Skip to main content

Why choose us?

Our site is a goldmine of information and support. So, whether you're an employer or a candidate, why not pop over to our advice section to help you get the most from the recruitment process.

40+ Sales tips for 2022

Sales meeting tips

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

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

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.

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

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 audiobooks 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.

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!

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.

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.

Hitting sales targets

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

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.

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

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.

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

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

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

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.

Closing a deal

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

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

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

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.

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

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".

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

Sales self-development

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.

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

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

Forming client relationships

Always maintain solid eye contact.

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

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

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!

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

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

Offer 100% transparency.

Offer 24/7 contact to your clients.

Offer incentives and freebies that add value to your client.

Improving your sales process

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

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

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

Work your pipeline, know your pipeline, pipeline is key!

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

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

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


For more advice, visit our page on Sales Training.

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

Published: 29th December 2021

Rob Scott, Aaron Wallis Sales Recruitment, Author Photo

About the author

Rob Scott

Rob is the Managing Director of Aaron Wallis Sales Recruitment, a national recruitment agency specialising in sourcing sales and marketing staff for businesses across a broad range of commercial sectors. Before setting up Aaron Wallis, Rob spent ten years at a specialist Sales and Marketing recruitment division of a £0.5BN recruitment group, leaving in 2007 as Marketing & Sales Director to establish Aaron Wallis.
 
With over 24 years of experience in sales recruitment, Rob is a History graduate with an MBA (Merit) and a PgCert in Management Practice.  In 2007, 2009 and 2013 Rob conducted the most extensive surveys of sales professionals in the UK and is a trusted authority in the sales industry. From guiding employers through the recruitment process to helping candidates find their dream job, Rob's advice has been quoted in leading publications such as Business Insider and The Independent, as well as OnRec, which host The Online Recruitment Awards every year.

Please call us to discuss your next move

Milton Keynes

Birmingham

Bristol

Our employers say...

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 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 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

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 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

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

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

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

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

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

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 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

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

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

Our candidates say...

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 

Aaron Wallis is an outstanding recruitment agency specialising in high calibre sales positions. I was working directly with Darren Dewrance 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

Fantastic customer service, communication was brilliant, happy polite people to talk to, made everything a lot easier and smoother. Thank you for all your help getting me back in the work force, Keep up the good work :-)

K. Everitt, 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

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 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

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

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

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

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

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

Aaron Wallis helped me secure a position I really wanted. Giles sought 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

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

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

C. Caine, Candidate

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

E. Heley, 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

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

The service provided by Aaron Wallis has been just great. I was constantly informed about what was going on with the process interview and the agent has always been supportive and kind to me.

L. Colagrossi, Candidate