Claim OwnershipThe Luxury Of Choice - Sales Skills Podcast
Subscribed: 3Played: 21
Subscribe
© 2024 The Luxury Of Choice - Sales Skills Podcast
Description
The Luxury of Choice podcast is a sales skills and knowledge podcast brought to you by the training team of george james ltd. Each month Jonathan Cooper, Pru Layton and Steve Vaughan discuss various aspects of technical sales methodologies and skills. The mid month show features a guest interview with a subject matter expert in a relevant field.
George james ltd is a specialist training, executive recruitment and consulting business operating in the life science, laboratory equipment, medical devices and precision industrial market sectors. Based in the UK , our customers base is global.
All opinions voiced on the podcast as those of the presenter in question and may not necessarily be the policy of george james ltd. Any facts and data quoted are believed to be correct at the time of recording.
George james ltd is a specialist training, executive recruitment and consulting business operating in the life science, laboratory equipment, medical devices and precision industrial market sectors. Based in the UK , our customers base is global.
All opinions voiced on the podcast as those of the presenter in question and may not necessarily be the policy of george james ltd. Any facts and data quoted are believed to be correct at the time of recording.
21 Episodes
Reverse
Message the show!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 perspe...
Message the show!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, ...
Message the show!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 and Pru Layton are Senior Sales Trainers from geor...
Message the show!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 Go...
Message the show!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 and Pru La...
Message the show!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 pu...
Message the show!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 makersH...
Message the show!In this Luxury of Choice Interview show, Steve talks to Anthony Stears, The Telephone Assassin. Anthony is a leading expert on Telephone Engagement, specialising in helping businesses to improve customer service and sales results via the telephone. They discuss:How to get more appointments using the phoneWhat are the " 3P's" of proactive telephone useThe importance of preparation and research before picking up the phoneHow to handle voicemail. What cold calling sti...
Message the show!Product demonstrations are a key part of any sales process in technical equipment sales. In this episode Steve, Pru and Jonathan discuss the do's and don't of a great demonstration; including how to prepare, the key questions to ask, the importance of timing and what is a "puppy dog close"! The team also discuss some questions from listeners to the show. Steve Vaughan, Jonathan Cooper and Pru Layton are Senior Sales Trainers from george james ltd. You can email the show ...
Message the show!For this interview episode Steve talks with Debbie Airey. Debbie is an experienced and successful Sales Leader within Halma plc, a global group of life saving businesses, and one of the UK's most admired companies. After 4 successful years with the Halma business Crowcon, where she has doubled sales, she is starting a new role at another group business, Minicam. Steve and Debbie discuss:How she achieved the sales growth at CrowconHow sales and business has changed...
Message the show!Steve, Jonathan and Pru are back for the first show of 2024, and their topic is 10 great New Year's resolutions for salespeople in technical sales. They discuss:Why the start of the year is a great time to work on your personal developmentWhy looking back on what you did- or didn't- do last year is a great place to start your plans for 2024Why seeing the customers you don't like seeing may be the key to your success in 2024Plus a special bonus 11th resolution from Pru r...
Message the show!This special holiday season episode features Steve reflecting on 2023 and outlining the plans for the show in 2024. We want to hear from you! If you have any sales or business related question you would like to ask the team, or if you have a suggestion for a guest interview we would love to hear from you. Email us at podcast@georgejames-training.com - let us know if you would like the question to be anonymous. See you in 2024! Steve Vaughan, Jonathan Cooper and...
Message the show!For this month's interview show Steve talks with three HR and business professionals about the impact of culture on sales and business. Becky Crisp, Katy Davies and Jo Boyd discuss with Steve:How company culture is not just about having some words on a piece of paper!Why culture doesn't (just) come from the boardroom but from the whole organisationWhy anyone in an organisation with toxic culture should be able to speak up to highlight the problemsHow a toxic culture can ...
Message the show!Steve Vaughan is joined by three new members of the george james training team for a discussion on what makes a great sales call, and some key do's and don't for a professional visit to a customer. Steve, Jayne, Christian and Pascal discuss, amongst other topics :Why there is no excuse for not being fully prepared!The importance of having a clear objectiveHow silence can be so powerful in a sales callWhy the customer should do most of the talkingWhy there is always...
Message the show!On our latest interview show, Steve talks to Luke Evans from Heddway. Luke specializes in provided training for mental fitness and a positive mental approach. Luke tells Steve:How his personal journey from growing up in the Welsh Valley's to working as a trainer for a leading pharmaceutical company has led to him starting his own business to provide mental fitness trainingWhy training skills is not enough; training attitude and approach is just as important!What is mental fit...
Message the show!In this weeks show Steve, Pru and Jonathan discuss kick off meetings. Many businesses with a calendar financial year will right now be planning their start the year meeting for 2024, so this episode will be really helpful for anyone working on their event. The team discuss:Why less is more when it comes to the agenda;Why having a theme is a great idea for your kick off meeting;Should you ask you CEO, CFO, etc to come to the meeting?Whether you should invite your distrib...
Message the show!In this 2nd of our interview shows, Steve talks to Martina Neville, PhD of Detta Consults. Martina is a specialist and subject matter expert in the field of life science marketing. This is a thought proving show that will for sure get you thinking! Martina tells Steve:Why companies move too quickly into tactical marketing communications before getting their strategy sortedWhy most companies get it wrong on LinkedInWhy your company can't tell you what to post on LinkedIn...
Message the show!In this latest episode, Jonathan, Pru and Steve, the training team of george james ltd discuss qualification of sales opportunities. Qualification is a key part of any well managed sales processes. The team discuss:Why you don't have to run with every sales opportunityWhy commercial qualification is just as important as technical qualificationWhy sales people don't ask about the available budget early enough in the sales processWhy we are kidding ourselves if their is n...
Message the show!The Luxury of Choice Podcast now becomes a two episodes per month show, with our first guest, Sharon Eaton of BioChannel Partners. Sharon has over 30 years of expertise in working with, managing and finding channel partners in the laboratory equipment and life science markets. BioChannel Partners have been in business for over 20 years and specialises in finding high quality channel partners in any country around the world, for manufacturers looking for distributors, wit...
Message the show!For this second podcast from the training team at george james ltd, Steve, Pru and Jonathan discuss the Sales Process. They talk about :Why do businesses and sales teams need a processWhy selling isn't just all about charisma and being a good talker!Why the best sales processes are simple and easy to understandHow having a sales process means you always know what is the next step in a saleWhy keeping your CRM updated isn't just "admin". Steve Vaughan, Jonathan Coop...
Comments
Download from Google Play
Download from App Store
United States