In this section
The 8 habits of Highly Successful Sales Professionals
As an experienced sales professional you will have most likely developed your own unique selling style, however there are some quite obvious trends in sales techniques that more often than not lead to sales success. Some of the top sales people that we know consider the following sales tactics their HABITS and they use these habits to ensure they are highly successful:
1. Know who you’re selling to
Research your prospect and their business before your initial meeting with them. Prospects want to know (that you know) how you can help them and they won’t believe you if they don’t believe you have a thorough understanding of what they do. Just beware that they need to do most of the talking- despite knowing a lot about their business they won’t want to listen to you talk (and talk and talk) about their business and how it works. By listening you can better learn how you can fill a need.
2. Why should they buy?
Instead of addressing objections regarding your service or products ensure you ensure you talk about the benefits to lower resistance to what you are offering. By focussing on the positives you are reducing the importance of the negatives.
3. Forget the product or the service, sell the benefits!
You may have heard this many times before but it’s worth remembering! What can your product or service do for your prospect? What are the benefits of what your product will produce? For example you’re not selling a toothbrush you are selling the “latest development in oral hygiene that keeps your mouth clean for up to 12 hours” giving your customer peace of mind that they are attending thoroughly to their oral hygiene! Focus on the emotional and the financial benefits and you’ll be on to a winner!
4. Don’t rush!
Rushing customers/prospects can be highly detrimental to your relationship with them. Let them come to their own decisions. You want to give them the right impression of your business and make them feel valued. Rushing causes hostilities between you that may not be able to be overturned. This makes the difference between making a sale and creating a loyal customer. Don’t risk losing a qualified prospect who you know needs your product.
5. Know your Products as well as the market - Be a resource for your customers!
Demonstrate that you are a valuable resource for your clients by ensuring you know and understand your products and the market. This will enable you to assist them in making good decisions and provide them with the tools to improve their business or life. If you don’t already have these skills and knowledge, get them! Your customers will reward you over and over with their trust of your knowledge, opinions and advice and therefore buy from you frequently!
6. Make little promises and keep them!
Always follow through with what you say you will do! If you say you’ll send a quote by Thursday, do it! If you say you’ll check with someone else in your company about an issue that’s come up- DO IT! Don’t forget. There is no surer way of losing the faith of a prospect (or existing client) than to forget to do something you tell them you will do. If a delay occurs because something has genuinely come up- call them and give them a heads up!..you never know how they might have arranged their time around the information they are waiting on from you.
7. Focus on your client’s successes
There is huge value in really taking an interest in your customers and their businesses. It is likely that you see a multitude of businesses in your market and how they work and can therefore offer some great insights into what works and what doesn’t in their marketplace. I you can help them to succeed then they are more likely to help you to succeed. Gather this knowledge and share it with your clients or prospects. Make sure they understand that you want to see them do well, not just sell your products/services to them.
8. Explain don’t excuse!
If you must explain to a company why you cannot fulfil a need or a promise, ensure you explain why the problem is there in the first place rather than using an excuse. For example if you have had a delay in an order reaching you and that has had a knock-on effect on your customers make sure you explain the situation before they notice the problem. Understanding the problem before they have a chance to get annoyed can alleviate some of their frustrations before they happen. Also verbalizing the cause may also keep you more aware of the potential problems so you can be more prepared the next time round.
Submit your CV
Take the first step towards your new role today
With hundreds of jobs available, now is the time to look for your perfect position
From our blogRead more
Our employers say...
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
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
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 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
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
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
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
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
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
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
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
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
Understood the type of person we were looking for and good follow ups - not too frequent.
Managing Director, bigHead Bonding Fasteners Ltd
Our candidates say...
Excellent service, very professional and friendly, would and have, recommended Aaron Wallis.
E. Heley, 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
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
Fantastic service, helped me find my ideal job quickly and smoothly. Would highly recommend them.
C. Caine, 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
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 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
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 (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'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
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 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
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.
R. Speakman, 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
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 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
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
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