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

 

Jobs currently available

New job
Design Technician
Sector: Engineering and Manufacturing
Salary: £28,600 - £30,000 per annum
Location: Tiverton, Devon
Role: Full Time
Contract: Permanent
Job ref: 913640
About the role

Just Recruitment is seeking a Design Technician for a manufacturer based in Tiverton, Devon, to join their Research and Development team.

This role may suit you if you are looking for a job in research and development and have gained some experience in an office-based role with some practical engineering experience.

This exciting and interesting development opportunity will focus on:

  • Assisting in the development of new products in line with the company's business plans.
  • Creating 3D models, assemblies, and drawings.
  • Creating project documentation including datasheets, catalogues, and customer CAD models.
  • Undertaking testing of components and assemblies as well as collating results.
  • Maintaining existing product designs, records and drawings.
  • Assisting with the production and optimisation of 3D printed components.
  • Assisting with the production of rendered images and animations.

Qualifications/Experience required:

  • Good working knowledge of physics and mathematics.
  • Practical engineering skills.
  • Understanding of the design process.
  • Some understanding of Design for Manufacture (DFM).
  • SolidWorks, Word, Excel, PowerPoint, Windows.

You need to have served a recognised Mechanical Engineering Apprenticeship or similar discipline.

Hours of work:

Monday to Friday, 9.00am to 5.00pm.
35 hours per week.

 

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

 

Read more
New job
CNC Sliding Head Operator / Setter
Sector: Engineering and Manufacturing
Salary: £37,618 - £42,320 per annum
Location: Braintree, Essex
Role: Full Time
Contract: Permanent
Job ref: 913638
About the role

Just Recruitment is recruiting for a CNC Sliding Head Setter/Operator for a company based in Braintree, Essex.

You will be working on a 37 hour week, rotating early and late shifts.

Early shift: Monday to Thursday, 06.00 to 14.00. Friday, 06.00 to 13.30.
Late shift: Monday to Thursday, 14.00 to 22.00. Friday, 13.30 to 21.00.

You will be responsible for operating multiple CNC Sliding Head machines. Your duties will include:

  • Programming and Adjustments: Making minor program edits, performing tool changes, and adjusting machine settings during the prove-out process. This will be done according to the tool list and work instructions.
  • Production: Ensuring a valid first-off component is produced before running full production. Loading and operating machines to achieve the required production quantities.
  • Quality Control: Conducting in-process inspections by checking components against technical drawings and specifications to ensure they meet the highest standards of accuracy and quality.

Experience required:

  • Setting and operating CNC Sliding Head lathes.
  • Reading and understanding engineering drawings and tolerances.
  • Proficiency in a range of measuring equipment and inspection techniques.

 

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

 

Read more
New job
Quality Inspector
Sector: Engineering and Manufacturing
Salary: £26,000 - £28,000 per annum
Location: Braintree, Essex
Role: Full Time
Contract: Permanent
Job ref: 913639
About the role

Just Recruitment is recruiting for a Quality Inspector for an engineering company based in Braintree, Essex.

For this role, you will have a sharp eye for detail and a keen interest in all aspects of Quality Assurance to join their Inspection Department.

You will provide quality control support to the production team by troubleshooting using an array of in-depth inspection techniques on a daily basis. The company has a high mix environment, so you will need to be comfortable working with a broad spectrum of parts.

This role is a key part of the quality team, ensuring the company’s reputation for quality is maintained at a high standard. You will support adherence to quality standards (ISO 9001:2015) by approving materials, in-process production and finished parts.
In addition to manual inspection work, you will be responsible for conducting internal audits, calibration activities and involvement in CAPA (Corrective Action Preventative Action).

Responsibilities include:

  • Completing a programme of training to be conducted within the Quality Assurance Department.
  • Measuring and inspecting turned, ground and assembled components.
  • Conducting in-process/final inspection activity and maintaining accurate records.
  • Assisting in improving the process capability of machined components.
  • Conducting and recording calibration and auditing activities.
  • Carrying out such tasks and duties as directed by the Quality Manager.

Qualifications/experience include:

  • A recognised Mechanical Engineering apprenticeship or HNC in engineering.
  • Previous experience gained in a quality inspection role.
  • A practical understanding of dimensional measurements and the ability to interpret technical engineering drawings.
  • Able to demonstrate experience of using a variety of equipment in an Engineering/Manufacturing environment.
  • Mechanical inspection using a range of inspection tools and equipment e.g., calipers, micrometers, various gauges.
  • Good knowledge of GD&T (Geometric, Dimensioning & Tolerancing).
  • Ability to work independently as well as part of a team.

Hours of work:
Monday to Thursday: 7.30am to 4.00pm.

Friday: 7.30am to 3.00pm.
39-hours per week.

 

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

 

Read more
New job
Commercial Administrator
Sector: Public Service and Administration
Salary: Competitive
Location: Sudbury
Role: Full Time
Contract: Permanent
Job ref: 913637
About the role

Just Recruitment is partnering with a growing, industry-leading organisation in Sudbury to recruit a Commercial Administrator.

Joining a small but dynamic team, this unique role involves assisting the Technical Director in maintaining strong relationships with longstanding customers while also developing new client connections.

The company takes pride in delivering exceptional pre- and post-sales service and you will need to be highly organised individual who will thrive in their friendly office environment.

Key duties include:

  • Administrative assistance including answering the telephone, responding to emails, filing and scanning.
  • Providing pre- and post-sales customer service to clients.
  • Procuring equipment, obtaining quotes and locating product specification information as required.
  • Financial assistance via Sage, including creating purchase orders, performing goods receipts, assisting the Accounts Department in processing invoices, and providing a weekly departmental finance report.
  • Completing supplier and customer paperwork as required, and setting up trade accounts.
  • Logging customer enquiries and updating information.
  • Preparing datasheets and manuals.
  • Assisting with raising quotations for incoming enquiries.
  • Managing imports and exports, including the packing and dispatching of customer orders; stock rotation, and booking in and out of stock.
  • Keeping an updated departmental calendar.
  • Supporting the Policy Team in compiling information to pass accreditations.
  • Undertaking health and safety duties and ensuring all relevant certificates are up-to-date and in line with regulations.
  • Providing administrative assistance to the wider team, including booking accommodation, completing RAMS for site visits, preparing equipment, overseeing working hours and expenses, and collating post-job documentation when needed.
  • Testing and servicing of equipment in-house and arranging off-site calibration where required.

Key requirements for the role:

  • Proactive attitude
  • Great communication and organisational skills
  • Punctual and well presented
  • Confident telephone manner

Benefits include:

  • Free refreshments
  • Free parking
  • Paid volunteering day
  • Staff discount
  • Employee Assistance Programme (including free counselling sessions)
  • In-house Mental Health First Aiders
  • Annual Christmas gift
  • Christmas meal and team days

 

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

 

Read more
New job
Cleaner
Sector: Engineering and Manufacturing
Salary: Competitive
Location: Sudbury
Role: Full Time
Contract: Permanent
Job ref: 913636
About the role

Just Recruitment is partnering with a well-regarded manufacturing company on the outskirts of Sudbury to recruit a full-time, permanent Cleaner for their facilities team.

The primary purpose of this role is to support the facilities maintenance team in maintaining a high standard of cleanliness throughout the buildings. Responsibilities include following the company’s daily cleaning plan, updating schedules and records, and collaborating with all on-site teams.

Key duties include:

  • Perform routine cleaning tasks such as sweeping, mopping, dusting, vacuuming, and wiping surfaces to maintain cleanliness throughout the premises.
  • Clean and sanitise restrooms, meeting rooms, showrooms and other communal areas to ensure a hygienic environment for employees.
  • Clean and maintain factory floors, including removal of debris, spills, and stains to prevent slip and trip hazards.
  • Collect and dispose of waste and recyclable materials generated within the factory, following proper waste management procedures and recycling practices.
  • Empty bins, segregate waste streams, and ensure that waste storage areas are kept clean and organised.
  • Clean machinery, equipment, and production areas to prevent contamination and ensure product quality and safety.
  • Follow cleaning protocols and use appropriate cleaning chemicals and techniques to avoid damage to sensitive equipment.
  • Handle and use cleaning chemicals safely and responsibly, following manufacturer instructions and safety data sheets.
  • Ensure proper storage, labelling, and disposal of cleaning chemicals to minimise risks to health and safety.
  • Adhere to relevant health and safety policies, procedures, and regulations.
  • Report any safety hazards, incidents, or near misses to supervisors or safety representatives and take appropriate action to mitigate risks.

In order to be considered for this role you must have previous cleaning experience within an industrial setting.

Working hours are:
Monday to Thursday, 2pm to 10pm and Friday 1pm to 7pm

This is an excellent opportunity to join a great company, offering great benefits!

 

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

 

Read more