Decision Makers - how to get to see them and what they will want to talk about Artwork

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.

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The Luxury Of Choice - Sales Skills Podcast

Decision Makers - how to get to see them and what they will want to talk about

March 03, 2024 • Steve Vaughan • Season 1 • Episode 15

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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 makers
How to prepare for any meeting with them
How to find our about the account's strategic direction
Why you need a sponsor to help you reach key senior people
Why we should always aim high in our customers organisation.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche Jayne Green and Debbie Airey are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com

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/
Debbie Airey https://www.linkedin.com/in/debbie-airey-43026110/

george james training website https://georgejames-training.com/

People on this episode

Steve Vaughan

Host