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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Trainee Engineer
Sector: Engineering & Technical
Location: Ipswich
Role: Full Time
Contract: Temporary to Permanent
Job ref: JT-IPS-TE-0725
About the role

Just Temps is seeking a Trainee Engineer for a well-established company based on the outskirts of Ipswich, Suffolk.

This is a dynamic role that combines technical expertise with customer service. You will have a passion for working with machinery and solving problems on the spot.

Key responsibilities include:

  • Service and maintenance: Supply, fit, service, and maintain compressors, pipework, receivers, dryers, and more!
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  • Customer-focused: Engage with customers directly to discuss the best options for each job, offering expert advice and solutions. Once trained, you will become the face of the company, so a friendly and professional approach is essential.
  • Safety and PPE: Wear provided overalls and PPE (personal protective equipment) while working on various sites, some of which may be dusty or dirty.
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What this role offers:

  • Full training provided: No experience? No problem! You will be trained to become an expert in servicing, including pipework, receivers and more.
  • Competitive salary: Dependent on experience.
  • 24/7 breakdown callouts: Once trained, you’ll rotate on callouts to assist customers in their time of need.
  • Company vehicle: After training, you will be provided with your own van for work travel. Until then, you'll travel with colleagues.
  • Work schedule: Monday to Friday, 8 am to 5 pm (with flexibility depending on job requirements). No bank holidays or nights away!
  • Generous holiday: Enjoy 25 days of annual leave once permanent.
  • Company mobile: After completing your training, you'll be provided with a company mobile phone.
  • Uniform and PPE: All provided once training is complete.

Essential requirements include:

  • A full UK driving licence is required for the role, as you will need to travel to various sites.
  • The ability to work at heights is essential for some tasks.
  • Manual handling with the ability to lift and handle heavy items.
  • Thorough knowledge of machinery, with the ability to troubleshoot, repair, and maintain compressors.
  • Excellent communication skills - completing job sheets, communicating with customers, and signing off tasks on-site.

What’s the role like?

This is a practical, hands-on role where every day is different. From performing repairs on-site to assisting customers in getting their machines back up and running, no two days will be the same. If you enjoy solving problems, working with machinery, and meeting customers, this role is perfect for you.

 

Just Temps acts as an Employment Business for the supply of Temporary Staff.
We are an equal opportunities employer and welcome applications from all suitable candidates.

 

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Location: Sudbury
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Contract: Permanent
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As the Customer Service Executive, you will deal directly with customers by phone or email, providing stock updates, pricing and delivery information.

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To be considered for this role, you must have excellent Excel skills, including VLOOKUP's and Pivot Tables.

Key responsibilities include:

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Working hours: Monday to Friday, 8am to 5pm.

This is an excellent opportunity to join a growing business with the potential for development and career progression within the role.

 

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: Engineering and Manufacturing
Salary: Discussed on application
Location: Twickenham, Kingston Upon Thames
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Due to continued growth, a world-leading provider of vehicle washing technology is recruiting a Field Service Technician to service a customer base in the Twickenham / Kingston Upon Thames area.

The role involves servicing and installing car and commercial valet equipment. You will be involved in all aspects of planned maintenance, breakdown repairs, equipment servicing, and general repairs. Responsibilities also include maintaining van stock levels and completing job sheets.

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Benefits on offer include:

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Hours: Monday to Friday, 40 hours per week plus 1 in 3 weekend cover.

 

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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Salary: Discussed on application
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Role requirements include:

  • Having an Electrical or Mechanical engineering qualification
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Benefits on offer include:

  • Company vehicle
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Hours: Monday to Friday, 40 hours per week plus 1 in 3 weekend cover.

 

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: Engineering and Manufacturing
Salary: Discussed on application
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About the role

Due to continued growth, a world-leading provider of vehicle washing technology is recruiting a Field Service Technician to service a customer base in the Bromley/Redhill area.

The role involves servicing and installing car and commercial valet equipment. You will be involved in all aspects of planned maintenance, breakdown repairs, equipment servicing, and general repairs. Responsibilities also include maintaining van stock levels and completing job sheets.

Role requirements include:

  • Having an Electrical or Mechanical engineering qualification
  • Be willing to travel and stay out overnight as and when required
  • Be willing to take on additional training and relevant courses, including evening courses that the company may pay for
  • Working on your own initiative or part of a team, and have problem-solving skills
  • Have a valid, clean UK driving licence
  • Good people skills, presentable and able to liaise directly with customers
  • Being punctual and able to keep accurate and timely documentation
  • IT literate with Microsoft Office and Outlook experience
  • You will be required to work within Health & Safety guidelines as set by the company

Benefits on offer include:

  • Company vehicle
  • Mobile phone
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  • Death in service benefit
  • Uniform and tools provided#

Hours: Monday to Friday, 40 hours per week plus 1 in 3 weekend cover.

 

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