The Luxury Of Choice - Sales Skills Podcast | Podcast Guru

Details

The Luxury of Choice podcast is a technical B2B sales skills and knowledge podcast brought to you by the training team of george james ltd. Each show features a discussion between the host Steve Vaughan and fellow sales trainers on various aspects of sales skills based on their vast experience. George james ltd is a specialist sales training 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.

Recent Episodes

Selling to Scientists: Build Trust, Prove Your Value and Ask Better Questions

What does a sceptical scientist need before they’ll buy? Evidence, understanding and a salesperson they can trust. In this episode of The Luxury of Choice, Steve Vaughan joins fellow George James trainers Jonathan Cooper and Christian Walter to explore what makes selling to scientists different—and how to build credibility from the first conversation. Drawing on decades of technical sales experience, they discuss why good questioning matters more than an early product pitch, how to distinguis...

31 MIN

Why Great Salespeople Still Lose Deals

Even the best salespeople lose deals. But why does it happen, and what can we learn from it? In this episode of The Luxury of Choice, Steve Vaughan is joined by fellow george james trainers Jonathan Cooper and Jonathan Slasinski to explore the mistakes, assumptions and missed opportunities that can cost us business — including the story of a $2 million deal that slipped away. We discuss the importance of listening, the dangers of complacency, understanding customer risk, identifying the real ...

32 MIN

Busy Isn’t Enough: Why Salespeople Need to Think Like Business Owners

In technical B2B sales today, it has never been easier to be busy and yet never been harder to be effective. Salespeople need to focus on things that maximise their time on activities and plans that bring about the best business return. In short, to approach their territories and selling with a "CEO of my territory" mindset. In this episode, Steve Vaughan is joined by fellow trainers Jonathan Slasinski and Christian Walter. They discuss: What business acumen means for salespeopleHolisti...

32 MIN

Why Customers Don’t Change Supplier: Overcoming the Activation Energy of Change

The podcast is back for season 4! In this episode Steve Vaughan is joined by fellow trainers Pru Layton and Jonathan Slasinski to discuss one of the most frustrating part of sales. Why don't customer change supplier? You have have clear (to you) benefits in your product or service, but the customer is fine to stay where they are. As the team discuss, the reasons are many. They include: poor qualification, timing, not enough customer "pain" and the need to reach the customers...

38 MIN

Meet Qing Qing Dai: Providing George James Training in Asia-Pacific

In this special episode, Steve Vaughan welcomes the newest member of the George James training team, Qing Qing Dai, joining us from Singapore. With more than a decade of experience in laboratory instrumentation sales, product management and sales leadership across Asia-Pacific, Qing Qing shares her journey from an introverted Food Science graduate who never imagined a career in sales to becoming a successful sales leader responsible for developing teams across the region. Together they discus...

14 MIN