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Bob Podgorski R.P.P. Enterprises
Like a set of fingerprints –
� Experiences -‐ (life and work) � Skills -‐ (technical proficiencies) � Talents -‐ (natural ability) � Competencies -‐ (strengths of particular note) � Capabilities – (able but not expert) � Characteristics – (individual approach to stimuli) � Traits – (pronounced characteristics) � Personality – (distinctive individual qualities)
� Examples � Accomplishments � Achievements � Recognition � References � Documentation � Reputation
AND…. � Do well � Add value � Bring to success � Contribute to goals and objectives � Show results � Meet/exceed expectations � Assure outcomes
~ Salesmanship – 101 ~ To an employer….
� We are selling what we do – not just what we are…
� FEATURES – What it does for the customer
We would sell it’s features –
� Inexpensive form of transportation � Exercise option � Ease of operation � Encourages outdoor activity � Can be enjoyed with others � Has carrying capacity � Variable speeds � Safety devices � Minimal storage
� See the product (image and first impression) � Take in the message (it’s advantages) � Hear the endorsements (what it achieves) � Feels a connection (need) with the features � Sense the desirability � May feel it essential to have (own) � Appropriate to their current life style � Or, solves a problem they have
That unique combination of things –
� Qualities � Background / Work experiences (results) � Knowledge (education & Training) � Traits � Skills / Competencies/ Capabilities � Personality / Characteristics
Mental Attitudinal Emotional social
Meeting their needs -‐-‐-‐
“The unique combination of all of these attributes that will give them the best chance for
value added.”
Connecting on the soft and hard characteristics
� Connecting with the job requirements � Job content � Company culture � Physical expectations (energy) � Emotional connection with surroundings � Comfort with the hiring manager/goals � Confident and competitive
“Mental characteristics that combine to Direct our thinking in a given situation.”
Employers desire –
� Maturity � Determination � Integrity � Information integration (intelligence) � Good judgment � Resourcefulness � Sense of urgency
These mental characteristics assure that an employee performs to an internal set of perceptions beneficial in the most
productive and dynamic of environments.
“Attitudinal Characteristics are those that combine to direct our actions in a given situation.”
Employers desire – � Authentic � Open � Collaborative � Agreeable � Conscientious � Confident
“Emotional Characteristics are those that combine to direct our feelings and response in a given situation.” Employers desire –
� Even temperament � Contemplative � Considerate � Reliable
“Social Characteristics are those that combine to direct our actions in group situations.”
Employers desire – � Engagement � Fraternal � Communicative � Positive � Respectful
The hard aspects relate to the work itself
� Background � Knowledge � Skills � Competencies � Abilities
Relevant to the position and situation Helpful –
� Same industry � Similar occupation
Employer’s desire – � Fundamentals of Company’s charter/mission � Scope of the business � Product similarity � Customers � Market sectors � Buyer decision points
Employer’s desire – � Current technology /fundamental processes � Common interfaces � Appropriate application of reason and tools � Physical -‐Mental requirements � Understanding of cost/benefit � Contacts
Employer’s desire – � Working with the tools � Equipment (Automation) � Processes � Application and use of capacity � Understanding –
Rules Limits Guidelines Controls regulations
Employer’s desire – � Adaptability/flexibility � Communications � Complex analysis � Problem solving � Strong business acumen � Working with change � Listening � Persuading
Employer’s desire – (continued)
� Negotiating � People sense
Judgment Dignity Mentoring Motivating
� Credibility � Measuring � Planning integration / implementation
Employer’s desire – (More) � Strategic understanding � Influencing � Fostering innovation � Creative thinking / ingenuity � Encouraging high performance � Empowering others
“Bringing together all of the above into a strong team environment.”
Employer’s desire –
� Help grow the business through – Teaming with others Adding above average value Breakthrough suggestions
� Stimulate others by example � Maintain high morale � Ethical behavior � Strong customer focus
EXPECTATIONS
� Perceived norms � Responsibilities � Accountabilities � Goals / Targets � Measures of success
� To the job � To the company � To the department � to the customer � To the processes � To the team � To the goals – expected outcomes � Show pattern of results
YUSP will – � Select from the desires � Have examples of attainment and expertise � Will show both hard and soft skills � A combination will set you apart � Separate you from the competition
AND, WILL IDENTIFY YOU AS THE PRIMARY CANDIDATE FOR THE POSITION!
� That has indicated successful application � The ability to integrate ideas / new concepts � Work well with others toward a goal � Apply competencies, skills, knowledge appropriately � Succeed and excel despite the odds � Work as an individual contributor � Think on your feet
� In your behavior � In situations � In tasks � In projects � In strategic significance � In customer satisfaction � In recognition
SHOW HOW YOU OWN IT!
� Select from these � Discuss these with others � Talk about these in interviews
YOUR QUESTIONS
www.RPPEnterprises.com Bus. Phone: 847-‐843-‐0020 www.LinkedIn.com/pub/bob-‐podgorski/o/3b3/584 [email protected]