Salescraft Training: Selling for success

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The secrets to finding and converting new leads

Season 2 · Episode 39

Sunday, September 28, 2025 • Duration 20:36

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Welcome 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 podcast gives you the tools, tactics, and mindset you need to succeed.

👉 Subscribe for weekly episodes packed with sales tips, sales training, and sales motivation to help you increase revenue and level up your selling skills.

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 graham@salescraft.training

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!

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How to increase productivity through effective time management

Season 2 · Episode 38

Sunday, September 21, 2025 • Duration 19:54

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Welcome 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 productivity
The 80-20 rule shows that 80% of results come from 20% of efforts
Identifying your high-payoff activities helps prioritize your most valuable work

Whether 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.

👉 Subscribe for weekly episodes packed with sales tips, sales training, and sales motivation to help you increase revenue and level up your selling skills.

Please remember to like and subscribe. Visit the website to download the free PDF "Seven Ways of Closing" and register for the free 45-minute webinar that shares three implementable strategies to improve your sales results.

Drop your biggest sales challenge in the comments — we might cover 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

How to stay motivated and handle rejection

Season 2 · Episode 37

Sunday, September 14, 2025 • Duration 21:37

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Welcome 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 people
How to step back from the "downward spiral"
Specific steps you can take to improve your performance

Whether 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.

👉 Subscribe for weekly episodes packed with sales tips, sales training, and sales motivation to help you increase revenue and level up your selling skills.

Please remember to like and subscribe. Visit the website to download the free PDF "Seven Ways of Closing" and register for the free 45-minute webinar that shares three implementable strategies to improve your sales results.

Drop your biggest sales challenge in the comments — we might cover it in a future episode!

AND... check out my online course "Consultative Selling" where I dive deeper into these techniques. I offer a one-year guarantee – if you do everything in the course and still don't see results, I'll give you your money back.

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

Why Buyer Objections Are Your Sales Breakthrough

Season 2 · Episode 36

Sunday, September 7, 2025 • Duration 21:54

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Welcome 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 issues
The money objection is usually about value perception, not actual price
Understanding the difference between value and price is crucial for overcoming financial objections

Whether 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.

👉 Subscribe for weekly episodes packed with sales tips, sales training, and sales motivation to help you increase revenue and level up your selling skills.

Please remember to like and subscribe. Visit the website to download the free PDF "Seven Ways of Closing" and register for the free 45-minute webinar that shares three implementable strategies to improve your sales results.

Drop your biggest sales challenge in the comments — we might cover 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

How to be successful in B2C sales

Season 2 · Episode 35

Sunday, August 31, 2025 • Duration 26:27

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Graham 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
• Consumer purchasing decisions are heavily driven by emotion, brand perception, and what the product says about the buyer
• Brands represent lifestyles and identities beyond just the physical product being sold
• Qualifying prospects quickly is essential - ask questions about budget, timeline and needs to determine if they're serious buyers
• Every customer deserves a positive experience regardless of whether they buy immediately
• Building a good reputation in your local market is vital for repeat business and referrals
• Objections from customers are usually requests for more information, not rejections
• Understanding the four customer types helps you adapt your sales approach for different personalities

Please remember to like and subscribe as it helps me create more content like this. If you have ideas or questions, leave them in the comments section below.

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

How to be successful in B2B Sales

Season 2 · Episode 34

Sunday, August 24, 2025 • Duration 22:37

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Business-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 fit are primary decision drivers
• Honesty builds trust - never make up answers to technical questions you don't know
• Customise presentations to client requirements rather than delivering generic product pitches
• Qualify prospects carefully - pursuing opportunities below 50% probability wastes resources
• B2B typically involves fewer but higher-value sales compared to consumer markets
• Proposals must directly address specific client needs identified during discovery

Please remember to like and subscribe to make the podcast more visible to others.

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

Sales Psychology: Your Breakthrough Sales Blueprint

Season 2 · Episode 33

Sunday, August 17, 2025 • Duration 20:41

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Language 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 unless matched to the client's understanding level
• Building a personal blueprint for implementing these language techniques

Join our online Consultative Selling course where we dive deeper into these techniques and more.

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 graham@salescraft.training

My website is You'll get all the news and latest offers.

Why Vulnerability is your sales teams secret weapon

Season 2 · Episode 32

Sunday, August 10, 2025 • Duration 20:21

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Vulnerability might seem like the last trait you'd want to showcase in sales, but what if admitting mistakes actually strengthened client relationships instead of damaging them? This counterintuitive approach challenges the pervasive myth of the "unbreakable salesperson" that creates unnecessary pressure and ultimately leads to more errors and potential burnout.

Drawing from real-world experiences, we explore how toxic sales environments—where salespeople face public scrutiny, become organizational scapegoats, and operate under unreasonable expectations—damage performance and increase stress. When salespeople feel they must appear infallible, it creates a defensive posture that clients immediately sense and distrust. This defensiveness manifests as the pushy, untrustworthy salesperson stereotype we all recognize and avoid.

The alternative approach embraces our shared humanity. By acknowledging mistakes promptly, being transparent when you don't know answers, and consistently following through on commitments, you build remarkable trust. Clients instinctively respect this authenticity because they recognize genuine problem-solving versus desperate self-protection. This trust becomes the foundation for lasting relationships, effortless repeat business, and valuable referrals.

For sales managers, creating environments where vulnerability is encouraged transforms team dynamics. When mistakes become learning opportunities rather than reasons for punishment, salespeople develop confidence to focus on client needs rather than self-protection. The "under promise, over deliver" philosophy, combined with genuine curiosity about client challenges, creates sales relationships built on mutual respect and long-term value.

Ready to transform your approach to sales? Subscribe to explore more counterintuitive strategies that build authentic connections and drive sustainable business growth.

Welcome to the podcast!

Support the show

Why Buyers Hate Being Sold To (and How to Fix It)

Season 2 · Episode 31

Sunday, August 3, 2025 • Duration 17:07

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The psychological concept of reactance explains why people resist being sold to, even when they genuinely want what you're offering. This resistance kicks in when people feel their freedom of choice is threatened during sales conversations.

• Understanding reactance in sales psychology - when buyers feel controlled, they instinctively push back
• Using the traffic light analogy - red light (talking about yourself) vs. green light (focusing on the customer)
• Warning signs of buyer resistance - quieter voice, shorter answers, evasive responses
• Three effective techniques to reduce sales resistance and keep buyers engaged
• Asking permission early and often during sales conversations
• Being mindful of language - avoiding controlling phrases like "you need to" or "you should"
• Cultivating genuine curiosity about the buyer's situation instead of assuming their needs
• The fishing analogy - giving buyers space to "swim" while guiding them toward a decision
• Positioning yourself as a problem solver rather than a salesperson

Download the free PDF with additional suggestions for making these approaches work in your sales conversations. Join our free 45-minute webinar where we cover three techniques that can make an immediate difference to your sales results.

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

5 Types of Questions to Transform Your Sales Results

Season 2 · Episode 30

Sunday, July 27, 2025 • Duration 20:50

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Effective questioning techniques stand as the cornerstone of successful sales, with five distinct question categories guiding salespeople through the entire sales process. Mastering these question types enables you to work only with ideal clients while providing solutions that genuinely address their needs.

• Discovery and qualification questions help determine whether a prospect is a good fit for your offering
• Understanding pain points through exploratory questions reveals the urgency and impact of their challenges
• Solution alignment questions clarify what an ideal solution looks like to your prospect
• Decision-making process questions maintain momentum and ensure you're talking to the right people
• Relationship-building questions can strengthen connections but should be used selectively based on personality types
• Not everyone you meet will be a client – qualifying people out is as important as qualifying people in
• Different personality types approach decisions differently – some want immediate decisions while others need time

Please remember to like and subscribe, and take a look at my sales training course. There's a free webinar available at www.salescraft.training where you can learn more techniques to apply straight away.

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

Salescraft Training: Selling for success – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

RSS feed quality and score

Publication history

Latest published episodes

Related Shows Based on Content Similarities

Apple Podcasts

Spotify

Related Shows Based on Content Similarities

Salescraft Training: Selling for success – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

Other5

Buzzsprout2

Google Drive2

RSS feed quality and score

Publication history

Latest published episodes

Similar podcasts and content

Related Shows Based on Content Similarities

Apple Podcasts

Spotify

Related Shows Based on Content Similarities

Other5

Buzzsprout2

Google Drive2