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    The Position You Want, for the Salary You Want

 

 

The More Questions, the Better

Interview questions are an opportunity to close the sale. The more questions the greater chance of being hired. How?

Did you ever buy a major item: car, stereo, home…without asking questions? No. In fact when you walked into a car showroom or an electronics store and did not ask any questions, you did not buy. (Unless it was your second or third visit.)  When you purchase a large investment item, you tend to ask more questions. You are not doubting the product, simply learning more about it.

So too with questions from an interviewer. In a car or stereo sale, the salesperson is usually well briefed on the product. If not, you leave and go elsewhere. So don’t be defensive at interviews, prepare yourself.  The difficulty with interviews is that most candidates take questions personally and become defensive. That is because candidates are not prepared to answer questions as if they were selling a service. They are still in the mode where they are defending their past actions.

You Are offering a Service Contract!

The way to get around this is to prepare yourself ahead of time. Say you are prepping yourself for job interviews for jobs in the $60,000 per year job that youBack Next

 

think will have a lifetime of 5 years. That’s a $300,000 contract. 

Only 4 Substantial Questions

They say that an employer will ask 4 substantial questions. If you can get 50% of them correct, it means that you have to have a $150,000 answer to each of the two questions to reach $300,000. If you only have a 1:4 ratio of success (under the pressure of stress) that means you will only answer one in 4 questions 'correctly.' You need to have $300,000 answers. Prepare for them.

Salaries and Contracts

Your Salary

 

Length of Contract

 

Contract Value

$40,000

x

5 yrs

=

200,000

$50,000

x

10 yrs

=

$500,000

$60,000

x

5 yrs

=

$300,000

$70,000

x

5 yrs

=

 $350,000

$100,000

x

10 yrs

=

$1,000,000

$150,000

x

5 yrs

=

$750,000

$750,000

x

10 yrs

=

$7,500,000

1,000,000

x

5 yrs

=

$5,000,000

The SPAR-B System

How do you do this?  We developed a system called SPAR-B’s. A testimonial from a client brought this out, “It was

 

great to sit there and see the employer rock back in his chair as I hit him with a SPAR-B.”  Our client got the offers. Our clients prepare 14 of these SPAR-B answers, memorize them, and then simulate them.  We have found that this is quite a fail-safe number of answers to be ready with. We also teach clients how to substitute the answers if they are asked slightly differently

How does the SPAR-B work?

SPAR-B's ensure that you answer interview questions in such a format that the employer can say to him/herself, “Yes. This is the person that I want to hire.”

Many great training organizations have trained their sale people to sell high cost products and services using this “Yes.”

psychological format. 

What is a SPAR-B?

The focus of the SPAR-B answer is to avoid a hypothetical response and deal in real examples of something similar that you have done in your life. 

Situation

Problem

Action

Result

Benefit

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It takes 7 seconds for a word to move across the screen above - double it - that's how much time you get to catch the employer's attention
      Geoffrey Lalonde

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