bobpodgorski !! !r.p.p.enterprises! · experiences%!3!(life&and&work)!...
TRANSCRIPT
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Bob Podgorski R.P.P. Enterprises
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Like a set of fingerprints –
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� Experiences -‐ (life and work) � Skills -‐ (technical proficiencies) � Talents -‐ (natural ability) � Competencies -‐ (strengths of particular note) � Capabilities – (able but not expert) � Characteristics – (individual approach to stimuli) � Traits – (pronounced characteristics) � Personality – (distinctive individual qualities)
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� Examples � Accomplishments � Achievements � Recognition � References � Documentation � Reputation
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AND…. � Do well � Add value � Bring to success � Contribute to goals and objectives � Show results � Meet/exceed expectations � Assure outcomes
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~ Salesmanship – 101 ~ To an employer….
� We are selling what we do – not just what we are…
� FEATURES – What it does for the customer
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We would sell it’s features –
� Inexpensive form of transportation � Exercise option � Ease of operation � Encourages outdoor activity � Can be enjoyed with others � Has carrying capacity � Variable speeds � Safety devices � Minimal storage
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� See the product (image and first impression) � Take in the message (it’s advantages) � Hear the endorsements (what it achieves) � Feels a connection (need) with the features � Sense the desirability � May feel it essential to have (own) � Appropriate to their current life style � Or, solves a problem they have
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That unique combination of things –
� Qualities � Background / Work experiences (results) � Knowledge (education & Training) � Traits � Skills / Competencies/ Capabilities � Personality / Characteristics
Mental Attitudinal Emotional social
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Meeting their needs -‐-‐-‐
“The unique combination of all of these attributes that will give them the best chance for
value added.”
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Connecting on the soft and hard characteristics
� Connecting with the job requirements � Job content � Company culture � Physical expectations (energy) � Emotional connection with surroundings � Comfort with the hiring manager/goals � Confident and competitive
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“Mental characteristics that combine to Direct our thinking in a given situation.”
Employers desire –
� Maturity � Determination � Integrity � Information integration (intelligence) � Good judgment � Resourcefulness � Sense of urgency
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These mental characteristics assure that an employee performs to an internal set of perceptions beneficial in the most
productive and dynamic of environments.
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“Attitudinal Characteristics are those that combine to direct our actions in a given situation.”
Employers desire – � Authentic � Open � Collaborative � Agreeable � Conscientious � Confident
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“Emotional Characteristics are those that combine to direct our feelings and response in a given situation.” Employers desire –
� Even temperament � Contemplative � Considerate � Reliable
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“Social Characteristics are those that combine to direct our actions in group situations.”
Employers desire – � Engagement � Fraternal � Communicative � Positive � Respectful
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The hard aspects relate to the work itself
� Background � Knowledge � Skills � Competencies � Abilities
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Relevant to the position and situation Helpful –
� Same industry � Similar occupation
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Employer’s desire – � Fundamentals of Company’s charter/mission � Scope of the business � Product similarity � Customers � Market sectors � Buyer decision points
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Employer’s desire – � Current technology /fundamental processes � Common interfaces � Appropriate application of reason and tools � Physical -‐Mental requirements � Understanding of cost/benefit � Contacts
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Employer’s desire – � Working with the tools � Equipment (Automation) � Processes � Application and use of capacity � Understanding –
Rules Limits Guidelines Controls regulations
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Employer’s desire – � Adaptability/flexibility � Communications � Complex analysis � Problem solving � Strong business acumen � Working with change � Listening � Persuading
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Employer’s desire – (continued)
� Negotiating � People sense
Judgment Dignity Mentoring Motivating
� Credibility � Measuring � Planning integration / implementation
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Employer’s desire – (More) � Strategic understanding � Influencing � Fostering innovation � Creative thinking / ingenuity � Encouraging high performance � Empowering others
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“Bringing together all of the above into a strong team environment.”
Employer’s desire –
� Help grow the business through – Teaming with others Adding above average value Breakthrough suggestions
� Stimulate others by example � Maintain high morale � Ethical behavior � Strong customer focus
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EXPECTATIONS
� Perceived norms � Responsibilities � Accountabilities � Goals / Targets � Measures of success
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� To the job � To the company � To the department � to the customer � To the processes � To the team � To the goals – expected outcomes � Show pattern of results
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YUSP will – � Select from the desires � Have examples of attainment and expertise � Will show both hard and soft skills � A combination will set you apart � Separate you from the competition
AND, WILL IDENTIFY YOU AS THE PRIMARY CANDIDATE FOR THE POSITION!
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� That has indicated successful application � The ability to integrate ideas / new concepts � Work well with others toward a goal � Apply competencies, skills, knowledge appropriately � Succeed and excel despite the odds � Work as an individual contributor � Think on your feet
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� In your behavior � In situations � In tasks � In projects � In strategic significance � In customer satisfaction � In recognition
SHOW HOW YOU OWN IT!
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� Select from these � Discuss these with others � Talk about these in interviews
YOUR QUESTIONS
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www.RPPEnterprises.com Bus. Phone: 847-‐843-‐0020 www.LinkedIn.com/pub/bob-‐podgorski/o/3b3/584 [email protected]