tips for sales professionals to make more sales

Profile for Rob Scott, Managing Director of Aaron Wallis Sales Recruitment

10 Top Tips


1) Play from a 10.

Attitude is your ability to access your skill. If you’re not on top of your game, you won’t make many sales. We all know that yet many salespeople don’t fire on all cylinders when they need to. Try measuring your attitude on a scale of 1 to 10 and concentrate on ensuring that you are on top of your game for all important tasks such as prospecting, meetings, presentations, negotiations...

2) Believe & achieve.

If you believe you can, you’re probably right. If you believe you can’t, you more than definitely are! What you believe is one of the biggest predictors of what you will accomplish. Believe you can maintain profit margins, guess what you’ll fight to achieve?

Believe you can’t, oh dear! Ask yourself, “What do I need to believe to achieve sales success?”

3) Care about your clients.

Clients don’t engage with salespeople fully or honestly because they have all been “abused” by a salesperson who was only interested in themselves at some point or other. Most salespeople care only about the deal and themselves, not their clients. Prove you are different by focusing on adopting the mindset of genuinely caring about your clients.

4) Set big goals.

Set your sights on the stars. Go for gold. Think big and go for it. Mediocre goals and targets are for wimps not superstars! What do you want to achieve in 2010? What clients do you want to engage with? How much revenue do you want to secure? What are your goals for yourself, your business and your life?

5) Take action.

Nothing happens when no-one does anything. Most people sit chatting, surfing the internet and faffing around with their “to-do” lists whilst winners make money. What can you do today that will take you one step close to your dreams and goals?

6) Ask questions.

Great questions are what makes great salespeople. Great questions come from the mindset of genuine interest in the client and their business and their life. Do an audit of your questioning skills and habits.

Plan and design some new questions to try out. What can you do to improve your questioning techniques?

7) Listen.

No point asking questions if you don’t listen to the answers.

Listen to what your clients say. Listen to what they nearly say.

Listen to what they didn’t say. Listen to what they really meant.

Listen to genuinely understand. Listen without an agenda. The objective of listening is to understand, really understand, what your client is talking about... from their perspective. How would you rate your listening habits?

8) Add value.

How can you add value for your clients? How can you help your clients? Ask questions to understand how you add value. Without knowing how you add value you will be constantly battling with your clients over price. You should be selling on value nor price.

What questions can you ask your clients today to better understand why they want and need you and how you add value.

9) Match don’t pitch.

Pitch – the worst and most misleading word in selling. Pitching is what you do to a baseball, not in front of a client.

Pitch - to throw, fling, hurl, or toss.

So that’s going to work then! You shouldn’t talk solutions until you know what a client wants and needs and why. Match don’t pitch.

Ask yourself, “What does this client want and need and why?” Don’t guess, ask!

10) Keep learning.

Everyone makes mistakes. Everyone loses sales. Everyone gets knocked down by the express train that is life. How fast are you going to get up and what are you going to learn so that you can perform better next time? Great salespeople keep their techniques and strategies sharp by reading books, attending seminars, learning from others and by self-assessment.

Do you?

If you like this download then Gavin has a wide range of Books, DVDs and audios available to purchase from

Gavin can be contacted on 0845 838 5958  

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I just wanted to thank you for your help with our recruitment process which went very smoothly and has – we hope – found us just the person for the job!

Managing Director, Citrefine International Ltd

Giles is highly professional and was a pleasure to work with. He achieves excellent results through his personable skills and tenacity. I have no hesitation in recommending Giles to anyone who considers employing his services.

Commercial Director, G4S Government & Outsourcing Solutions

We appointed Aaron Wallis in February and the successful candidate, out of the six which Aaron Wallis introduced, was able to join Alphametrics before the end of April. The whole process took less than three months. I would recommend Aaron Wallis’ services to others without hesitation.

Chief Financial Officer, Alphametrics

I found Aaron Wallis to be very professional and efficient, taking time to understand the role and the type of candidate we were looking for. The candidates they put forward met our criteria and were of a high standard. The service they provided was exemplary and I would have no hesitation in recommending them, and will certainly consider using them again in the future.

HR Assistant, Fischer Connectors Ltd

Rob is a true recruitment professional that goes the extra mile that I have never experienced from any other recruitment agency before. If you need sales people call Rob or someone in his team, as they really are experts in sales recruitment.

Sales Director, Inside Business

Aaron Wallis has continuously provided us with suitable candidates that have been proactively sourced. Having used countless recruitment companies, Aaron Wallis are the only company that I can count on to deliver.

Managing Director, JARK Healthcare Recruitment

Thanks for all your help during the recruitment process. I have been extremely impressed with Aaron Wallis especially when compared to other agencies we have dealt with. I really felt you grasped the type of person we required and found strong candidates.

UK Sales Manager, Nexcom

We were impressed not only by the quality of candidates you found for us but also the level of information, preparation and qualification you put into the process. You continually kept us informed of each person’s feelings about the process, which is very important but often overlooked. I am looking forward to working with your company again in the future.

Commercial Director, Incentive Facilities Management

Understood the type of person we were looking for and good follow ups - not too frequent.

Managing Director, bigHead Bonding Fasteners Ltd

Since joining DSGi, Rob has been a supplier of permanent staff and has performed to an extremely high standard, successfully filling 98% of roles he has worked on. If anyone is looking for a good sales and marketing based consultancy with an informal yet professional approach, I would recommend Rob.

Senior Recruitment Consultant, DSG International

Giles Phillips is a rare find in the minefield of sales recruitment; an honest and thoughtful recruiter who considers the needs of both the client AND the candidate to create perfect role matches. I look forward to working with him again in the future.

Marketing Director, City of London Police

I have used Aaron Wallis to fill a number of our Sales Development Manager roles and I have found them to provide a very professional service. I will use their services again in future recruitment campaigns.

HR Business Partner, Greene King

I really liked the YouTube presentations which made the service seem both simple and accessible. The company came to see me, and my management team, at short notice to present their service and I liked the support and advice that I received about maximising the results from the applicant.

Managing Director, Leisuresec plc

Rob’s knowledge of the recruitment industry and his thoughts and how to make it better for his clients have always been eye opening. I would recommend Rob to anybody who is looking for a professional, knowledgeable and flexible recruitment specialist.

CEO, Friday Ad Online Services

I have always found Rob to be very knowledgeable about our industry sector, and it is refreshing to see after all of these years that Rob continues to quickly and accurately understand my requirements.

HR and General Manager, THK

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I can honestly say that the time and expertise you gave me was way beyond any other recruitment consultant I dealt with. You are a rarity in your industry.

S. Akers, Candidate

Good swift process with Aaron Wallis, informative regarding the role and the process was moved at a good pace with healthy interaction. Would recommend them to anyone pursuing a change.

S. Bartlett, Candidate

Excellent service, very professional and friendly, would and have, recommended Aaron Wallis.

E. Heley, Candidate

Perfect from start to finish. Simon deserves a shout out. Best recruiter there is. If you need a job, this guy will get you one. He's like the super man of recruiters. Top man, can't recommend him enough.

M. Crisp, Candidate

Aaron Wallis is an outstanding recruitment agency specialising in high calibre sales positions. I was working directly with Darren Dawrance who went above and beyond my expectations in sourcing me my perfect role. I was kept in regular communication with Darren and he worked extremely hard to secure my dream job. Highly recommended and Thanks Darren for all your expertise and hard work.

R. Sealy, Candidate

Really excellent experience dealing with Aaron Wallis. Liam Oakes who helped me get a great job was brilliant. Kept me up to date during the process and offered great help and advice, and a thoroughly nice guy. Highly recommended!

J. Hathaway, Candidate

I have to say coming across and having dealings with Aaron Wallis proved to be very successful. Being highly experienced did not seem to count for much during my job search bit a conversation with Robert Scott gave me a real confidence boost and enabled to get a position at the age of 63. Great service!!!!!!

D. Burgess, Candidate

Aaron Wallis have provided me with an excellent service, Giles went out of his way to help me preparing for my interview and supported me through all the processes. If you need an agency to give you a fully professional and consultative approach to finding you a new career move, the Aaron Wallis can certainly provide this for you.

D. Richards, Candidate

A great recruitment company to work with. Excellent experience with Aaron Wallis through the entire recruitment process. The team was really professional and extremely helpful. Darren was a pleasure to work with. He was friendly, supportive and gave me great advice. Thank you very much!

A. Bauchet, Candidate

Aaron Wallis (and in particular Rob Scott) have been fantastic throughout the recruitment process, and even a few months down the line, still continues to care. Rob clearly cares about each individual and has a wealth of knowledge and expertise, which shows in the work he does. Each candidate is not just a number, and the support received from Aaron Wallis has helped me get a career which I truly enjoy.

M. White, Candidate

Very good advice and support was given during the course of the interviewing process. Potential job seekers would be well advised to use this company whilst looking for their new career.

R. Speakman, Candidate

Fantastic service, helped me find my ideal job quickly and smoothly. Would highly recommend them

C. Caine, Candidate

I've had a really good experience working with Giles Phillips at Aaron Wallis. From initial contact to the finer details of securing the job, he has been very professional and a pleasure to work with.

M. Shutt, Candidate

Less than two weeks after joining Aaron Wallis I was offered my new job. I got a £10,000 rise in my basic salary, car allowance, a laptop and many other perks, which will help to further my career. I definitely would not have found my dream job without the help of Aaron Wallis.

C. Hoy, Candidate

Aaron Wallis Sales Recruitment are a very friendly and professional recruitment organisation who listen to your needs, work with you and act on your behalf which sets them apart from many of their competitors who in my experience are willing to throw anything at you. We discussed my history, my preferences and my wishes - one opportunity was introduced. It was perfect. I start at the end of June.

R. Buckley, Candidate

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