Sales Steps for a Job Search

Analyze his territory and establish opportunities is the first thing a sales person does when beginning a new sales cycle. Job search requires the same beginning and then the job seeker needs to connect with each opportunity, with each person on her contact list. The rest of the steps are as follows:

1. Build Rapport
   Make a connection with the buyer/interviewer. People buy from people they like. When buying groceries, if you have a choice, do you shop at a store you don't like? Start by making a favorable impression then build a relationship.
2. Confirm their need (ascertain a new need)
   People hire people to solve problems... what problem needs solving? When you are interviewing look for signs and hints as to what the interviewer is looking for in a candidate, or what the team is lacking. When an interviewer asks you to tell them more about your experience doing X, you can bet he's telling you what he needs.
3. Align the value proposition with the need
   Make sure the need is real and then communicate your experience in similar situations. If they are having problems with product quality, point out your experience as a quality assurance professional.
4. Make sure a link is established between the value and the need
   When the interviewer has a need and you have an idea of what the need is, then share a success story about how you've solved the problem in the past and indicate that you can solve similar problems in the future.
5. Ask for the sale
   Often one of the last questions an interviewer will ask you is, "Why they should hire you?" Have an answer ready with a success story as an example. When the interview is coming to an end, thank the interviewer for their time and tell them how much you would like the job and that you have a great deal of enthusiasm.
6. Overcome objections
   In sales this is the part of the process where most people drop the ball. The same is true in job search since the major objection is the price- or in the job seeker's frame of reference the salary. Doing your homework first is important so that you're prepared to discuss the compensation package offered. Salary is important, but vacation, health and other benefits are discussion points too. It's always a good idea to ask for some time to evaluate the offer.
7. Close the deal
   Remember, you've spent a certain amount of time building a relationship with the buyer; count on that to help you close the deal. If they have made you an offer then they see you on the team. So bargain in good faith, be up front and honest, and don't play games; make the best deal you can and set your start date.

Following these steps are required in any job search. They don't always go in order but when you have accepted a job offer and look back over the process you'll find all these elements present in your job search. Another thought... Sales people claim it is easier to sell a product that you like. So like what you're selling... you're selling yourself... you are the product.

Good Hunting...