Salescraft Training: Selling for success

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Salescraft Training: Selling for success

Graham Elliott

59 episodes

19 hours ago

Send us a text We 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 RO...

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Entrepreneurship

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Send us a text We 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 RO...

Show more...

Entrepreneurship

Episodes (20/59)

Salescraft Training: Selling for success

How to master objections

Send us a text We 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 RO...

4 hours ago

15 minutes

Salescraft Training: Selling for success

Your Secret Weapon: Crafting Value That Eliminates Objections

Send us a text We 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 socia...

1 week ago

20 minutes

Salescraft Training: Selling for success

Mastering the art of the cold call

Send us a text We 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 se...

2 weeks ago

18 minutes

Salescraft Training: Selling for success

Why Old Sales Tactics Fail and How Adaptive Selling Wins

Send us a text In 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 nee...

3 weeks ago

19 minutes

Salescraft Training: Selling for success

How to unlock more sales: The surprising power of curiosity

Send us a text In 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 ...

4 weeks ago

19 minutes

Salescraft Training: Selling for success

The secrets to closing more deals with a professional pitch structure

Send us a text We 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‑y...

1 month ago

17 minutes

Salescraft Training: Selling for success

The secrets to finding and converting new leads

Send us a text 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 s...

1 month ago

20 minutes

Salescraft Training: Selling for success

How to increase productivity through effective time management

Send us a text 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 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 y...

1 month ago

19 minutes

Salescraft Training: Selling for success

How to stay motivated and handle rejection

Send us a text 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 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 ...

1 month ago

21 minutes

Salescraft Training: Selling for success

Why Buyer Objections Are Your Sales Breakthrough

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 issuesThe money objection is usually about value perception, not actual priceUnderstanding the difference between value and price is crucial for overcoming financial objectionsWhether...

2 months ago

21 minutes

Salescraft Training: Selling for success

How to be successful in B2C sales

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 ...

2 months ago

26 minutes

Salescraft Training: Selling for success

How to be successful in B2B Sales

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 mo...

2 months ago

22 minutes

Salescraft Training: Selling for success

Sales Psychology: Your Breakthrough Sales Blueprint

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...

2 months ago

20 minutes

Salescraft Training: Selling for success

Why Vulnerability is your sales teams secret weapon

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 organiz...

3 months ago

20 minutes

Salescraft Training: Selling for success

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

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...

3 months ago

17 minutes

Salescraft Training: Selling for success

5 Types of Questions to Transform Your Sales Results

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...

3 months ago

20 minutes

Salescraft Training: Selling for success

How to avoid 3 common mistakes that sales people make

We explore three common mistakes that underperforming salespeople repeatedly make and provide simple fixes to improve both sales numbers and enjoyment of the sales process. • Know your product and understand its specific benefits for each customer, not generic benefits • Listen to customers rather than dominating conversations out of fear of losing control • Recognize different personality types using frameworks like DISC profiling • Adapt your follow-up strategy based on whether clients mak...

3 months ago

19 minutes

Salescraft Training: Selling for success

3 tips to increase your sales

Sales success comes from approaching clients as a problem-solver rather than just pushing products, with the right mindset helping to overcome common sales challenges. We share three powerful strategies from our full webinar that can immediately transform your sales conversations and results. • Approach clients as a problem solver, focusing on their needs rather than just making your sale • Listen carefully to understand what's keeping clients awake at night and how your solution addresses i...

3 months ago

19 minutes

Salescraft Training: Selling for success

How good is your forecasting?

Mastering the art of sales forecasting transforms your business from reactive to proactive, giving you power to anticipate cash flow, allocate resources efficiently, and make strategic decisions with confidence. This episode dives deep into the essential skill of predicting not just how many orders will come in, but precisely when they'll arrive. We explore why forecasting matters so profoundly to business operations, revealing how it impacts everything from inventory management to foreign c...

4 months ago

19 minutes

Salescraft Training: Selling for success

How to increase client retention

Client retention is crucial for subscription-based or membership-based businesses, requiring consistent trust-building and understanding of different personality types. Effective retention strategies focus on credibility, authenticity, and communication tailored to individual client preferences. • Building trust through demonstrating expertise and offering guarantees • Being authentic and consistent in all client interactions • Contacting clients immediately when problems arise rather than a...

4 months ago

19 minutes