SOME SELLING TECHNIQUES

Discuss selling techniques with several friends, particularly those who are effective salespeople. Their advice can be useful on such things as the following:
Getting appointments
Dealing with obstacles, rejections, and roadblocks
Calling someone on the telephone, including interviewing on the telephone
Getting the interviewer more involved
These people have shown by their success that they can deal with these problems. They undoubtedly can give you some useful tips on this important aspect of job hunting.

Keep in mind that you’re a product that’s being sold. There are two ways of doing this: selling benefits (your accomplishments) and features (your skills). Your PARs, are most effective in getting the interviewer
to understand what you can do and to paint him a picture that he can visualize and remember. Describing your skills is good for summarizing, such as in Your Two-Minute Introduction.

If a couple of your outstanding achievements are consistently getting weak reactions from interviewers, you’re probably describing them ineffectively. Sam Page got weak reactions whenever he described his outstanding achievement. On his way to an important interview with Carole MacAllister, he decided to describe this experience
differently—in this case, in more detail. Several years later, he recalled her exact reply: “That shows you’re really smart and highly motivated.” Sam realized he had been shortchanging himself by thinking interviewers would understand his brief description of this achievement and be impressed. This incident emphasizes the importance of experimenting, particularly in low-risk situations such as networking interviews, until you get fairly consistent positive reactions from your interviewers.

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