and what they mean day to day in sales leadership: authoritative direction when you need a shared vision, coaching when you want people to grow, and the moments where a firm decision matters more than endless consensus.We also get into the commercial reality that sits underneath “great selling”. If your team controls pric...
2026-05-3124 min
Salescraft Training: Selling for successThe Psychology Behind "We Need To Think About It"Send us Fan MailMost salespeople hear “We need to think about it” and assume the buyer needs more time.Usually, that’s not the real problem.In this episode, we break down the psychology behind one of the most common — and misunderstood — phrases in sales. Because buyers rarely say what they’re actually thinking.“We need to think about it” is often a polite way of saying:• “I’m not fully convinced”• “This feels risky”• “I don’t know how to justify this internally”• “I’m still uncertain”You’ll learn why top...
2026-05-2419 min
Salescraft Training: Selling for successThe Importance of Clarity with John MolluraSend us Fan MailPressure has a way of shrinking your world. You stop breathing, you grip tighter, and suddenly you’re managing everything while trusting no one including yourself. That’s why this conversation with John Malora landed so hard for me: he’s lived in environments where “close enough” is not a standard, from testing systems for Mars rover missions to coaching leaders who feel stretched thin and stuck on autopilot.We start with John’s unconventional journey into the US space programme and what test engineering teaches you about leadership clarity. When leaders obse...
2026-05-1721 min
Salescraft Training: Selling for successWhat is Leadership?Send us Fan MailLeadership is not a title you get given. It is the behaviour that makes other people want to follow you, trust you, and do great work when nobody is watching. I start by separating leadership from management: one can enforce process, but the other has to create belief in a vision and help a team feel part of it, especially in a sales environment where pressure is constant.From there I work through five leadership traits I rely on. We talk about being the example and why integrity is the real...
2026-05-1022 min
Salescraft Training: Selling for successLeadership in ActionSend us Fan MailThe biggest leadership test isn’t when things go well, it’s what happens right after someone messes up. I talk through the leadership habits I’ve found make the difference between strong teams and workplaces where people go quiet, cover up errors, and let problems spread. If you manage a sales team or you’re moving into sales management, you’ll recognise how quickly fear can turn into lost revenue, damaged trust, and constant firefighting.I also dig into staff retention and why the “revolving door” is so costly. When salespeople ke...
2026-05-0322 min
Salescraft Training: Selling for successHow top salespeople control conversations without being pushySend us Fan MailWhat separates top salespeople from everyone else isn’t how hard they push—it’s how well they guide.In this episode, we break down how elite sellers stay in control of conversations without ever coming across as aggressive or pushy. You’ll learn how to set clear agendas, ask smarter questions, handle tangents smoothly, and keep deals moving forward with confidence and clarity.If you’ve ever felt like your conversations drift, stall, or end without a clear next step, this episode will give you a practical framework to lead na...
2026-04-2623 min
Salescraft Training: Selling for successSelling In The Age Of AISend us Fan MailAI-driven search is already shortlisting suppliers for buyers, and that changes how we earn attention in sales. I break down what these systems look at and how we can improve our odds with visibility, reviews, and solid face-to-face process. • why AI shortlisting can help motivated buyers while hiding missed opportunities • how AI defines “best” through context and objectives • what data drives recommendations such as reviews, ratings, specs, and behaviour • why social proof now carries more weight in discovery • when to ask for reviews and recommendations for the best response • how...
2026-04-1917 min
Salescraft Training: Selling for successHow to run the perfect Discovery CallSend us Fan MailMost deals don’t fall apart at the close—they fall apart in the discovery call.In this episode, we break down a step-by-step playbook for running the perfect discovery call—one that builds trust, uncovers real problems, and naturally leads to a sale without pressure.You’ll learn why most discovery calls fail (and feel rushed or поверхностный), and how top performers take control by setting the right frame from the very start. We walk through exactly how to move beyond surface-level questions and into deeper, more meaningful conversati...
2026-04-1223 min
Salescraft Training: Selling for successIf Discovery is weak, the deal is already lostSend us Fan MailMost deals don’t fall apart at the end—they were already lost in the very first conversation.In this episode, we break down why weak discovery is one of the biggest hidden reasons deals stall, ghost, or quietly die. If your conversations stay surface-level, prospects feel no urgency, no real connection to the problem, and no clear reason to choose you over anyone else.You’ll learn how to spot weak discovery (and avoid it), why it leads to selling the wrong solution, and how it makes you sound...
2026-04-0527 min
Salescraft Training: Selling for successWhy most deals are won after the meetingSend us Fan MailMost salespeople believe the deal is won in the meeting.It isn’t.The meeting creates clarity. The follow-up creates commitment.In this episode, we break down why momentum after the conversation determines whether opportunities accelerate… or quietly stall. You’ll learn how elite sellers turn strong meetings into structured next steps, stakeholder alignment, and measurable progress — instead of vague promises and calendar silence.We unpack:• Why “Great call — we’ll get back to you” is a warning sign • How to leave every meeting with de...
2026-03-2925 min
Salescraft Training: Selling for successWhy great salespeople rarely get objections (and how you can too)Send us Fan MailMost objections aren’t surprises.They’re symptoms.In this episode, we break down why top-performing sellers rarely hear “It’s too expensive,” “We need to think about it,” or “Send me something and we’ll get back to you.” Not because they’re better at rebuttals — but because they prevent resistance long before it surfaces.You’ll learn why objections typically stem from:• Incomplete discovery • Unclear business impact • Hidden stakeholders • Unaddressed risk • Poor process controlWe explore how elite sellers surface concerns early, qu...
2026-03-2221 min
Salescraft Training: Selling for successHow High Performers Structure Their Weeks — And Why Most Don’tSend us Fan MailMost salespeople don’t have a motivation problem.They have a structure problem.In this episode, we break down the weekly architecture that consistently separates high performers from the rest. Because elite sellers don’t rely on energy or urgency — they rely on deliberate design.You’ll learn how top performers:• Prioritise revenue-generating activity before admin • Block protected time for prospecting and strategic deal advancement • Schedule thinking time — not just meeting time • Review pipeline risk before it becomes panic • Build skill development into their w...
2026-03-1525 min
Salescraft Training: Selling for success5 Buying signals that most salespeople missSend us Fan MailMost deals aren’t lost at the end. They’re missed in the middle.Buyers rarely announce their decisions. They signal them — subtly.In this episode of The Elite Seller, we break down the overlooked buying signals that indicate real intent:• The language shift from “if” to “when” • Why internal references aren’t stalls — they’re ownership • The increase in specificity that signals evaluation mode • Emotional micro-shifts most reps never notice • A simple framework to respond without sounding pushyIf you’ve ever walked away from a de...
2026-03-0820 min
Salescraft Training: Selling for successThe 7 Skills That Predict Sales Success (Long before results show up)Send us Fan MailSales success isn’t random. It’s predictable.Long before the results show up on a leaderboard, certain behaviours quietly separate top performers from everyone else. In this episode, we break down the seven skills that consistently forecast long-term success in sales — regardless of industry, territory, or experience level.You’ll discover why emotional control under pressure matters more than charisma, how curiosity outperforms convincing, and why structured thinking closes more deals than raw enthusiasm. We explore the hidden advantages of discomfort tolerance, ownership of the buying process, and rapid fe...
2026-03-0120 min
Salescraft Training: Selling for successConfidence is built - not bornSend us Fan MailConfidence 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 executiv...
2026-02-2221 min
Salescraft Training: Selling for successWhy Sales Careers Stall — And How to Stay AheadSend us Fan MailSales 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 complex...
2026-02-1521 min
Salescraft Training: Selling for successWhat top salespeople hear that others missSend us Fan MailWe 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! If you've enjoyed the podcast, please remember to like and subscribe. It really does make a difference.And even better, join our mailing list to be kept informed of new podcasts, webinars, and offers. Just click her...
2026-02-0819 min
Salescraft Training: Selling for successThe one mistake that quietly kills deals late in the sales processSend us Fan MailWe 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 f...
2026-02-0120 min
Salescraft Training: Selling for successHow context changes everything: B2B and B2CSend us Fan MailWe 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• mappin...
2026-01-2521 min
Salescraft Training: Selling for successHow buyers thinkSend us Fan MailWe 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...
2026-01-1819 min
Salescraft Training: Selling for successThe characteristics that define top sales peopleSend us Fan MailWe 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 quantifica...
2026-01-1119 min
Salescraft Training: Selling for successHow to change your mindset to become a top performerSend us Fan MailWe 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
2026-01-0419 min
Salescraft Training: Selling for successThe Mental Reset High Performers Use to Close More SalesSend us Fan MailWe 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, punctua...
2025-12-2822 min
Salescraft Training: Selling for successThe 5 Questions That Instantly Increase Your Close RateSend us Fan MailWe 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 d...
2025-12-2122 min