Shows
Salescraft Training: Selling for successThe one mistake that quietly kills deals late in the sales processSend us a textWe 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...
2026-02-0119 min
Salescraft Training: Selling for successHow context changes everything: B2B and B2CSend us a textWe 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...
2026-01-2520 min
Salescraft Training: Selling for successHow buyers thinkSend us a textWe 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 a textWe 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 a textWe 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
2026-01-0418 min
Salescraft Training: Selling for successThe Mental Reset High Performers Use to Close More SalesSend us a textWe 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 a textWe 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
Salescraft Training: Selling for successHow your relationship with money can impact your sales resultsSend us a textEver 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...
2025-12-1413 min
Salescraft Training: Selling for successWhy your CRM is an important toolSend us a textWe 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 score...
2025-12-0728 min
Future of HR“How Learning Creates Competitive Advantage” with Kati Clement-Frazier, Director, School of Leadership at DaVita and Michele Graham, President of Intel and Learn at AmplityHow can you build learning into how work gets done?Why should organizations think of learning as a system, not as a function?My guest in this episode are Kati Clement-Frazier, Director, School of Leadership at DaVita and Michele Graham, President of Intel and Learn at AmplityDuring our conversation Kati, Michele, and I discuss:Why learning must be treated as an organizational capability, not a set of programs.How psychological safety and reflection accelerate meaningful learning and behavior change.Why “flow of work” learning is abou...
2025-12-0234 min
Salescraft Training: Selling for successWhy Needing to Be Liked Kills Your SalesSend us a textWe 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 se...
2025-11-3029 min
Salescraft Training: Selling for successEnterprise vs SMB Sales Different Mindsets, Different GamesSend us a textTwo 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 t...
2025-11-2330 min
Salescraft Training: Selling for successHow to read and use body-language in face-to-face salesSend us a textWe 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• using pauses to think and reduce pressure• resetting a drifting meeti...
2025-11-1626 min
Salescraft Training: Selling for successHow to master objectionsSend us a textWe 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 ROI and doubt to evidence• turning bad timing into prioritisation and momentum• converting past negative experiences into safeguards and process• positi...
2025-11-1015 min
Salescraft Training: Selling for successYour Secret Weapon: Crafting Value That Eliminates ObjectionsSend us a textWe 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 social proof, pilots and ROI to de-risk• agreeing success criteria and measurement...
2025-11-0320 min
Salescraft Training: Selling for successMastering the art of the cold callSend us a textWe 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 send an email• tracking calls, conversions and improving your approachIf you think I've earne...
2025-10-2718 min
Salescraft Training: Selling for successWhy Old Sales Tactics Fail and How Adaptive Selling WinsSend us a textIn 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 needs with better questions• pivoting solutions in real time around true pain points• using targeted narratives and relevant proof• measur...
2025-10-2019 min
Salescraft Training: Selling for successHow to unlock more sales: The surprising power of curiositySend us a textIn 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 that leads to referrals and repeat business • reducing pressure by admitting unknowns and clarifying fit • summarising needs to close with alignment
2025-10-1319 min
Salescraft Training: Selling for successThe secrets to closing more deals with a professional pitch structureSend us a textWe 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‑yeses• visualising desired outcomes to build commitment• narrowing choices to two or three options• price anchoring to shape...
2025-10-0617 min
Salescraft Training: Selling for successThe secrets to finding and converting new leadsSend us a textWelcome 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 starting your sales career, this pod...
2025-09-2920 min
Salescraft Training: Selling for successHow to increase productivity through effective time managementSend us a textWelcome 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 your sales career, this podcast gives you the tools, tactics, and mindset...
2025-09-2219 min
Salescraft Training: Selling for successHow to stay motivated and handle rejectionSend us a textWelcome 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 need to succeed.👉 Sub...
2025-09-1521 min
Salescraft Training: Selling for successWhy Buyer Objections Are Your Sales BreakthroughSend us a textWelcome 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 you’re in B2B sales, B2C sales, or just starting your sales c...
2025-09-0821 min
Salescraft Training: Selling for successHow to be successful in B2C salesSend us a textGraham 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 cycles are typically very short, often concluding in minutes rather than days or weeks•...
2025-09-0126 min
Salescraft Training: Selling for successHow to be successful in B2B SalesSend us a textBusiness-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 months, occasionally years for government clients• "Farmers" (relationship builders) often outperform "hunters" (quick-close salespeople) in B2B environments• ROI, efficiency improvements, and technical...
2025-08-2522 min
Salescraft Training: Selling for successSales Psychology: Your Breakthrough Sales BlueprintSend us a textLanguage 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, auditory, kinesthetic) to build subconscious rapport• Using storytelling to bypass resistance and build emotional connection• Listening for emotionally-charged phrases that reveal true priorities• Avoiding technical jargon...
2025-08-1820 min