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Money is a subject that should be discussed at second stage but rarely is. It’s just not ‘English’ to discuss something as crass as money in an interview!

My recommendation is to not bring up the subject of money too early as you don’t want to come across as an individual that solely cares about money. It’s also good practise to wait until the employer is definitely interested in you before discussing money when you are then in a position of strength!

Whilst discussing basic salaries may be somewhat of a taboo it is perfectly reasonable to ask about the commission/bonus scheme at the second stage interview.

If the OTE is £60K off of a basic of £35K and the bonus scheme is 5% of Gross Profit, ask to see the sales figures to corroborate that the OTE is realistic and achievable.

Negotiating the package in a second interview

Right from the first email in the ‘Career Success Masterclass’ series you should have completed the job search checklist so you’ll know your ‘bottom line’ for both basic and OTE. Know your market worth – look at sales salary surveys or search for your job on job boards to get a rough gauge. Aaron Wallis will be able to give you current advice on the ‘going rates’.

If you are attending an interview via a third party, like Aaron Wallis, it is always best to leave the negotiating to the ‘go-between’. Money is a very emotive subject and both the employer and the candidate can be unassailably offended if the negotiation is not handled correctly.

However, if you are in the second interview and the employer is looking to ‘thrash out the deal’ then always try and get the employer to quote the figures first. You are then in a better position to negotiate.

If you are asked the question ‘What basic salary will you accept?’ answer either ‘what do you think an individual with my skills or experience should expect’ or alternatively, ‘I am looking for a basic salary in the range of £x (slightly above your bottom line) to £x (slightly above the maximum advertised or detailed by your recruitment consultancy)’.

Different companies remunerate their staff in different ways. Some pay high basics with no OTE and no frills. Some pay an adequate basic, minimal OTE but offer loads of additional perks.

You therefore need to weigh up a total package and it is useful in negotiating terms to put a price on all of the various elements of the overall package. Remember to take into consideration additional costs such as:

  • Driving to and from a base, which normally you cannot reclaim;
  • Loss of pension contributions during the initial few months of your probationary period;
  • If you have to relocate is this being recompensed?
  • Private healthcare for the initial months of your probation period, etc.

A clever way of negotiating, if offered less than you were expecting, is to ask for an early pay review (say after three or six months) based upon achievement. Set the targets necessary from the start to achieve the package that you need, make them specific and tangible and get it in writing!

In negotiating a deal, don’t be afraid to buy some time to consider things. Say ‘thank you for the offer, I’m flattered, I will discuss it with those closest to me and revert by midday tomorrow. Is that okay with you?’

Golden rule: never lie about your previous earnings. Your employer will see the truth when they receive your P45 and if there is a radical difference it will not give your working relationship the best possible start!

Finally if you have reached an agreement confirm everything that was discussed and agreed. Confirm every detail whilst you are face to face to ensure there is no confusion on either part. Ask when you are likely to receive this confirmed in writing and when they would expect you to confirm your agreement back. Now you know where you stand!

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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.

Managing Director, Leisuresec plc

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 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

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

Managing Director, bigHead Bonding Fasteners Ltd

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 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

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

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

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

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

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

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

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

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

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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

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

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

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

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

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

E. Heley, 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

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

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

C. Caine, 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

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

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

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