The Luxury Of Choice - Sales Skills Podcast
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.
Episodes
65 episodes
Imposter Syndrome in Technical B2B Sales
Most salespeople and leaders face Imposter Syndrome in sales - the feeling of self doubt and of being " a fraud". In this episode, host Steve Vaughan is joined by fellow George James trainer Jonathan Cooper and special guest Rupa Ark, a Senior ...
You're Not the Technical Expert- and That's OK!
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 Choi...
Unlocking LinkedIn: How to Find Your Perfect Customer
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, Ste...
How to Make Cold Calls Warmer (Without Sounding Like a Sales Script)
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:
What do GREAT sales people do after EVERY sales visit?
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 ...
How to walk away from a sale
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 j...
Getting your purchase order out of purchasing - revisited!
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 cust...
Handling customer objections -revisited!
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 f...
How to get more face to face meetings
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 increa...
Forecasting - Or Fortune Telling!
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, a...
Navigating Stakeholders in Complex Sales
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 s...
What Laboratory Buyers REALLY want
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 understa...
Getting More Appointments
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...
Why rejection isn't personal, and how to learn from it
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 Dangers of the Corridor Conversation
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. Th...
Why the Demo Isn't the Sale!
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,...
Why the sales call starts before the call!
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...
George James training in the US - Meet Jonathan Slasinski
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 hi...
Series 2 Finale, and plans for Series 3!
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 bac...
Lessons Learned from our Sales Careers - Team Reflections
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 preparat...
Help! My sales territory is enormous!
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 efficien...
How to be F.A.B. at sales!
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...
Help! My boss wants to visit customers with me in the field!
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 sale...
The Gift of Feedback: A Path to Improvement
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 impo...
How do I find enough time to do everything!
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 consta...