The Luxury Of Choice - Sales Skills Podcast

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 supportive environment that encourages autonomy and self-discovery among team members, ultimately leading to better performance and team dynamics.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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 this episode Steve is joined by Debbie Airey and Jayne Green to discuss how to cope at this crucial time of the year. They discuss their own experiences of year end, both as sales professionals and sales leaders. They also reflect on the importance of not forgetting that a new business year is just around the corner, and to ensure that the focus on year end doesn't mean a poor start to the new year. 

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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 members, understanding business metrics, and taking decisive action while balancing observation and decision-making. The conversation also highlights the significance of setting clear expectations and goals for the team to foster a productive work environment. Also discussed are the key behaviours and skills that are required for effective sales management including  active listening, delegation, coaching, and the role of feedback in fostering team success. 

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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 maintaining customer relationships and the potential pitfalls of short-term gains. The conversation also highlights the need for effective sales forecasting and alternative strategies to achieve year-end success without compromising long-term business integrity.

• Every year-end, salespeople are often asked to bring business forward.
• Bringing business forward can help clean up CRM data.
• Maintaining customer contact is crucial during year-end.
• Short-term gains can lead to long-term pain for businesses.
• Price manipulation can damage customer trust.
• Salespeople should push back against unrealistic demands.
• Effective forecasting is essential for year-end success.
• Alternative strategies can help achieve sales targets without compromising values.
• Understanding customer needs is key to successful sales conversations.
• Sales teams should focus on building long-term relationships.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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, whilst maintaining personal sales responsibility such as a territory, key account, product line, etc.

 They discuss the challenges and benefits of balancing sales responsibilities with management duties, emphasizing the importance of time management, clear expectations, and effective coaching. The conversation highlights the need for strong customer relationships and the potential pitfalls of neglecting team dynamics. The episode concludes with practical advice for new sales managers and the significance of being attentive to both numbers and team needs.

• Being a player manager can be a great learning experience.
• Understanding the expectations from both management and the team is crucial.
• Time management is essential when balancing dual roles.
• Coaching is a key skill for any sales manager.
• Clear communication with customers is vital during field visits.
• It's important to listen more than you speak as a manager.
• Handling underperformance requires difficult conversations early on.
• Not every great salesperson is suited for management roles.
• Building trust within the team is essential for success.
• Asking for help should be encouraged in management.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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 impact of rejection, the different types of 'no' responses, and the importance of asking open questions to understand customer needs better. The conversation also delves into the sales process, the significance of effective prospecting, and strategies for resilience in the face of rejection. The episode concludes with practical tips for handling objections and maintaining a positive attitude after receiving a 'no.'

Takwaways:

• Rejection is a common part of the sales process.
• Understanding the emotional impact of 'no' is crucial for salespeople.
• There are different types of 'no' responses that can guide future actions.
• Asking open questions can uncover customer needs and objections.
• Effective prospecting requires a strategic approach and resilience.
• Sales is often a numbers game; persistence is key.
• Maintaining a positive attitude after rejection is essential.
• Building relationships with customers can reduce the frequency of 'no.'
• Sales training should include role-playing to prepare for objections.
• Understanding how customers prefer to communicate can improve engagement.

All views are the opinions of the individual trainers.

Music by artist.io

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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 within the team. They share insights on: 
-Recognizing the shift in skills required, from being an individual contributor to leading and developing a team.
 -Setting boundaries and managing relationships with former peers to maintain a healthy team dynamic
- Focusing on enabling the team's success rather than replicating one's own individual achievements.
 - The importance of coaching, providing feedback, and understanding team members' goals for their development. 
- Conducting effective one-on-one sessions and leveraging "windscreen time" for open conversations and coaching
- Regularly visiting the team in the field to better understand their challenges and provide hands-on coaching.
 - Prioritizing key objectives and avoiding distractions to effectively manage the team amidst constant demands. The team also emphasize the significant shift in mindset and skills required when transitioning to a management role, highlighting the need for strong leadership, clear communication, and a focus on developing and empowering the team for success

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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 calls, emails, or other forms of communication. The hosts explore the reasons why ghosting happens, such as misaligned expectations, fear of rejection, and the customer not being happy with something but not expressing it. They emphasize the importance of setting clear next steps and explicitly agreeing on them with the customer. They also highlight the need for salespeople to not take ghosting personally and to see it as valuable information for moving on to the next opportunity.

Takeaways

• Ghosting in sales refers to when a customer or prospect stops responding to communication.
• Misaligned expectations and fear of rejection are common reasons for ghosting.
• Setting clear next steps and explicitly agreeing on them with the customer can help prevent ghosting.
• Salespeople should not take ghosting personally and see it as valuable information for moving on to the next opportunity. Prospects may ghost salespeople because they don't want to deliver bad news or because they have concerns or uncertainties.
• Gathering information early in the sales process and involving all relevant stakeholders can help minimize the chances of being ghosted.
• Having a coach or ally within the customer's organization can provide valuable insights and support.
• To prevent ghosting, it's important to ask for feedback, agree on the next steps, and understand the customer's timeline and decision-making process.
• Salespeople should not take rejection personally and should focus on continuous improvement.

Music for the show from artlist.io

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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 reflecting on what they have been doing and identifying any areas for improvement. They also discuss the difference between targeting bookings and invoiced sales and the need to focus on actions that will have an impact on closing the gap. The hosts also provide advice for sales managers on how to support and lead their team members who are behind target.

Key Takeaways:

• Don't panic and evaluate why you are behind target
• Reflect on your actions and identify areas for improvement
• Focus on actions that will have an impact on closing the gap
• Consider the difference between targeting bookings and invoiced sales
• Sales managers should support and lead their team members who are behind target

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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

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 industry and his role in preventing the production and distribution of fake drugs. They discuss the role of a CEO, the challenges and opportunities in the scientific equipment industry, and the importance of sustainability in business. Mark also talks about his podcast, The Big Experiment, where he explores the intersection of science and business.

Key Takeaways:

• Mark Davison has a diverse background, starting as a biochemist and working in various roles in the pharmaceutical and biotech industries before becoming the CEO of Grant Instruments.
• The role of a CEO involves setting the vision for the company, communicating with stakeholders, and evangelizing the brand.
• Grant Instruments is a global manufacturer of scientific equipment, specializing in temperature control and cryopreservation solutions for laboratories.
• Sustainability is a key focus for Grant Instruments, both for environmental reasons and as a business strategy. They have moved to a more sustainable facility and prioritize eco-friendly practices.
• Mark Davison hosts The Big Experiment podcast, where he explores the journey of turning scientific ideas into successful businesses.
• The scientific equipment industry is facing challenges such as increasing competition and the need to differentiate products. Grant Instruments aims to move up the value chain and focus on higher-value propositions.
• The four-day workweek has been implemented at Grant Instruments, resulting in increased employee satisfaction and maintained productivity.
• The podcast episode concludes with a discussion on the challenges and opportunities in the life science research industry and the importance of staying adaptable and responsive to market trends.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected]

 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/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/

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