The Luxury Of Choice - Sales Skills Podcast

Can technical sales people in B2B sales be TOO technical?  And can their technical knowledge be a comfort zone crutch in the sales call, to the detriment of understanding and satisfying customer needs? In this episode of the Luxury of Choice, Steve Vaughan and Jonathan Slasinski are joined by Matt McCormack, International Sales Manager of Natus Sensory to discuss:The role of technical knowledge in sales successBuilding credibility through honesty and relationshipsKnowing when to involve technical expertsPersonalization and customer connection strategiesBalancing technical expertise with sales skills. Our thanks to Matt for joining us for this show. Matt McCormack on LinkedIn : https://www.linkedin.com/in/mjmccormack/Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

LinkedIn is a phenomenal resource for B2B sales professionals to research, and then connect with potential customers. Even the free version of LinkedIn has powerful search tools to help you search for your perfect customer. In this episode, Steve is joined by Christian Walter, Pascal le Floch and Jonathan Slasinski for a face to face recording of The Luxury of Choice, following a team strategy meeting. The panel discuss how to use LinkedIn proactively, and why sales professionals need to thing about their personal profile, writing it about their perfect customer. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

 Cold calling has a reputation—and not a good one.In this episode of The Luxury of Choice, Steve Vaughan is joined by the George James training team and special guest Manel Berga to explore a simple but powerful question:How do we make cold calling… warmer?From rejection and low pickup rates to the rise of LinkedIn, AI, and changing buyer behaviour, this conversation unpacks what modern prospecting really looks like in B2B sales—especially in technical and life science environments.The big shift? Cold calling isn’t about calling strangers anymore. It’s about earning the right to the conversation before you pick up the phone. What You’ll Learn Why cold calling still matters (even if nobody enjoys it)  How to “warm up” a call using LinkedIn, AI, and smart research  The role of personalisation—and why most salespeople get it wrong  How to add value before asking for a meeting  Why generic outreach destroys trust (and what to do instead)  How AI can dramatically improve your prospecting efficiency  The importance of treating B2B as person-to-person (P2P) When (and how) to ask for the meeting without turning people offSpecial thanks to Manel Berga for joining us on this show. https://www.linkedin.com/in/manelberga/Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

What do top performing sales people do when they leave the customer? And how can spending just a little time after a visit reflecting how the meeting went improve performance and results? Steve Vaughan is joined to discuss this important topic by regulars Christian Walter and Jonathan Slasinski, and also by a special guest - Kate Sanders, Sales Manager for UK and Northern Europe for Biosero.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

Knowing how (and when) to walk away from a sales opportunity is a difficult, but important skill for a technical salesperson to learn. Great sales people lose fast and lose early! In this episode of the Luxury of Choice, host Steve Vaughan is joined by fellow trainers Jayne Green and Jonathan Slasinski to discuss when a salesperson should walk away, and how to do it professionally. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

All the training team of George James have been delivering training programmes  flat out across North America and Europe, so here is a chance to listen back to a show from 2025.  Ensuring you have a working relationship with your customers purchasing department is vital if you are able to receive a purchase order at the right price and the right time. In this episode Jayne Green and Jonathan Cooper join Steve Vaughan to discuss best practice in working with purchasers so sales people never have to say to their boss "It's stuck in purchasing"!Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

The George James training team have been flat out since the start of 2026 and are at the time of uploading delivering sales and leadership training across the continents and time zones. So, here is the chance to listen back to a previous show from 2024 all about handling customer objections - and why, in fact customer objections aren't necessarily bad news. This episode has proved to be one of most popular shows, and features Jonathan Cooper, Pru Layton and Steve Vaughan. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

For this first episode of the Luxury of Choice Podcast, host Steve Vaughan is joined by fellow trainers Jayne Green and Pascal le Floche. Since the pandemic, getting face to face meetings with prospects has become more difficult, with an increase in virtual, remote meetings instead. Whilst sales calls over Teams, Zoom, etc have their place, there is no substitute for visiting the customer. Meeting face to face allows us to build trust, get a fuller understanding of their challenges and needs, and to have a good look around their lab or factory. In this podcast the team discuss why face to face meetings are important, and how to get more. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

For this last show of 2025, host Steve Vaughan is joined by the "two Jonathan's" - Cooper and Slasinski to delve into the critical topic of sales forecasting. The team discuss the definition of forecasting, its importance in sales management, and the best practices for achieving accurate predictions. Topics include the role of data, the challenges faced in forecasting, and the dynamics of teamwork in achieving sales goals. The episode concludes with practical tips for improving forecasting accuracy, emphasizing the need for clear communication and understanding within sales teams.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of the Luxury of Choice podcast, host Steve Vaughan and his colleagues Jonathan Slasinski, Christian Walter and Pascal Le Floch  discuss the importance of managing stakeholder groups in B2B sales, particularly in the life sciences sector. They explore the necessity of engaging with multiple stakeholders beyond just the end users, including decision-makers in various departments such as operations and IT. The team discuss the need for a balanced approach between top-down and bottom-up strategies in sales, as well as understanding the unique needs and concerns of each stakeholder involved in the purchasing process. Topics include the need for empathy, curiosity, and relationship-building, especially with purchasing departments, to enhance sales success. They also discuss the challenges posed by organizational politics and the significance of timing in the sales process, particularly in avoiding the rush at the end of financial periods.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of The Luxury of Choice, host Steve Vaughan and guests Christian Walter and Jonathan Slasinski discuss the essential needs and expectations of customers in the laboratory equipment sector. They explore the importance of understanding customer workflows, the value of face-to-face interactions in building trust, and the role of emotional intelligence in sales. The conversation emphasizes the need for salespeople to prioritize customer needs over upselling and to foster long-term relationships based on reliability and support.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

Getting appointments with key customers and prospects is vital in successful B2B sales. It's never been easy, and it is only getting more difficult! In this episode of the Luxury of Choice podcast, host and Senior Sales Trainer Steve Vaughan is joined by two fellow members of the George James training team to discuss approaches, best practice and strategies in getting more face to face meetings with decision makers. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of the Luxury of Choice Podcast Steve Vaughan and Jayne Green and joined by Jonathan Slasinski for his first podcast with the team to discuss the inevitable aspect of rejection in sales. They explore how to cope with rejection, the importance of emotional intelligence, and the learning opportunities that arise from these experiences. A key takeaway that rejection is not personal but rather a part of the business process, and they share personal stories from their own sales career as examples. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of The Luxury of Choice, Steve is joined by Jayne Green and Christian Walter to discuss the concept of corridor conversations in sales, exploring their significance, appropriate topics, and the potential pitfalls. They emphasize the importance of professionalism, curiosity, and relationship-building during these informal interactions, whether in-person or virtual. The conversation also touches on the dynamics of meeting in different environments, such as labs versus coffee shops, and the importance of post-meeting reflections to maintain rapport with clients.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode, Steve is joined again by fellow sales trainers Pru Layton and Christian Walter, to discuss product demonstrations. All too often in technical B2B sales, salespeople are too eager to book a product demonstration with a customer, without properly qualifying the opportunity. Steve, Pru and Christian discuss timing of the demonstration, how to prepare, and why the demonstration is part of the sales process, not the final objective. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

The Luxury of Choice is back for Series 3! In the episode, host Steve Vaughan and trainers Pru Layton and Christian Walter discuss the critical importance of preparation before sales calls. They explore various aspects of preparation, including mental, physical, and technical readiness, as well as the significance of researching customers to bring value to meetings. The conversation also touches on the role of AI in enhancing preparation and shares real-life examples of both good and bad preparation experiences. The episode concludes with final thoughts on the necessity of thorough preparation to ensure successful customer engagements.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this  bonus episode of the Luxury of Choice podcast, host Steve Vaughan introduces Jonathan Slasinski, a new member of the George James training team based in the United States. Jonathan shares his diverse career journey from being a high school science teacher to a successful sales professional in the life sciences industry. He discusses his transition into training and enablement roles, emphasizing the importance of effective training programs. The conversation explores the benefits of local training, the collaboration between internal and external training providers, and the value of fresh perspectives in training. Jonathan also shares his upcoming training initiatives and highlights the significance of work-life balance.Jonathan Slasinski LinkedIn Profile : https://www.linkedin.com/in/jonathan-slasinski-449a655/Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

After 22 episode of the Luxury of Choice Podcast, we are taking a short break for the summer. We will be back in September 2025 with our next series of sales and sales leadership topics. In this short message Steve Vaughan looks back on our 2nd series of the podcast, outlines the plans for Series 3, as well as giving a little teaser of something new and exciting coming in September.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of The Luxury Choice podcast, hosts Steve Vaughan, Jayne Green, and Pru Layton reflect on their personal journeys into sales, sharing insights and lessons learned throughout their careers. They discuss the importance of preparation, the value of sales training, and the significance of building strong customer relationships. The conversation also touches on the challenges of rejection and the necessity of persistence in sales. Finally, they offer sage advice for new salespeople entering the field, emphasizing the importance of prospecting and understanding the dynamics of customer interactions.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of The Luxury Choice podcast, Steve Vaughan, Pru Layton, and Jayne Green discuss effective strategies for managing large sales territories. They emphasize the importance of planning, identifying key accounts, maximizing efficiency in customer visits, and leveraging support roles. The conversation also highlights the use of technology and tools to enhance sales efforts and the need to focus on both high-potential accounts and those in less competitive areas. The episode concludes with practical tips for structuring territory coverage and maintaining customer relationships.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

Many sales people in technical sales are comfortable talking about the latest features of their instrument or consumable product. After all, they are in the role they have due their technical or scientific knowledge. However, it is an old adage in sales that customer don't buy features, they buy benefits. In this episode of the Luxury of Choice podcast, host Steve Vaughan is joined by Jayne Green and Christian Walter, where they discuss F.A.B. selling, or how to link features to an advantage, and to uncover the benefits these may bring to a customer in their work. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

Salespeople often get nervous when their manager contacts them to arrange a day in the field with them seeing customers. Field accompaniment is a great way for a sales manager to give coaching and feedback to their salesperson, and for the salesperson to learn "on the job". In this episode host and trainer Steve Vaughan is joined by his two colleagues Jayne Green and Pascal Le Floch. The team discuss the importance of preparation for the days, some key "Do's and Don'ts", how to agree who does what in the call, and lots more useful tips and recommendations. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of The Luxury of Choice, Steve Vaughan is joined by Jonathan Cooper and Christian Walter. The team discuss the critical role of feedback in personal and professional development. They explore the definition of feedback, its importance in fostering self-awareness, and the distinction between constructive feedback and criticism. The conversation emphasizes the need for effective timing, the significance of focusing on behaviors rather than personalities, and the creation of a safe environment for feedback discussions. They also touch on the concept of 'feed-forward' and share personal experiences with 360 feedback, highlighting the importance of trust and specificity in feedback processes.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

One of the most common challenges we hear from sales people is lack of time do fit everything in. Whether in front line sales, sales support or sales leadership, demands on our time from our customers, colleagues and our own organisation constantly challenge our ability to think and to plan. In this episode of The Luxury Choice podcast, host Steve Vaughan, along with colleagues Jayne Green and Pru Layton, delve into the complexities of time management in today's fast-paced business environment. They discuss the challenges posed by technology, the impact of email as both a tool and a distraction, and share effective strategies for managing time and priorities. The conversation emphasizes the importance of being effective rather than just busy, the necessity of saying no, and the value of planning one's day to enhance productivity.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of the Luxury of Choice podcast, host Steve Vaughan, along with colleagues Pru Layton and Pascal Le Floch, delve into the complexities of sales management and leadership. They explore why some team members respond better to certain managers, the importance of understanding team dynamics, and the various styles of situational leadership. The discussion emphasizes the need for self-awareness, effective coaching, and the balance between management and leadership roles. The episode provides valuable insights for sales managers on how to adapt their approach to meet the diverse needs of their team members, ultimately fostering a more productive and harmonious work environment.Key TakeawaysUnderstanding team dynamics is crucial for effective management.Self-awareness is key to improving team relationships.Different team members require different management styles.Situational leadership adapts to the needs of the individual.Coaching is essential for developing team members' skills.Delegation should be done thoughtfully to empower team members.Micromanagement can demotivate experienced employees.Regular check-ins are important for team support.Leadership is about guiding through challenges, not just managing tasks.Effective leadership requires balancing time management with team development.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this week's show Steve Vaughan is joined by two of his sales training colleagues, Pru Layton and Jayne Green. Having competition in technical B2B sales is inevitable and part of the job; however it is also good news! The team discuss why having competition helps you "sharpen the saw" and why competition doesn't necessarily mean another supplier. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

This is a special bonus episode around the topic of International Women's Day. On March 8th each year, IWD has been in place for over 100 years, and recognizes the achievements of Women worldwide, as well as campaigning for gender equality and inclusiveness. Steve Vaughan is joined by his colleague Jayne Green, plus two business leaders from the fields of lab equipment and life sciences - Belen Diaz and Johana Kuncova-Kallio. They discuss amongst several topics:Why do we still need IWD in 2025Cultural aspects to gender equality in businessThe barriers to women's career advancementChallenges and progress for Women in leadership Belen Diaz on LinkedIn : https://www.linkedin.com/in/maria-belen-diaz/Johana Kuncova-Kallio on LinkedIn: https://www.linkedin.com/in/kuncovakallio/https://www.internationalwomensday.com/Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

Having regular, scheduled 1-to-1 meeting with your team members can significantly impact employee engagement and retention. Yet many managers don't prioritize 1-to-1's, or if they do have them, do them badly! In this episode Steve Vaughan, Pru Layton and Pascal Le Floch discuss why 1-to-1's matter, where they go wrong, and give their tips and recommendations to make them effective, enjoyable and motivationa for both manager and team member. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of The Luxury Choice podcast, host Steve Vaughan and his colleagues Jayne Green, Pru Layton and Jonathan Cooper discuss the essential elements of sales success. They explore the importance of planning, understanding performance indicators, and the role of self-awareness and management in achieving sales goals. The conversation emphasizes the need for both activity and competence in sales, as well as the significance of enjoying one's job and maintaining meaningful relationships with customers and colleagues. The episode concludes with key takeaways on how to assess if one is doing the right thing in their sales role.Key Takeaways:Having a territory sales plan is crucial for success.Sales figures are lagging indicators and should not be the only focus.Enjoying your job is a key indicator of doing the right thing.Look to high performers for guidance and inspiration.Self-awareness and accountability are essential in sales roles.Regular one-on-one meetings with management can provide valuable feedback.Leading indicators help in identifying gaps early in the sales process.Skills development is necessary for maintaining competence in sales.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of the Luxury of Choice podcast, Steve Vaughan, Pascal Le Floch and Christian Walter discuss the critical skill of delegation in sales and management. They explore the definition of delegation, its importance, and the challenges faced by managers and salespeople in effectively delegating tasks. The conversation covers strategies for successful delegation, the role of trust and empowerment, and the significance of situational leadership. The hosts also address when delegation may not be appropriate, emphasizing the need for leaders to lead by example and support their teams.takeawaysDelegation is essential for effective management and sales.Trust is a fundamental component of successful delegation.Salespeople can delegate tasks, not just managers.The Eisenhower matrix is a useful tool for prioritizing tasks.Delegation should not be seen as abdication of responsibility.Effective delegation involves empowering team members.Situational leadership is crucial in determining delegation strategies.Clear communication about delegated tasks is vital.Delegation can lead to team growth and development.Leaders should lead by example and not delegate everything.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of 'The Luxury of Choice', host Steve Vaughan, along with guests Jayne and Jonathan, delve into the common phrase 'my order is stuck in purchasing'. They explore the implications of this phrase on sales forecasting and revenue projections, the importance of understanding the buying process, and the necessity of engaging with purchasing teams early in the sales process to mitigate delays. The conversation emphasizes the human aspect of purchasing and the need for salespeople to build relationships with purchasing professionals to facilitate smoother transactions. In this conversation, the speakers delve into the intricacies of the buying process, emphasizing the importance of understanding customer relationships, particularly with purchasing departments. They discuss the challenges salespeople face, including fear and preparation, and highlight the significance of addressing terms and conditions early in the sales process. The conversation concludes with insights on leveraging purchasing departments as enablers in achieving sales goals.Key Takeaways :The phrase 'my order is stuck in purchasing' often indicates a breakdown in communication between sales and purchasing.Salespeople should engage with purchasing teams early to understand their processes and requirements.Understanding the customer buying process is crucial for sales success.Building relationships with purchasing professionals can lead to smoother transactions.Salespeople often overlook the importance of the purchasing process in their sales strategy.Purchasing teams are not the enemy; they are part of the sales process.Salespeople should educate themselves on the buying process to better navigate it.Effective forecasting in sales requires close collaboration with purchasing teams.Purchasing can be overwhelmed by demands from both sales and internal teams.Engaging with purchasing early can help avoid delays and complications. Understanding the buying process is crucial for successful sales.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this final episode before the holiday season, Steve, Jonathan and Pascal discuss the challenges sales managers face in getting their teams to follow directives. They explore the importance of trust, situational leadership, and the shift from directing to coaching. The conversation emphasizes the need for active listening and understanding individual team members' needs, especially under pressure. The hosts share insights on how to foster a supportive environment that encourages autonomy and self-discovery among team members, ultimately leading to better performance and team dynamics.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

For many sales professionals, the end of the calendar year is also the end of the business year. This frequently means a lot of stress and pressure to close as many sales as possible and the make the numbers as good as they can be. In this episode Steve is joined by Debbie Airey and Jayne Green to discuss how to cope at this crucial time of the year. They discuss their own experiences of year end, both as sales professionals and sales leaders. They also reflect on the importance of not forgetting that a new business year is just around the corner, and to ensure that the focus on year end doesn't mean a poor start to the new year. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of the Luxury of Choice podcast, Steve Vaughan, Jonathan Cooper, and Christian Walter discuss the essential steps for new sales managers to take when starting their roles. They emphasize the importance of getting to know team members, understanding business metrics, and taking decisive action while balancing observation and decision-making. The conversation also highlights the significance of setting clear expectations and goals for the team to foster a productive work environment. Also discussed are the key behaviours and skills that are required for effective sales management including  active listening, delegation, coaching, and the role of feedback in fostering team success. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of The Luxury Choice podcast, Steve Vaughan, Prue Layton, and Debbie Airey discuss the complexities of bringing business forward at year-end. They explore the pros and cons of this strategy, emphasizing the importance of maintaining customer relationships and the potential pitfalls of short-term gains. The conversation also highlights the need for effective sales forecasting and alternative strategies to achieve year-end success without compromising long-term business integrity.Every year-end, salespeople are often asked to bring business forward.Bringing business forward can help clean up CRM data.Maintaining customer contact is crucial during year-end.Short-term gains can lead to long-term pain for businesses.Price manipulation can damage customer trust.Salespeople should push back against unrealistic demands.Effective forecasting is essential for year-end success.Alternative strategies can help achieve sales targets without compromising values.Understanding customer needs is key to successful sales conversations.Sales teams should focus on building long-term relationships.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of the Luxury of Choice podcast, host Steve Vaughan, along with fellow sales trainer Jonathan Cooper and Debbie Airey, delve into the complexities of the "player manager" role in sales. In other words, both managing a sales team, whilst maintaining personal sales responsibility such as a territory, key account, product line, etc. They discuss the challenges and benefits of balancing sales responsibilities with management duties, emphasizing the importance of time management, clear expectations, and effective coaching. The conversation highlights the need for strong customer relationships and the potential pitfalls of neglecting team dynamics. The episode concludes with practical advice for new sales managers and the significance of being attentive to both numbers and team needs.Being a player manager can be a great learning experience.Understanding the expectations from both management and the team is crucial.Time management is essential when balancing dual roles.Coaching is a key skill for any sales manager.Clear communication with customers is vital during field visits.It's important to listen more than you speak as a manager.Handling underperformance requires difficult conversations early on.Not every great salesperson is suited for management roles.Building trust within the team is essential for success.Asking for help should be encouraged in management.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of the Luxury of Choice podcast, host Steve Vaughan, fellow sales trainer Jane Green and new colleague Debbie Airey discuss the challenges of facing rejection in sales, particularly the word 'no.' They explore the emotional impact of rejection, the different types of 'no' responses, and the importance of asking open questions to understand customer needs better. The conversation also delves into the sales process, the significance of effective prospecting, and strategies for resilience in the face of rejection. The episode concludes with practical tips for handling objections and maintaining a positive attitude after receiving a 'no.'Takwaways:Rejection is a common part of the sales process.Understanding the emotional impact of 'no' is crucial for salespeople.There are different types of 'no' responses that can guide future actions.Asking open questions can uncover customer needs and objections.Effective prospecting requires a strategic approach and resilience.Sales is often a numbers game; persistence is key.Maintaining a positive attitude after rejection is essential.Building relationships with customers can reduce the frequency of 'no.'Sales training should include role-playing to prepare for objections.Understanding how customers prefer to communicate can improve engagement.All views are the opinions of the individual trainers. Music by artist.ioSteve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode, Steve Vaughan is joined by fellow sales trainers Christian Walter and Pascal le Floche.The team discuss the challenges of transitioning from a sales role to a sales management position, particularly when promoted from within the team. They share insights on: -Recognizing the shift in skills required, from being an individual contributor to leading and developing a team. -Setting boundaries and managing relationships with former peers to maintain a healthy team dynamic- Focusing on enabling the team's success rather than replicating one's own individual achievements. - The importance of coaching, providing feedback, and understanding team members' goals for their development. - Conducting effective one-on-one sessions and leveraging "windscreen time" for open conversations and coaching- Regularly visiting the team in the field to better understand their challenges and provide hands-on coaching. - Prioritizing key objectives and avoiding distractions to effectively manage the team amidst constant demands. The team also emphasize the significant shift in mindset and skills required when transitioning to a management role, highlighting the need for strong leadership, clear communication, and a focus on developing and empowering the team for successSteve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

After the summer break, the george james team are back with season 2 of the podcast. In this episode, Steve, Pru and Jayne discuss the topic of ghosting in sales. They define ghosting as when a customer or prospect stops responding to calls, emails, or other forms of communication. The hosts explore the reasons why ghosting happens, such as misaligned expectations, fear of rejection, and the customer not being happy with something but not expressing it. They emphasize the importance of setting clear next steps and explicitly agreeing on them with the customer. They also highlight the need for salespeople to not take ghosting personally and to see it as valuable information for moving on to the next opportunity. TakeawaysGhosting in sales refers to when a customer or prospect stops responding to communication.Misaligned expectations and fear of rejection are common reasons for ghosting.Setting clear next steps and explicitly agreeing on them with the customer can help prevent ghosting.Salespeople should not take ghosting personally and see it as valuable information for moving on to the next opportunity. Prospects may ghost salespeople because they don't want to deliver bad news or because they have concerns or uncertainties.Gathering information early in the sales process and involving all relevant stakeholders can help minimize the chances of being ghosted.Having a coach or ally within the customer's organization can provide valuable insights and support.To prevent ghosting, it's important to ask for feedback, agree on the next steps, and understand the customer's timeline and decision-making process.Salespeople should not take rejection personally and should focus on continuous improvement.Music for the show from artlist.ioSteve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode, Steve, Pru and Jonathan discuss what to do if a salesperson is behind target. They emphasize the importance of not panicking and instead evaluating why they are behind and taking ownership of their actions. They suggest reflecting on what they have been doing and identifying any areas for improvement. They also discuss the difference between targeting bookings and invoiced sales and the need to focus on actions that will have an impact on closing the gap. The hosts also provide advice for sales managers on how to support and lead their team members who are behind target.Key Takeaways:Don't panic and evaluate why you are behind targetReflect on your actions and identify areas for improvementFocus on actions that will have an impact on closing the gapConsider the difference between targeting bookings and invoiced salesSales managers should support and lead their team members who are behind targetSteve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode of The Luxury Choice podcast, host Steve Vaughan interviews Mark Davison, the CEO of Grant Instruments, a scientific equipment brand. Mark shares his background and career journey, including his experience in the pharmaceutical industry and his role in preventing the production and distribution of fake drugs. They discuss the role of a CEO, the challenges and opportunities in the scientific equipment industry, and the importance of sustainability in business. Mark also talks about his podcast, The Big Experiment, where he explores the intersection of science and business.Key Takeaways:Mark Davison has a diverse background, starting as a biochemist and working in various roles in the pharmaceutical and biotech industries before becoming the CEO of Grant Instruments.The role of a CEO involves setting the vision for the company, communicating with stakeholders, and evangelizing the brand.Grant Instruments is a global manufacturer of scientific equipment, specializing in temperature control and cryopreservation solutions for laboratories.Sustainability is a key focus for Grant Instruments, both for environmental reasons and as a business strategy. They have moved to a more sustainable facility and prioritize eco-friendly practices.Mark Davison hosts The Big Experiment podcast, where he explores the journey of turning scientific ideas into successful businesses.The scientific equipment industry is facing challenges such as increasing competition and the need to differentiate products. Grant Instruments aims to move up the value chain and focus on higher-value propositions.The four-day workweek has been implemented at Grant Instruments, resulting in increased employee satisfaction and maintained productivity.The podcast episode concludes with a discussion on the challenges and opportunities in the life science research industry and the importance of staying adaptable and responsive to market trends.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode, Steve and Pru discuss the topic of closing in sales. They define closing as the final step of the sales process where the customer agrees to place an order. However, they also emphasize that closing is not just about getting the order, but also about getting commitment to the next step in the sales process. They discuss the importance of always having a next step and continually seeking commitment from the customer. They also explore the reasons why salespeople sometimes fail to ask for the next step, such as fear of rejection or appearing too salesy. They provide tips for effective closing, including using a summary close and being authentic in your approach. They also caution against talking yourself out of a sale after the customer has already said yes. Overall, they stress the importance of clear communication and agreement on the next steps in the sales process.Closing the sale is the final step of the sales process where the customer agrees to place an order.Closing is not just about getting the order, but also about getting commitment to the next step in the sales process.Always have a next step and continually seek commitment from the customer.Fear of rejection or appearing too salesy can prevent salespeople from asking for the next step.Use a summary close to recap the customer's agreement and ask for their commitment.Be authentic in your approach and use your own words when closing.Avoid talking yourself out of a sale after the customer has already said yes.Clear communication and agreement on the next steps are crucial in the sales processSteve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this interview episode, Steve chats to Samuel Issacs. Sam is the Head of Marketing at Niox. He discusses the impact of digital marketing on the medical devices industry and the importance of internal marketing. He shares insights on marketing strategies, the role of passion in marketing, and the use of LinkedIn for marketing activities. The conversation covers the use of digital marketing, particularly on LinkedIn, for medical device companies. It explores the challenges and opportunities of marketing in a regulated industry, the importance of compliance, and the use of digital tools like augmented reality to enhance customer experience. The conversation also emphasizes the significance of website optimization and customer feedback in digital marketing strategies.TakeawaysThe impact of digital marketing on the medical devices industryThe importance of internal marketing and transparency in marketing decisionsThe role of passion in marketing and its impact on customer engagementThe use of LinkedIn for marketing activities and compliance with medical device regulations Marketing in regulated industries like medical devices requires careful consideration of compliance and regulations.Digital tools like LinkedIn and augmented reality can be used to reach and engage target audiences effectively.Website optimization and customer feedback are crucial for successful digital marketing strategies.Sam Isaacs on LinkedIn : https://www.linkedin.com/in/samisaacscreative/Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode, Steve, Pru and Jonathan discuss customer objections in the sales process.  They define customer objections as concerns or disagreements raised by customers that can halt the sales process. They explore the reasons why customers raise objections, including misunderstandings, competitor influence, biased opinions, and the need for certainty before making a decision. The hosts emphasize the importance of clear communication and understanding customer perspectives. In this conversation, the team discuss the importance of understanding customer objections and concerns in the sales process. They emphasize that objections are actually good news because they indicate customer interest and provide an opportunity to address any doubts or uncertainties. They also highlight the distinction between real objections, which are genuine roadblocks, and false objections, which can be overcome or minimized. The hosts stress the need for salespeople to actively seek out objections early in the sales process and to ask probing questions to fully understand the customer's concerns. They also touch on the topic of price as a common false objection and the importance of handling objections with patience and empathy.TakeawaysCustomer objections are concerns or disagreements raised by customers that can halt the sales process.Objections can arise due to misunderstandings, competitor influence, biased opinions, and the need for certainty before making a decision.Clear communication and understanding customer perspectives are crucial in addressing objections.Objections can be seen as opportunities and buying signals rather than obstacles. Objections are good news in the sales process as they indicate customer interest and provide an opportunity to address concerns.Salespeople should actively seek out objections early in the sales process and ask probing questions to fully understand the customer's concerns.There is a distinction between real objections, which are genuine roadblocks, and false objections, which can be overcome or minimized.Price is often a false objection, and salespeople should seek to understand the underlying reasons behind the objection.Handling objections requires patience, empathy, and a focus on seeking to understand the customer's perspective.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode, Steve Vaughan interviews Joe Keeler, the Managing Director of Belbin Ltd. They discuss the concept of Belbin team roles and how they can help teams work better together. The Belbin team roles theory originated from research conducted at Henley Business School in the 1960s and has since been applied in various industries. The theory identifies nine distinct clusters of behavior that are crucial for team performance. Each team member has a preferred team role, and understanding these roles can help teams identify gaps and optimize their performance. Belbin is a tool that helps teams understand their strengths and weaknesses by identifying nine different team roles. These roles include the Resource Investigator, Team Worker, Coordinator, Shaper, Implementer, Completer Finisher, Plant, Monitor Evaluator, and Specialist. Each role has its own unique characteristics and contributions to the team. Belbin can be used in various contexts, including team building, recruitment, and sales. It helps individuals become more self-aware and understand their impact on others. The future of Belbin lies in promoting the importance of teamwork and celebrating diversity within teams.Key Takeaways:Belbin team roles theory originated from research conducted at Henley Business School in the 1960s.There are nine distinct clusters of behavior that are crucial for team performance.Each team member has a preferred team role, and understanding these roles can help teams identify gaps and optimize their performance.Managers should be realistic and recognize the strengths of each team member to effectively manage and get the most out of their team. Belbin helps teams understand their strengths and weaknesses through nine different team roles.It promotes self-awareness and helps individuals understand their impact on others.Belbin can be used in team building, recruitment, and sales strategies.The future of Belbin lies in promoting the importance of teamwork and celebrating diversity within teams.Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this second of a two part series on effective negotiations, Steve, Pru and Jonathan discuss the practical aspects of negotiating with a professional purchaser.  They talk about how to achieve a win:win, how to effectively trade, seeking agreement, why you can enjoy a negotiation, why you shoudn't offer percentage discounts, and why the purchaser can be your best ally in the account! Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this episode, Steve's guest is Manel Berga.  Manel is responsible for lead generation and lead management for Novonesis, with a particular focus on using LinkedIn to find, nurture and actively manage prospects using LinkedIn. Steve and Manel discuss how sales people can proactively identify and reach out to potential customers successfully and effectively using social selling, specifically LinkedIn Manel Berga on LinkedIn https://www.linkedin.com/in/manelberga/Seth Godin book on Permissive Marketing here  Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this first of a two part series, Steve, Pru and Jonathan look at what are the key steps in planning and preparation for an effective negotiation. They discuss, amongst other topics: What is a Win/WinKnowing your position before starting the negotiationWho should be on the teamShould you take your bossWhy you should look forward to a negotiation The 2nd part of this series will cover the actual negotiation on the day. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In this Luxury of Choice interview episode, Steve meets Jiteen Ahmed. Jiteen is Head of Technical Services in the colleague of Health and Life Sciences at Aston University, UK. He is also chair of the Southern Universities Purchasing Consortium. In a wide ranging discussion, Jiteen and Steve discuss :Why suppliers to UK universities MUST have a sustainability policyThe importance of framework agreements in scientific purchasing Why salespeople should engage early with purchasing department when working on a new projectThe importance of understanding the various stakeholders when working on an opportunity at a university,  and why the technician is your best friendWhy purchasing are not the enemy!Jiteen Ahmed's LinkedIn page : https://www.linkedin.com/in/jiteenahmed/Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/

In technical sales, at some stage in the sales process we have to engage with ultimate decision makers. Often senior people in the account, they are unlikely to want to have technical conversations; instead they will want to know about return on investment Investment, any pereceived risk,  and how any purchase would fit into the organisation's strategic goals.  In this episode Steve, Pru and Jonathan discuss:How to identify and make contact with key decision makersHow to prepare for any meeting with themHow to find our about the account's strategic directionWhy you need a sponsor to help you reach key senior peopleWhy we should always aim high in our customers organisation. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/