Persistence, Focus & Positive Attitude creates Job Opportunities

Four step process to hone your ability to have a successful job search.

It doesn't matter how good your resume looks. It doesn't matter how many great accomplishments you communicate. It doesn't matter how personable and knowledgeable you are. If you are unable to close the deal, the accomplishments and employment success you communicated will have to wait for another day.

The best way to learn the essential employment skills is understand how the very best job seekers can create job offers. Here is a four step process that can be helpful:

1. Begin by "thinking like a closer."

The "great job closer" has three characteristics:

• They're prompt. When job seekers get a hot job lead, they're on it immediately.
• They're persistent. When job seekers know that they've got something the employer needs, they keep working with the employer.
• They're focused. Job closer are constantly improving their job search skills at active listening and creative questioning and do the extra mental and emotional work to build confidence in their own ability.

If you want to be a successful job seeker, never pass up an opportunity to cultivate and network those personal characteristics in yourself.

2. Set an objective for every employment interview.

Job seekers approach every interview with an objective that is specific, measurable accomplishments and appropriately assertive. Examples:

• I will get the names of the key decision-makers.
• I will understand the job requirements and employer’s specific job needs.
• I will understand the employer’s problems and offer solutions.
• I will get the interview and create privileged relationship.
• I will ask for the job.

Job seekers never have vague goals like "get closer to the employer" or "learn about the employer’s business." In business, vagueness is the enemy of success.

Specific goals help job seeker’s visualize the employment process as series of smaller positive statements that lead towards the “job offer.”

3. Check to see if the employer specification’s and your requirement match.

Job seekers look for feedback from prospective employer’s about whether it's the right time to ask for the job. This allows job seekers to make closing a natural extension of the interview.

At convenient points during the interview, job seekers ask creative questions that reveal the employer's state of mind relative to the job. Examples:

• The depth of productive questions is based on the level of relationship with your prospective employer and where you are in the hiring cycle.
• Three important words,” Listen, Listen, Listen,” and to do so on high receive. Focus on your prospective employer and give them individual attention.

Such questions help job seekers see the "green lights" that will increase the employer's confidence that asking for the next step is the right thing to do.

Questions not recommended:

• Negative Use of Productive Questions: Not recommended
• Changing the subject with a question at an inappropriate time.
• Asking questions that break the flow of a conversation.
• Probing too quickly and invading private space, before a high trust level is established.
• Asking “why” questions tend to put the interviewer on the defensive!
• Asking questions that can be answered by “yes” or “no” does not perpetuate the conversation.
• Interrogation is asking a question based on information that “you” want and not what the prospective employer’s wants to tell you. It is following your agenda and not your prospective employer.
• Loaded question is a statement hidden in the form of a question.

4. Close with confidence.

If you follow the previous three rules, there's a good chance that your prospective employer will close for you and saying something like "So, when can you start?"

If this does not happen, however, you do the following:

• Summarize. Make a concise, powerful summary that reiterates the benefits of your accomplishments and its appropriateness for the prospective employer.
• Make a final check. Example: "I think we've pretty much concluded that my experience, education and solution will solve your problem and save you money; how does that meet your objective?" The final check gives the employer the opportunity to surface any final objections that might interfere with the close.
• Ask for the job. If the final check gives a "green light," be direct and ask for the job--confidently and clearly. Example: "Will you give me the opportunity to become part of a great team?"

Persistence, focus, hard work and a positive attitude creates job opportunities. It's really that simple.

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Contact

Len Deane Jr.

DeaneL70@verizon.net