Are YOU a Value?
"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 mnemonic 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, (CPD) 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.
See: Candidate Information Program & Backgrounder & ACP
If there are further questions also check the remainder of the site.
You must know who, what, why, and how you can help the prospective hiring authority, if not, you will not get the interview or the ultimate offer.
Hiring although important, does not drive immediate $, and always puts the hiring manager at immediate “risk” with his/her superiors. The manager usually only gets compensated on today’s $, not pipeline, training, work, etc. We all practice professional risk avoidance.
To be hired or considered for hire you must be able to solve three major concerns for the Hiring Authority.
You must:
1. Help to relieve his/her stress.
2. Make it possible for the HA, or his company to make or save money.
3. Provide the impetus for the HA to be promoted.
You need to find a way to match your candidacy/ACP to the HA's "hidden" needs, so that the question: "Why should I hire you? Becomes moot, and the answer is both apparent and obvious to the HA. You are an opportunity not a risk.
Let us share our best job transition secret with you. The PMSP© program utilizes our unique Tri Fold Brochure presentation methodology. This system allows you to enter your next job search as a Hiring Authority's opportunity, not just an average candidate.
Please note that we do have about 100 pages that are reserved as "Client Pages." Access to those pages are limited to our client base. We are confident that the 60 "free" pages do provide a significant information base. If you would like full access to our other "client pages" please call or write us.
For more information and coaching fee structure contact us @ bdreyfus@get-that-next-job.com.
For more in-depth discussion see our book, PMSP©.
Get THAT NEXT Job, Inc. has finally changed the paradigm in the traditional job search process.
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.
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