Ask the expert: Sales skills a big plus

Q. Having sold my business, I have been out of work for some months, sending off my CV to prospective employers and recruitment consultants. Seldom receiving any acknowledgement, and even less often being invited for interview.

I have been told I am over-qualified for the positions I apply for, also that I may find it difficult to 'fit in' having been my own boss.

Selling is my forte, and this industry is my passion. I am becoming frustrated that with the skills and occupations I have had, I can't find employment.


A. If you enjoy selling, then think of this job search process as the ultimate test of your salesmanship. Finding a new job is a matter of selling yourself. So, where are the hot prospects; you seem to have identified companies that you would like to work for - that's a good first step.

You have to be proactive, finding all the possible 'buyers' that are out there. Then it's a matter of persistence - establishing relationships, maintaining contact (not just waiting for responses - as most organisations in New Zealand are terrible at communicating with job applicants) and maintaining momentum.

Selling is also about communicating benefits and dealing with objections, both in your CV and in informal discussions and interviews. What are the benefits of having owned your own business to potential employers - you understand the importance of actions to the bottom-line, you know the importance of getting it right with customers etc.

What objections might they have? Think this through and try to resolve it in advance. Perhaps they are worried that you will want to do things your own way, and not know how to take instructions from others. Let them know how vital it is to follow procedures and communicate consistently with customers and other staff.

Selling 'big ticket items' may take a while, as you know, but you are fortunate to have the experience to offer and the selling skills to bring it to your next employer's attention.