Ask Dr. Job’s chief contributor, Sandra Pesmen, is a member of the Chicago Journalism Hall of Fame and author of “DR. JOB’s Complete Career Guide.”

Winner of several journalism awards, Pesmen is a graduate of the University of Illinois Media College at Urbana, and is listed in several Who’s Who editions. She also has been Corporate Features Editor of Crain Communications Inc., founding Features Editor of Crain’s Chicago Business and a reporter/features writer for The Chicago Daily News.

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Sell Employer on YOU!

Career News Service -No matter what you plan to do in life you have to learn how to sell. Doctors, Lawyers, accountants, have to sell potential clients and patients on the idea that they should be hired to help. But in today's world, the most important sales job you have to do is sell a potential employer on the idea of hiring you.

Here are some tips for closing the deal from one of the best salespeople in the country. Michael McIntyre, President and CEO of Benefits America and author of the new book
The Authentic Salesman: Mastering the Art of Transforming Real Objections into Real Transactions.

McIntyre's Five-Point Close:

1) The interviewer is always right -- Always reply with "that's a very good question," "excellent question," "thank you for asking," "I'm glad you brought that up," etc.
Your interviewer wants validation even if s/he doesn't realize it.

2) Overcome the "Why should I hire you?" objection - Differentiate yourself from the get-go by looking, smelling, walking, and talking better than the competition. Do your homework (hint: if you're going back fewer than 12 pages on Google, you didn't do your homework).

3) Provide the selling point - The worst thing you can do is not have a question at the end of the interview. Also be sure to have a firm handshake - it matters more than how you look - to look your interviewer squarely in the right eye, and not shift around in your seat. (Bonus: never ask about benefits or salary at the initial interview.)

4) Create a sense of urgency - "Time is of the essence." It's a tough economy; sell them on how you will partner with the team to get them to the goal line faster. Hiring you now makes them better in both the short and long term.

5) Ask for the order - "So, when do I start?"

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