Send us a text Ever 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: scarci...
Send us a text We 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 hando...
Send us a text We 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 • sep...
Send us a text Two 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 ...
Send us a text We 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 • u...
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...
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...
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...
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...
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 ...
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...
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...
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...
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 ...
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: 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 ob...
Send us a text 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 significant...
Send us a text 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 ...
Send us a text 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...
Send us a text 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,...
Send us a text 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 b...