The secret to successful selling

If you want to sell, you need to get busy, says Peter Foy

Google “Sales Training” and you get more than 2.7 billion results. Google “Business Ethics Training”, by contrast, and you get fewer than 280 million results. My conclusion? Everyone wants to learn how to sell, so let me chip in with my three pennies’ worth.

Find a method

A friend recently asked me to recommend a training programme for her salesforce. Without hesitation I suggested she had a look at Sandler Training. Over the past 40 years I have experienced innumerable training programmes and methodologies designed to help people get better at sales. Sandler is the one I rate most highly.

I was taken through the programme, nearly 30 years ago, by an inspirational teacher, Dave Mattson. One of the lasting lessons I took from the training was that a successful salesperson understands how a client’s mind works.

To get inside the head of your client, ask questions like these:

  • Are they predisposed to keeping with the status quo or would they prefer to have something completely new?
  • How do they like to receive information? Are they Visual, Auditory or Kinaesthetic in their preferences? Understand this and you can tailor the information you provide to be as appealing as possible

As you can see, there is a lot of psychology in this approach. It’s about understanding what makes people tick and paying close attention to the person in front of you.

Buy now, think later

One of the central beliefs of Sandler is this: “People make buying decisions emotionally then justify them logically.”  

In other words, if you control the emotional side of a buying decision, you win the deal every time.

This all seems blindingly obvious, and it is true that a lot of the psychology behind the approach would now be regarded as an example of “neuromyth”. But I still think there’s something in what Dave Mattson taught me about selling: it’s about understanding humans and their behaviour.

Know thyself

Crucially, it is now my belief that the person you need to understand is not the client. It’s you, the seller.

Successful sales people don’t just enact a methodology they lifted from a training manual 30 years ago. They find an approach that works for them and their clients. Then they follow it, time and again.

At the heart of it all – and it’s pretty simple, really – is this: successful sales come from using every hour of the day to make sales, every minute of the hour and every second of the minute. Selling is like any other profession: the more effort you put in the more you get out.

“Success only comes before work in the dictionary” may be a hoary old cliché, but it happens to be true. In the same way that writers write and cooks cook, successful sales people sell. And they don’t stop selling until they’ve smashed their targets.

A thought experiment

Let’s imagine I put two new consultants on one of our desks at Just Recruitment. We’re a fast-moving business whose people work hard to keep clients and candidates happy.

Assume my new consultants – we’ll call them Bert and Bertha – are of equal talent and intellectual acuity. So what will differentiate them is their behaviour: more specifically, the extent which they apply themselves to the task at hand.

Day one for Bert and Bertha goes like this:

  • Bert makes 10 contact calls and Bertha makes 20
  • Bert leaves the office at close of play. Bertha leaves when her to-do list is completed
  • Bert makes sure he hits his daily KPIs. Bertha always exceeds them
  • Bert communicates solely via email, but Bertha uses the phone and makes regular client visits

In each case, Bertha’s greater drive, her hunger and willingness to go the extra mile, will make the difference between success and failure. No one is born to sell: it’s just a matter of forming the right dispositions and paying attention to the people you deal with.

So that’s it. The secret to successful selling: application, behaviour, hard work.

Simple, isn’t it?

© Copyright Just Recruitment 2019

If you liked this article you may like to read – Ten of the most common “neuromyths”

You may also like to read – The knowledge: find out what you stand for

 

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Stock Administrator
Sector: Production and Stock Control
Salary: Competitive
Location: Colchester
Role: Full Time
Contract: Permanent
Job ref: 913657
About the role

Just Recruitment is partnering with a growing business on the outskirts of Colchester—an industry leader in its sector—to recruit a Stock Administrator for a 12-month fixed-term contract covering maternity leave.

Please note: this is a part-time role—25/30 hours per week and is fully office-based.

The key purpose of this role is to manage the stock administration throughout the business, from start to finish.

Key duties include:

  • Stock management
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  • Assisting with the year-end stock count
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Key role requirements include:

  • Well organised with the ability to multitask
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  • Confident and positive attitude

This role offers a competitive pay rate and excellent company benefits as well as a good working environment. This is an excellent opportunity to join a forward-thinking organisation on a 12-month fixed-term contract basis.

Free parking is available on site.

 

Just Recruitment acts as an employment agency for permanent roles.
The salary advertised is the bracket available for this position. The actual salary paid will be dependent on your level of experience, qualifications and skill set.
We are an equal opportunities employer and welcome applications from all suitable candidates.

 

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Transport Planner
Sector: Transport, Logistics and Shipping
Salary: £28,000 - £32,000 per annum
Location: Earls Colne
Role: Full Time
Contract: Permanent
Job ref: 913656
About the role

Just Recruitment is partnering with a transport and logistics business based on the outskirts of Colchester to recruit a Transport Planner for their existing team.

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Please note: Due to the company’s location, you will need to drive.

 

Just Recruitment acts as an employment agency for permanent roles.
The salary advertised is the bracket available for this position. The actual salary paid will be dependent on your level of experience, qualifications and skill set.
We are an equal opportunities employer and welcome applications from all suitable candidates.

 

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Fitters Mate/Labourer
Sector: Property and Construction
Salary: Competitive
Location: Colchester
Role: Full Time
Contract: Permanent
Job ref: 913655
About the role

Just Recruitment seeks a Colchester-based Fitter/Labourer for a nationwide manufacturing-based construction company known for high-quality solutions and excellent customer service. With extensive industry experience, they prioritise delivering top-quality products to clients.

This role involves travelling to sites to support the Team Leaders and will involve a lot of heavy work such as digging, lifting and manual labour.

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This is an excellent opportunity to join a vibrant company on a full-time, permanent basis.

 

Just Recruitment acts as an employment agency for permanent roles.
We are an equal opportunities employer and welcome applications from all suitable candidates.

 

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Account Executive (Marketing)
Sector: Marketing, Advertising and PR
Salary: Competitive
Location: Colchester
Role: Full Time
Contract: Permanent
Job ref: 913654
About the role

Just Recruitment is partnering with a well-regarded organisation, based on the outskirts of Colchester, looking to add an Account Executive (Marketing) to their existing team.

As a Marketing Account Executive, you will be an integral part of the creative team. In this position, you will work alongside Account Managers and Account Directors to deliver marketing campaigns and collateral in collaboration with the client, studio teams and client services departments.

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You must be supremely organised, have excellent communication skills and a keen eye for detail.

Training will be provided for the specifics of the role.

Key duties include:

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Required essential skills and attributes include:

  • Well organised with the ability to multitask.
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  • Deadline driven.
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  • Able to communicate clearly and concisely.
  • Able to develop relationships with colleagues and clients.
  • Comfortable with working as part of a team.
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  • Confident and positive attitude.

Health, wellbeing and benefits include:

  • 20 days holiday, plus B/H..
  • Company pension.
  • Health Cash Plan, cash back on dental, optical, and other health care costs such as physiotherapy, osteopathy, reflexology, and acupuncture.
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This is an excellent opportunity to join a vibrant team, offering further development and progression, as well as a great package and free parking.

Please note: This role is office-based based Monday to Friday.

 

Just Recruitment acts as an employment agency for permanent roles.
We are an equal opportunities employer and welcome applications from all suitable candidates.

 

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Sector: Public Service and Administration
Salary: £12.21 per hour
Location: Earls Colne
Role: Full Time
Contract: Permanent
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About the role

Just Recruitment is partnering with a well-established and successful business in Earls Colne, looking to recruit a Warehouse Administrator to join their team.

The role of the Warehouse Administrator will be to provide general administrative support for the warehouse department to ensure effective and efficient service levels are being delivered and maintained.

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Please note that due to the location, you will need to drive.

 

Just Recruitment acts as an employment agency for permanent roles.
The salary advertised is the bracket available for this position.
We are an equal opportunities employer and welcome applications from all suitable candidates.

 

Read more