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Title Page
Copyright Page
I NTRODUCTION & O VERVIEW
The Rules of the Hiring Game Changed in 2009 . . FOREVER
P HASE O NE • P RELIMINARY P LANNING & P REPARATION
The ‘Daily Misogi,’ Prepare First, Take ACTION! Second
Job Hunting is like High School Football ‘Try Outs’
Bile, Blood and Phlegm
Keeping Accurate Records of Job Search Activities, Contacts
Job Board ‘Surfing’ is NOT Job Hunting
The only TWO Reasons Companies will Hire You
Where ARE You?! (Make Sure You Can be Found by Email, Telephone)
Never, Never Quit a Job Until You Have Another One!
P HASE T WO • D EVELOPING Y OUR M ARKETING P LAN
Don’t be a BTNA (‘Big Talk, No Action!’) Candidate
You are the ‘Product’ Being Marketed (‘Packaging’ Yourself)
By Knowing Your Strengths, You Won’t Spew ‘Venom’
Learn to Tell Stories
The Toughest Interview Question—SALARY
Your Résumé is Your ‘Marketing Brochure’
Differentiate Yourself with Networking Business Cards
No ‘Thank You’ from You Usually Means ‘No, Thank You’ From Company
To Make a Real Impact Create an ‘Impact Plan’!
Develop a ‘Touch’ Plan
Creating a ‘Smile’ File (aka, Your ‘Brag Book’)
Define & Develop Your ‘Channels to Market’
The Job Boards
Recruiters
Networking
Direct Mail
Phone Calls
Career Fairs/Job Fairs
P HASE T HREE • S ELLING Y OURSELF
Your Job Hunt MUST be Approached Like a ‘Sales Call’
Selling is NOT Telling—It’s ASKING!
Sales & Job Hunting are Both ‘Numbers’ and ‘Skills’ Games
The ‘Status Quo’: Fiercest Competitor in Any Job Market
Don’t Overlook The Power of a ‘Coach’
PUTT! (Pick Up The Telephone!)
Market Yourself Like a ‘Headhunter’ Would Market You
Never Rebut an Objection—Roll with it!
TRIPLE Voice Mail Response Rate with Proper Use of Email
Never Answer Your Phone! Use Voice Mail to ‘Screen’ Calls
The ‘Shadows on the Wall’ Syndrome (‘Anything you say can and will be used against you’)
The Telephone Interview: Be on ‘High Alert’!
‘Tell Me About Yourself’ Does NOT Mean, ‘Tell Me About Yourself’!
The ‘Face-to-Face’ Interview: Staying in the Game by ‘Leading the Witness’
Fielding the ‘Gotcha!’ Questions
Can You Do the Job? Do You Want to Do the Job? Will You Do the Job? Are You a Cultural Fit?
‘Mirroring’ and ‘Pacing’
Be Prepared for Different Types of ‘Face-to-Face’ Interviews
The Power of ‘Power Words, Phrases’
P HASE F OUR • C LOSING THE D EAL
What to Ask, What NOT to Ask as ‘Face-to-Face’ Interview Ends
‘Closing the Deal’ is Your Responsibility
They Don’t Call … They Don’t Write … Now What?
To Follow Up or Not to Follow Up … That is NOT the Question!
‘Offer Letter’ Not Same as ‘Employment Contract’
‘Verbal’ Offer Usually Comes First
You Can’t Turn Down an Offer You Don’t Have
Don’t Go Back to the ‘Well’ More Than Twice!
Clear ALL Contingencies Before Resigning
Always Resign Professionally and with ‘Class’
Accepting Counter-Offer is Career ‘Suicide’
The Finish Line—You Have the Job!
Contract Staffing Could be Your ‘Ace in the Hole’
Afterword
About the Author
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