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How David Changed His Thinking And Got His Dream
Job
David was a Dallas-based construction equipment
salesperson who had been unemployed for months. He had been faithfully
using the Traditional System, but it simply wasn’t working
at getting him work. David was in debt, angry, frustrated and bitter
that nothing he did to get work was working.
But the real problem was that David had stopped thinking
like a proactive, professional salesperson and thanks to the Traditional
System, was instead thinking like a passive and helpless job seeker.
The Traditional System had trained David to believe
the only possible way for him to get the job he wanted was through
a recruiter, and so he made contact with one who represented a company
he really wanted to work at. This was the letter
he sent her:
David’s Letter –
Before
(Written to the Recruiter)
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Patti,
It was a real pleasure talking
to you and I am equally interested in furthering our discussions
regarding the Stone Panels position. I strongly believe
that I am the candidate they seek to fill the field representative
position. My diversified experience and abilities definitely
fit within the parameters of this position.
At this point in my career, my
objective is to become a representative so that I can utilize
my skills towards servicing national representative accounts,
marketing, customer service, project coordination, personnel
and industrial relations.
I wish to apply these along with
the managerial exposure I am accustomed to, and apply them
to Stone Panel. As you can see from the enclosed material,
while at my former jobs, I was actively involved in making
management decisions and have held a wide array of responsibilities.
I thoroughly believe that my background and credentials
would make me a particularly valuable asset to any firm.
If you agree that I have the
potential to contribute to the overall growth and profit
of your client’s bottom line, I would appreciate the
opportunity to show them how I can help meet their goals.
Highest regards,
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David’s letter was revamped to express his genuine
enthusiasm about the company and was addressed to the sales manager.
The recruiter, who would be paid a commission no matter who got
the job, gladly sent the sales manager David’s resume and
this letter:
David’s Letter –
After
(Written to the Company’s Sales Manager)
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Dear Mr.
Utterback,
As a resident of North Dallas
off the Tollway, I pass the Landmark Building and Providence
Towers every day. Each time I look at the buildings’
beautiful façades, I can’t help but think how
they enhance the buildings as an investment and enrich the
lives of the people who work in them.
And as a construction salesperson,
I can appreciate why your lightweight natural stone building
panels are so popular. Because StoneLite is 80% less weight
than solid stone, a building’s structural support
system doesn’t have to be as massive, and your layering
of aluminum honeycomb between two fiber reinforced epoxy
skins provides year-round insulation, which reduces on-going
operational costs.
There must be hundreds of architects,
developers, building owners and corporations who have yet
to learn the advantages of installing StoneLite on their
buildings and working with StonePanels as a supplier. Perhaps
I can help you reach them.
As you can see from the attached
material, I’ve been in building construction, remodeling,
value engineering and construction sales for nearly 20 years,
specializing in building exteriors.
Mr. Utterback, I’d like
to explore with you how we might work together to increase
StonePanel’s business, and will call you next week
to discuss this with you. Thank you for your time, and I’m
looking forward to speaking with you.
Sincerely yours,
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When David called the following week, the sales manager
and the company president jointly invited David to come in to the
office to meet them, and he was hired on the spot.
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