How to make a great sales visit to a customer

11/26/23 • 33 min

The Luxury Of Choice - Sales Skills Podcast

Let us know your thoughts on this episode!

Steve Vaughan is joined by three new members of the george james training team for a discussion on what makes a great sales call, and some key do's and don't for a professional visit to a customer.
Steve, Jayne, Christian and Pascal discuss, amongst other topics :

Why there is no excuse for not being fully prepared!
The importance of having a clear objective
How silence can be so powerful in a sales call
Why the customer should do most of the talking
Why there is always a next step after any sales visit.

This is a great listen for any technical salesperson making a sales visit to a customer, perhaps on the way to the meeting!

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green 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/
george james training website https://georgejames-training.com/

Let us know your thoughts on this episode!

Why there is no excuse for not being fully prepared!
The importance of having a clear objective
How silence can be so powerful in a sales call
Why the customer should do most of the talking
Why there is always a next step after any sales visit.

This is a great listen for any technical salesperson making a sales visit to a customer, perhaps on the way to the meeting!

Previous Episode

Mental Fitness in business - Luke Evans of Heddway

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On our latest interview show, Steve talks to Luke Evans from Heddway. Luke specializes in provided training for mental fitness and a positive mental approach. Luke tells Steve:

How his personal journey from growing up in the Welsh Valley's to working as a trainer for a leading pharmaceutical company has led to him starting his own business to provide mental fitness training
Why training skills is not enough; training attitude and approach is just as important!
What is mental fitness and how does it differ from mental health
How businesses can get an immediate ROI from mental fitness training in reducing lost hours due to stress and anxiety

Luke is very open about his personal challenges in learning to manage his anger and depression and how he taught himself to manage these challenges in a positive and productive way.
To find out more about Luke and Heddway:
https://www.linkedin.com/company/heddway/about/

Next Episode

The Culture Challenge and the impact of toxic culture in business

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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 just about having some words on a piece of paper!
Why culture doesn't (just) come from the boardroom but from the whole organisation
Why anyone in an organisation with toxic culture should be able to speak up to highlight the problems
How a toxic culture can lead to poor productivity and employee retention
Why culture eats strategy for breakfast!

LinkedIn profiles for Becky, Katy and Jo:
Beck Crisp https://www.linkedin.com/in/becky-crisp/
Katy Davies https://www.linkedin.com/in/katy-davies-shift/
Jo Boyd https://www.linkedin.com/in/jo-boyd/