64 great tips in order to succeed within the sales industry

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

  1. 'Eat your own Dogfood' - don't propose a product/service that you do not use yourself!

  2. 'Sell' rather than 'Tell' - don't become a walking brochure and sell through effective questions to understand your client needs

  3. Accept that you are a sales professional and ask yourself what it takes to be as effective a sales person that you can possible be

  4. After every sales meeting send a personalised diagnosis and proposed prescription

  5. Always be asking - never leave a meeting without asking for an order, the next meeting, the path forward, etc.

  6. Always maintain solid eye contact

  7. Ask for referrals/testimonials in the letter accompanying every invoice

  8. At the end of every appointment put a date in the diary with your client for the next appointment even if it's for a review/update meeting

  9. Avoid talking price to early - sell first, provide the value that your product/service offers

  10. Be convinced - be convinced and proud that your product/service adds value

  11. Be realistic with what your product/service will achieve - always be honest

  12. Be yourself and remember the 3 'li's - i) Profit - how will my product/service improve efficiency, decrease cost, provide return on investment, etc. ii) Peace of Mind - what peace of mind will my product/service offer my client and iii) Purpose

  13. Before every sales appointment have a good night's sleep - go into every meeting full of energy, enthusiasm and a fresh face!

  14. Build a portfolio of testimonials and referrals to build trust and rapport

  15. Build rapport before you get to an appointment, establish empathy

  16. Buying cycles are 40% longer in tough economic times - make sure that you have the pipeline to cover this.

  17. Call after completing every piece of business to check satisfaction and gain referrals

  18. Check daily your attitude and belief systems to be as successful in selling as you can possibly be

  19. Don't be desperate - be there to help.  If your advice helps you might not get the sale today but as you've been helpful and given solid advice this will hold you in good stead to win business at a future point

  20. Don't chase every opportunity - thoroughly qualify beforehand and focus on the best opportunities.  Save time by chasing everything and pour that time, effort and resource into the sales that you really want to win.

  21. Enjoy the sales process - enjoy the ride and the journey where it takes you. Learn something from every sales process

  22. Ensure all ongoing contracts, like maintenance contracts., have a review date.  Increase prices gradually in line with your own service providers - maintain your bottom line.

  23. Focus on putting your clients first and the sales will come

  24. Focus on winning bigger accounts (and then keep them by consistent delivery) remember that 60% of IT spending comes from the top 2% of global 2000 companies

  25. Get repeat business and always get referrals - get more business from fewer clients - have rich relationships

  26. Go to the University of the Car!  You spend more time in your car than the average university undergraduate spends at lectures.  Spend this time wisely by listening to audio books rather than the radio.  For £7.49 a month you can download any book from audible.co.uk (even those that cost £80) AND you'll get a free ipod!  Listen to sales tips on the way to every sales meeting.

  27. Have a sales process and follow the sales process to achieve systematic consistency

  28. Have professional paperwork - make sure that the branding and message is consistent throughout

  29. Have scripts and guidelines - you don't have to follow that but it will help you achieve consistency in your sales performance

  30. Keep abreast of the latest news and technologies.  Know your client's market - cut out articles and send article links to your clients

  31. Keep in contact - Xmas cards, thank you cards - always keep your brand alive in your client's mind.

  32. Know your numbers - keep a record of calls to appointments, appointments to quote and quote to margin (sale).  If your ratio is 4 appointments to a sale then you can cope with 3 successive rejections easier as statistically your next meeting will be a sale!

  33. Let your client speak - don't tell.  Let your client identify and articulate the problem before you start to prescribe the solution

  34. Listen effectively - see if they are using 'see', 'feel' or 'hear' phrases and correspond with their language

  35. Make sure that your premises and car are clean and tidy - first impressions count and good buyers will check the state of your car as you pull into their car park!

  36. Map out your customer experience and have feedback points along the entire path of your service delivery

  37. Monitor your sales pipeline and cash flow daily

  38. Never , ever make price your Unique Selling Point

  39. Never launch straight into your sales pitch at an appointment - build rapport and be interested in them, their business and what they are looking to achieve

  40. Never negotiate too early and never negotiate on price - always try to persuade to reach agreement without varying the margin

  41. Never promise anything that you might not be able to deliver

  42. Offer 100% transparency

  43. Offer 24/7 contact to your clients

  44. Offer incentives and freebies that add value to your client

  45. People buy from people that they'd like to buy from over price

  46. Persevere - always keep going but more importantly make every call as fresh as your first.

  47. Personalise every sales correspondence that you send - email, letters, etc.   If you send standard mails personalise them around the conversations that you've had.

  48. Provide price versus cost comparisons

  49. Quote with trust.  Put yourself in your client's shoes - does what you are proposing offer value?

  50. Record your sales calls and as a manager record your sales staff

  51. Remember that the person that 'orders' the work isn't always the one that 'authorises' the work.  

  52. Research the business and the person that you're meeting beforehand.  You'll find the career histories of many directors on thinks like LinkedIn and Ecademy - 'gen' up beforehand

  53. Respect every customer - make them aware of potential obstacles and hiccups

  54. Review your sales process on a regular basis - is it as successful as it can possibly be

  55. Run a seminar - invest in the seminar by getting good speakers that will add value to your clients

  56. See the dream not the product - what the product/service will achieve for your client rather than the product/service itself

  57. Sell more to existing clients.  Look after your major clients - 80/20 rule

  58. Sell safety and reliability - sell the financial stability of your business , offer guarantees and detail your product reliability - sell on safety.  In tough economic times buying decisions are more frequently made by committee and wrong buying decisions are scrutinised more carefully.  4 out of 5 will pay more if the chances of a successful result are higher (or the risks are deemed lower).  Remember the famous advert "Nobody ever got fired for choosing IBM"

  59. Sell yourself first - then your products and services

  60. Send a thank you card with every invoice

  61. Use mirroring at every opportunity both on the phone and face-to-face

  62. Use your personality to be the difference - people still buy from people

  63. Work your pipeline, know your pipeline, pipeline is key

  64. You're judged by what you do rather than what you say.  How frustrating is the phrase "your call is important to us, please hold" when you've been holding for 30 minutes!

For more advice, visit our page on Sales Training.

We hope that you find these tips useful.  Happy selling!

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Tel: 01908 061400


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01543 227973

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

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 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

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

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 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

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

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

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 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’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

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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 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

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

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

C. Caine, 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

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

E. Heley, 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

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

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

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 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

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

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 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

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