Solution Sales
Candidates, not merely Resumes!
S.A.L.E.S.©
Salutation
Analysis
Logical Assessment
Elucidation
Secure
Our get that next job answer to transition:
The solution sales approach to interviewing:
After spending four hours with a candidate who is in "transition" and who has had several interviews and rejections recently, we realized from extensive conversation what he had been doing that got in the way of his success. Our candidate, although a Vice President of Sales, forgot the most basic element of the interview process; there are two interviews going on at the same time. He also forgot that THE INTERVIEW SITUATION IS NOTHING MORE THAN A SALES CALL, thus sales rules apply.
Remember, even though you have heard the interviewer's question before, always pause, cogitate, percolate before you answer. Don't let your answers be automatic. For more discussion see our book.
The interview, especially at the executive level, is possibly the most important or impotent call call you will ever make.
When you prepare for a "normal" sales call sales you have five basic ingredients, here we will pinpoint three. The others are discussed in out book.
1. Questions about the company, people, clients, goals and concerns.
2. Your Presentation/Elucidation
3. Return on Investment/Benefits
The Analysis function of the S.A.L.E.S. METHOD is significantly more important than the Presentation(Elucidation). I know some of us are used to selling, but we need to remember to allow the "client" to buy.
What are their needs, aspirations, etc. Then structure your responses, explanations to address these needs. Finally, when you ask for the order, stop talking. Wait for the response!
In your credential presentation, "Tasks are normally dismissed, measurable accomplishments are recognized".
In interviews, offers only follow your discovery of the client's needs. You cannot present your credentials in a vacuum, you must know why you are being interviewed, and it most likely is not, just to fill a position.
Check out our Basic Interview Questions.
For more information please see our book.
Personal Marketing Strategies BOOK - A step-by-step guide on how to move from the HERD to be HEARD!
Candidate Initiative Search Assignment - The CISA process allows us, as your advocate, to penetrate to the invisible positions that are only created by the decision makers and get you noticed, get you interviewed, and then get THAT NEXT job.
Copyright Notice:
All materials herein are under copyright protection and may not be duplicated except for personal use. Any other use; is expressly prohibited by law without the express written consent of the author. Address all inquiries for exceptions to:
The Transition Compass 782 Bayliss Suite C Marietta, GA 30068 770-579-6050
ALL RIGHTS RESERVED