everyone is a salesperson in the new employment systemreemploymentbridge.com/session11-2012.pdf ·...
TRANSCRIPT
Everyone is a
Salesperson in the
New Employment
System Meloney M. Miller
M³
Victor L. Bruinton
B&C Enterprise
M³ ©
M³ ©
Everyone is a
Salesperson in
the New
Employment
System
PO BOX 99244
Raleigh, NC
919-200-4432
Exercise:
If our Economy and Your
Employment depended on
the next 10 minutes of
Effective networking….
What Would Happen Next?
The Main Reason People Say Yes
YOU are the Product
Rapport
• Building rapport breaks down defensive barrier
• Increases the desire to Hear what you have to say
• Bridge Business and Workforce Development
Anything YOU do or say
Effects the message YOU
are trying to Convey
Many clients Feel the
employment process…
Many clients Feel the
employment process…
Direct Quotes
• Depressing, useless, and lonely
• Creating resume is overwhelming
• Demoralized and exhausting
• Starting over is extremely hard
• Job search not favorable if you have insecurities
• Over demanding
• Angry but grateful to be able to look for work
If we are Truthful many program
managers and sponsors Feel the
employment process…
If we are Truthful many program managers and sponsors Feel the
employment process…
Direct Quotes
• Overwhelming, helpless, and depressing
• Thankless job
• Worried they will be unemployed also
• Too many unemployed to see and do paperwork
• Duplicate work from numerous sources
• Business don’t want our referrals
• Take on clients unemployment needs personally
M³ Independent Survey
Data from Over 50 NC Unemployed Individuals
After 6 months of unemployment the average
person believes they spend 40+ hours a week
searching for employment; however when
search data broken down 73% spent less than
10 hours a week on activities that could
potential lead to employment
How do We Bridge the Gap?
Can you Coach Optimism?
Testimonial from GMSI Client
Durham WIA
Unemployed Educator
Please see link to watch video
Testimonial from GMSI Client
Durham WIA Program
Unemployed Accountant
Please see link to watch video
Testimonial from former GMSI Client
Durham WIA
Employed-NC Department of Commerce/ Division
of Workforce Solutions Employment Consultant
Please see link to watch video
What Tools do employers
and program supporters
need for Success in this New
Employment System?
Unemployed and Under
Employed Tool Kit
• Encouragement
• Dream again and regain Self-Worth
• Become Honest with yourself and your Emotions
• Learn like a Child
• Get out of your Own way
• Redefine Yourself
• Have Thick Skin
• Learn Meaning of networking
• Put in the work
• Sharpen your knowledge and expertise
• Become your own coach
• Find an Accountability partner
Program Supporter Tool Kit
• Encouragement
• Leave YOUR personal problems at the door
• Show empathy for this Emotional process
• Have Thick Skin
• Motivate and coach to Success
• Utilize techniques that hold clients Accountable
• Score your Work
• Breakdown deliverables in smaller chunks
• Sell YOU and YOUR programs
• Engage the business Community
• Never give up
Get What YOU Want in the End
S
Solution
N E A D S
.
S
Solution
N E A D S
What do you have now?
What do you like about what you have now?
Who other than yourself would be involved in the final decision?
What is the process?
What would you like to change about what you have now?
Make a selection from what you have and offer best solutions
BUILDING RAPPORT
Smile
•Show happiness
Eye Contact
•Give good Eye contact
Get-Down-to-Business Statement
•Use a Get down to business statement
Relaxed
•Remember to act Relaxed they feed off your energy
Repeat
•Repeat their name 4 times
90 Seconds
•Match volume of their Speech for 90 seconds
Sincere Compliment
•Give a Sincere compliment
Common Ground
•Search for Common ground
Why People Buy or Support
UCLA Study
10,000 Consumers were asked
the main reason they said “yes”
to a salesperson. The answer was
the confidence they showed
when they first walked in and
how they approached us in the
beginning
Did YOU Know Selling is a
Science?
Why Buy or Support
•Must find out what they want
•Must find out what they need
•Status
•Security
•Peace of Mind
•Keep up with the Jones
Why Not Buy or Support
•Insecurity
•Indecision
•Procrastination
•Money
•They were never asked
Why Yes or No
The Four
Points of a
Dynamic
Presentation
Practice Presentation
2
Perfect Presentation
3
Perform Presentation
4
Preplan Presentation
1
PRESENTATION PROCESS
Fun
Vital Elements
Educational
Motivation
INPUT OUTPUT
Not a Spectator Sport
This is Emotional
Remember Our Economy
and Your Employment
Depends on What YOU Do
Now….
Bridge the Needs of Business and Workforce
Thank You!
Meloney M. Miller Meloney M. Miller Certified Professional
Coach and Group Leaders,
Motivational Speaker, Facilitator and
Trainer with extensive career within
global market, local community and
governmental arenas helping
organizations develop and align
strategic planning and execution for
ultimate results. Know for a Thick Skin
Approach to Change Management
especially in boot camp setting.
Recognized for strong values,
commitment to quality services, and
creating order out of chaos in
turnaround situations and start up
initiatives. A native North Carolinian
who currently resides in Raleigh, NC.
Motto:
“Motivation for Life, Family and
Business is Essential for Success”
M³ Website: [email protected]
Email: [email protected]
Phone: 919-200-4432
Victor L. Bruinton Victor is a respected National
Relationship Advisor and Sales &
Sales Management Leader in the
profit and not-for- profit sector.
Victor has over 25 years
experience building champion
partnerships in numerous
avenues. His hands on approach
is known for lasting results in his
coaching and training sessions.
He has served over several
organizations to include profit
businesses, not-for profit
associations, and national
educational boards. A native
North Carolinian who currently
resides in Raleigh, NC.
Motto:
“Vision and Progress in Action”
B&C Enterprise
Bestway Express Email: [email protected]
Phone: 919-606-7300
M³ ©
M³ ©
Everyone is a
Salesperson in
the New
Employment
System
PO BOX 99244
Raleigh, NC
919-200-4432