The Origin of the Tao of Sales Babble #438

Today we’re going to talk about the Tao of Sales Babble and how it sprang from the Tao Te Ching of Sales blog. If you’re new to this podcast, each week we take a concept in selling and look at it from a Taoist point of view with a poem, a vignette, and then a quote with advice on how you can apply this wisdom to your business. Sounds like crazy talk, right?

Today I’d like to take a time out and to share the origins of Sales Babble and what I’m trying to do here on the podcast and why I’m solely focused a Taoist approach to selling and how the heck we all ended up in the place!

Today’s Chapter: Tao of Sales Babble

I’ve been podcasting about sales for quite some time, interviewing sales experts mostly in the B2B space. I come from tech sales and love that topic and really enjoy the process and the challenges of enterprise sales. I had a lot of great times with the podcast but after 7 years I felt like I was getting stale. So I decided to change things up, by going backwards.

So what do I mean by that?

Let’s rewind 10 years ago when I started a blog called the Tao Te Ching of Sales. It was based on the idea of wu-wei, or in English, “effortless action”, like when things happen naturally and events just fall into place. For example it’s masterful selling when a buyer gets so excited about your product, they talk themselves into it and all you do is smile. That’s the best. The blog was based on the writings of Lao Tze, a Chinese philosopher who authored a book called the Tao Te Ching 2600 years ago. His book is the second most translated book in the world secondly only to the Bible. To say I’ve been highly influenced by this book is an understatement!

The first time I was exposed to the idea of Taoism and business was when I was a new manager in the telecom industry. I was reading a business magazine that provided advice for managers. Being a new boss I was hungry for managerial advice. I was so impressed by the article I cut it out and posted it on the wall of my desk. I’ve had many desks since that day, but I still have the article.

This is the complete article::

Lead From Behind

The philosopher Lao-Tze suggested that “to lead the people, walk behind them.” and “when the best leader’s work is done, the people say, ‘We did it ourselves,’” In creating this atmosphere, I convey the image of being a shadow figure in the background who really does not do very much. Nevertheless, I have found it is the best way to manage. Management, like mass transit, is only noticed when it is bad!

– Everett T. Suters Wall Street Journal December 20, 1985

I took advice from this one little article to heart and it was noticed on my team. One day Serge asked me why I wouldn’t tell him in detail what to do and I why I wanted him to come up with solutions. I showed Him the article and he smiled, nodded and said oh now I understand. Back in those day empowering your employees was a new idea and I had no interest in being a micromanager. I hated working for people like that nor was it my natural compulsion. A Taoist approach made a lot more sense.

So when I moved from engineering into sales, I took the Tao with me and applied it in all I did. I was so successful with this approach I wanted to share what I had learned with the world. Blogging was very hot in those days so I started one called the Tao Te Ching of Sales and I wrote three times a week on the topic. Each post took one of Lao Tzu’s chapters and framed it in a selling context.

The Master’s power is like this
He lets all things come and go
Effortlessly, without desire.

He never expects results,
Thus he is never disappointed.

He is never disappointed;
Thus his spirit never grows old.

I love this. Such wisdom can applied many ways in life. For my blog I would then place the message in a selling context. It goes like this…

The Master Sellers lets business come and go,
They know they can’t close all sales,
Thus they are never disappointed when deals are lost.

Because they’re never disappointed,
They are forever excited to work on the next opportunity.

That’s a good example of how the Tao Te Ching of Sales works. I wrote this blog for maybe 18 months and by then had said all there was to say. I also thought my chapters were too esoteric for the average seller, nobody was really reading it and I didn’t know enough about marketing and social media to get it out into the world. Instead I pivoted to starting a podcast on non-selling selling and we called it Sales Babble. The Tao Te Ching of Sales was then set aside.

This podcast has been a great opportunity to grow my sales skills and meet a bunch of great experts in sales but as I mentioned it was last fall I had had enough. I was ready to pause the podcast and move on to my other adventures. But surprisingly, something happened that was very wu wei.

Get this,

A sponsor reached out to me and asked if they could return. It was a lot of money and I hated to turn them down. I took it as a sign to continue the podcast, but reinvent it by going back to my earlier blog. I was concerned that I would lose listeners. Sales babblers were used to hearing a 30 minutes interview, would they accept a 6 minute episode? I wasn’t sure but I took a chance and switched simply because I need to grow. It was a bold step and to my surprise, grow it did.

It took 5 months but I’ve been able to double my audience! This was not the goal! My goal was to do something interesting. My goal was to use the podcast to help write the book I’ve always wanted to write.. And by adding the vignettes with Pat, Chris and Lee it has brought a broader dimension to the podcast with a practical example the listener can identify with and apply in their own professional life.

And that’s my story and why we are here. I hope you’ve found this week interesting and it provides some answers on what we’re trying to do and what you can expect for the next year. We have many chapters to go.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

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Listening Options

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December 30, 2014May 6, 2015

Discovering Your Ideal Client Avatar #40

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Hello Sales Babblers, today in preparation for the New 2015 Year, we’re going to walk through the process of understanding your ideal client. This is especially useful if you have a new product or service or if you’re new to this marketplace.

The best way to discover what makes your customer tick is to ask them. Using market research techniques to “study the market” sounds intimidating and often skipped. But in reality, it’s not as hard as it sounds. Let me prove it.

Click Here to Download This Episode

Call Your Ideal Client

By making a few brief cold calls, you can quickly collect the thoughts of prospective clients. When done, you’ll have a cost effective way of obtaining their daily conversations and the actual words they use. This language can be leveraged for marketing materials, emails, cold calls, websites, customer support language and actual product enhancements. Your ability to communicate clearly will be greatly enhanced. And, there’s no end to the good things can do with this information. Let’s get started!

Market Research is generally focused one of two questions:

1. What does my ideal client need?
2. Would my ideal client buy this a product or service if given a chance?

These are powerful questions. Companies have withered and died because they failed to ask one or both of these questions. Most likely your competition has not been this self-reflecting. They assume their products and service have value. They may not! Don’t make the same mistake. Ask.

Using social media and the search tools of the day, create a list of names and phone numbers in your market niche. The next thing we’re going to do is call them and ask them a set of questions. These calls are easy because they ONE give you a great reason to call (which always makes it easier to cold call) and secondly you’re not trying to sell them anything. You’re simply calling to gather data.

The frame work of the call is something like this…

Hi Mr. Johnson

This is Pat Helmers from Sales Babble and I’m doing a research study on The Left Handed WIdget Industry. My company is just starting a new business venture and we’re looking to understand what products and services would provide the greatest value to your industry

What is your (or your business’s) goal?

What is your biggest challenge?

What would it take to overcome those challenges?

What would it mean for your business to overcome those challenges?

Listen to their answers carefully. Take great notes making sure to capture their exact words. After they answer each of the above questions, follow up with the question:

What else?

Keep repeating this question over and over. You will often get better and richer answers because you asked “what else”. Repeat until they have no more to say.

Avatar Research

They will ask about your company. Tell them. Be clear you’re not trying to sell them anything. Be up front you’re considering rolling out new products and services. You want to make sure that there’s a market before you do the work. Be clear you respect their experience and industry perspective. Any help or guidance would be deeply appreciated.

You’re asking them for a favor! Surprisingly, many people are more than happy to help. They’ll be intrigued because your questions viscerally address their current pains and desires. People want to vent. Let them.

If you’re doing these interviews of the phone warm up so you sound your best. Do the following:

1. Read the script 10 times out loud.
2. Get comfortable with the words, anticipate them before you say them.
3. Stand up! When standing you project a more confident sound in your voice.
4. Smile. Your smiling can actually be heard by the listener. Ooze positivity.

These four steps may sound silly and fake, but it works. People will be more receptive to your questions. Don’t dilly-dally when you make these calls. Get right to the questions. If it’s a topic they care about, people are surprisingly helpful.

If the person you speak to isn’t the expert about the subject (they could be a secretary or receptionist) you will need to talk to somebody else. Kindly ask if they will forward your call to that person. If forwarding the call’s not possible, ask for the person’s name and phone number.

Once you reach the expert, they may ask how the survey long will take. Tell them you have 4 questions and no more. If it’s interesting for them it won’t matter how long it takes. You may actually find it hard to get them off the phone! You will be surprised by the generosity of people. It’s cathartic to a degree for the interviewees. It’s not often they get to talk to someone who is genuinely interested in the challenges of their lives.
Repeat this process for six or more businesses. Then analyze the results by finding common themes. From the data you’ve collected find the common challenges that seem ripe for a new product or service. Now you’ve got a great start on a potential new business. Congratulations!

Like snakes and public speaking, many people fear calling strangers on the phone. Instead of seeing yourself as a pushy salesman, consider adopting the mindset of a research scientist.

Consider yourself a research scientist with white lab coat and clip board. Your subject is across the table and you have a number of questions you want them to answer. Since you’re a scientist, you have no expectation on how they answer. You’re genuinely curious and open to anything they say. You don’t want to sway the conversation in one direction or another. You want an honest answer. You keep your biases to yourself. You write down exactly what they say.

You can be the keen observer, be the scientist with the clipboard. Be fearless and learn about how the marketplace will treat your products and services. As they say, with knowledge comes power.

Resources

Since we’re starting a new year it’s a great time to see if what you’re going to be selling is going to work. Or maybe you’re in a situation where what you’re doing is not working, and you want to know why. Doing an non-biased analysis of your ideal client avatar can be one of the best investments you can make this coming year.

Download the Discover Your Customer Workbook here.

Thanks again for listening to Sales Babble this year, I look forward to sharing many more great interviews next year. Take care and Happy New Year.

August 5, 2014May 6, 2015

Powerful Presentations and Demos that Persuade

Consider the product or service you’re selling today. It beats the competition hands down, doesn’t it? If not why would you be selling it.

Yet what you know is true and what your prospective customer “thinks” is true, are two different things. Sales is not a process of order taking. It’s about influence.

Demos that Delight and Direct Desire

You’re excited about a technology and pumped to show off all its bells and whistles. You want to serve the audience and make sure no stone is unturned. It’s taken a lot of work to get this meeting and you’re ready to give an epic demo. Yet nothing could be farther from the desires of the client.

Your audience has time constraints. And they have criteria they’re using to compare vendors. You may have all day, but they don’t! Given the time limits of a two hour demonstration, care must be taken to ensure you showcase the highlights wisely.

Audiences get bored easily! So how do you overcome this in an attention deficit world?

Consider the Demo Theatre

Since you can’t show it all, give the impression you can do it all. At the beginning of the meeting, ask the audience for a list of items they want demonstrated. Use this list to guide the demonstration. Focus on features that add value to their business. Focus on features that put your product in the best light.

You may have some cool innovation that blows away the competition. But if your audience isn’t in the market place for that innovation, they don’t care! Save that for the end of the meeting.

A List That Guides the Demo

One by one, click off items on the list. When first starting, demonstrate how your product addresses their need in great detail. Show them the user functionality, how the process is addressed and the resulting outcome. Answer their questions simply and completely. Guide the conversation but keep reminding the client, it’s their list.

Tell stories how the technology works. Make a show of each scenario you demonstrate. Create context. This is more fun for you and more interesting for the audience.

As time runs out, they’ll be asking: “Can you do this? Can you do that?” Now that you’ve earned credibility you can answer without the need to demonstrate details.

What you’ve created is the sense you can do it all!

Leaving a Great Impression

Again you can’t show it all. But assuming you have a great product, demo in a manner that gives the impression you can meet most needs and desires. By using their list to drive the demo, you give the client the illusion they’re running the meeting.

In reality, you’re controlling the sale.

Know the market. Have all the questions in your hand. Play the cards as the questions arise. Win the deal with confidence, clarity and panache.

Want to learn a selling style that fits your personality and works? Click here!

June 26, 2014May 6, 2015

Don’t Sweep Objection Handling Under the Rug

Dealing with objections is objectionable for unsavvy sellers!

Objection handling is the ability to address sticky issues brought up by the prospective buyer. The goal is to somehow provide a satisfactory answer to the buyer’s questions. It takes preparation to do a good job of this. But poorly prepared sellers often avoid topics that may cause the objection to come up. They incorrectly believe avoiding the controversy is the best plan of action. It’s a “maybe they won’t notice” mindset. They are in essence, sweeping the objection under the rug, not understanding that the objection can only go away if it’s handled and addressed.

You are far better off shining a bright light on any objection. By addressing the issues head on, buyers appreciate an authentic and straight response. Knowing the bounds of the solution, they can see if your product or service is indeed a match. If it’s not a match, it’s not a match. In this case the seller has a much better idea of the market needs and gaps in their products. But if all of the questions have been handled honestly, the buyer is much more likely to see the value you bring.

Professional sellers go out of their way to make sure that ALL the buyer’s questions have been asked and addressed. When their services and products have been thoroughly vetted , closing the deal is just a matter of asking them to help fill out the paperwork.

Again it’s critical to be prepared for objections and have good answers that place your products and services in the best light. Do your homework and be fearless in taking questions.

Next if you’re unsure where to get started on the Sales Babble website, click here and learn what we can do to help you close sales today. Click now.

June 19, 2014July 1, 2014

Behind the Scenes Podcast Studio Look

A number of people have expressed an interest in a behind the scenes look at the Sales Babble podcast. I’ve created a new page that shares a bit about the Studio’s setup, what it looks like, the equipment used, as well as the configuration. I’m often complimented on the sound of my podcast. This is how we do it.

Click here to see the studio!

Podcast Studio

Recording, producing and publishing podcasts has been a VERY rewarding effort. But what we’re most proud of is the content we produce at Sales Babble. This content is deeply dependent on the many fine guests who have agreed to join us on the show. Thank you guests!

With that said, please don’t forget to enter the contest for Bob Rickert’s “Profit Heroes” book by Monday June 23rd. It’s a terrific read!

Click here to enter.

June 12, 2014August 3, 2018

The 3×8 Follow Up Rule in Sales

Last year I bought a new car. During the selling process I was talking to two car dealers. I wanted to buy a car from a fellow I had previously done business. He had done a fine job and was a credible trusted seller. I was sending both dealers emails to get the best price, yet the seller I had done business in the past, was slow to respond. The other dealer was constantly following up, giving me information I requested and asking me to visit for a test drive. I appreciated his efforts. He had a lot of hustle. So much so I felt compelled to visited him and that very evening and he sold me a car. This was the 3×8 follow up rule in action.

The ability to follow up in a timely manner is critical for sales success. It’s often difficult for non-sellers to stay on track and keep up the momentum. To keep the 3×8 rule simple you only need to follow two guides:

Always follow up at least 8 times, if not more, before giving up. People are busy. This is the advice of Steve Schiffman shared in Episode 8 of Sales Babble.
Always follow up with a prospective customer every three days (great advice from Thomas Ellis in an upcoming Sales Babble interview)

Each follow up call should be a conversation, uncovering the needs and desires of the prospect. The opportunity you’re working may take awhile to close, or on the other hand, they buyer may want to make a decision quickly. Its important to not make any assumptions. Now put the 3×8 follow up rule into action.

Follow up quickly and follow up often.

Would you like to win a copy of Profit Heroes by Bob Rickert? Enter your name and mailing address(any where in the world, I’ll pick up the postage) below by June 23rd 2014 to place your name in a raffle to be announced on Tuesday June 24th. This is a great book and that any small business professional or seller will find of value. It’s practical, pragmatic and fun to read. No kidding!

Enter today by filling out the form here.

June 5, 2014

How To Stem a Bad Case of Show Up and Throw Up in Sales

Pumped up with enthusiasm, all too often sellers share everything and anything to prospective clients at the first meeting. Overwhelmed by a fire hose of information, buyers immediately regret inviting the seller to the meeting. In this situation the deal is dead on arrival due to a bad case of “Show Up and Throw Up”.

Professional sellers take the lead in another manner. Expert sellers begin by asking a question.

Asking a question stimulates the client’s thinking and it creates an opportunity for the seller to listen. By questioning, you can understand their lives, desires, fears and the direction they hope to take their business. With each answer , the seller continues to seek and know, what the buyer seeks and knows. They dig and dig until they understand the core of their concern. The prospective client’s issues and concerns may include profit, quality, service, or cost. But no matter how they answer the question, their answers create the frame for the seller’s pitch.

You can do the same.

By walking in the buyers shoes, listening without judging nor presupposing that you have exactly what they need, you build credibility and trust. In this space you can market the buyer with relevant products and services by using their own words. By taking a consultative role, opportunities will arise. And if all goes well, you will be able to provide products and services that meet their needs.

In many ways this is a process of qualifying a customer. Let me explain here.

May 29, 2014May 6, 2015

Four Ways To Stay Ahead of the Competition

It’s easy to slack off when your business has been successful. For some sales professionals, new business becomes a process of order taking: What color would you like? How many would you prefer this week? Would you like us to include a set of steak knives with that order?

Yet this stage of your business might be the beginning of the end. In a world of constant evolution and increased competition, it’s imperative to stay awake to the marketplace. To quote Heraclitus “The only thing that remains the same is change”. The easy flow of leads you have now, could dry up quickly. It’s best to have a “heads up” before that happens.

To stay awake to the marketplace, here are four things sellers should consider to stay ahead:

Consistently assess the competition. Never underestimate their abilities, acknowledge their weaknesses, yet focus on their strengths.
Plug into social media and be on the look-out for emerging new players. Subscribe to industry blogs, competitive websites, thought leaders on Twitter.
Listen deeply to your existing clients to listen for needs, desires and gossip. They have a network that you can leverage vicariously.
Look for opportunities and gaps not being filled. Again your existing clients are a fountain of ideas. Many may be hair-brained, but a survey of many clients can extract a few superb ideas.

With the right mindset, you stay awake to reality. Thinking of the competition as evil or wrong, goes nowhere. Business is a constant game of competition , and any team can win on any day. But by being awake to the winds of the marketplace and impending threats, can be addressed before it’s too late.

Next month I’m offering a live workshop on sales. Click here to read the description and see if you or someone in your network might find value. The workshop is called Selling Secrets for Non-Sellers: Learn a selling style that fits your personality and works.

May 22, 2014

What The Sport Of Fishing Can Teach Sales Professionals

Trying to control the mind of the buyer is like taking hold of a wet fish. The harder you squeeze it, the more likely it will wriggle free. In traditional sales are there tricks and mind games that sales professional play to “manipulate” the buyer into submitting. Fancy closing techniques that supposedly get prospective clients to say “yes” before they know what hit them. This is a fools errand.

Know this: you can’t bully people into buying. With the onset of the internet, prospective clients are well versed on the options and choices. In fact there, is too much choice. Buyers are looking for a coach, an expert in a field to help guide their purchasing experience. This is the mindset of the savvy sales professional.

Like the fisherman, be patient. Listen for their needs and take good notes. If you can serve their needs, you will build credibility. With trust comes business, with trust come loyal customers.

May 15, 2014May 6, 2015

All Job Hunters Are Sellers

The most recent jobs report was somewhat positive last week but it’s little solace for the unemployed. Not so long ago they were a valued contributor to corporate America. They made a good living, they had prestige, they had a strong sense of self-worth with rewarding work. There was a clear path towards success and promotion. They worked hard, showed up each day, followed the rules, did their job and despite a bit of complaining in the lunch room, they were a solid loyal employee. Times were good.

But then the rules changed, the economy soured, customers became fickle, management stumbled, and they were out of a job. Automation, globalization, commoditization, and social media have been significant game changers. And the working world, as we know it, is gone.

Now they’re on the hamster wheel of HR, endlessly submitting resume after resume into a deep black hole that is neither encouraging nor helpful. And it’s little wonder employers are overwhelmed by the fire hose of applications from candidates, applying for everything and anything using keywords to wriggle through the resume filters like salmon swimming upstream.

So it begs the question, how can a candidate stand out? How can they differentiate from the competition? What will it take for their next employer to say “We would like to offer you a position”.

Selling You

If you’re looking for a job, you’re in sales! And what’s the product? You!

And who better to sell you, than you? You know the product better than anyone else in the world. You know the skills and history of the product, the examples where you’ve gone the extra mile to delight the customer, where you’ve reached deep and with grit and tenacity and achieved success.

You know you. And now that you’ve decided to look for work, you’ve become a saleswoman or salesman. Congratulations.

You’re in sales, and as a sales professional, it’s important to take a sales approach when job hunting. What’s the sales process? Prospecting, Qualifying, Advancing, and Closing.

Let’s first consider the target market. What are employers looking for:

People who show up for work.
People with initiative.
People who are smart.
People who are competitive.
People who follow directions with an attention to detail.
People who are here to help.
People when you give them a job, it can be considered done.

Your task is to not just tell them you’re great, but to show them you’re great. This is where the sales process can help.

Prospecting and Qualifying

Each sale is a process, a series of steps that have an order and progression. The first sales steps are to find qualified employers who desire the skills, you have honed in your career.

Find 50 companies that you believe would appreciate your talents.
Research the executives. It’s easier to connect with small and midsize companies.
If you can’t find the executive, find the HR director.
They may be hiring, they may not. It doesn’t matter. Submit your resume; make sure it has key words for skills, certifications, and education they value.
Two days later cold call them. “Hi I’m Pat, I understand you may be hiring for JOB POSITION and I believe I can help. Do you have a moment to chat on Wednesday? My number is 630.768.3134.”
If you get them on the phone your goal is set an appointment and fast track your resume. If you get voicemail leave a message saying exactly the same script. If you get a receptionist treat them as if they are the boss with the goal of finding out if indeed they are hiring. Ask for advice on what you should do. People are surprisingly helpful when asked nicely.
If they don’t get back to you (which will happen most the time) keep calling, every three days, leaving a different message each time. Slowly share and differentiate yourself from the rest. It takes 8 times on average to connect.

Don’t feel like you’re bothering them, because you’re actually here to help! Take the mindset that this is an opportunity to demonstrate initiative, tenacity, fearlessness and a deep desire to help solve their problems. In sales you will face an ocean of rejection so when you expect loss, it’s much easier to deal with the emotional toll. Selling is hard work, but that’s the profession you’ve chosen once you’ve decided to seek employment.

Advance the Sale

When you get an appointment, be it either a phone call or a meeting, it’s critical you get the employer to talk about their business struggles, hopes, and fears. Problem identification is the most critical skill executives seek. If you’re doing all the talking, you’re not demonstrating your skill of walking in their shoes, identifying with their pains, and offering solutions (e.g. hiring you) to those issues.

Advancing a sale is the process of getting a deal closer and closer to a win. Each interaction with prospective employers should move the sale forward. Even a little bit of movement are good vs no change.

At sometime during the conversation the employer will ask if you have any questions. To advance the sale:

Ask the question “What does it take to be a successful JOB POSITION here at XYZ Company?”
Collect the list of skills and attributes THEY value. Keep saying “What else?” until they have no more items.
Walk through the list and share concrete examples where you’ve done this in the past.

Close the Sale

Closing is very difficult for those new to sales. It opens up the door to be rejected. However if you’ve followed the process up to now, you’ve made a strong case that you’re a terrific match. The best way to uncover other hidden barriers is to ask for the job:

Close the deal. Once you’ve covered the list say “From what I’ve shared, do you believe I have the skills to be successful in this position?” If they say yes, that’s great. Otherwise ask them “Why?” Most likely they will add new items on the list. Go back to advancing the sale. Repeat the process and once all issues have been addressed.
Say “Now do you believe I have the skills to be successful in this position?” If not, repeat the process until they say “YES”.
The next question is very difficult for non-sellers, “What are the barriers to having me start this position in two weeks?” If you’ve done your job well they will give you an offer. Congratulations!
However, they may say they have concerns that have not been discussed. Collect the issues and repeat the process above. It may become apparent that you don’t have the skills they’re looking for, you’re not a match. But more likely they may say they have scheduled other candidate interviews. In this situation they can’t give you a decision at this time. Ask when it would be a good time to follow up. Make sure you follow up within 1 week and keep proving you would become a great contributor to their organization.

Again as you proceed down the sales process it may become clear you’re not qualified. Not everyone is qualified for every position. Job hunting and job placement is a process of matchmaking. You must be a good match for the employer, and the employer must be a good match for you. Throughout this process you will find what it’s like working for the company. You may find they are disrespectful, confused, disorganized with little focus. You don’t want to work them! Better to find out now then later.

Selling takes work. But it can be very rewarding. By taking the view that all job hunters are sellers, you will take control of the hiring process and achieve success.

Go sell!

PS. Click here for a quick Infographic on the 6 Simple Steps of Sales.