Page 28 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

SELL YOURSELF IN ANY INTERVIEW

final two examples in Exhibits 1-2 and 1-3, which are specifi-
cally related to the job search. In example 8, our new gradu-
ate’s feature is a master’s degree in business administration
(MBA). The corresponding benefit is bringing current re-
search into play at the interviewer’s company. In example 9,
our paralegal has the feature of 10 years’ experience, and the
benefit is the ability to be productive immediately.

COMBINING FEATURES WITH BENEFITS

It takes practice to combine features and benefits into one
smooth statement, and this ability is crucial in presenting ben-
efits effectively. For example, you may not want to say, “This
automobile has heated seats, so the benefit would be a warm
tush.” This sounds clunky and awkward. It doesn’t make the
listener say to herself, “I must have heated seats!” By learning
to express the benefit smoothly and seamlessly at the end of a
statement, your listener will be able to picture in her mind’s
eye exactly what that feature will do for her. For example:
“On a cold winter day, our heated seats warm you
up fast and keep you comfortable.”

Keep practicing the skill of presenting a feature with a bene-
fit at the end of your sentence. Here are a few more examples:

❏ “I have supervised a department of 10 employees and can
help you to build a cooperative, efficient team.”
❏ “I have edited and produced a variety of written materi-
als, which will allow me to get your company’s message
out in any format or venue.”

❏ “I know the curriculum standards for grades K through 8
and can step into an opening at any grade level.”

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