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Aaron Wallis's 5 essential laws for sales success

 

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

In recent times ‘salesmen’ and ‘saleswomen’ have gained more credibility as professionals in their own right. However, this has been a more difficult endeavour than for others; Insurance sales, car sales, estate or lettings agents and often recruitment consultants have all at various time been tarnished with the ‘maverick’ brush.

Poor sales people are certainly not limited to these professions nor are all of the people who operate in those industries all ‘mavericks’...but we are all aware of the associated stereotypes.

So how as a sales professional can you avoid being unprofessional in your industry and more than that, become a sales success?

We’re aware that there are more than 5 things you need to know to be a great sales person but we think these are the most fundamental...
 

Integrity

As the genius Buckminster Fuller once said: “Integrity is the essence of everything business.” The word integrity itself is thrown around fairly loosely but the importance of its application to business and particularly to sales is immeasurable.

Sales is a multiply repeated game and cheating or lying might gain you immediate payoff, but you will definitely hurt your long-term prospects. A successful sales person will earn trust in order to turn their one time customers into long term clients and thus benefit from a perpetual income stream.    
 

Listening

Especially in the vital moments you first meet a prospect, listening is up there in the most important qualities of a top sales professional. You have no idea whether your product or service is going to be of any use to your prospect so what have you got to talk about? Throughout your relationship with your prospect (and even when they become your client) remember to listen!

Upon your first meeting with your prospect:

Don’t talk about yourself

Don’t talk about your products or services

And above all...don’t recite your sales pitch!

Once the client has finished telling you their needs they will be far more inclined to want to hear a solution and trust that you know their pains!
 

Ask Questions, leave the selling to later

As a sales person it is your job to venture into a fact-finding mission to discover their ‘hot buttons’ their biggest pains and their motivators. You need to ask questions (and lots of them!). Not only will the prospect be flattered and impressed by your interest in them and their business but you will also be providing yourself with information that could help support your ‘pitch’ later on;

By asking questions the prospect is effectively giving you their reasons why they should buy from you. You can use this information wisely if they have any resistance later in the meeting to remind them how urgent it is that their business problems are addressed.

‘Selling with questions’ is also a less threatening way to approach a prospect. When we feel as though we are being sold to we naturally put up barriers, questions if put well will not cause this barriers to go up.

Do remember however, you’re not asking questions for the sake of asking questions. You want to know about them, you are on a fact finding mission to establish if you can help them.
 

Treat your prospect just like you would family and friends

Avoid the temptation and tendency of a lot of sales people to switch into ‘sales mode’. Prospects want authenticity as authenticity builds trusts. The sales people who try to sell with ham-handed persuasion clichés and taglines are rarely the successful type. Todays professional selling environments demand more than affected speech patterns, exaggerated tones and slow hypnotic sounding ‘sales inductions’. Speak normally (and of course appropriately) as if you are around your friends and family.
 

Invite your prospects to take action

Don’t see this part of the meeting as the ‘sales close’ because a sales close puts the ball in your court and not in theirs. This is not where you want to be- you want the focus to be on them and not you.

You don’t at any point want to remind the prospect that they are dealing with a ‘sales person’. You are not a sales person, you are a human being offering a particular product or service. If you can get your prospect to understand that you are well on your way to becoming an outstanding sales person.

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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

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 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

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

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

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

Managing Director, bigHead Bonding Fasteners Ltd

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

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

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

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

In an industry where people over promise and under deliver, Rob and his teams have consistently provided a high-quality service. It is great to deal with someone that has an excellent understanding of UK industry, and a passion for sales.

Sales Manager, TR Fasteners

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

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

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

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ABOUT OUR SALES RECRUITMENT SERVICE

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

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

Aaron Wallis helped me secure a position I really wanted. Giles saught to keep me updated with all the details preceding interviews and after with feedback. I would highly recommend Giles and Aaron Wallis Sales Recruitment.

L. Taylor, 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

Excellent experience from first contact to ultimately securing a suitable placement. Giles looked after me in a very professional and friendly manner. He used his expertise and experience to ensure I was put forward for the most suitable positions for my skill set and found me a new role very quickly. I can't recommend Aaron Wallis Sales Recruitment highly enough.

M. Green, 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 on securing my dream job. Highly recommended and Thanks Darren for all your expertise and hard work.

R. Sealy, Candidate

The Recruitment agent I used, Simon, was extremely helpful and really went the extra mile to ensure all of my questions were answered, and that I felt as comfortable and prepared as possible. Very professional company and would definitely recommend to others. Thank you Aaron Wallis!

A. Callaby, 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

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

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

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

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

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

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