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Darren Dewrance Author Banner

 

You are sales professional in a sales meeting in a sales interview, you are expected to close. I can't tell you how many times the candidates rung me after an interview, said fantastic meeting, got on like a house on fire, it was fantastic. Did you close? No, it wasn't the right time. We got on so well it wasn't necessary.

I, then, ring up the employer with the feedback and they go, nice guy. I'd love to go for a drink with him, wouldn't hire him as a sales person though, because he couldn't close a barn door. So it's imperative that you close in every sales interview that you attend. You wouldn't attend

Just to give you an example of how important this is, many years ago I did some extensive research-- well, to be true, what I did was had a bit of paper by and the side of me desk-- and when I spoke to candidates I asked them whether they closed and I put a tick in either the yes or no. And over the course of the month, it was just under 3/4 of sales professionals in sales interviews did not close. It's a travesty.

So how do you close? Let's go back to real kind of sales basics-- DADA.

Direct close, quite often it is inappropriate in a sales interview. It's a bit to double glazing. It's a bit to full-on. But if the moment's right, go for the jugular.

You've then got the alternative close, the "I understand you're looking for somebody to start in September. Is it the second week or the third week?" Close in that kind of way.

You've then got the deferred, "I understand that you're working through an agency. Basically, I understand that you're going to be talking to Aaron Wallis, and that you're going to talk about it in a lot more depth with them before coming back to me"-- the deferred close.

The easiest way to close, and probably the most natural way to close, is the assumptive close. "I've really enjoyed my time here being interviewed with you. I've really liked everyone that I've met. I feel that we can get on. I like your style. I like you direction.

I really like the business. I know I can sell your products and services, and I really know that if you give me the opportunity, I will succeed. So I really look forward to working with you. And I'm really looking forward to hitting the sales targets that you set me. Look forward to seeing you again when I start with your business."

Nice and easy, nice and assumptive, very, very natural, and it just gives you that tick in the box that you have closed the interview down.

But how do you get to that point? As a sales person, you know you just don't go in with the close. You've got to ask you lots of questions beforehand. When you feel the interview is coming to an actual close, when you feel that their questions have come to the end, ask questions about your own performance

One of the best ones is, how do you feel our meeting has gone today? It's no longer an interview, it's a sales meeting. You're on a level.

Ask questions about how they feel you'd fit in with other team members, whether they feel that you're the cultural match for their business, whether they feel there are any areas of your expertise or your qualifications or abilities that aren't right for the business. Overcome them. Acknowledge that you've overcome them, then go for a semi-close.

OK, so you didn't feel that I had enough experience of national account type business. I hope that I've now overcome that. Do you agree? Yes.

Then move on to the semi-close. Are there any further things that you'd like to explore before this meeting closes? If you're not getting any negative feedback at that point, you've got the opportunity to go for the close.

I can't stress how important is to close, so ensure that you do close at every sales interview that you attend.

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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.

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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.

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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.

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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.

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

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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!

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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.

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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.

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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

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.

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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.

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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.

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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

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.

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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.

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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.

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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!

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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

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.

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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

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

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

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.

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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!!!!!!

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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.

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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.

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