A Civil Engineer in the Great Big World

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NO.
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ELL!
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False!
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Gitomer.com
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www.salescaffeine.com
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CLIFF NOTES ON
SALES
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Believe
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Understand Your Product
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Know Your Worth
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Understand The Customer
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Employers Dont Care

• How much you need this job
• How much you need the money
• How much money you need
• How wronged you have been

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Employers Do Care

• About Money
• Company Money
• Attitude
• On-Time
• Sober
• Ready to Work

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Horstmans 3rd Law of Interviewing
We'll Take 90 Less Ability for 10 More
Attitude Every Day of the Week.
from manager-tools.com
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Know Their Business
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Know Their Need
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Youre on!
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Bring To The Interview

• You - Dressed better than you think
  is necessary
• 5 extra copies of your resume
• Some type of folder / notepad
• Pen

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Leave in the Car

• iPod
• Pocket Change
• Cell phone
• Fear

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First Impressions
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Engage (Its okay to laugh)
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Answer The Question
3. Find x
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Tell me about yourself.
Why do you want to work here?
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World Peace!
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Accomplishments
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The Question

• We often deal with ______ .
• Tell me about a time when you dealt with
  _________ and how you handled it.

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The Answer

• Start with the Results
• I completed a 200k building renovation ahead of
  schedule and under budget.
• Expand
• Let me give you a little background.
• Let Them Picture You Doing It
• I identified the major issues as
• I addressed this by
• Finish with a Recap of the Results

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Context Paint Me A Picture
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Index Cards
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Finished 200k Rehab Building renovation
on-time/under budget

• Move-in / grand opening date fixed
• Planned Schedule
• Met regularly with project team
• Kept Facility Mgr updated
• Grant funding / oversight
• Called ADECA to coordinate regularly
• Prepare/submit monthly reports
• Tight Budget
• Reviewed/Approved all change orders
• Met contractor (cost cut ceiling tile 8k)

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Project Management Grants Contractor Negotiations
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Weaknesses

• Not a fatal flaw!
• Can you diagnose a weakness?
• How are you addressing it?

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Be Careful
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Ask the Right Questions
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RespondIn Terms of YOU
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Wrapping Up What Did You Do?
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Document Immediately

• Who was there?
• What did they ask?
• What issues were important?
• Timeline
• Follow-Up Schedule

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ALWAYS
Write a Personal Thank You Letter
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IMPORTANT!
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Take Responsibility
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Youre Hired!
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Recap

• Sell Yourself (Study Selling)
• Attitude
• First Impression
• Answer the Questions (well)
• Accomplishments (3x5 cards)
• Connect (laugh / smile)
• Follow-Up (writing / phone)

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