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Hired!: How to Use Sales Techniques to Sell Yourself On Interviews Paperback – October 1, 2010
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"As Chairman of the largest small business trade organization in the world and a best-selling author, coaching such superstars as Tony Robbins, Jack Canfield, Les Brown and more, all of us are recommending Hired! to everyone we [know]. [This] is the most important career read this decade."
--Berny Dohrman, Chairman, CEO Space
"Hired! provides a practical interviewing approach based on sales methodology. By following the principles Elinor Stutz provides, interviewers will become adept at selling their skills and experiences to prospective employers and more easily achieve their goal of hearing 'HIRED!'"
--Nancy K. Hayes, dean, College of Business, San Francisco State University
"As a career coach working with successful career changers and job hunters, I always tell my clients that the interview is all about selling themselves. Hired! is the first that actually explains step-by-step how to make that sale a reality and the job interview a success. Elinor's career is an inspiration, and her book will inspire job seekers."
--David Couper, career coach and author of Outsiders on the Inside
About the Author
Elinor Stutz is CEO of Smooth Sale, LLC, a sales training company. Her previous book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, is an international best-seller. Stutz hosts the Smooth Sale Success Show on TheWINOnline.com, writes a blog, contributes articles to magazines, and may be found as @smoothsale on Twitter. She is available for speaking, coaching, and training. Stutz resides in Petaluma, California, with her husband.
Top customer reviews
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Beyond having great, useful information, the book is laid out in a way that makes it extremely easy to use. You can find exactly what you need quickly.
In a clear and understandable way, the author will help you know what you don't know about interviewing so you can have a successful interview.
In our economy, you NEED an honest edge in order to land the job. HIRED! gives that to you in spades.
People who have a sales background will find nothing new here. The book is a basic outline of the sales cycle--from fostering a positive mindset to doing pre-call planning and research to giving a presentation to making the final sale. It's all here. If you're new to sales, it would be great for you. But, if you are a veteran, it's not going to give you any advice you don't already know.
But, then again, this book isn't written for salespeople--and that's precisely what makes it so amazing. It's written for people who aren't salespeople but need to develop sales skills in order to get hired. I'm sure there are a few exceptions, but I can't think of any position or industry to which this does not apply. Especially in an economy comprised of a surplus of job seekers and a shortage of employers actually hiring, we all need to know how to sell our way into success.
There are many career guides out there. There's a whole genre. You can find hundreds of books teaching how to dress, what to say, etc. during a job interview. In other words, there are other books that teach you how to "sell" yourself to an employer. But, this book is unique in that it is written by a sales professional and a sales consultant.
For a living, Elinor helps sales people sell products and services. Applying this framework to the job search is downright brilliant. Because that's what we're doing--we're selling ourselves as assets to the organizations to which we are applying. I cannot recommend this book highly enough. If you're looking for a job--or even looking to move up in your career--I definitely think you should buy, read, and follow it.
Which brings me around to my concern about her main thesis which is to treat interviews like a sales transaction. I have worked both in for-profit sales and in nonprofit fundraising and I wonder (wonder only because I haven't actually tried the techniques yet) if her approach would be seen as too pushy for many of the nonprofit jobs I'm going for. Maybe it's just me but I can see/hear sales techniques a mile away and if I were interviewing a nonprofit Web specialist job and someone came in sounding like they were trying to get me to buy a flat-screen TV, I'd be very put off. Example: she provides a REALLY good suggestion to ask the interviewer what it was about your resume that won you the interview, but she suggests that you *start* the conversation with that question. Most hiring managers I've met in the last year would be VERY put off at their prepared agenda being thrown off like that.
So one of my two criticisms of the book is that she doesn't spend enough time discussing how to adapt her techniques to an interview with a non-sales mindset. Some of it is intuitive and I can do it myself, but a lot of it left me mentally asking, "Yeah, but what if I'm interviewing with a pastor of a local church or a controlling personality who might view my forwardness as a threat or just inappropriate for the working culture?"
My second criticism is that some of her own research seems sketchy. There was a quote regarding statistics which would have been PERFECT for me to use but she provided no annotation of her sources whatsoever. I can't use it unless I can back it up (her own advice). Pity.
Like I said, not without some very real value but not a knock-down winner for me yet.