Earning the Right Establishing Credibility Opening the Ears and Mind Why Should They Listen To You?
Finding the Need Asking Questions and What Questions One Asks Is The Single Most Important Factor In Selling What was Socrates on to? Finding The Need Is All About Finding The Pain Points and/or Finding the Problem
Creating the Need Once You Have Uncovered The Pain… It Is Time To: Dig Deeper Establish Agreement of the Problem and/or Pain
Selling the Solution By This Point In Your Discussion Three Critical Things Have Happened: 1. You have established credibility 2. You have uncovered a fixable problem 3. You and your prospect are at least verbally on the same page The Stage Is Set Now It’s Time To Sell Your Solution!
Recap and Ask for The Business Presenting your solution(s) must tie back into the established and agreed upon problems! Don’t Worry – You Can Still Be Asking Questions! Recap Your Discussion with the agreed upon problem, agreed upon solution and potential course of action…then ASK FOR THE BUSINESS!
FAQ and Final Points Won’t I sound like a robot? Don’t Be A Sales Person! Help People Buy Things and Make The Right Decision Always Be Honest – Integrity Rules!
Interviewing 101 Applying What We Have Learned…When You Interview You Are Selling….??? Let’s Start With The Basics 1. Dress Professionally – Appearance Matters Slovenly = Not Together Person at Perception Neat, Professional = You Are So Together! 2. Have Your Affairs In Order – Paper Work Etc. 3. Yes – Clean Up The FB, They Might Be Looking
Winning the Interview 101 Why you need to ask your interviewer questions and what kind of questions are most impactful How you can sell yourself in an interview Accomplishments vs. Experience – how to position what you’ve accomplished in life What hiring managers and recruiters look for
What kind of questions are most impactful? Two Types of Questions Questions about the goals of the company Questions about the goals of your potential boss
Accomplishments vs. Experience – how to position what you’ve accomplished in life Ask Yourself – What have I accomplished? Ask Yourself – What am I passionate about?
Be Prepared! Have one funny (appropriate) joke! When they ask “Why should we hire you?” Be prepared… When they throw the curve ball …such as “If you were a Big Mac what part of the Big Mac would you be?” Even if you’re not feeling it…act like you totally want and are the right person for the position!!
Resources Resources to get the interview - Careerbuilder.com, Indeed.com, Linkedin.com, Monster.com…Yes All Of It. - Personal Contacts, Family Friends, Networking - Facebook, Social Media Sites