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Subject:Re: Interview from Hell From:Jim Shaeffer <jims -at- SPSI -dot- COM> Date:Thu, 3 Jun 1999 08:40:05 -0400
Lessons from Sales
An earlier poster speculated about lessons from salespeople. I am not a
salesperson, but I spent some time trying to become one. Some points that
"authorities" in sales make repeatedly are:
1. ALL decisions to buy are emotional decisions. Logic and cost-benefit
analyses are used after the fact to justify and reinforce the emotional
decision.
2. When a salesperson meets a prospect, the salesperson has four minutes. In
the first four minutes of a sales call, the prospect decides if it is
worthwhile to talk to the salesperson.
Salespeople who base their actions on these principles seem to be
successful. (Of course, unsuccessful salespeople don't write the books on
how to sell.)
Since a job interview is, in a sense, a sales call, these same principles
may apply.
Jim Shaeffer
-----Original Message-----
From: Beth Agnew [mailto:BAgnew -at- INSYSTEMS -dot- COM]
Sent: Thursday, June 03, 1999 8:20 AM
To: TECHWR-L -at- LISTSERV -dot- OKSTATE -dot- EDU
Subject: Re: Interview from Hell
Rowena Hart made some great points about emotions
interfering with
interviews on both the employer's and candidate's sides.
