word “you” instead of “I” is one method of getting across to the executive‟s side of the desk, as in selling a product.
By “Mesh-Ability” (a Borden coined word) is meant the ability of the applicant to “mesh his gears” with the thoughts and “thinking gears” running in the mind of the employer, and later when he has the job, to mesh gears with the policies of the organization and the personnel. “Close-Ability,” naturally, is the ability to close the interview in a dignified manner that is not embarrassing to either party. The discussion of salaries is always embarrassing to both parties, we found, if not handled diplomatically. If you have “Close-Ability,” you will be hired quicker.
“Professional” Job-Hunters
Incidentally, several interesting factors were brought out in this study of how to hire or be hired, among which was the discovery that there is a certain type of floating job-hunter who has perfected his technique so cleverly that he is an “experienced job-hunter.” He uses his own “Tested Techniques” and “Tested Selling Sentences” to get the job, which he usually cannot hold. He puts on his best Sunday clothes, has a smile that can be turned on or shut off at will, and he knows all the answers to the usual questions in the mind of the executive. He is a “battle scarred” job-seeker, well versed in what to say and do in front of an employer . The following skit, which dramatically shows you the words and techniques to use if you are looking for a job, was drawn up and acted at a meeting of the Sales Executives‟ Club. Preceding the skit was a ten-minute talk by Frank Lovejoy, Standard Oil executive, and Sidney Edlund, president of Life Savers Corporation. Read this skit and watch how Mr. Perennial Jobhunter loses out early in his interview, after making a flashing entrance with a personality “turned on” in a stupendous fashion. He makes many errors. One is that of trying to gain the sympathy of the boss by telling him about his personal troubles. Then read how Mr. Do-It-Right handles his job-hunting interview, quickly gets his prospective employer interested, gets on the employer‟s side of the desk in short order, and lands the job.
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