Painting the Picture Brings Admirers
photo credit: whatleydude
Framing Appropriately brings about SOLD! or HIRED!
Frequent correspondence with readers of my book, HIRED! and those who wish more information on the process of selling, has produced great topics of conversation. Today’s topic comes from a job seeker who was told three weeks ago, “You are the perfect candidate and a job offer is coming.” Two weeks ago, he was told “But…”
The “buts” were addressed well and the offer was still implied. However, there is no word forthcoming about the offer letter or a start date. My suggestion was to give the latest conversation one week and then check in once again. Only this time, the candidate should take the lead role by asking what the remaining process will be, and when can he expect the offer letter and/or start date. At this point, questions and pinpointing the subject at hand demonstrate leadership qualities and greater value than if he were to simply remain at their beck and call.
The sales perspective of positioning of why you are the best candidate to get the job or business is similar to painting a picture. When objections arise, you agree and then put a different frame on it, in this case a frame of reference. By pinpointing the targeted start date, it sounds as if the person may have other options and that the company will lose their opportunity if they don’t act quickly. Now the ball may be returned to the candidate’s side of the court. Worst case, the candidate is put out of his misery and knows to move on which isn’t all that bad. It’s far better than making oneself miserable by remaining stuck and wondering.
Whether you are an entrepreneur, in the corporate environment or seeking work – you must take the lead on that which you desire. It’s truly the only way you will achieve your goals. By becoming accustomed to painting your own picture and putting the perfect frame on it, you will be well on your way to enjoying a Smooth Sale!
You will find more information on sales techniques for both business and career in these two books:
Nice Girls DO Get the Sale: Relationship Building That Gets Results
and
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews
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P.S. The Community Service project AmericaHires360 was developed to help Americans return to work.. Companies and Sponsors are making it possible for for Job Seekers to attend for free. The event takes place online October – December click the link above to register today!
