SELLING YOURSELF

Description

Presented by: David Kahl, Managing Partner, ValueSelling Associates
Applying Lessons from the Corporate Sales World to Make the Most Important Sale of Your Life
 
          Many job candidates think the interview process is the time they must "command the stage" and put on a great show.  But all too often the candidate talks about things that are not important or relevant to the interviewer and his/her organization.  Certainly a candidate must talk about him/herself but let's hold off doing so until we get a better understanding of the situation, the challenges to be addressed and what they're looking for in a potential hire.  This "discovery model" is used by the most successful sales professionals to sell products and services in the corporate market and it can help any potential candidate improve his/her chances of having a great interview - and getting that job offer!
During this 90 minute session you'll learn:

• How to conduct research prior to the interview and look for insights regarding the company and their key business challenges
• How to effectively "kick-off" the meeting and establish your personal credibility
• A questions based framework designed to get the interviewer talking about their organization, the issues they face and what they're looking for in the ideal candidate
• Closing the interview and determining the next steps in the process
• Generating a written follow up that concisely captures the key discussion points and the process moving forward

 
David Kahl is a sales and marketing veteran with over 25 years of experience as a contributor, manager and executive. Dave’s extensive experience and education enable him to identify the unique needs of each client and customize a solution that addresses their specific issues, regardless of industry or location. His client engagements span North America, Europe, Australia and Asia.
Prior to working with ValueSelling Associates, Dave was Vice President of Sales and Marketing at Parlano, Inc., an enterprise software firm specializing in real-time collaboration.
Dave also spent 13 years at Gartner, Inc., in sales, sales leadership and analytical roles. He spearheaded the opening of Gartner’s Chicago office, quickly growing revenues in the central region more than tenfold.
          Dave’s energy and engaging style, combined with years of field experience, make him a sought-after trainer and speaker. He believes that the training experience should be, and can be, both insightful and enjoyable, thereby enabling the participants to truly grasp the concepts and implement them. This way, the organization is able to sustain the impact that the training brings.
Dave holds undergraduate and graduate degrees from Clark University in Worcester, Massachusetts. He also earned a master’s degree in management from the J.L. Kellogg Graduate School of Management at Northwestern University.