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Posted on Thursday, Dec 17, 2015
Whether you’re looking to accelerate your career in sales or become the biggest producer in your organization, the following 5 keys to success from Hays Canada’s top producer, Russell Carnley, will help you achieve your goals.
1. Ability to Listen
Be inquisitive in every conversation you have. Learning about the sector I am selling in, allows me to delve deeper into conversations and often uncover leads that may not be obvious in initial discussions. The way to avoid being perceived as a “salesperson” is to actively listen and engage.
2. Have a Voice
Be confident in making your voice heard. This is important throughout all stages of the sales process. Whatever the stage or topic, a successful sales person will not just tell their clients what they want to hear, they will help to educate them.
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3. Ingrain Yourself
Be engaged with the industries you do business in. I always endeavor to attend as many industry events as possible. These don’t have to be stuffy seminars or conventions. I have been go-karting, attended hockey and baseball games and ski days all in the name of sales! Interacting with your clients in a more social setting than the boardroom is invaluable in building long-term, meaningful relationships.
4. Keep your Word
People have to trust you. This means being discrete, doing what you say you will do and being someone that your clients can lean on. Your reputation is paramount to your success. If you commit to something, you have to make sure you deliver.
Sales is a demanding but a rewarding industry. Unfortunately, not everything will go your way and invariably not every deal comes off the first time. It is really important to not take yourself too seriously. Having a laugh at work with your clients and colleagues is essential. People buy from people and being a positive voice goes a long way, to not only enjoying your day to day work, but also getting people to want to engage with you.
Again sales is a people business, all of these are key components to building long and lasting relationships.
About Russell Carnley:
Russell has 13 years of experience with Hays working as a sales and recruitment expert in the Construction & Property industry.
Russell joined Hays in 2002 directly following his studies at Nottingham Trent University where he graduated with a BSc (Hons) in Psychology. He initially worked for Hays in Nottingham, England for 2 years prior to moving to Vancouver in 2004.
Based in Vancouver, Russell has established strong links with a large number of the major organizations in Western Canada and the US and has responsibility for ensuring clients receive a high level of service and delivery.
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