The List

The List:

Start Activities:

Below you will find our 12 steps. List. These are here as a guide only. They are the result of many conversations with coachees and former recruiting clients. The contents of my site, book and cd are based on personal predilections, our prior candidate’s anguish and the basic tenets of SALES 101.

The Start List:

1. Read and Study our sales primer, our discussion of RISK, Value, S.A.L.E.S. and our 5 Decision Makers (V=N+A-C and S.A.L.E.S) on this site and in our book, Personal Marketing Strategy Program for Transition Candidates: “get THAT NEXT job!” Be familiar and conversant with the concept of opportunity, reward of hire and reasons why YOU can help the possible employer. Be able to discuss each with conviction and passion based on your credentials, the employer's needs and the hiring authority's background. (Secure and read the One Minute Sales Person by Spenser Johnson.) Learn and master the “assumptive close” technique.

2. Have new business cards printed. Suggestion: Use vistaprint.com or a similar company. Be sure to place 5 attributes about you on the reverse side and get the plasticized cards.

3. Write the Narrative, Accomplishment Report and the Descriptor. These will be used in all three job search activities: “get NOTICED,” “get INTERVIEWED,” and to “get THAT NEXT job.” 

4. Prepare, refine and produce the first draft of all three demos. They can all be printed at home on your printer using Word. Produce copies of the finalized demo.

5. Write and revise your personalized solicitation presentation. See: Script in book. Always have your reasons for the call clearly printed in front of you if this is a phone screen, committed to memory, if a face-to-face meeting. Have your 5 attributes and 5 accomplishments listed as well. You must be an opportunity, a reward for hire, not a risk and most importantly have accomplishments readily available to validate the reward and opportunity that you represent. All this information flows from your SALES literature, the client's needs and the Hiring Authority's background.

7. Set up you Outlook or Google/Yahoo Calendar

a. Chronicle everything, even the allegedly innocuous comments. You will not remember past 10 minutes after the contact, write everything down. (Mailings, contacts, conversation, appointments, etc) This will be used to track all your job search activities and later in the construction of you “REAL NETWORK.” It will enable you to get THAT NEXT next job! Read Real Network on site.

b. Sign up for a free gmail account and email address. Used for your job search campaign and maintenance of your REAL NETWORK after you start your job. You can re-direct the account to your regular email.

8. Learn all 7 of the Special Interrogatories in the book and on the site. Be sure to put the questions in your own words, you must be comfortable saying them; then practice the questions until they become yours.

9. Read and prepare your SALES campaign. Study the solicitation materials in the book. Hang in the “office” you have chosen to use for your SEARCH.

10. Prepare a list of possible sales objections and suitable answers and or responses and questions. See site and book. Especially, read all the possible interview questions that you could be asked on our site, book and the web.

11. Begin and Follow the PMSP program. 

12. Remember to always follow-up on every contact. This is a vital, too often over looked activity and this author thinks possibly the most important act you can do in your job search. This predicts your future.

Please let us know how to improve, revise, amplify and possibly simplify this PMSP system.

Bruce Dreyfus