Page 31 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

THE POWER OF FEATURES AND BENEFITS

Practice this skill until it becomes a habit. Then, the next
time you go for an interview, you too will picture one of your
signs on the interviewer’s chest: “What will you do for me?”
And you will be on your way to getting the job you really want.
Features don’t change, but benefits can and do, depending
on the listener. In Chapter 2 we will learn how to determine
which benefits are important to the interviewer and how you
can take your features (i.e., skills and experience) and apply
various benefits depending on the type of company, the job
in question, and the position and needs of the interviewer.

RATE YOURSELF

To determine whether you are ready to move on to the next
chapter, ask yourself the questions in Exhibit 1-4, and rate
yourself on each one using a scale of 1 to 10.

Exhibit 1-4 RATE YOURSELF: HOW WELL ARE YOU
TRANSLATING YOUR FEATURES INTO
BENEFITS?

Rating (1–10)

• Am I committed to making a change? _______

• Do I understand the skill of using features and _______
benefits?
• Am I practicing this new skill daily? _______

• Have I practiced using my new skill with others? _______

• Am I making it a habit? _______

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