Many others are successful in selling itself via appointment; Now the time has come to you.
Peder Bent Ahrens guide shows how you via appointment can get a job interview.
More from Peter Bent Ahrens job seekers candidates have succeeded to call a potential employer and meeting book an interview.
To be successful you should prepare yourself, think Peder Bent Ahrens. You need to find unmet needs of the company. This means that you include be doing research on the company’s current situation.
Peder Bent Ahrens tip: You should make a script, so you can easily target the conversation. You should also prepare to handle the objection which will certainly arise in the conversation.
Peder Bent Ahrens post also contains some sales theory – simple techniques for you is the one who controls the conversation.
Sales Theory: NASA – Need. Accept. Solution. Accept
NASA stands for Need-Accept-Solution-Acceptance and the model developed by the consultant and entrepreneur Frank Johansen. The model is actually called BALA in Danish.
Peder Bent Ahrens continues. The idea is that you first need to have the employer to say yes to something needs before you can bring yourself on the field as a “solution” to the needs. A “buyer” must first give its agreement to a need, before you are allowed to sell anything, according to Peder Bent Ahrens
Peder Bent Ahrens “Find an unmet needs of the company”
If an employer has to “buy you” you must therefore be the solution to their challenge, says Peder Bent Ahrens.
- How is this done in practice?
- How to find a challenge that a business may have?
First, find a need that the company probably will continue Peder Bent Ahrens All companies have projects lying in the drawer when they have time. It may be product ideas who lack a business plan or new markets as the company just does not have time to deal with right now, Peder Bent Ahrens learned firsthand.
If, according to Peder Bent Ahrens sees the company doing badly on the web and you also can help them with communication or social media, you have an option that you should explore.
If you are balancing artist in customer service on the phone and as a consumer have a concrete experience with bad service, so this can also be your cause, says Peder Bent Ahrens.
I will return to the conversation, but only to the necessary – namely, that you are doing research on the company. Peder Bent Ahrens propose, for example via the website http://top1000.borsen.dk/
Peder Bent Ahrens “Research the company before you are booking a meeting”
Maybe you found a growth company who needs you? So it is important that you manage to find relevant information about the company before meeting book emphasizes Peder Bent Ahrens.
Peder Bent Ahrens suggests. Find a growth company that has tailwind. Companies that have been nominated for Gazelle company – but not won could be interesting (those who have won may become overrun; however, it should also be examined), says Peder Bent Ahrens.
It can also be companies that have a unique market position (near-monopoly or merely is the market leader in its field) which means that they probably earn good money, continues Peder Bent Ahrens.
Another approach may, according to Peder Bent Ahrens, be companies that have won large orders or otherwise make themselves interesting. Of course in the case of be the company that you have always wanted to work for, says Peder Bent Ahrens.
Once you have found a company, then the next step is to find an unmet need. Peder Bent Ahrens tip: Make a list of “problems” or potentials that you think the company and that they should therefore be able to say “yes” is a challenge for them. Now some sales theory, within the company say “yes” to meet
Peder Bent Ahrens “Sell Yourself – Learn employer to say” YES! “
There are two good advice beyond the NASA when you need to sell, as Peder Bent Ahrens will talk about.
The first is that you learn the employer to say “YES”. The second trick says Peder Bent Ahrens on the “Make a script”. The first trick is that you should find a number of positive statements that you can ask the company and that you are sure that they will say “yes” to. After you say the statement, you can say “not true?” And then wait for a “yes” at the other end, the Peter Bent Ahrens experience.
Peder Bent Ahrens “Sell yourself through appointment”
Peder Bent Ahrens give here an example of a candidate who wants to sell himself as an expert in marketing on social media.
Per, the marketing man specializing in social media.
Peder Bent Ahrens candidate (Per) has some years of proven experience in creating results with marketing and branding via social media. The company as Peder Bent Ahrens candidate selected is growing, but does not have a particularly strong presence in the social media and therefore misses the opportunities that this brings.
The first question that you, according to Peder Bent Ahrens, must learn the business of saying “yes” can be: “I can see that it goes well for X-company example. it goes particularly well with y-product? “.
Peder Bent Ahrens continues. After a yes on this goes our candidate forward with, “I can see that some of your competitors have a strong presence on Facebook and Twitter and get this way some free and positive publicity.
I assume that Y company is also happy for all the free advertising that you can get? “. Having now hopefully twice “YES” you are well on your way to learn the business of saying “YES”.
Ultimately, the company, according to Peder Bent Ahrens say “YES” to meet you. More on that when you now begin to make a script.
“Make a script of what you want to tell employers,” suggests Peter Bent Ahrens
“My name Per and I are busy creating value in marketing. There are many good products that deserves a better ranking in the eyes of consumers and I am pretty good at helping companies.
I have a little idea that I want to tell you about. It is an idea that can help you improve your company’s profitability. I assume that you are very busy creating a profitable business, right? “.
Employer: “Yes, of course.”.
Per: “I can see that it goes well for X-company example. it goes particularly well with y-product? Is that right?”.
Per: “I also see that some of your competitors have a strong presence on Facebook and Twitter and get this way some free and positive publicity. I assume that your company is also happy with the free advertising that you can get? ”
Per: “It sounds like that even if you have success with your business, then you have a huge potential relation. The free publicity, the additional sales and other benefits such as social media provides. I assume that upselling is something that you advocate? “.
Employer: “YES. We could get better. ”
Peder Bent Ahrens “Get an appointment into the calendar!”
Per: “I am skilled at transforming the potential of social media into profitable actions. I assume that I have made you curious and therefore I will hear you when we can meet to talk more about this. Do you have your calendar near you?
Employer: “Uh, yes”
Per: “Fits Thursday or Friday for you this week?”
Employer: “On Friday. Yes, I can probably find the time. ”
Per. “Will it be best morning or afternoon?”.
Per: “Is it best at. Or 13 hours. 15? ”
Peder Bent Ahrens “Close conversation with alternatives that are good for you”
It’s what you do when you ask about “Thursday or Friday suits”. Peder Bent Ahrens continues. Since the company has learned to say “yes” is the next natural step to meet you “, it was what you already assume by asking” do you have a calendar handy? “. You have you learned a company to say “yes” and here at the end of the conversation you have learned to develop alternatives both of which are beneficial for you, according to Peder Bent Ahrens
How do you handle objections to your appointment, tipping Peder Bent Ahrens
It goes far from always as easy as in Pers example above. But you would be surprised how many employers will be very curious to meet you after such an energetic attempt. Now you equipped to handle the objection that may come.
– You can start sending me your CV?
The classic objection when will verfe a seller of yet not say absolutely no, according to Peder Bent Ahrens: “Can not you send me a brochure or mail it?”. In your case it will be: “Do not send me your resume and I will look at it?”. The answer here is, says Peder Bent Ahrens “Yes, I do. But, my CV does not say so much about your needs. And that’s what your needs are the most important, right? So I want to ask when we can meet? Fits Thursday or Friday of this week the best? “.
– We have no money to hire you at the moment
Another frequent objection will be: “We have no money to hire at the moment.” Peder Bent Ahrens points. If you’ve done your prep work properly, this should not happen as often as you of course have tried to go after companies that have economic growth. But, continues Peder Bent Ahrens: You have still an opportunity to meet with a: “You think of course on the economy. I have tried to take into account in my plan. But, I can tell you more when we meet. So I will ask you if you have a calendar nearby? “.
– I have no time at the moment
A third objection is considered Peder Bent Ahrens time: “We have no time at the moment.” If you want to invest 30 min. and a cup of coffee to meet with me, so I would very much like to see how I can save you time as a part that we’re talking about. But it costs so a cup of coffee. So, you have a calendar nearby?
These three objections cover the majority of the objections that you may attend by this method, Peder Bent Ahrens learned. Many other objections you may as job seeker often handle by courtesy and very short answer. The answers must be followed by that you love to talk further about this over a cup of coffee.
Use the wizard to work out how to get your next job interview
Peder Bent Ahrens absolverer: Practice is the best training. There are plenty of exciting companies who do not know who they’re missing, namely you!
Peder Bent Ahrens – Good luck with getting job interviews.