Page 53 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

ADDRESSING EACH INTERVIEWER’S INDIVIDUAL NEEDS

the team under tight deadlines to achieve a successful
outcome.”

2. Employer’s need: Fit with company culture and environment.
Employee’s matching benefit: “As a nurse, I worked day,
night, and weekend shifts. Each shift had a different feel,
with different personnel and different responsibilities. I
am able to assess the changing and variable needs of a
work environment and adjust quickly to become a pro-
ductive team member.”

3. Employer’s need: Willingness to learn.
Employee’s matching benefit: “Each doctor, nurse, parapro-
fessional, patient, and family brought different needs and
skills to every different situation. I developed the ability
to ask pertinent, open-ended questions and listen care-
fully to the answers to learn as much as possible about
each situation and how to approach it. I bring a passion
for learning that will make me successful in determining
the needs of your clients and translating those needs into
vital public relations programs.”

Armed with these general wants and needs of the average
employer, our candidate was able to change the benefit of her
people skills to address three of those requirements with
specifics from her past career.
Now try to chart your own set of features and benefits
using the worksheet provided. The sample in Exhibit 2-8,
based on a fictitious employee, will give you an idea of how
to use the worksheet in Exhibit 2-9.
In this simplified example, you can see some real-life
features translated into a variety of benefits. In each case, the
features and benefits can be combined seamlessly into an
effective single statement:

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