Jobs and CareersMengubah Kesombongan Jadi Keuntungan
Perusahaan barang dan jasa manapun tentunya menginginkan tenaga-tenaga penjualnya mampu menghasilkan tingkat penjualan yang memadai atau paling tidak sesuai dengan sasaran yang telah ditentukan. Namun, yang seringkali terjadi justru tak ada peningkatan dalam angka penjualan. Padahal strategi, taktik, dan pemilihan tenaga-tenaga penjual sudah dilakukan dengan sangat baik. Kalau keadaan ini yang terjadi, maka manajer penjualan atau manajemen secara keseluruhan tetap perlu mengevaluasi kembali strateginya. Tapi selain itu, perhatikan pula bagaimana tenaga-tenaga penjual -- yang telah berpengalaman sekalipun -- melakukan tugas-tugasnya.
Kebanyakan dari mereka biasanya terjebak untuk 'memaksakan' segala informasi mengenai produk saat melakukan presentasi ke pelanggan atau calon konsumen. Alhasil, mereka jadi terkesan menyombongkan diri, apalagi di kalangan tenaga penjual yang merasa telah berpengalaman. Kesombongan ini sebenarnya dapat diubah menjadi keuntungan bagi pelanggan. Caranya, perhatikan contoh berikut.
Tenaga penjual berkata: ''Kami memiliki pengalaman sepuluh tahun di bidang ini.'' Kalimat ini bernada penuh kesombongan. Dan untuk mengubahnya menjadi keuntungan buat pelanggan atau calon pelanggan adalah dengan mengatakan: ''Kami memiliki pengalaman sepuluh tahun di bidang ini, sehingga memungkinkan kami membantu Anda mengatasi setiap masalah yang muncul dari produk ini secara tepat dan baik.'' Setelah itu, rasakan bedanya. ***
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source: artikel Republika
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History Reports
When you read your resume out loud, does it sound like a history report? Even with many adjectives the theme can surprisingly sound repetitive.
Do these sound familiar?
I worked for
My responsibilities were
My duties included
Does a prospective employer care about what you did for other companies ? Of course they do, but that doesn t mean that s what they really want to know. Conducting a job search is a marketing campaign, moreover, a sales process, not your personal history lesson. Do you consider obtaining a position a sales process? If not, you should. There are many ways to make a sale but all of them include a marketing campaign. Your resume is your marketing tool. It is your most important marketing tool. Make sure your marketing tools reflect what you bring to a company, not what you once brought to other companies.
Does a hiring manager care about what your duties were in a position you had 10 years ago? Maybe, if they are associated with a position you are seeking. Is a hiring manager more concerned with your abilities to handle the duties of their open position? You betcha! Any professional marketer or salesman will tell you that building value is key when conducting a sale.
How do I build value in a resume? , you may be asking. When it comes to a resume, there are several ways. Certainly you want to include prior responsibilities, but you may also want to expound on them as well (assuming that they are applicable to the position you are applying for).
List the duties and responsibilities of applicable positions
Showcase successes with each of these duties. Because of your efforts, did revenue increase? Did profitability? Did your efforts result in streamlining costs? Did you save your prior company money?
Articulate an ability to continue these successes with your next company. Show your next employer that you will excel at the position before they determine if you will.
Remember, you are marketing yourself to these hiring managers, not just telling them what you have done. The concept of an effective resume is to look at it from a reader s point of view, not a writer s point of view. Does a prospective employer care about what you ve done for others? Or what you can do for them? ***
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by Steven Bristow
About the author: Steven Bristow is a senior consultant for R.L. Stevens & Associates Inc. http://interviewing.com/ , a career marketing firm and organization celebrating over 24 years of providing strategic marketing solutions for its clients career transitioning needs.
Perusahaan barang dan jasa manapun tentunya menginginkan tenaga-tenaga penjualnya mampu menghasilkan tingkat penjualan yang memadai atau paling tidak sesuai dengan sasaran yang telah ditentukan. Namun, yang seringkali terjadi justru tak ada peningkatan dalam angka penjualan. Padahal strategi, taktik, dan pemilihan tenaga-tenaga penjual sudah dilakukan dengan sangat baik. Kalau keadaan ini yang terjadi, maka manajer penjualan atau manajemen secara keseluruhan tetap perlu mengevaluasi kembali strateginya. Tapi selain itu, perhatikan pula bagaimana tenaga-tenaga penjual -- yang telah berpengalaman sekalipun -- melakukan tugas-tugasnya.
Kebanyakan dari mereka biasanya terjebak untuk 'memaksakan' segala informasi mengenai produk saat melakukan presentasi ke pelanggan atau calon konsumen. Alhasil, mereka jadi terkesan menyombongkan diri, apalagi di kalangan tenaga penjual yang merasa telah berpengalaman. Kesombongan ini sebenarnya dapat diubah menjadi keuntungan bagi pelanggan. Caranya, perhatikan contoh berikut.
Tenaga penjual berkata: ''Kami memiliki pengalaman sepuluh tahun di bidang ini.'' Kalimat ini bernada penuh kesombongan. Dan untuk mengubahnya menjadi keuntungan buat pelanggan atau calon pelanggan adalah dengan mengatakan: ''Kami memiliki pengalaman sepuluh tahun di bidang ini, sehingga memungkinkan kami membantu Anda mengatasi setiap masalah yang muncul dari produk ini secara tepat dan baik.'' Setelah itu, rasakan bedanya. ***
--------------------------------------------------------
source: artikel Republika
=====================================
History Reports
When you read your resume out loud, does it sound like a history report? Even with many adjectives the theme can surprisingly sound repetitive.
Do these sound familiar?
I worked for
My responsibilities were
My duties included
Does a prospective employer care about what you did for other companies ? Of course they do, but that doesn t mean that s what they really want to know. Conducting a job search is a marketing campaign, moreover, a sales process, not your personal history lesson. Do you consider obtaining a position a sales process? If not, you should. There are many ways to make a sale but all of them include a marketing campaign. Your resume is your marketing tool. It is your most important marketing tool. Make sure your marketing tools reflect what you bring to a company, not what you once brought to other companies.
Does a hiring manager care about what your duties were in a position you had 10 years ago? Maybe, if they are associated with a position you are seeking. Is a hiring manager more concerned with your abilities to handle the duties of their open position? You betcha! Any professional marketer or salesman will tell you that building value is key when conducting a sale.
How do I build value in a resume? , you may be asking. When it comes to a resume, there are several ways. Certainly you want to include prior responsibilities, but you may also want to expound on them as well (assuming that they are applicable to the position you are applying for).
List the duties and responsibilities of applicable positions
Showcase successes with each of these duties. Because of your efforts, did revenue increase? Did profitability? Did your efforts result in streamlining costs? Did you save your prior company money?
Articulate an ability to continue these successes with your next company. Show your next employer that you will excel at the position before they determine if you will.
Remember, you are marketing yourself to these hiring managers, not just telling them what you have done. The concept of an effective resume is to look at it from a reader s point of view, not a writer s point of view. Does a prospective employer care about what you ve done for others? Or what you can do for them? ***
----------------------------------------------------------
by Steven Bristow
About the author: Steven Bristow is a senior consultant for R.L. Stevens & Associates Inc. http://interviewing.com/ , a career marketing firm and organization celebrating over 24 years of providing strategic marketing solutions for its clients career transitioning needs.
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