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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
• separating identity from role to regain control
• simple habits to build boundaries and use silence
• qualifying with courage and setting next steps
• reframing criticism as data and owning mistakes

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If you have any suggestions for future podcasts, please get in touch, graham at salescraft.training

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Graham Elliott

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