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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Mechanical Maintenance Engineer
Sector: Engineering and Manufacturing
Location: Stoke-on-Trent
Role: Full Time
Contract: Permanent
Job ref: 913716
About the role

Just Recruitment is working with a growing manufacturing business based on the outskirts of Stoke-on-Trent to recruit a Mechanical Maintenance Engineer to join their long-standing team on a permanent basis.

The key purpose of this role is to provide a knowledgeable, safe, cost effective, efficient multi-skilled maintenance service to the site that adheres to all engineering/electrical standards and procedures for compliance with statutory and business requirements.

Key duties include:

  • Undertaking maintenance activities on all buildings, plant and services in a safe and cost-effective manner through effective maintenance programs, ensuring traceable and auditable records are maintained.
  • Ensuring the changes to plant and infrastructure are adequately managed via the Management of Change site procedure.
  • Ensuring that all engineering/maintenance work undertaken is compliant with relevant site and regulatory regulations.
  • Identifying, ordering and supporting the business in ordering parts or services required to satisfy the day-to-day engineering requirements of the business, and to manage/control the level of spares to be held on-site as deemed necessary.
  • Undertaking and supporting the coordination and implementation of any capital projects or site improvement works, including the installation and commissioning of new equipment.
  • Working with Site Management, Production and Technical teams to identify plant efficiency and minimise processing times, ensuring data is recorded to enable analysis to take place.
  • Utilising the computerised Maintenance System to work effectively, ensuring schedule adherence and updating all maintenance records in a timely manner.
  • Undertaking failure mode investigations to identify root cause failures and document.
  • Ensuring all engineering contractors meet the agreed standards and competencies required to carry out maintenance and engineering tasks on-site.
  • Performing all duties in compliance with all EHS, business conduct policies, guidelines, and local Life Saving Rules at all times.

Key requirements for the role:

  • Recognised apprenticeship or ONC/Level 3 in Mechanical Engineering.
  • 3 years’ experience in mechanical engineering.
  • 3 years’ experience working in manufacturing environments.
  • Experience in fault identification/repairing, and maintaining motors, instruments and control panels.
  • Undertake basic welding tasks.
  • Experience in repairing effluent/water pumps.
  • Broad knowledge of pneumatic, air logic, pressure and hydraulic systems.
  • Willingness to gain skills in electrical fault-finding and PLCs (Programmable Logic Controllers).
  • Ability to read, interpret and understand technical documents and drawings.
  • Experience of working in Zoned Areas, and knowledge of ATEX Equipment.
  • IOSH trained in Working Safely.
  • Mobile boom and scissor lift trained.
  • Gas Safe / Gas qualification.

This is a full-time permanent role on a 2 shift rotating pattern:

  • Mon – 6.15 am – 2.00 pm, Tues - Thurs – 5.45 am – 2.00 pm, Fri – 5.45 am – 1.15 pm, each day with 2 x half-hour paid breaks, total 39.5 hours.
  • Mon – Thurs – 1.30 pm – 9.45 pm, Fri – 12.15 pm – 7.15 pm, each day with 2 x half hour paid breaks, total 40.5 hours.

This role offers a stable team environment, along with opportunities to progress and develop your skills.

 

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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Warehouse Operative
Sector: Warehouse
Salary: £12.25 - £13.07 per hour
Location: Snetterton
Role: Full Time
Contract: Permanent
Job ref: 913715
About the role

Just Recruitment is working with a growing organisation, based near Snetterton, to recruit a Warehouse Operative on a permanent basis to their long-standing team.

The key purpose of this role is to ensure that all items are correctly received and packed to meet company requirements.

Duties include:

  • Operating MHE safely and effectively according to requirements
  • Unloading goods-in
  • Checking in goods
  • Putting away products, keeping the warehouse tidy
  • Picking products as per order requirements
  • Checking orders, ensuring accuracy
  • Packing orders to ensure safety in delivery
  • Loading deliveries
  • Undertaking any other duties as may be required
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Key skills required:

  • Good level of numeracy and literacy
  • Basic PC skills
  • Knowledge of company's health and safety policy
  • Housekeeping awareness
  • Qualifications to operate Bendi/Flexi
  • Physically active

Please note that this is a very manual-based role; you will need to be able to lift heavy items safely.

Due to the company’s location, you must have access to your own transport.

This is a great opportunity to join a friendly team.

 

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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Brand Coordinator
Sector: Customer Service
Salary: Discussed on application
Location: Braintree, Essex
Role: Full Time
Contract: Permanent
Job ref: 913714
About the role

Just Recruitment is supporting a well-regarded business based in Braintree who are recruiting for a Brand Coordinator to add to their team.

This role will involve working closely with Account Managers on new developments, handling samples of new products and sending them to the client for approval.

Duties will include:

  • Liaising with design to generate new artwork and amend existing artwork correctly
  • Liaising with purchasing at UK and international sites to obtain pricing and sampling quotations, and updating the CRM/Creator system accordingly
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  • Producing periodic reports when required for the Account Manager and the client
  • Monitoring stock usage of certain products and taking ownership for ordering stock within company guidelines
  • Setting up brand manuals to include order forms, procedures, item references and prices
  • Keeping department code lists and size charts up-to-date
  • Liaising with the international sites regarding customer and retailer enquiries in regard to the production and dispatch of products
  • Keeping the CRM/Creator updated with all relevant artwork required for each brand
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Working hours: Monday to Friday, 8.30am to 5.00pm.

 

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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Counterbalance Forklift Driver
Sector: Production and Stock Control
Salary: £12.70 per hour
Location: Halstead, Essex
Role: Full Time
Contract: Temporary to Permanent
Job ref: JT-HAL-CFD-0725
About the role

Just Temps seeks an experienced Counterbalance Forklift Driver looking for a fresh start with a company in Halstead, Essex, that values hard work and reliability. This could be the opportunity you’ve been waiting for.

What’s in it for you?

This is more than just a job – it’s a chance to build a long-term career. Starting on a temporary basis, this role offers the genuine opportunity to go permanent. You'll be joining a close-knit team within a growing business where your efforts are recognised and rewarded.

About the role:

  • Operating a Counterbalance forklift safely and efficiently
  • Loading and unloading deliveries
  • Moving stock within the warehouse
  • Supporting the wider warehouse team with general duties
  • Maintaining a clean and safe working environment

Hours:

  • Monday to Friday
  • 6.00am to 2.00pm
  • Weekly pay
  • Ongoing support and progression opportunities

What we’re looking for:

  • A valid Counterbalance forklift licence
  • Previous warehouse or forklift experience
  • A strong work ethic and a team-player mindset
  • Punctuality, reliability, and attention to detail

This is a fantastic opportunity to secure stable, long-term work with the potential to grow within the company.

 

Just Temps acts as an Employment Business for the supply of Temporary Staff.
The salary advertised is the bracket available for this position. We are an equal opportunities employer and welcome applications from all suitable candidates.

 

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Procurement Manager
Sector: Purchasing and Merchandising
Salary: £40,000 - £50,000 per annum
Location: Sudbury
Role: Full Time
Contract: Permanent
Job ref: 913713
About the role

Just Recruitment is working with a growing manufacturing business, based on the outskirts of Sudbury, to recruit a Procurement Manager to join their growing team.

About the role:

  • The primary purpose of this role is to lead the procurement function in delivering greater strategic and operational value, supporting the achievement of key business objectives.
  • This is a hands-on, strategic and operational role that requires a confident leader with deep procurement expertise and the ability to inspire and develop a team.
  • You will work closely with the Supply Chain Manager to shape and implement a fit-for-purpose procurement strategy, ensuring alignment with business goals across quality, cost, sustainability and risk management. This role is pivotal in maintaining robust and value-driven supplier relationships while enabling continuous improvement in all procurement activities.
  • You will also oversee raw material planning and call-offs, ensuring that the business maintains the right balance between availability and inventory control — essential for production continuity and working capital efficiency.
  • This role includes direct line management of a Procurement Specialist, supporting their development and day-to-day activity management.

Key duties include:

  • Develop and implement a comprehensive procurement strategy aligned with business objectives, operational needs and sustainability goals.
  • Identify, evaluate, and manage suppliers across raw materials, packaging, and indirect categories to ensure quality, continuity and cost-effectiveness.
  • Collaborate with the Supply Chain Manager and other departments to align procurement with broader supply chain goals and business plans.
  • Contribute to the company’s sustainability, traceability and ethical sourcing commitments through strategic supplier partnerships.
  • Oversee the procurement of raw materials, packaging, indirect goods and services, and CAPEX items, ensuring optimal quality, cost and delivery performance.
  • Manage tendering processes, contract negotiation and supplier onboarding activities.
  • Ensure the ERP system is updated and used effectively for procurement activities and reporting.
  • Monitor and report on procurement KPIs, savings and supplier performance metrics.
  • Build and maintain strong relationships with key suppliers and service providers, driving continuous improvement and innovation.
  • Lead supplier performance reviews, audits and corrective action processes.
  • Identify and assess risks within the supply base and implement mitigation strategies to ensure business continuity.
  • Lead, mentor and develop the procurement team to achieve high levels of engagement, performance and professional growth.
  • Foster a culture of accountability, collaboration and continuous learning within the team.
  • Support the wider Supply Chain team by contributing to cross-functional initiatives and projects.
  • Ensure adherence to company procurement policies, financial controls and ethical standards.
  • Support internal and external audits with relevant documentation and compliance reporting.
  • Drive process improvement initiatives and embed best practices across the procurement function.
  • Build and nurture key working relationships with Production, Quality Assurance, Finance, Warehousing, Sales and Commercial Teams, Suppliers, Logistics Providers and Regulatory Bodies.

This is an excellent opportunity to drive change within a business — offering a great working environment.

Working hours for this role are Monday to Friday, 8am to 5pm — although some flexibility is required.

Please note that due to the location of the business, you must have access to your own transport.

 

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.

 

Read more