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get THAT NEXT job!® "SALES IS NOT A GAME, A ROLE OR A MANIPULATIVE TECHNIQUE, BUT
THE SINCERE DESIRE OF THE PROFESSIONAL SALES REPRESENTATIVE TO HELP CLIENTS
SOLVE CONCERNS" Bruce S. Dreyfus The
S.A.L.E.S.® Manual 1982 "Insanity is repeating the same things over and over again and
expecting different results".
Anonymous When presenting your candidacy to a prospective employer remember why
they are considering hiring you. What do they expect? (When and how?) Your VALUE must exceed their cost.
Keep this formula in mind in every "sales interview" call. The interview mode is the
most basic of the sales calls. V=N+A-C© Value=Need(Real +Perceived)+Application(Use)-Cost
(Emotional +Fiscal) If your candidacy does not add up to a positive equation, REDUCING THE Hiring Authority's (HA'S) RISK, you will
not get the offer that you want. The hiring
authority's COST is too great to gamble on a hire. His/her position, income, and or emotional/physical well being are on
the line with each hire; i.e.: inertia
will prompt a negative decision. In the interview & presentation mode, (Tri-Folds) fluff will not prevail. You must know your accomplishments, skill set, professional
limitations, client's goals, objectives, market position, product,
and competition. Your interview must
be a solution sales call. If there are further questions also check the remainder of the
candidate section. You must know who, what, why, and how you can help the prospective
hiring authority, if not, you do not get to the interview or to the ultimate
offer.
Hiring although important,
does not drive immediate $, and always puts the hiring manager at
immediate “risk” with his/her superiors.
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