by Randall CraigFiled in: Blog, Career Planning, Make It Happen Tipsheet, New JobTagged as: Job Search, Process
Even if your day job isn’t “sales”, how often do you engage in the act of selling? More than you might realize. We pitch ideas to our managers or the board. As advisors, we sell our recommendations to our clients. We sell our staff on what they should do. We (try to) convince our children why one course of action is better than another. And certainly, when it comes to managing our careers, we are selling ourselves into new responsibilities, bigger raises, and special projects.
The best advice of 30 years ago suggested a formalized selling process, that might be applied to your “sales” efforts:
Some news: this advice makes as little sense now as it did 30 years ago. And yet, many still mindlessly follow it. The fatal flaw is that it is all about “me”, and says nothing about the requirements of the client. What are their needs? What problem are they hoping to solve? What would the “perfect solution” from their perspective really look like?
The implications are enormous. If you knew just a few of the answers, you wouldn’t waste your time applying for jobs (or pitching for business) for which you were not the best candidate. And you could spend your time improving the “product” (you or your organization) to better fit what the client was looking for.
Consider this different sales approach, which changes the focus dramatically:
The next time you are trying to sell anything, move the center of gravity to the other party. This is true whether you are selling services, products, ideas, and especially yourself.
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