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Wise Words

It is not what you know

who you know and it’s what you do with who you know

that really matters.


Source: Richard Denny

The Six Cylinders of the Professional Sales Person

Business Knowledge

Industry Knowledge

Company Knowledge

Product Knowledge

Selling Knowledge




A NO is only ever a NO    NOT   TODAY


Think like a professional, speak like a professional, look like a professional, act like a professional, and you will BE a professional


For some, investing trust and money in a recruiter may seem an antiquated and unnecessary method of finding candidates. It is 2018 after all. Surely utilising social media and posting on job boards is enough to reach the people you want and watch the applications roll in? Hmmm, perhaps. You might fill a few positions like that, but we think recruiters add value in ways you may not have considered. Here are five of them:

  1. Recruiters speed up the process & save you money

Keeping a vacancy open is costly, not only because of the ongoing costs associated with advertising on job boards, but in lost earnings too. Studies show that good employees generate 3-5 times their annual salary in value. So, let’s do some basic maths: If you leave a £50k role vacant for just one month, a business could lose upwards of £12,000. Recruiters are focussed on nothing else but filling those types of roles, they are familiar with the process, and quick to filter out unsuitable candidates. As a result, your vacancy gets filled sooner and lost earnings are reduced.

  1. They offer role focus and definition

By using a professional recruiter, you get access to their market knowledge. They will know your sector well, and will therefore know what your competitors do, hire, and pay. Not only that, but they know which candidates are out there and what they are looking for. This information can be invaluable when it comes to attracting the right talent for your business. A simple change of job title, or a rethink on the salary could make all the difference in filling your vacancy with the best.

  1. A recruiter frees you up to do your job

There is no doubt that social media (LinkedIn particularly) has made searching for candidates easier, but this still takes time. Would you rather your hiring manager spends their time looking for candidates in this way, or doing their actual job? Just because LinkedIn makes it possible, doesn’t mean it’s the best use of your time, or a great business decision.

  1. They know where to look and how to generate interest

We are in a candidate-driven market where often the best talent isn’t openly applying for jobs or posting their CV online: Meet the Passive Candidate. This individual is usually happy in their current role, highly valued by their current employer, and not necessarily looking for a new job. But – and this is where a recruiter comes in – they would consider the right opportunity if it came along. As a business, your access to this passive talent is limited, but an experienced recruiter knows how to find them, approach them and sell you to them without even discussing who you are. What a skill!

  1. Guaranteed Results

Working on a exclusive or retained basis and building trust guarantees results

To sum up: a recruiter is “out there”, talking to candidates daily, evangelising about your company without you having to move a muscle. Whatever your personal feelings were at the start of this article, we hope you can see it makes good business sense to use a recruiter, especially when you find one you like and trust.

For any further tips or assistance with recruiting your next team member call our team on 01279 713900 or for all the latest updates, news, and vacancies

Recruitment can be challenging and certainly a roller coaster but as we reach our year end here are some reflections
Highs include getting that ideal role for your candidate, for example after they have suffered redundancy, completing the first  assignment  for a new client or hearing a ‘thank you’ from a satisfied client.
Positive feedback comes in many forms  but you know you are doing the right thing when:
Clients call you between projects for advice between assignments
Give you repeat business
Offer industry referrals
Feature you in their growth plans
As we celebrate our 17th anniversary that’s why we are still here and growing.



A really good sale person can only sell what they believe in.




Source: Richard Denny
This article appeared in Motor Finance Digital Magazine June 2018
Julie you have been in Motor Finance recruitment for some time, what are some of the key changes you have seen over the years?
I have been in motor finance recruitment and asset finance recruitment for over 20 years. Initially it was dominated by bank owned finance houses so in the early days, companies such as Capital Bank, which was originally NorthWest Securities, First National Bank and Blackhorse, formerly UDT/Chartered Trust were big players. So things have changed a great deal as many of those companies either do not exist or have been absorbed into other companies. Also if you go back 10 years GE Capital were dominant in the market but withdrew from the motor finance market.



Show me a successful business person and I will show you a sales person. The fact is we are all selling each other.




Source: Richard Denny

    • Wise Words

      Posted: 22/11/2018

      It is not what you knowwho you know and it’s what you do with who you knowthat really matters.


      Source: Richard Denny

    • WISE WORDS …

      Posted: 12/11/2018

      The Six Cylinders of the Professional Sales PersonBusiness KnowledgeIndustry KnowledgeCompany KnowledgeProduct KnowledgeSelling KnowledgeATTITUDE



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    • Our sister company is Persona Sales Training – a specialist training company in leasing and vendor finance.

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