The Luxury Of Choice - Sales Skills Podcast
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.
Episodes
33 episodes
Why doesn't my sales team do what I tell them to do?
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...
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Season 2
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Episode 8
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40:22
Navigating Year-End Sales Pressures
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 ...
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Season 2
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Episode 7
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31:38
The New Sales Manager - Where to start, what to do, and when!
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 me...
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Season 2
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Episode 6
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35:14
The Pro's and Con's of bringing business forward at year end.
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 maintai...
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Season 2
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Episode 5
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30:04
Navigating the Player-Manager role in sales - managing the team and selling personally at the same time
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...
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Season 2
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Episode 4
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36:58
Coping with Rejection and the Word No in Sales
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 impa...
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Season 2
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Episode 3
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32:17
From in the Team to Being the Boss - Stepping up as a New Sales Manager
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 withi...
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Season 2
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Episode 2
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34:59
Who's afraid of Ghosting? Why customers don't get back to you, and what can you do about it
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 ...
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Season 2
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Episode 1
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36:28
Behind your Sales Target? Here's what you need to do.
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 reflect...
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Season 1
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Episode 25
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34:19
Mark Davison - CEO of Grant Instruments- leading a scientific equipment manufacturer in 2024
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 ...
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Season 1
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Episode 24
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36:32
Closing and Agreeing the Next Steps in Sales
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 th...
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Season 1
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Episode 23
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32:50
Samuel Issacs - Digital Marketing in the Medical Devices Industry
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 marketin...
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Season 1
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Episode 22
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32:12
Facing Objections in the Sales Process
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 cust...
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Season 1
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Episode 21
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38:43
Jo Keeler: Building effective teamwork using Belbin team roles
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 con...
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Season 1
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Episode 20
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34:04
Effective Negotiations Part 2
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...
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Season 1
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Episode 19
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33:06
Manel Berga - Successful social selling using LinkedIn
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 ...
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Season 1
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Episode 18
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38:47
Effective Negotiations Part 1
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 pos...
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Season 1
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Episode 17
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34:26
Jiteen Ahmed- Purchasing and supplier engagement at a leading UK university
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...
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Season 1
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Episode 16
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36:12
Decision Makers - how to get to see them and what they will want to talk about
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 o...
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Season 1
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Episode 15
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29:34
Why Cold Calling isn't Dead - Anthony Stears, The Telephone Assassin
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 teleph...
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Season 1
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Episode 14
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39:00
Professional Product Demonstrations - The Do's and Don'ts
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 import...
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Season 1
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Episode 13
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48:44
Debbie Airey- Experienced Sales Leader at Halma plc- A Luxury of Choice Interview
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 year...
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Season 1
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Episode 12
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29:35
10 great New Year's resolutions for salespeople in technical sales
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 persona...
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Season 1
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Episode 11
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30:57
Looking back on 2023, plus plans for 2024
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 ...
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Season 1
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Episode 10
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4:21
The Culture Challenge and the impact of toxic culture in business
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 j...
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Season 1
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Episode 9
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33:42
