In Transition Part Four You're selling

In Transition Part Four You're selling

The Product Is What You Will Do For Them

Remember this from the part one of this, In Transition series?

Know what you want to do

• Choose the company you want to work for


• The income you want from it


• Sell the employer


• On buying what you will do for them.

If you don't remember this, go back and read that blog again and do what it discusses, because to find the work and place of work that will be fun and satisfying, you must know what you want to do, what you will do it with and what will make you happy. Having done those two important tasks, we asked you in part two of this series, to pick several, at least three, companies/businesses that could, have, or create the position you really want.


In Transition, is both buying and selling

In part three of this series, we had you go through the buying steps in finding the work you really want to do. We stopped you at the point where selling would begin if you really liked what you saw about the company you were looking at. Whether you liked that company or not, you must now go through the same steps for the other companies on your target list. In each case stop at the point where selling will begin and give your self time to read the notes you made on each possible target and think about your gut reactions. You need time right now, no matter how much you need income and a job.

Do not be hesitant about putting these targets in a different order of preference at this time. You are going to spend three to seven years in your new position, you better like them from the beginning, or it will not work.

In The Perception Of A Difference The Power In Buying, Marketing, Selling, Customer Care, There are two quotes that are important to you at this point in your transition process.

"I cannot buy from you until I know you exist."

"I will not buy your product until I know how it will help me reach my goals."

These are the thoughts of a buyer of anything; they apply to any and all products and services are products. At this time in your transition, you are the seller of a product. The product is what you will do that will help them reach their goals.

Read the last two sentences again, and again, and again. Now think about your presentation of how you will make a positive difference to them, the one you created and practiced in step three, and think about how this will help them reach their goals. Put this into words you can say confidently and you have what you need to cause them to think of, or create a position where you can help them reach their goals.

Ah, you say you don't know their goals, than you need to learn what they are. The steps to learn their goals are these.

You've looked at their web site, now read it again, read between the lines of every page and finally at the contact us, or join us, page. Write what you perceive their goals to be.

Next, talk again to anyone who suggested you consider this company as a place to apply. You want to know why they told you this and what ever they know about the management's goals. You also want to know, who they know, in the company, that might give them an insight into their goals, or talk to you about those goals. If this is the person that is actually looking for someone with what you can bring in, wonderful; we'll talk about this a bit later. For now just ask this person, who else should I talk to?

Now repeat this process with as many people as you are directed to and when you are finished, you will know more about this target company than most of the other people applying for work with them. This is called research, it gives you a powerful positive edge when you do finally ask for and go into an interview. The edge will come from the fact that the research process has put the target company's products, terminology, language and culture into your mind in a way that it will be heard and sensed by the interviewer, with out you consciously thinking about it.

I have told you this just in case you did not do all of it when you were building your target company list. Even if you did it then, a review and even repeat conversations with some of these people will help you zero in and be confident as you move forward. You see, this is what professional salespeople do when they prepare to sell a product to someone that is not already a customer of theirs.

You are selling a product, do it professionally.

This creates a powerful perception of your difference.

In a few days, we will talk about the next step in your transition.


Wes (Wesley) Zimmerman
480.628.2450
wes@perceptionofdifference.com