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Top 10 Sales Books to Boost Your Performance in a Sales Job Interview

A good sales book will naturally help you with your sales job, but it will also help you with your job interviews (whether you are interviewing for a sales job or not) because interviews are all about selling yourself for the job.

What about sales training applies to your job interview success?

  • Learning how to discover what your customer wants (so you can give it to them)
  • Reading body language
  • Closing the deal

The motivation you get from a good sales book will boost your job search confidence, too.

Here's my list of the top 10 sales books to boost your performance in a sales job interview:

 

Secrets of Closing the Sale  10.

  Secrets of Closing the Sale by Zig Ziglar

Zig’s advice is classic, and you get some humor with your motivation.

Always a good thing.

 

 

 

Little Red Book of Selling 

  9. 

  The Little Red Book of Selling 12.5 Principles fo sales greatness: How to make sales FOREVER by Jeffrey Gitomer

Short, sweet, and to the point.

 

 

 

Reading People 

8. 

Reading People:  How to Understand People and Predict Their Behavior–Anytime, Anyplace by Jo Ellen Dimitrius and Mark C. Mazzarella

This will help you make sure your own body language builds rapport in the interview, see how hiring managers are reacting to you, and judge whether or not you want to work for them.

 

 

4 hour work week

  7. 

  The 4-Hour Workweek by Timothy Ferris

The essential book for boosting your productivity and being more successful.

 

 

 

 

 

Selling to VITO

  6.

  Selling to Vito the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale by Anthony Parinello

 

 

 

 

 

New Account Management

 5.

  The New Successful Large Account Management:  Maintaining and Growing Your Most Important Assets–Your Customers by Robert B. Miller, Stephen E. Heiman, and Tad Tuleja

 

 

 

 

 

 

the tipping point

  4.

 The Tipping Point:  How Little Things Make a Big Difference by Malcolm Gladwell

 

 

 

 

 

New Strategic Selling 

 3.

 The New Strategic Selling:  The Unique Sales System Proven Successful by the World’s Best Companies by Stephen E. Haimen and Diane E. Sanchez

 

 

 

 

SPIN Selling 

  2.

   SPIN Selling by Neil Rackham

 

 

 

 

 

1.

I left #1 blank on purpose.  What's your favorite book on selling or sales?

Add it in the comments.

 

Do You Make These Mistakes During the Phone Interview?

Phone-InterviewThe phone interview seems innocuous enough, but many applicants don’t realize its importance. Whether it lasts 10 or 30 minutes, that conversation can make or break your chances of getting hired. If you’re unlucky enough to annoy the interviewer, it could be over in seconds.

Unfortunately, because most phone interviews are short, not to mention it’s only done once per applicant, there’s very little time to recover from a poor response. So it’s best to prepare in advance.

Knowing what can go wrong can help you prevent it from happening in the first place.

Costly Mistakes to Avoid During Phone Interviews

Read more...

How To Do Voicemail Professionally

how to do voice mail professionally

Are you one of the people they were talking about on NPR recently? Please Do Not Leave A Message: Why Millennials Hate Voice Mail is taking a look at the way that leaving a message is fast falling out of favor as a communication mode. You don’t have to be part of the Millennials to hate voice mail because it can be a sudden challenge you don’t do well. But there’s a problem with refusing to deal with voice mail because it is used in business all the time.

If you are searching for a job, there’s a good chance you will need to leave a voice message. If you are contacting your manager or a client, there’s an equally good chance that voicemail will be involved. The game of Phone Tag came about because of the way busy people can’t always pick up the phone and being able to text doesn’t exactly replace it.

Deal With It & Do It Right

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Monday Motivator for Your Job Search – If You Don’t Like It, Change It

Flower

If you don’t like something, change it.
If you can’t change it, change your attitude.
- Maya Angelou

 

I am a big believer in positive thinking.  Negativity doesn't get us anywhere--and in fact, it hurts us.  I am also a believer in taking control over your own life. So how does this quote apply to us today?

If you're not happy in your current job, get a new one.  Until that happens, change your attitude about the job you have.  The best time to look for a job is when you already have one, right?  And at least you have one that's paying your bills while you're looking.  A better attitude lessens the chances of you burning bridges when you go.

If you're not happy with how your current job search is going, change what you're doing.  Always evaluate your actions in terms of your success:  which means, you can spend 8 hours a day on your job search (which many people recommend) but if it isn't getting you interviews or job offers, it isn't working and it's time to change what you're doing. If you don't like job searching in general, you can't do anything about that, so change your attitude:  Every rejection is one step closer to a great job offer.

I'm not saying it's easy.  It isn't.  Job searching is tough--but you CAN be successful.  Figure out what isn't working in your job search and change it:

Best of luck!

 

Sales Rep Gets $40,000 Pay Raise In His New Job

MoneyIf you think you're worth more than you're currently paid, or if you are looking for a new job but are worried about what your salary may be, check out today's success story:

Good morning Peggy,

I was in fact able to secure the position of my dreams! With the assistance I received from CC [in the Total Access Coaching Club] I was able to control the entire multiple interview process and even negotiate a compensation package that was almost 5% above my "Ideal" (which I thought was in the ridiculous range) number. My last position paid in the 80-90k range, depending on bonuses. My new job, with more autonomy, will deliver in the 120-150k range, depending on bonuses.

I am very happy with the level care and concern that your staff showed me over the course of the last two weeks as I was progressing through the process.

Very truly yours,

Nathan S.

What can we learn from Nathan's story?  We can learn that it's possible to get your dream job and get paid well for it (even more than you hoped for).  It's all in how you go about finding the job, presenting yourself to the company, and having those interview conversations.  Job searching is a sales process, so it's all about how you present your product (you) and show your value so they can see that you are worth their investment in you.

If you'd like to have this kind of success story for yourself, join us in Total Access Coaching.

Use LinkedIn to Get Informational Interviews

Informational-InterviewInformational interviews are information-gathering sessions,usually focused on a job or career field you're interested in. They give you an opportunity to get answers about what a typical day is like, what the person likes or dislikes about the field (which is what you may like or dislike about it), what it takes to enter that field, and what it takes to be successful in it.  In good informational interviews, you may even get advice on your situation and your best career/job search moves. Informational interviews are strictly for you to get the "inside scoop" from someone who knows. (FYI: If you're lucky, you might get a job lead, but it's very bad form to go into the interview expecting this person to help you get a job. If you're actively job hunting, check out my Hidden Jobs Finder. It will show you how to use LinkedIn and other tools to contact hiring managers who will have job openings for you.)

If you need an informational interview, it's probably because you are new to an area--which means you probably don't have anyone to ask to speak with you.  So if you can't get an informational interview by going through your current contacts, how do you get it?

Read more...

Shorten the Learning Curve: Start Your Own Business with a Franchise Tips from a Top Franchisee

Learning CurveBob Riesenbach happily left behind corporate America to forge his own path building a business of his own, even if that has meant working as many hours as he did in corporate America.

Is there a catch? Not when you love what you do and know it’s all for you!

Mirroring the desires of many MBA-ers of his generation, Riesenbach always dreamed of starting his own business, and so, after 23 years of working for big corporations, he left his marketing position at a large retail chain of convenience stores and ventured out on his own without a safety net.

Read more...

Categories: Career Expert Tags:

Should you hire an interview coach?

Interview CoachYou can find lots of advice in books and online for how to answer job interview questions, and some of it says to practice your interview answers with a friend, or video yourself so you can play it back to see any weak spots.  It's good advice.  You need both practice and feedback to improve your game.  The flaws here are (1) a friend might just tell you what you want to hear, and (2) if you're critiquing a video of yourself, the problem becomes "you don't know what you don't know".

Here's a thought:  If you really want to improve your skills in something, you take personalized, individualized lessons from an expert...in other words, get a coach.

Think about it.  Even pro athletes, with amazing natural abilities and countless hours of practice, have coaches and trainers to give them that one last boost over the top to excellence.

Role-playing interviews with an objective, experienced industry expert can give you so much of a boost in your interview skills that you not only do well in the interview, you crush it....just blow the hiring manager out of the water with your confidence, competence and style.  An interview coach can not only help you shape your answers to interview questions, she can help you spin difficult situations into positives (or at least neutrals), and can help you pinpoint and develop those intangible qualities that are ultimately job-winners.

I do provide interview help for candidates from CEOs to entry-level, and maybe I'd be a good fit for you--and maybe not.  Either way, you should get some outside help in this competitive job market.

Find someone who is an expert in your field that you are comfortable working with.  Hiring an interview coach is a small investment in yourself that will pay off big for you when you land the job of your dreams.

3 Careers With Animals – Getting An Education

Do you have a passion for animals? Working with creatures of all shapes and sizes is possible within a wide variety of jobs. Many people work with animals purely for the love of them. They span from looking after horses, to preventing the abuse of stray dogs – however, a few of them require a high level of training. Below are three very different, interesting careers for the more studious amongst you.

 

Vet

 

Veterinarian/Veterinarian Technician

The role of veterinarians and veterinary technicians is similar to the role doctors and nurses have with human patients. Veterinary technicians are well trained in all aspects of animal care. This also includes surgery.

The training involves the completion of an academic 2 to 4 year course, usually at a Veterinary Technician School. Further education is also required to be a fully certified vet.

Students should be ready to take a Veterinary Technician National Examination (VTNE). This provides the means for further employment in a hospital for animals or a veterinary laboratory.

The most common qualification is a two-year degree from the American Veterinary Medical Association (AVMA). This provides students with a wealth of knowledge in areas such as animal welfare and physiology. These courses can be taken via the internet, but practical skills are learnt with the usage of live animals.

Read more...

Categories: Finding a Job Tags:

Most Important Sales Job Interview Tip Ever

QuantifyWhat's the most important sales job interview (and resume) tip?

Quantify Your Experience!

A sales rep's job is to make the sale.  So if you're looking for a new sales job, your mission is to demonstrate that you can ring that cash register, and do it well.

Quantify your resume.

In order to get the interview, your resume should be a marketing document for you....your "brochure" that draws them into calling you for an interview.  If you are in sales, the numbers you pull down (in terms of customers, dollar amounts of sales, sales rankings, and more) matter a lot.  A sales resume is all about the numbers.  That's what hiring managers are looking for:

  • What kind of numbers can you pull down?
  • What's your sales ranking?  Did it increase?
  • What does your customer/units sold/profit growth look like?
  • What was your budget?
  • What kind of revenue have you generated?  (Either in actual dollar amounts, or percentage increases.)

Read more...

Networking Tips For The Introvert

6575-000107Did you know that introverts can be great networkers? They just go about networking in a different mode than the extrovert, and since a lot of the advice you see on networking for your career seems to be geared toward those extroverts, the combination of introvert/networking has to be redefined.

Search Engine Journal usually is a site visited by marketers and webmasters, those interested in tech-savvy networking of the internet kind. But a recent article by Mindy Weinstein looks at 5 Networking Tips for the Tech-Savvy and Introverted, because even internet gurus have to do interpersonal networking for their career.

Read more...

Rules for References – How to Make Sure Your References Help You Get the Job

References - CopyJob references matter. A great reference can convince a hiring manager on the fence to go ahead and hire you--and a bad one can knock you out of the running fast.

Which references are best?

Past bosses are always at the top of the list of the best references. If your last job situation wasn't great, you might have to get a little more creative to get a good reference. Try asking a high-level client, a colleague, or a manager you didn't directly work for but who knows your work.

Choose and coach a great reference

It's important to choose someone you know thinks a lot of you, who can express themselves well, and who knows about the job you're going for so that they can speak to your strengths.  You need to coach your references.  Tell them about the job you're going for and jog their memory about things you did that are particularly relevant.  You need to give your references a call anyway to let them know they're about to be called for duty.

When you have a lineup of great references, maintain them and keep them ready for action.  Two to three times a year, send regular emails about your career activities.  It's a nice touch to pass on items or bits of news that may be helpful to them.  When you maintain this regular contact, it's never awkward when you call and say, "Hey, I'm interviewing for this job, and they'll probably be calling you."

Thank your references

Always send a thank you note to your references for their service to you and let them know how it all turned out.

See 4 Great Networking Tips to show you what to say during those contacts and help you maintain your network.

What to Expect in a Holiday Job Hunt

Holiday Job HuntDo you plan on waiting until the holidays are over to continue your job search? That kind of thinking might cost you a job offer.

Don’t stop sending job applications just because of the holidays. Businesses don’t come to a grinding halt during holidays, right? Companies don’t stop hiring just because majority of the year’s holidays are bunched up together towards the end of the year. Remember, even if a company doesn’t hire in December, the first two weeks of January up until February are always high hiring months. If you take advantage of the year-end break, you’ll be on top of the queue once the hiring process is in full swing.

Take advantage of this down time! When other job applicants are doing their Christmas shopping or sipping eggnog, make yourself busy by sending out your resume or dropping a friendly “Happy Holidays” e-mail, voicemail, or personal note to your network.

Job hunting during the holidays is almost the same as regular months, with a few minor exceptions…

Read more...

Monday Motivator – Bring the Data In Your Job Search

Flower

In God we trust.
All others must bring data.
- W. Edwards Deming

 

I love this quote because one of the primary strategies that I insist on with all job candidates is putting data on their resume in terms of numbers, dollars, and percentages--quantification.  Why? Because, not only does quantification grab attention, it offers proof that you really can do and have done what you say you have done. This will position you head and shoulders above other candidates who don't offer this proof, which makes it more likely that you'll get an interview, and it sets a positive bias in your favor before you step foot into the interview.

If you want data on your resume that convinces hiring managers to call you for an interview, check out my Extreme Resume Makeover Kit and quantify your resume.

 

‘I failed the phone interview but got the job (in December)’

Chemical-EngineerI love this job search success story because not only does it prove that it's possible to turn around a bad interview and save your job offer, it's also possible to get hired at any time of the year--even in the holiday season.

Dear Ms. McKee,

My name is Ziyad S. and I graduated from [name withheld] University in 201x with a degree in Chemical Engineering. I listened to your webinar and youtube videos around 2 months ago.

The Fall of 201x was a hectic time for me. I was applying to jobs, networking with people and had many interviews yet many turn downs. On the 14th of December, I had a phone interview with [name withheld]. I knew I had messed it up because I hadn't answered the hiring manager's questions about a program correctly and he told me he expected a better answer from me.

Having known that I messed up the brief, 10-minute interview, I decided to learn from your tutorial. I watched about the 30/60/90 day plan and put it to immediate action. In around an hour after the interview, I prepared the brief plan and sent it along with my thank you note to the hiring manager. Today, I opened my email in the afternoon finding an offer from the company! And may I say, what an amazing start to the New Year it was for me.

Therefore, I wanted to take this opportunity to thank you ever so much! I really think you have made a difference in my career search and in others as well. I wish you all the best!

Thanks again,

Ziyad

I want to congratulate Ziyad on his persistence and aggressiveness in his job search.  It would be difficult for most people to take that extra step of creating a 30-60-90-day plan after a bad phone interview, but he did it and it made him stand out, impressed the hiring manager, and paid off in a job offer.

Ziyad mentions our webinars and YouTube videos, so I wanted to give you the links to each:

Job Search Training Webinars Page (this page has the schedule of what webinars are currently being offered)

Career Confidential YouTube page (I have hundreds of videos available to help you with your job search success)

And here is the link to get your own tested and proven 30-60-90-Day Action Plan so you can get your own job offer!

(Also...even though this worked out wonderfully for Ziyad, I don't want you to fail your phone interview, so go check out these phone interview tips and download my free phone interview podcast.)

 

 

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