Salescraft Training: Selling for success

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...

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 confid...

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 environment...

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! Just before I go... how confident are you at closing sales? If y...

Send us Fan Mail Most salespeople think deals are won or lost at the closing stage. But the truth is, by the time you’re trying to “close,” the buyer has usually already made their decision emotionally. In this episode, we break down why great salespeople rarely rely on pressure, scripts, or traditional closing techniques — and why the best reps focus instead on discovery, trust, clarity, and unde...

Send us Fan Mail Stress 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 d...

Send us Fan Mail Leadership 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 wher...

Send us Fan Mail Most 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 convi...

Send us Fan Mail Pressure 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...

Send us Fan Mail Leadership 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 th...

Send us Fan Mail The 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...

Send us Fan Mail What 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...

Send us Fan Mail AI-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  •...

Send us Fan Mail Most 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 contro...

Send us Fan Mail Most 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 lea...

Send us Fan Mail Most 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 progr...

Send us Fan Mail Most 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: • Incomp...

Send us Fan Mail Most 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 prot...

Send us Fan Mail Most 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 si...

Send us Fan Mail Sales 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 mat...

Send us Fan Mail Confidence 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....

Send us Fan Mail Sales 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...

Send us Fan Mail We 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! Just before I go... how confident are you at closing sales? If you're not feeling great about it, don't worry, you're not alone. And to help y...

Send us Fan Mail We 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, leavi...

Send us Fan Mail 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 busine...