Quick and Quintessential Guide: Pitching Yourself to Employers with 7-Step Selling

by Katharine Hansen

Quick and Quintessential Guide: Pitching Yourself to Employers with 7-Step Selling describes a job-seeker sales system that focuses on target-marketing employers and adapts the proven 7-step personal-selling process. Initial steps of identifying and narrowing the market are part of a classical 7-step selling process that also includes approaching employers, developing and proposing solutions to them, handling their objections, closing the sale, and following up.

The book's job-search adaptation GOTARZO + Followup. GOTARZO is an acronym in which the letters stand for:
G is for Generate Your Targeted Employer List
O is for Optimize and Qualify Employers to Narrow Your Target Market
T is for Tell Me ... USP. In this adaptation, approaching the customer (employer) and probing needs are broken into two steps, in which Tell Me ... USP represents the first of the two.
A is for Analyze Needs.
R is for Reveal Storied Solutions.
Z is for Zap Objections.
O is for Obtain Closure.
+
Followup

45 pages, Kindle Edition

First published March 7, 2014

About the author

Katharine (Kathy) Hansen, Ph.D., creative director and associate publisher of Quintessential Careers, is an author and instructor, in addition to being a career expert. Her book Dynamic Cover Letters has sold more than 100,000 copies.

Having completed a rigorous credentialing process with Career Thought Leaders, Katharine has earned the designations Credentialed Career Manager and Master Resume Writer, the ninth practitioner worldwide to earn the Master Resume Writer title. The Master Resume Writer designation places Hansen in an elite group of career practitioners who are committed to professionalism and dedicated to continuous learning. She is one of an exclusive group of career professionals to hold both of the Alliance's Credentialed Career Manager and Master Resume Writer designations.

In more than six years as a college professor, Katharine taught the writing of resumes and cover letters and critiqued the job-search correspondence of countless college students. Katharine also is editor of QuintZine, a free career and job-hunting newsletter filled with timely and topical tips for springboarding careers.

Katharine holds a doctoral degree in organizational behavior from Union Institute and University, Cincinnati, OH.

Katharine was writer-editor at numerous newspapers, magazines and nonprofit organizations, and she served as speechwriter for the first woman elected to the Florida Cabinet. Katharine, who earned her bachelor of arts degree in humanities from Stetson University, lives in Kettle Falls, WA, with her writing partner, Randall.

- excerpted from http://www.quintcareers.com/creative_...