The Luxury Of Choice - Sales Skills Podcast

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The Luxury Of Choice - Sales Skills Podcast

Steve Vaughan

52 episodes

1 week ago

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 importance of emotional intelligence, and the learning opportunities that arise from these experiences. A key takeaway that rejection is not personal but rather a part of the business process, and they share personal stories from their own sales car...

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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 importance of emotional intelligence, and the learning opportunities that arise from these experiences. A key takeaway that rejection is not personal but rather a part of the business process, and they share personal stories from their own sales car...

Show more...

Episodes (20/52)

The Luxury Of Choice - Sales Skills Podcast

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 importance of emotional intelligence, and the learning opportunities that arise from these experiences. A key takeaway that rejection is not personal but rather a part of the business process, and they share personal stories from their own sales car...

1 week ago

32 minutes

The Luxury Of Choice - Sales Skills Podcast

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. They emphasize the importance of professionalism, curiosity, and relationship-building during these informal interactions, whether in-person or virtual. The conversation also touches on the dynamics of meeting in different environments, such as labs versus coff...

3 weeks ago

28 minutes

The Luxury Of Choice - Sales Skills Podcast

Why the Demo Isn't the Sale!

Let us know your thoughts on this episode! 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, without properly qualifying the opportunity. Steve, Pru and Christian discuss timing of the demonstration, how to prepare, and why the demonstration is part of the sales process, not the final objective. ...

1 month ago

35 minutes

The Luxury Of Choice - Sales Skills Podcast

Why the sales call starts before the call!

Let us know your thoughts on this episode! 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 mental, physical, and technical readiness, as well as the significance of researching customers to bring value to meetings. The conversation also touches on the role of AI in enhancing preparation and shares ...

1 month ago

32 minutes

The Luxury Of Choice - Sales Skills Podcast

George James training in the US - Meet Jonathan Slasinski

Let us know your thoughts on this episode! 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 high school science teacher to a successful sales professional in the life sciences industry. He discusses his transition into training and enablement roles, emphasizing the importance of effective training prog...

2 months ago

17 minutes

The Luxury Of Choice - Sales Skills Podcast

Series 2 Finale, and plans for Series 3!

Let us know your thoughts on this episode! 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 back on our 2nd series of the podcast, outlines the plans for Series 3, as well as giving a little teaser of something new and exciting coming in September. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walt...

3 months ago

2 minutes

The Luxury Of Choice - Sales Skills Podcast

Lessons Learned from our Sales Careers - Team Reflections

Let us know your thoughts on this episode! 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 preparation, the value of sales training, and the significance of building strong customer relationships. The conversation also touches on the challenges of rejection and the necessity of persistence in sales. Finally...

4 months ago

29 minutes

The Luxury Of Choice - Sales Skills Podcast

Help! My sales territory is enormous!

Let us know your thoughts on this episode! 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 efficiency in customer visits, and leveraging support roles. The conversation also highlights the use of technology and tools to enhance sales efforts and the need to focus on both high-potential accounts and those in...

5 months ago

30 minutes

The Luxury Of Choice - Sales Skills Podcast

How to be F.A.B. at sales!

Let us know your thoughts on this episode! 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 in sales that customer don't buy features, they buy benefits. In this episode of the Luxury of Choice podcast, host Steve Vaughan is joined by Jayne Green and Christian Walter, where they discuss F.A.B. selli...

5 months ago

28 minutes

The Luxury Of Choice - Sales Skills Podcast

Help! My boss wants to visit customers with me in the field!

Let us know your thoughts on this episode! 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 salesperson to learn "on the job". In this episode host and trainer Steve Vaughan is joined by his two colleagues Jayne Green and Pascal Le Floch. The team discuss the importance of preparation for the days, some ...

6 months ago

29 minutes

The Luxury Of Choice - Sales Skills Podcast

The Gift of Feedback: A Path to Improvement

Let us know your thoughts on this episode! 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 importance in fostering self-awareness, and the distinction between constructive feedback and criticism. The conversation emphasizes the need for effective timing, the significance of focusing on behaviors rather ...

6 months ago

26 minutes

The Luxury Of Choice - Sales Skills Podcast

How do I find enough time to do everything!

Let us know your thoughts on this episode! 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 constantly challenge our ability to think and to plan. In this episode of The Luxury Choice podcast, host Steve Vaughan, along with colleagues Jayne Green and Pru Layton, delve into the complexities of time ma...

6 months ago

31 minutes

The Luxury Of Choice - Sales Skills Podcast

Mastering Team Dynamics in Sales - The Art of Situational Leadership

Let us know your thoughts on this episode! In this episode of the Luxury of Choice podcast, host Steve Vaughan, along with colleagues Pru Layton and Pascal Le Floch, delve into the complexities of sales management and leadership. They explore why some team members respond better to certain managers, the importance of understanding team dynamics, and the various styles of situational leadership. The discussion emphasizes the need for self-awareness, effective coaching, and the balance between...

7 months ago

32 minutes

The Luxury Of Choice - Sales Skills Podcast

Why having competition in sales is good news!

Let us know your thoughts on this episode! In this week's show Steve Vaughan is joined by two of his sales training colleagues, Pru Layton and Jayne Green. Having competition in technical B2B sales is inevitable and part of the job; however it is also good news! The team discuss why having competition helps you "sharpen the saw" and why competition doesn't necessarily mean another supplier. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green ...

7 months ago

33 minutes

The Luxury Of Choice - Sales Skills Podcast

International Women's Day - Why do we need IWD in 2025?

Let us know your thoughts on this episode! This is a special bonus episode around the topic of International Women's Day. On March 8th each year, IWD has been in place for over 100 years, and recognizes the achievements of Women worldwide, as well as campaigning for gender equality and inclusiveness. Steve Vaughan is joined by his colleague Jayne Green, plus two business leaders from the fields of lab equipment and life sciences - Belen Diaz and Johana Kuncova-Kallio. They discuss amon...

8 months ago

38 minutes

The Luxury Of Choice - Sales Skills Podcast

Why 1-to-1 meetings matter, and our tips to make them effective!

Let us know your thoughts on this episode! Having regular, scheduled 1-to-1 meeting with your team members can significantly impact employee engagement and retention. Yet many managers don't prioritize 1-to-1's, or if they do have them, do them badly! In this episode Steve Vaughan, Pru Layton and Pascal Le Floch discuss why 1-to-1's matter, where they go wrong, and give their tips and recommendations to make them effective, enjoyable and motivationa for both manager and team member.&nb...

8 months ago

35 minutes

The Luxury Of Choice - Sales Skills Podcast

Am I doing the right things to make my sales number?

Let us know your thoughts on this episode! In this episode of The Luxury Choice podcast, host Steve Vaughan and his colleagues Jayne Green, Pru Layton and Jonathan Cooper discuss the essential elements of sales success. They explore the importance of planning, understanding performance indicators, and the role of self-awareness and management in achieving sales goals. The conversation emphasizes the need for both activity and competence in sales, as well as the significance of enjoying one's...

8 months ago

34 minutes

The Luxury Of Choice - Sales Skills Podcast

How to Delegate Effectively

Let us know your thoughts on this episode! In this episode of the Luxury of Choice podcast, Steve Vaughan, Pascal Le Floch and Christian Walter discuss the critical skill of delegation in sales and management. They explore the definition of delegation, its importance, and the challenges faced by managers and salespeople in effectively delegating tasks. The conversation covers strategies for successful delegation, the role of trust and empowerment, and the significance of situational leadersh...

9 months ago

29 minutes

The Luxury Of Choice - Sales Skills Podcast

Why is my sale stuck in purchasing? And what can I do about it!!

Let us know your thoughts on this episode! In this episode of 'The Luxury of Choice', host Steve Vaughan, along with guests Jayne and Jonathan, delve into the common phrase 'my order is stuck in purchasing'. They explore the implications of this phrase on sales forecasting and revenue projections, the importance of understanding the buying process, and the necessity of engaging with purchasing teams early in the sales process to mitigate delays. The conversation emphasizes the human aspect o...

9 months ago

34 minutes

The Luxury Of Choice - Sales Skills Podcast

Why doesn't my sales team do what I tell them to do?

Let us know your thoughts on this episode! 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 directing to coaching. The conversation emphasizes the need for active listening and understanding individual team members' needs, especially under pressure. The hosts share insights on how to foster a support...

10 months ago

40 minutes