Oregon daily emerald. (Eugene, Or.) 1920-2012, June 04, 1990, Image 54

Oregon daily emerald., June 04, 1990, Page 35, Image 54

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Newspaper Page TextSEARCH TACTICS wmi computet ssstem Willi im knosslcih.v ol ss sU1 mis desipn. I s .in lake miiik' i'l that isnrts nil sum miiul li s ,t eood technique in timli'istand !he needs ot die hinei before aiieniptme in make the sale. Mee!in hs relline the mlemesser In talk about die nature nt the position. Ihe reason Ini the openine and die slienedis m sseaknesses o! pies unis slndenls sshn has e taken the |ob \s sou listen, sou sail learn sslis snu le hemp interslessed in the lint place I’mhe and zero m on ss hat Ihe . list nine i leads ssants < hire the needs nl the eompans or beltei set, the neetls nt the inters lessei ate nils os ei esl, a salespetson s an introduce henelits to sali'ls those needs I hat s sellinp! ( loud sales|K*Opk* also H \ to t obslUs k' duI on the table Hies know lli.tl lew sales actually happen unless die piospcct has questions. o'lKi'iin oi obiccliotis loo main randidates lune let! inters tews snnlinc because not one eimo'in iu1- soued In lie internes'ei Raids is such silence coldcii I lleelne salespeople listen caiclully lot problems, neealnes oi disappoinlineiin -uhtls expressed In the inters less ci l hice an ob|eetion surtaxes, you should restate il in vom own words I hen. eel I he mtemewer lo discuss die eomern by .rim: loi i laiilk alion I in evample I hal i mere Stine Whs do sou let'! I line hi Iv loo incxpcitensed loi this position ’ I he more often the inters lewei serbah/e the ob)eelion. the more likely sou an- lo uncos er concerns that may he es en mole important I urthei in re esplainine the difficult' to you. the pioblem open beeuis to become less unportanl or e'en ins ml to the lnkT\ K*SS el \\ hen an ob|ec tn*n is lulls expo ed. ilk* Nak‘s|K*!son van choose lioin a number of sak'^ siialf-.'iv ' lln- tiisi and he a method in to hr mu’ up a benefit dial directly addresses and dispels die obiection It such a henetil doesii l exist. remind die prospect of benefits die lias alreads bought and related fvnefit' trom sour arsenal \nother efleelise technique If mimini/e the inters i a oru ern is the I list < ousm or \ i Ihme approach I hat is. svlnle i» I-me precisely tlie kind of ssork an emplosei is |o< a.ine tor point to experiences that are s. miesshat similar I or example, entry les el or he hiss eight candidates frequently sxant to enlei "management. although they lack bona tide supers is(as experience \N hat s the next best thine Campus leadership or solunieer experience could be construed as a lorm o! supervision. Outlining these experiences alias s the inters lesser s concern about not has me a "direct hit Vnotlici incllnxl ol .idlin'. hi-' .in f Spl'l ll'llll ill ll C.lkllf - I ' ilk' I If. I 111 1,1 sl 11 >| s \k llllf \ Oil mi .'III H.ll I I1 1 , ‘ 'll. llul VOU l.ll k llllfdlv [flak'd cspci iftk e. sim.v-.i Ih.ll you if .1 i|UU k simh. .mil -iipp*'Il lli sl.ilcmctil mill an unccdoic slum me liou sou rapidly illaslered ail an aiif 'iil>|fi I I 1 ilk 'll lil Iv .ii iiif .I mill in 11 a ! f i1' 1111' i Ih'ii Co for the (lose Sues f-slul s .null.1.1If . ilon i If r..' lit. • .iI.' . \ i |f ilk "iiiplfi ■ \S lu'lIn i Urn ■ .' 'i11(mIf1 1 ,|| 11 >"iI "I ( \ I > C \M ' |k I if ll ■ I '■ Ik ' ,f-k !"i ilk' nlilft if. .■ is - \ .i ■ "il nil.ml !"i ,m uuiplai oineiil . iiiiMiltinp t ii in I "lifii iikfii f i .ills 11 "in s .ii kin tail's n tin a .mi in ii-p.nl "ii llifii an fllfiil iiilfii i -,i I ,f"| ' ' l! s |usl 11 ll.lt I IVfl! I' " 'k ill'. i.a I hf i"l' sounds yrcal and the pcitple seem \cr\ nisf Won.IfiHit I)uI i"ii ifII lli. in llul i"ii iik llicm \\ ■ 11 ii" I iliiln I ." a. ll i -.is lli.it What 1 -' 1 ; W Ilf i Irtini lifif ' Inf I ilmi l km'« I hfi s.ii'l I Ilf'. ■ ■ *n hi he ;• i'll ms-’ h.isk In me Shiiis passing in ills' nifli! hi' coal in .ms inters less is simply 1" -'et I" the tied .step in lhi employ mcnl process II soy ie successlul m selune up t retui i! s isii, um’vc mule ihe sale \ n lot\ is lepiescnlcd h\ an ins Hatton In return I leqtlcntls. lilt. 1 v less I 1. that III - ill s amlulales lus k m the neat fuun t tilortunatcls. that piinniseil phone . .ill nllei loses top hilline mi Ills' employet ■ priority ii-.i So vs hen inlet is tl knoss. inipls that bci.iuse sou II he in class oi out inlets less ins’, s ou i me lit he slit lieu It l" icueh \sk il soil s an s all them iMi all appiuiiis'sl <las In utils'i sson|s. take i espoiisihi I it s loi future contact \s maik'tme niaiiaeei • >t s■ mr r>1 . .tinpaien. sou tmist ilelme soui I'lo.liK I. anals/e soul market determine an appiopnate price and uncosei tareet areas lot sour sales lone When it tomes to sale . smi inu-t tianslate leatufcs into Ivnctih espo e and address ohieclions, and close the >al h\ clarity me luture at tion It. usim the >ale- and 111 a r k e! 111 c appi oat h sum pn 'dm ' • Il hi snatched oil the shell and quit kly pul l" use Mi Hayes is president ol Implex Cotp a consulting firm m Southfield Mich Over Your Head ( ft >nt ihi . pnssei ami mmies. talliei than self nidslai t It Ml In .Muh! .imiiim heme ^la//U*ti In a promn titm evlemal lessai.i • psuholneist l. a! kes k ll ' ti '.1 '.'a l ' a ilelajle<l. leal min n s .11111 nalmn o! lh inn*. n»h I>nn t a pi hmaii eenei.illtie nlu ii i! n>me In Jelimne ilk’ position ilenTipllon hr ni\ s ( Ifl sjx\ilks I f\ in as-ans am lac Ini lhai .sill inline in e stun abtlils in pel Ini rn ill a ness mle im mallei boss subtle H mas seem Just say no \s i mink' I In I’etei I’lmciple Otten bolls , It-\s i) in ill.- ,il Mills I" .as iin Wli mi nn mi I.' ill i-A II .111 .1 ■IlMlllllMII. Ill OS CS Cl. I "I Us "II ills' I'lisilis.- Vis I hal s realls not ssheie ins inlet .! Ik's i.illui than. I ili'ii I 11 n 11 k I ‘in i jualiti '.I nisi I >k hsc 'll I >.i si 'll. a p . liulii’Jis! a ill) * 'illpl.ii anient , "ii -nil. ml'. Hi III \.. i.ili's ill ( las elan. I I Jilt I" In Ip "lit \1 is hi1 s "ii , "iiM i s a mi an imat nn capacils mini ni.itui'.’niiu'nt can lill ilia oilin' I 'l "I I I ill!. .It \ a " in 1.1 I . Il 'll ' " Is a 'III 11.11 n 11.■ 1 "ii III! Ill ss nil Ii' ..is I lat'l I’m nil aiossmc in this area ami I ssam lo slas liaia llu ss ill has c the ellecl ot detail me simi pn>iinili"ii mini soil aie Ivllai prepared, lull Hath luriims: it ilossn, .shuli cotikl pise sou a iK'aatise im.ij.Te ssith tippet inanaae ment. lie sas s llu n!i" as .i n l h 1111 'll m a sue M" -I pei'ple lias e a need I" progress throuah the tank - as tiles an»ss sas s \\ ilson at ( km u ae W.islunali m Ii 111'ills tliniialt. that the s ei s siii cess people at hies a all l"n "Iten pets them into double II smi hio tss s "in e11s 11"inns'llI and soul sell sou s an as. ape inciemeiil.il invompctenie Don’t Ih w'lliKetl hs the nappinas "I stu ves> 'l "in . a I eel is It hi Iona lo be s less ed as a sprint I Iv stionas’s! .ids ice I an ais .■ is to leinemlvi that nu'ties and piestiae ale ateal hut dies .sill ik's i he a lone term tibstihilc lor|"h .iti'l.ivtion s.i'.s\ii! nl 'leant In \neelc' < ionic Hist Ini the dollars and posse! e lo nt t s' 11 it thinkina tr Kosher a Washington DC based consultant and writer