Career Salesmanship Promo
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Transcript of Career Salesmanship Promo
CAREER SALESMANSHIP
How to apply sales techniques to the job search
Bob Podgorski
R.P.P. Enterprises
Career Salesmanship
“The one thing I’ve always admired about salesmen is their ability to bounce back from adversity, reluctance and rejection!”
Lee Iacocca
An Uncanny Ability To: Regroup Rethink Reconnect Re-approach Recover Re-present ….. In an Instant!
Career Salesmanship
In other words -
To turn adversity into opportunity –
“To turn lemons…
into lemonade !”
Career Salesmanship
How do they do this ?
Hard Selling…? Being Pushy…? Ignoring rejection…? Back-dooring the Customer…? Offering unethical incentives…? Pleading/begging…?
Career Salesmanship
They do it by…
Listening !!!!
Then…..
Once they fully understand the need
Repeat - connecting on the same level Ask key questions to clarify Then offer further connections showing deeper
understanding Followed by a real solution / value proposition
It is no different for an employment candidate
As a candidate
Requires you to connect on the same level Ready to ask key questions Prepared to show examples of past
successes and experience Showing your value and relevance to their
need
Career Salesmanship
Salesmen also show -
Resilience Stick-to-it ism Tenacity An ability to place unfavorable circumstances
in perspective To move forward Try again Remain positive, energized and enthusiastic
Placing Rejection in Perspective
Have multiple leads to pursue A “NO” means a customer need more relevance,
information and value Or, it may be the wrong buyer View rejection as a single instance Analyzed to determine what went wrong – vow to not
do it again Seen as an opportunity to learn to do better A re-buffing is only accepted when you have tried
your best with the customer, repeatedly to show realistic value
Skills that relate to the job seeker
Have many irons in the fire Apply to the Hiring authority for the greatest
appreciation of value Learn from experience – analyze how it could
have been done better Improve Interview to Interview Follow-up to assure the full story is told
Thank You Letters Reference key interview points List of attributes
Skills That Relate To a Job Search
Excellent Salesmen…
Know their product Believe in their product Understand it’s perceived and actual value Practice the presentation of value Gathered documentation of the value
proposition Prepare for the Sales Call Interject Shortfall mitigation
For the Job Seeker
This means… Know yourself – intimately
Know your likes / dislikes Know your strengths Know where you need improvement Show you’re…..
There are additional slides to this presentation. Contact RPP Enterprises for this or additional career topics for your next meeting. www.rppenterprises.com