1. “Sell the problem you solve, not the product.”– Anonymous
I can tell you that today more than at any other time in my professional lifetime, employers are more focused on the value you can deliver rather than where you went to school or where you previously worked. They are less concerned with your professional certifications and more focused on whether you are the right solution.
If you are not prepared to step up and credibly assure the employer that you can solve the problem, then the chances are the person who got the job did precisely that.
2. “Good business leaders create a vision, articulate the vision, passionately own the vision, and relentlessly drive it to completion.”Legendary GE CEO Jack Welch
Does part of your vision include the confidence to boldly state in an interview that you can solve the problem?
I once interviewed a brilliant CEO. There are smart people, and then there was this person. When I told him that he must completely own the board’s five areas of concern to get the job, he said, “I don’t want to do that. They might want to hold me accountable.”
No kidding! That is one prominent reason why the best-qualified applicant only gets the job between 30 to 25 percent of the time. They were unwilling, or unable, to close the deal.
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