Zebra Jeff is an alum at UW-Oshkosh… I won’t post his graduation date, or how many years it’s been since he last held status as an “enrolled student” there, but I do want to share a few points that we emphasized to the younger aspiring sales people in the audience.
1. Interviewing for a sales job, or any job for that matter, should be treated as a sales opportunity in which you are selling yourself. This was the example that we used to tie in our sales methodology to something we thought most students would be able to relate to either currently, or in the very near future.
2. Given that this should be treated as a sales situation, we say that you should focus on your “Zebra” (OBVIOUSLY!)… Not only should you be a fit for your prospective employer, but that employer should also be a fit for you in terms of:
i. company culture (do you fit them and vice-versa in terms of lifestyle, philosophy, etc.)
ii. identify with and have sincere respect for the manager you will be directly reporting to
iii. have not only the skills to do your chosen job well, but also make sure you have the love for it, which is the only factor that can truly lead to real success
3. Before you talk too much about yourself and who you are, have a good idea of the unique and quantifiable value you can provide to your prospective employer:
i. research the company’s strategic direction and current business issues found in the CEO’s letter in the annual report
ii. find a way to penetrate that company beyond going through the usual channels (i.e. gatekeepers in HR)
iii. identify what makes you unique in pursuing these critical issues above and beyond your peer competitors
So, to all the young lions out there, make sure you have identified your Zebra (i.e. easy prey) and formulated and effective strategy of pursuit before making the decision to commit your valuable resources to the task. The reward will be a prosperous career step for you, and a fruitful new hire for your employer.
Zebras in any sales game are Fast Food that take dedication and discipline to catch, but are worthy of pursuit!
Jeff describes the Zebra methodology by addressing the key components that will help companies close up to 90% of the business they pursue by determining and predicting the value they drive for their customers. Creating and executing your Zebra will put you in a position to achieve long term growth—even in these tough economic times.
