Do I have my sales pitches down stone i mean icy cold what are my sales pitches your
sales pitches are your sales stories those are also known as your interview responses
so when you get asked a question do you have your responses down now i want to talk with you about
what responses i want you to have down all right now if you grab this book if you grab this book
you get my storytelling formula in the storytelling formula i give you the components
of what makes you likeable believable and memorable so how you say what you say all right
and it talks about the difference the difference things i want you to keep in
mind you know keeping it short and simple talking in their language making yourself
believable using details the organization to the story things of that nature it's all in here
okay but i want you to know what stories you need to tell there's different kind of stories
and in general we're talking about in general we're not talking about your hard skills yet
there's the foundational what i call five plus okay the foundational five if you know these
five plus the bonus you're golden first thing you need to do when you need to figure out the stories
is what are the foundational five and why the foundational five any executive recruiter here
who's hired zillions of people can tell you that based on these five to six things i will know
immediately whether i'm going to hire somebody and if they're going to work out long term
now this might be an oversimplification however if you have the foundational five you probably
have 500 stories you can tell offshoots of these things okay so let's let's just run through them
real quick passion what are you passionate about if you're not passionate about what i do forget
it i'm not hiring you i don't care how awesome you are okay so when you talk about your passion
what's important to you what matters to you what are you really interested in any of that stuff is
code for what's your passion it you cannot adapt your passion to what i do i'm not hiring you let
me give you a story so when you think about like the people that i would hire for milewalk
your passion needs to be about helping people it doesn't need to be about being an influencer it
doesn't need to be about social media it doesn't need to be about building it uh or sorry to you
know train technical training products or this or that okay it needs to be about changing someone's
life and if if if you can show me back it up with evidence that that's truly what you feel
that's great i could teach you the rest i could teach you how to post on social media all right
i can teach you stuff but what i can't teach is for you to care i can't so i need to know i need
to know you come with care okay if you don't i don't i don't there's no way you're going to work
all right number two how do you solve problems so you got to have some analytical abilities now
the problem story to tell me the closer you can get to how you solved the problem that is some
problem i have that i would need you to solve the better your story's going to resonate so now
if you come to me and you say well andy i already solved the problem of how you can get more
exposure to individuals who might enroll in your product i'd say tell me how you solve that problem
and then you walk me through it i'm not going to say tell me about a problem you solved but if i'm
dumb enough to ask you that then you better be smart enough to know that you make it a problem
that matters to me how do you know if it matters to me you should have done your homework on the
company and what they do and the problems they're likely to have the more alignment the better what
value do you bring same kind of thing i can help you increase your revenue i can help you
uh get you know more followers on social media faster for no cost without advertisements whatever
right like what value do you bring now if you're not sure about value there's a video somewhere out
on my youtube channel about eight great ways to prove your value to an employer go check that out
all right development of people i don't care who you i don't care if you're 21 and a half years
old and you're just getting out of college how do you shape the people around you you senior exec
how do you motivate and manage your folks you're just an individual contributor how
do you influence your customers your teammates or whatever how do you develop people what do you do
how do you serve customers number five you all have customers they might not pay for products
or services at your organization but you serve them i serve you some of you pay and i serve
you and some of you don't pay and i serve you my community your community could be your team could
be your internal customer right could be your networking group how do you serve you better serve
we all serve okay and then mistake how'd you respond what'd you do tell me about a mistake
that shaped your life okay i don't really care that you made a mistake because you should be able
to think of one if i i probably will ask you in an interview what mistake did you make yesterday
how about the day before you got these all right i want to see what you did with your mistake i got
one of my today's line to live by quotes out there the difference between good and great is what you
did with your mistake okay so so think about that employers know you made mistakes i have
a video out there too about you know hey tell me about a time when you know your greatest failure
all that stuff falls under here okay mistake it isn't that you if you don't make mistakes you
ain't doing anything right okay so these are the foundational five plus really the foundational six
you gotta have these you gotta have them okay that's the first thing second thing is
do you have the popular questions down cold okay what are the popular questions
well there's a lot of popular questions but again if you would please take the free book
offer in here there's a chapter it's called my silver bullet interview chapter it's got the 14
most effective job interview questions that an employer can ask you to get about 90 percent of
what they need to know about you now they can mix and match across the foundational five but
the questions come in different forms but there's 14 based questions and inside the
chapter i teach you what the 14 are i teach you 43 variations of that so it's really 43
i teach you why they're asked what the employer is looking for and the
very best response to each of them and how to package them okay so those are the popular ones
why did you leave your current company why are you open to leaving why do you want to
come here what value can you bring write that kind of stuff but going through they get deeper
but you get it so do are you ready here and then what's the other kind of of questions do i have
my outlines for situational questions what's a situational question a situational question is
just like it sounds i have this situation it's a scenario it's in the future i have this customer
she's a pain in my butt she's always complaining about this what would you do that's the situation
or i would like you to tell me how you're going to build out my sales team because you're the
vp of sales i'm looking to recruit and i want to know how you're going to build out that team
you're the it project manager that i want to hire to run my customer relationship management new
new system implementation can you walk me through how you would do that every one of these these
situational questions generally speaking and i'm notwithstanding the absolutely epically stupid
uh you know what what superhero do you want to be when you grow up uh you know what was
your favorite board game as a kid you know these kind of these kind of ridiculous questions forget
those for a second most situational questions if employers know what they're doing and the
interviewer knows what they're doing they'll ask you a situational question about your bread
and butter skill i'm hiring you to build the sales team i'm hiring you to sell the widgets i'm hiring
you to implement the system right i'm hiring you to market the product how would you do that those
are the most common situational questions now what's the outline well for everything that you do
in your life you want to have a playbook right you do have a playbook you might not call it
a playbook you have a framework you have a methodology how about that fancy right you
might not have reverse engineered or taken it out of what you do that you meet with the stakeholders
you figure out what the business problem is you design the solution right you architect it right
then you you code it and develop it then you unit test it then you integration and qa test it and so
on then you implement then you convert and so on right so that's a framework when you build out a
sales team what do you do well first thing is you need to understand your customers i need to do the
segmentation because i need to know who's where i need to see who's buying what i need to see where
the opportunity spots are where the spots are we ought to throw in the towel i need to get the lay
of the land and based on that what i'm going to do is i'm going to hire people in those locations
where we have the biggest customers where we are untapped but we know the market is rich
then what am i going to do right everything has a step-by-step procedure and why do you
want to have this well there's many reasons number one these outlines serve as what
your outline as you walk them through it serves as the first thing you're going to tell them
there's seven things i'm going to do when i build up the team i'm going to segment the customers i'm
going to look for this i'm going to do that right now they have what an image in their head a map of
where you're going to where you're going with your story it sounds organized and you've told them i
have a playbook what what do employers do they pay more for people who have play playbooks they pay
less for people that can only do one thing alright so that's the same thing for you you as a buyer
you as a customer you will pay for something that is what has a method a structure a system
your outline is the way for you not only to demonstrate that but to easily remember whether
you're recalling something that they said how did you implement that project or how would you
do that project that that outline works for even a how-to what you already did or how you would
do in the future so you want to make sure that you have that so what do you what are you really
looking for you're looking you're looking to have the foundational five or six want to make sure
you got those stories you want to have the popular ones down right i give you those and then whatever
it is your bread and butter that you do you want to make sure that you have your outline and you
can recall stories of things in projects past as well as how you would do things in the future if
they ask you situational questions or they've got case studies or whiteboarding or whatever in the
interview process all right now make sure you grab this guy it's just a few bucks and if you if you
want to get this on your own great if you're in my leadership coaching program i you're the only ones
that have access to these signed hard bounds plus the digitals and the audios and those other things
too let's grab the hiring prophecies too and i think that'll get you set for 2022. uh so i hope
you enjoyed that if you did make sure to share this make sure you're subscribed to the channel
please click uh that you liked it and uh and and if you're here with me live i'm gonna go into the
q a if you are watching this on the recording lots of luck in your search and in life in 2022