Can UnSelling™ work for a job search? (Part 2)

The short answer: “Yes!”

In the last blog entry I mentioned that I’ve been asked a few times recently whether the UnSelling concepts can be applied to someone’s job search?  Does the logic still hold that the less you sell, the more easily you can “win” a new job?

Let’s explore a few more examples of how this can be applied (you can find more details in the free UnSelling eBook:  download a free copy )

As in a classic selling environment, often the more desperate we seem to get the sale (or new job), the less attractive we tend to be to the buyer (or potential employer).  A desperate job seeker seems to press too hard, follow up too often, and usually makes it obvious to the hiring manager that they “need” this job soon!

In contrast, a confident, capable job seeker who is not desperate for this job can use some UnSelling™ tactics and statements that demonstrate their confidence and lack of desperation:

  • Really understand the prospect’s business and challenges (Strategy # 8) – just as an effective sales person must know their client, a job seeker must know their prospective employer.  Not just visiting their website either.  You need to understand their priorities, their challenges, and their imperatives in order to demonstrate how you can provide value to their organization.  This also gives the hiring manager a sense of your diligence and work ethic.
  • Above all else, the client deserves the truth (Strategy #11)  Have you ever noticed that some of the most endearing people you meet are those that are genuinely humble and transparent – almost self-deprecating.  On the other hand, the candidate who seems to be a “know-it-all” comes off as being arrogant, hard to get along with, etc.  Here’s an example of a statement that helps the hiring manager know that you are competent but not arrogant, “I’ve had a lot of experience in this field but I know I have much more to learn.”  Compare that to the person who says, “I really know exactly what this job entails because of my experience in the past 10 years.” Who would you rather spend time with?  Read more in the eBook about this UnSelling™ approach.
  • Don’t be a jack of  all trades (Strategy #13)  Similar to the previous entry above, I encourage you to be honest about your core competencies and don’t over exaggerate the breadth of your experience.  Most often today employers are looking for specialists, not generalists.  If you say you can do anything, the hiring manager may assume you are mediocre at much.  On the other hand, enthusiastically talk about your unique skills in a few key areas and you will be perceived as both valuable and honest

Did you miss the UnSelling™ webinar?  We registered over 300 people for UnSelling™: Sell Less … To Win More!

We understand that with everyone’s busy schedule it’s not always easy to attend these pre-scheduled events so based on the response to this topic we are making available a replay of the 60 minute webinar that you can view at your convenience.

You can view the webinar and also download a free copy of Peter Bourke’s newly published eBook UnSelling™: Sell Less … To Win More. The free eBook is available in several formats, including Kindle, Nook, iBook, PDF, and more.

This topic is all about helping sales (and non-sales) people to realize that winning new business is not about selling (or “telling”) more aggressively.  It’s about changing the nature of the relationship between buyer and seller to one of collaboration.

Posted in Business Development, Sales, Sales Strategy, UnSelling.

Leave a Reply