Looking At Business, Process & Sales

by David Rambeau

Everybody (that means you dear reader) in your city or metro area should be preparing for another job because the one you have is in jeopardy whether you know it or not, or seeking to intern as an exploration of a career change or a career entry based on the training or education you've acquired. If you're retired, you may also need to consider going back to work because your pension and other benefits may disappear because the company you worked for is going bankrupt or moving overseas. You know as well as I do the serious condition the economic environment of our community is in so let's discuss some preparation for reality.

Whenever people inquire about working with our group, Project BAIT (Black Awareness In Television), as interns, we do the obvious first, which is asking them for a one-page resume'. Usually they're ready to present that, though they will occasionally indicate they don't have one that's up to date. We reply that they should bring what they have and make changes later. Then we ask them for their training transcript: certificates from training courses they've taken, collegiate transcripts or anything that demonstrates competence. So far so good.

Recently an applicant brought in a copy of my resume' which is posted on the BAIT website: projectbait.blakgold.net. That was both flattering and an indication of initiative. His interview was off to a splendid start. If you're interested in getting a toehold in any organization these days, I recommend you bring in hard copy from the company's website and use it as part of your interview. It impressed me and I expect it will impress others. Rest assured your competition won't be as prepared.

The next item we ask about is whether you have a library card. It surprises me how many people looking for opportunity don't have library cards since libraries are opportunity goldmines. Once that is settled, we ask applicants to go the their nearest branch (which they frequently have only a vague recollection where it's located since they haven't been to it since elementary school) and take out a book on sales, any book. They're all good and you have to start somewhere.

Folk usually don't want to consider the business fact that nothing happens till someone makes a sale. A deal. A transaction. A hustle. However you want to term it, selling is the bottom line in business, and if the business you're currently working for or hoping to work for isn't selling morning, noon and night, you don't have a job. Period.

I try to practice what I preach. The sales book I'm currently reading is The Relationship Advantage by Tom Stevenson and Sam Barcus 658.812 S848r in the Main Library on Woodward, in Detroit where I reside (Which one are your reading?) It's a good book, worth reading. It takes the slant that you shouldn't push selling; you should develop relationships with prospects. You should let their game come to you. They suggest that you need to get to know the client by letting them talk to you about their business while you listen to them rather than pushing the prospect to listen to your sales pitch.

You've got to have confidence, skill and patience to do what they recommend, but I certainly endorse their modus operendi. And in this financial climate you'll need every edge you can develop.

Looking At Business, Process & Sales by David Rambeau

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