10 Steps for Selling BRAND YOU and
Closing the Deal
Donald J. Strankowski
Ascend Career and Life Strategies, LLC
www.AscendCareers.net
Copyright © Ascend Career and Life Strategies, LLC 2009
ST v4.0
Ascend Career and Life Strategies, LLC
4845 Pearl East Circle, Suite 101
Boulder, Colorado 80301
Direct: 303-245-7049
Fax:
720-294-9965
info@ascendcareers.net
www.AscendCareers.net
Twitter.com: AscendCoach
Donald J. Strankowski
Founder and President
Donald J. Strankowski is founder and President of Ascend Career and Life Strategies, LLC, a
professional development and career training firm for businesses, professionals, and
executives. Since 2001, Donald has helped hundreds of people land a better job, improve
their level of performance, change careers or start their own business.
Donald is the author of Get Hired! 10 Simple Steps for Winning the Job You Desire in Any
Economy, New Strategies for a New Job Market, the forthcoming book Take Back Your
Future, and the audio program Success is a Choice. He has been a columnist and career
advisement expert for the Colorado Daily, Daily Camera, Denver Post, Colorado Company
magazine, Business Scene magazine, KWGN TV Denver, 9News Denver, Jobing.com, KOSI
101 FM Jobs, and Alice 105.9 FM. Donald has also been interviewed by multiple national
news publications as a personal achievement and employment expert.
As an expert in professional development and performance improvement, Donald has
parlayed more than 20 years of experience, research, and accomplishments in founding
Ascend Career and Life Strategies. He has had successful careers in sales, management, sales
training, and recruiting. His real-world experience ranges from start-up organizations to
Fortune 500 companies with esteemed positions being held at America Online, Exodus
Communications, American Greetings, Sears, and Service Metrics.
Through his seminars and lectures, Donald addresses thousands of people each year helping
companies and individuals improve productivity by inspiring participants to reach their true
potential. He is one of corporate America's most sought-after speakers on the topics of goal
setting, attitude, and the psychology of success. Donald's presentations are high-content,
informative, enjoyable and entertaining. He presents a series of ideas and strategies with a
combination of humor and logical concepts that audience members can apply immediately to
get better results.
1
Ace the Interview and
Win the Job!
Today’s Objective:
10 Steps for Selling BRAND YOU and
Closing the Deal
To give you new tools and new
strategies while weaving in
certain steadfast rules to assist
you in winning the job by acing the
interview.
Presented By:
Don Strankowski
Ascend Career and Life Strategies, LLC
The RULES have changed
Winning Interview Strategy
• A new job market and new economy
means…what for job seekers?
• Congratulations! You are an expert and
a specialist!
• The job search is a
Selling Model
• What you do and say here will win or lose
the job for you
• To win the job, you have to ACE the
interview
• If it’s all about skills, experience,
education, WHY do we have interviews?
• Do not take the “Spaghetti Approach” !
NEW Tools and NEW Strategies to
Set You Apart !
“The Intangibles”
Intangibles”
Give Yourself The Edge when meeting with any
key decision maker
• Dress the part – 2 levels above the job
• Bring the proper tools (briefcase, planner,
good pen, leather folder)
• Business etiquette (mannerisms,
posture, nervous habits, eye contact,
smiling, handshake, note taking)
• Follow-up every 5-7 business days
1. Brag Book
2. Job Business Plan
3. High-impact “success and closing”
Questions
2
The Brag Book
Brag Book Contents p.
• College transcripts
(anything over a 3.0 GPA)
• Letters of recommendation
from past professors or
employers
• Past projects; either
academic or professional
• Former academic projects
or reports
• Results of skills and
assessment tests
• Favorable employee
reviews
• Prove you have “X” skill set and “Y”
experience
• 3-ring binder with page protectors
• Depicts you as a high-achiever
• Present during the interview
• Cover relevant contents during interview
• Start now!
The Job Business Plan p.
• Awards or certificates of
accomplishment
• “Great job” emails
• Company newsletter writeup’s
• Newspaper articles
mentioning your company
and your name
• Community or volunteer
awards or distinctions
• Anything else that offers
proof or validation
The FaceFace-toto-Face Interview
10 Steps for acing the interview and winning
the job
• Next to a successful interview, the most
common success factor in getting hired
• JBP is a 2-3 page mini-business plan as
to how you will address the company's
needs
• Address the top 3-5 key critical issues
for the job
• A JBP can be assembled for almost any
position
1. Prepare for “Curveball” Questions (p.6-9)
2. Prepare SOLID Questions of your own (p.9-12)
3. Boil Down the job requirements—what are the
TOP 4-5? How do you meet/exceed them?
4. Assemble an agenda
5. Do not speak negatively about past
employers!
Subsequent (2nd and 3rd) Interview
Strategy
FaceFace-toto-Face Interview Continued
6. Present the Job Business Plan
7. Present your Brag Book
8. Determine your Market Value in
advance (make your “case” for how
much $$ your are seeking)
9. Send a thank you note that same day to
all you interviewed with
10. Follow-up every 5-7 business days
• Stick with the plan that got you this far!
• Get ready to sell yourself all over again
• Ask what the focus of the next interview
will be and who with (names, titles)
• Revise JBP
• Follow up every 5-7 business days
3
Number One Interview
Must-Do:
Congratulations!
Sell Yourself Every
Step of the Way!
You’re ALL Hired!
Congratulations!
YOU are now in the TOP 10%
If you would like soft copies of:
•
•
•
•
•
• If you need anything else—contact me (p.1)
• Follow me on
@ AscendCoach
Job Business Plan
Brag Book Checklist
Interview Prep Guide Checklist
Recommended Agenda Outline
Sample References Doc.
• Career Times newsletter—send email to
Don@AscendCareers.net
• Confidence and a positive attitude are going
to be your best assets
• Commit to life-long learning
• Follow your passion!
Send an email to Don@AscendCareers.net
And they’
they’re FREE!
“There is no finish line”
Get Hired! 10 Simple
Steps for Winning the
Job You Desire--in Any
Economy
• Available at
Amazon.com
• Designed for getting
hired in TODAY’s highly
competitive job market
• Any job, any career, any
point in your career
Success is a Choice
•
•
•
•
•
•
•
(audio CD)
Develop a high-achiever’s
mindset
Break out of the comfort zone
Develop higher levels of
persistence
Achieve any goal by using a 7Step Action Plan
Cancel out self-limiting beliefs
Program your subconscious
mind to work for you
Become one of the best in your
field – earn more money and be
promoted faster
4
Brag Book Content Ideas
College transcripts (rule of thumb is to include anything
over a 3.0 GPA)
Letters of recommendation from past professors or
employers
Past projects; either academic or professional
Former academic projects or reports
Results of skills and assessment tests
Favorable employee reviews
Awards or certificates of accomplishment
“Great job” emails from peers, supervisors, or clients
Company newsletter write-up’s
Newspaper articles mentioning your company and your
name
Community or volunteer awards or distinctions
Anything else that offers proof or validation that you
have the skills and work ethic that you are claiming to
have
5
Sales Manager Executive Business Plan
For:
Chaco, Inc.
1407 400 Lane
Paonia, CO 81428
Prepared by:
James Russell
September 15, 2006
Proposal
The intent of this document is to provide a sense of energy, management style, passion and
practical experience that will be brought to the position of Sales Manager for Chaco. This is a
demonstration of the necessary thought process, business philosophy and selling strategy to
succeed in the position and to help Chaco continue its current success.
Objectives
To analyze and identify opportunities as they relate to increasing market share for Chaco in both
the domestic and international markets. The sales manager will be responsible for the full selling
process from planning sales growth, coordinating projections with sales representatives,
operations, financial and customer service departments. The ultimate success will be measured
by not only the bottom line numbers but by the how the company and staff treat customers and
industry peers. Listed below is a 3-Step Plan for increasing revenues in the designated territory:
1-The Selling Process to Expand Market Share
⇒ Analyze market conditions, competition, past history with accounts and representative
performance to establish market strategies and pricing guidelines.
• Identify potential growth areas, which fit the company’s criteria and integrity.
• Identify ways to expand new product offerings into new markets.
⇒ Prospect for new accounts in existing specialty stores in the outdoor industry but also seek
out new opportunities in other markets including travel stores, water sport stores, and running
stores.
• Once a key prospect has been identified we will gain an appointment with the
decision-maker at which time we begin the selling process.
• Not only will we be selling the product, but also a clear vision of the Chaco
philosophy, integrity and testimonials.
• The sales team will then answer any questions or concerns from prospective accounts
to gain the business.
6
2-Existing Account Management
⇒ Analyze existing accounts to look for growth opportunities with existing and new products.
• Analyze sales history for all existing accounts based on units, volume and sell
through and reorders.
• Establish clear goals for the sales representatives to measure performance and
incentives.
• Build customer incentives in the sales plan to bring on new product offerings. An
example would be to offer additional discounts as incentives for each new SKU
added to their current product offering.
• Improve current customer loyalty by visiting accounts, offering merchandising
suggestions and establishing an easy to use replenishment system.
• Identify methods to improve the bottom line at Chaco through operational
efficiencies, pricing and smart business planning.
3-Dealer Employee Management and Training
⇒ Work with store management and front line personnel to ensure the highest level of product
knowledge, service, and follow up.
• Establish a simple and easy-to-follow training program for all dealers and
merchandisers.
• Maintain regular communication with store management to ensure all product and
customer questions are being handled in a timely manner—offer assistance where
needed.
• Work with and interview store personnel during regular visits to gain perspective on
customer feedback, inquiries, suggestions and improvements.
Timeline
The specific timeline for getting the position started and moving forward with the above goals is
dependent on timing of production and the selling season. My goal would be to expedite my on
the job learning curve so I could begin helping the company succeed immediately. I would
propose a 30-day intensive training period where all of the company functions are learned. After
that a clear set of goals and projects could be identified. From there I would immediately do my
best to perform and accomplish our goals.
Impact
I will bring to the position the kind of energy, skills, achievement drive and passion for the
activities that drive the business. My goal is for responsible growth at Chaco while maintaining
the core values and continuous improvement. I will employ at all times integrity and respect for
my fellow team members and customers.
7
Prepare for these EMPLOYER QUESTIONS:
1.
2.
3.
4.
5.
6.
7.
8.
9.
“Why do you want to work here?” / “What do you know about us?”
“Why did you leave your last position?”
“How do you like to be managed?”
“If I were to ask your current (or former) boss what they value most
about you, what would I hear?”
“What is your greatest strength?”
“What is your greatest weakness?”
“What is your greatest accomplishment?”
“How do you define being successful?”
“Why should I hire you?”
Some GOOD Questions you should ask in an interview:
1. “What are the characteristics of your top _______________ (fill in
job title)?”
2. “What are the biggest rewards of the position? Biggest challenges?”
3. “Can you describe the training program?”
4. “How will my performance be measured?”
5. “What are your expectations of new employees?”
6. “What’s a typical day on the job like?”
7. “Why do you feel that I would be a good fit for the position?”
8. If compensation has not been discussed or listed in the job ad, ask:
9. “Just to ensure that we’re both in the ballpark, what could one expect to
earn in this position based on my experience and skill set?”
10. “Is there any reason I wouldn’t be considered for the job? Do you
need further clarification on anything I’ve said?”
11. “What is the next step?”
8
Interview Preparation Checklist
‰
Conduct research on the company; printing off key web pages and highlighting key areas—
bring with to the interview.
‰
Prepare answers for possible "curveball" questions.
‰
Prepare introspective questions of your own to ask during the interview, (5-7).
‰
Identify the TOP 4-5 Key Critical Areas (80/20 Rule) and your validation for
meeting/exceeding their requirements
‰
Identify and prepare for any "holes" in your case.
‰
Assemble an agenda you will be following.
‰
Prepare the Job Business Plan.
‰
Assemble a Brag Book or bring with tools for validation.
‰
Determine your Market Value and salary range and validation for the $ you're asking for.
‰
Prepare a professional References document.
‰
Ensure you have a leather folder and planner or PDA to bring to the interview.
‰
Send a thank you note that same day.
Resources for Determining Market Value:
•
•
•
•
•
Salary.com
(www.salary.com)
WageWeb
(www.wageweb.com)
SalaryExpert
(www.salaryexpert.com)
America’s CareerInfoNet (www.acinet.org)
United States Department of Labor—O*NET (http://online.onetcenter.org)
9
Learning Resources Provided by
Individual Career Coaching
Career coaching is a one-on-one individualized program designed to enhance your job
performance and job satisfaction, and to provide you with the tools, focus, and
techniques to more effectively manage your career challenges, transition and change. A
coach's main job is to help their client determine what is holding them back and to
design an action-oriented, results-based path to bridge the gap between where they are
in their career and where they can be.
Products
Get Hired!
10 Simple Steps for Winning the Job
You Desire in Any Economy
by Donald J. Strankowski
Get Hired! is written to help you get
maximum results by following a proven
10-step strategy for job searching
success in today's business
environment. The principles and
techniques discussed in Get Hired! will
apply whether you are looking to
embark on a complete life-altering
career change, or whether you simply
want to switch employers. Get Hired!
provides you with the necessary advice
and strategies to conduct a successful
job search campaign, and do so
regardless of the strength of the
employment market.
Paperback
319 pages
$25.00
ISBN: 0-595-32630-7
Other formats: Adobe eBook
10
Donald’s energy and enthusiasm are
contagious as he shows you how to:
Success is a Choice
Donald J. Strankowski
•
•
•
•
•
•
•
Audio CD
1 disc
65 minutes
$20.00
Set aside fears and inhibitions and
develop a high-achiever’s mindset
Break out of the comfort zone
Develop higher levels of persistence
in everything you do
Achieve any goal by using a 7-step
action plan
Cancel out self-limiting beliefs
Program your subconscious mind to
work for you
Become the best in your field – earn
more money and be promoted faster
Donald Strankowski presents the ultimate
program for improving the quality of your life
- both personally and professionally.
Success is not an accident, Success is a
choice!
The starting point of all success is the
development of a positively-oriented thought
process. You must become a success in
your thinking long before you achieve it in
your reality.
To book Don Strankowski as a speaker or to find out more about services offered by
Ascend Career and Life Strategies, please contact:
Ascend Career and Life Strategies, LLC
4845 Pearl East Circle, Suite 101
Boulder, Colorado 80301
Direct: 303-245-7049
Fax: 720-294-9965
info@ascendcareers.net
www.AscendCareers.net
11