Finding an Effective Employment Sales Strategy
Over ten years ago, when I was managing call centers and sales departments, I developed a solution sales and marketing strategy called PBFA. The strategy was universal in that it could be used to better understand people’s needs and help them find solutions. While I implemented the strategy primarily for sales sand marketing campaigns, I believe that it’s also an excellent tool as an employment sales strategy. So I launched another blog called ProCareerSearch using the PBFA model. Professional Career Search in 16 Steps is the main outline of the strategy.
Identifying Latent Pain Leads to Success
Briefly, the PBFA employment sales strategy model is similar to other selling models with a greater emphasis on pain. I use the word pain, rather than need, want or desire, because you’re more likely to engage a potential employer if you dig deeply to reveal underlying latent pains.
Employers in interviews rarely reveal latent pains. The employer, in fact, may not even know that they’re latent pains secretly lurking beneath the revealed pains. She thinks they’re only problems, needs, issues, wants and desires. Latent pains, on the other hand, are frequently intermixed with underlying mental distress. Bringing latent pains to an employer or prospect’s mind therefore enhances selling, getting a job and making decisions easier. For a greater understanding of pain in sales, see:
Employment Sales Strategy
I want to share the strategy with you in an 18 minute screen video with examples. If you object to the word “sales” or “selling,” substitute the word with persuading or negotiating or interviewing. Our new age of selling is intertwined with psychology, social media and networking. What you should try to get out of the model is a better understanding of the hiring process. The model should also help you choose companies, jobs and people that will make you most happy.
Sales people in other fields, whether mobile, retail or manufacturing, you’ll find the PBFA model equally useful.