Man experiences a week at work as a woman, is horrified

Man experiences a week at work as a woman, is horrifiedMan experiences a week at work as a woman, is horrifiedYou can add this to the list of everyday hazards of being a woman. Even just having a female name can be a disadvantage.Martin R. schuster, an editor for Front Row Central, explained how on Thursday. On Twitter, he talked about an experiment he did with his female co-worker Nicole Hallberg when they worked at an employment service firm and had jobs dealing with clients. Hallberg welches noticeably slower in her client interactions.When Hallberg and Schneider switched email signatures for a week, he found out what exactly welches causing the hold-up.In his hellish week of being perceived as a woman, Schneider found that clients wouldnt listen to him even when he was giving the same advice he usually did, he was underestimated, interrupted, disrespected, and even asked on a date by a client.It became very clear to him the invisible advantage he had as a man, in which his conver sations were faster and less fraught.But whenHallberg and Schneider took this evidence to their boss, they saw how hard it is to convince some people that women are treated differently he didnt believe it.There are a thousand reasons why the clients could have reacted differently that way. It could be the work, the performance you have no way of knowing, their boss said, according to Hallberg.While Schneider was shocked, Hallberg wasnt.She detailed how this wasnt her first time at this rodeo in a companion essayon Medium after Schneiders story went viral.When the boss hired Hallberg, he disparaged how women work. The boss put down Schneider by comparing him to a woman he tends to get over emotional about things and let that get in the way of his writing. Hes kind of a girl like that.In response, Hallberg said she put up walls, swore more and developed a tough exterior, saying she had to act like a man to be found funny and be accepted in male spaces.Hallberg, for her part, had enoug h of the indignities and eventually quit to start her own web copywriting business.In an office of one, I can finally put my walls down, she wrote.Women share their stories of being patronizedReacting to Schneiders story on Twitter, journalist Tasneem Raja tweeted that she had, 100% experienced this as a reporter. A male colleague recommends a source, I call/email, they talk to me like Im a child.Evidence of female identity holds back a career, science showsExperiments and studies going back over 70 years show that markers of female identity - from female names to feminine clothes - work against women in professional settings.In the music industry, for instance, blind auditions were common in which players sat behind a screen. Still, the Boston Symphony Orchestra noticed that blind auditions didnt result in more women getting hired.They realized that, even if a musician was behind a screen, he or she had to walk to it - and the jury was being influenced by the sound of the womens heels. Orchestras started adding carpet to muffle the sound ofauditioning musicians footsteps. Other orchestras around the world widely copiedthe method in the 1970s and 1980s. After that, the percent of female musicians in the five top U.S. orchestras increased from to 21% in 1993 from 6% in 1970.But even if peoplecant see or hear you, having a name that identifies you as a woman will still hurt you. A 2015 study on online instructorsshowed that when an assistant instructor identified as a female, students would tarif them lower in their evaluations than for instructors who identified as male. Since student ratings are a significant factor ofteacher evaluations, this gender bias can significantly impactteachers careers.But educators can be prejudiced too. In a 2014 study, researchers sent out identical letters from prospective students to professors to test whether bias was a factor in getting a response and a leg up in your academic career. The only difference in each letter? Whe ther the email was signed by a fictional Meredith Roberts, Lamar Washington, Juanita Martinez, Raj Singh or aChang Huang. In emails to business schools, 87% of white mengot a response compared with 62% of all womenand minorities combined.Organizations and bosses should treat all of their workers fairly, but when theyfail you, its unfortunately all on you to fight back. In her interactions with her co-workers, Hallberg persisted when they ignored or underestimated her, writing, When they drifted off and stopped paying attention while I was talking, Id rewrite it in an email and force my words in front of their eyes. When my boss Pinkwashed my writing to make it sound more feminine, I snuck in and changed it back. That boldness is how women can survive and overcome these situations until they can find a more acceptable workplace.

How to apply to a job youre not totally qualified for

How to apply to a job youre not totally qualified forHow to apply to a job youre not totally qualified forJob hunting and career development today is much different than it used to be. Back in the day, it was very common for employees to become lifers at a company meaning they would stay there long-term until they retired (for life, basically). This was partly due to the types of jobs that were available, the number of jobs available to go around, and the fact that pensions still existed, just to name a few big reasons.Nowadays, however, American workers hold mora than11 different jobs by the time they reach age 48, according to the Bureau of Labor Statistics. Some job transitions are necessary because of a termination or layoff, some are lateral moves because you might like the job but not the company itself due to abadeanstalt company culture fit, while others are completeleaps into the unknown.No matter what the case, you might find that in order for you to make your work-life be tter in the way that you really want to, you have to start trying to reach for jobs that are sliiiightly out of your exact experience range. If youre finding a job or two that you dont perfectly fit the requirements for but you really want to pursue them anyway, here are some things to keep in mindUnqualified is a matter of degreeThe first step in making a major career transition is to be honest with yourself about your abilities in relation to the job you seek. Is this a stretch position that youre not technically qualified for but feel confident that you could succeed at? Or is it a totally unrealistic move? For example, if youre currently a maintenance worker and want apply to become a C-suite executive at your company, youre not likely to make the cut.At the same time, beware of selling yourself short.70% of workers experience imposter syndrome, that feeling that you are a fraud or unqualified for the work you do. Feeling unqualified is no reason not to reach for an awesome posi tion that excites you. The worst that can happen is that youll hear no.How to apply to a job youre not qualified forResearch, research, researchEven more than a regular job application, applying for a reach position requires you to do extensive research. Make sure you understand the organization and the larger industry inside and out. Reading online review sites is a smart way to ensure you understand the company culture. With theaverage corporate job openingattracting 250 resumes, demonstrating your thorough knowledge of the company is a great way to stand out.Be flexibleParticularly if you are switching industries, it is important to demonstrate that you have transferable skills. Rather than worrying that your specific experiences do not translate to the new position, think about your skills from a wider perspective. For example, perhaps you have not managed a team before, but you organize your companys annual charity gala. This demonstrates your ability to make decisions, problem solve, communicate, and manage resources effectively. Tweak these broad skills to fit the specific job description.But keep in mind that you must back up your transferable skills with real life examples saying that youre a good communicator or skilled leader without showing examples of the actual situations that called for your communication or leadership skills isnt all that impressive to hiring managers in the end.Tailor your applicationMake it easy for the hiring manager to see the fit between your background and the job position. Highlight any skills that match the job description, using the same language (or a close paraphrase) wherever possible. Hiring managers spend6 seconds looking at a resume, so the more you use keywords, the better your resume will stand out. But just remember not to stretch the truth too much chances are theyll catch you in the lie.Tell a story to sell the fitToo often, applicants use a cover letter as an opportunity to rehash highlights of their resum e. Thats a missed opportunity, particularly if youre applying for a job that is not a clear fit with your background. Instead, illustrate why youre the best candidate for the job by highlighting strengths or skills that do not easily shine through on your resume. Tell a story about why you want the job and how you will quickly meet the job demands and fit into the new organization. Forming a cohesive narrative about where youve been and where you want to go will show the hiring manager that this isnt an out-of-left-field decision for you.Demonstrate a growth mentalityIf there is a glaring gap in your resume - for example, the job description asks for a candidate proficient in Python programming but you have no such experience - solve the hiring managers problem for him or her. Although I have not used XYZ ordnungsprinzip previously, my 5 years of experience using ABC and my ability to quickly master Technology Q in my current position demonstrate that I am able to efficiently and flexibly adopt new platforms. Furthermore, I plan to take Specific Program/Course to develop my skills with XYZ.Leverage your networkYour professional network is particularly important when making a big career transition. Prep your references by giving them specific points to highlight to ensure they sell the match for you.This article first appeared on Kununu.

Military Retirement Pay After Divorce

Military Retirement Pay After DivorceMilitary Retirement Pay After DivorceIn a military divorce, there may be up to three separate jurisdictions where one can file for divorce the legal residence of the military member the legal residence of the spouse and the state that the servicemember is stationed in. Servicemembers do bedrngnis change their legal residence merely because they move to another state. The Servicemembers Civil Relief Act, (SCRA) allows servicemembers to live in one state, yet claim another state as their legal residence. The same is not true for the spouse. The spouses legal residence is usually the state he/she is currently residing in. In order to file for divorce, however, in most cases, the person would have to establish nadir residency requirements, ranging from three months to six years. Additionally, most states have laws which allow a member or spouse to file for divorce in the state the member is stationed in, even if the member or spouse are not residents of that state. Many states even exempt a minimum residency for military divorce actions. For example, Airman Joseph Tribbett is stationed at Travis Air Force Base, in California. Joes legal residence is in Nebraska. He has been separated from his wife for a year. Jill has been living with her parents in Denver, Colorado. Either party can file for divorce in California, Nebraska, or Colorado. Sohonigweinimes it is advantageous to review divorce laws of the different states which may have jurisdiction before deciding exactly where one should file for divorce (However, keep in mind that if you file in a state other than where you are actually residing, this will require travel for court appearances, etc.) Division of Retired Pay In the late 1970s and early 1980s, various state courts began to treat military retired pay as community property, often awarding a portion of the pay to the former spouse. One such case from California finally wound its way through the federal courts to th e Supreme Court, who ruled in McCarty v. McCarty, 453 U.S. 210 (1981), that federal law did not allow retired pay to be treated as joint property. In its decision, the court was very clear that division of military retired pay was not necessarily unconstitutional, but that current federal laws (at the time) prohibited treating military retired pay as joint property. In response, Congress passed the Uniformed Services Former Spouse Protection Act (USFSPA), in 1982. This act allows state courts to treat disposable retired pay either as property solely of the member or as the property of the member and his spouse in accordance with the laws of the state court. Contrary to popular belief, there is no magic formula contained in the act to determine the appropriate division of retired pay. A state court can divide retired pay in any way it chooses (subject to the laws of that state). For example, it would be perfectly legal for a court to divide military retired pay 50/50 for a marriage t hat only lasted two months (again, subject to the laws of that state). A state could also decide to award a majority of the retired pay to the former spouse if the state laws allowed such a division. Conversely, a court may also choose to treat retired pay as the exclusive property of the military member. However, in order for the Department of Defense (DOD) to make direct payments of a military members retired pay to the former spouse, the following guidelines must be met The ex-spouse must have been married to the military member for a period of at least 10 years, with at least 10 years of the marriage overlapping a period of military service creditable to retired pay.Direct payments will not be made for division of retired pay in excess of 50 percent (If there is more than one divorce, its first come, first serve no more than 50 percent will be paid asdivision of retired pay For example, if a court awards ex-spouse number one 40 percent of retired pay, and another court awards ex-spouse number two 40 percent of retired pay, DOD Finance will directly pay ex-spouse number one 40 percent and will direct pay ex-spouse number two 10 percent). Disability pay is not subject to division as property. It is subject to garnishment for alimony or child support, however.Alimony orchild supportcan be paid in addition to the division of retired pay. In this event, DOD Finance will not pay over 65 percent of an individuals disposable retired pay for property division and alimony/child support. In other words, lets say that Joe and Jill were married for 12 years, but only 8 of those years were while Joe was in the military. The state court awards Jill 40 percent of Joes military retired pay. In this case, Jill cannot apply to have DOD pay her directly because there was not a 10-year overlap of the marriage to Joes military service. Joe, however, would be responsible for paying Jill once per month or face possible consequences from the court. If, on the other hand, Joe and Jill had been married for 12 years with all 12 years overlapping Joes military service, Jill could request DOD Finance to pay her portion of the retired pay directly to her. Jurisdiction Over Retired Pay One very important provision of the USFSPA is often overlooked, even by experienced attornies In order for a state court to have jurisdiction over a members retired pay, the courtmusthave jurisdiction over the member by His/her residence, other than because ofmilitary assignment, in the territorial jurisdiction of the courtHis/her domicile in the territorial jurisdiction of the courtHis/her consent to the jurisdiction of the court Lets bring our distraught Joe and Jill back into the picture. Assume Joe is stationed in Californiabut claims Nebraska as his legal residence. Jills legal residence is in Colorado. If Jill files for divorce in Colorado, the court would not be allowed to divide Joes military retired payunlessJoe consents to the jurisdiction of the court (assuming the c ouple had no joint-residential ties in Colorado). If Jill files for divorce in California (where Joe is stationed), the matter is more complicated. Regardless of legal residence, if a court determined that California is their home, not just a residence of convenience (i.e., due to military stationing), the court could assume jurisdiction over the members retirement pay, regardless of consent. A servicemember whose family has bought and lived in a home, established church and community affiliations, educated and raised children in the state, might well be considered domiciled there even though they have maintained a legal residence elsewhere. Whether the duty station state courts have jurisdiction, absent consent, is a question that must be resolved on a case to case basis.

Gifts for Job Seekers Holiday Gift Guide for Your Job Seeking Friends

Gifts for Job Seekers Holiday Gift Guide for Your Job Seeking FriendsGifts for Job Seekers Holiday Gift Guide for Your Job Seeking FriendsSearching and applying for jobs can be overwhelming and tedious. You may know of a friend or relative whos looking for a new job and could use some assistance. The holiday season is a great time to offer a gift to help them improve their resume for job applications in the new year.Consider this your holiday guide to gifts for job seekers in your life. The following are all useful ideas that will assist any family or friends that are looking for a new job or to expand their professional skills.1. Resume Editing and Interview Coaching ServicesProfessional resume and interview assistance are among the best gifts you can give to a job seeker. A professionally written resume, for example, can help a job seeker to expertly word, organize, and format their resume so that it gets past a companys applicant tracking system. Getting past the applicant trackin g system means a better option of an interview.Professional resume and job support services are offered from Noelle Gross, Debra Wheatman, and Amie Thompson. Some of their career resources include cover letter and resume help, interview coaching, networking advice, and guides and workshops about advancing a career. These types of services can serve as a beneficial gift for your family or friend, who may be uncomfortable with peer-editing or afraid to ask for professional job assistance.2. LinkedIn PremiumHelp the job seeker in your life upgrade a basic LinkedIn account with a premium membership. This gift is a great tool during the holiday season because companies typically receive fewer job applications in December. Its a great time for a job seeker to improve their resume and send out applications since competition is low. LinkedIn Premium will show them how to improve their resume for recruiters, how they compare to other applicants for a position, and who is interested in their profile. It will also provide them with advanced search tools. This way, your friend or family member can stand out from the crowd before theflood of January applications.The tools and benefits of LinkedIn Premium for job seekers.3. Jobscan PremiumThis is a more affordable gift alternative to a professional editing or coaching service. You can give the job seeker a Jobscan Premium account. This gift can help them to improve their resume by boosting their chances of making it past a companys automated applicant tracking system. The first month is free, so you can give them a few months to use this tool. As a holiday gift, theyll be able to optimize their resume before the surge of January applicants, which will increase their chances of landing an initial interview.4. Online EducationGive the gift of an online education this holiday season. An online class is a great way for a job seeker to learn new skills toenhance their resume. New skills will help increase their chances of gettin g a new job. Send your family or friend a gift subscription to an online educational service like Lynda or Udemy, or give them a gift card to pay for a class or two. An online class can help them break into a new industry or learn new, in-demand skills (such as how to code or use Adobe Photoshop). Online education shows employers that they are actively improving their resume for 2017 job applications.5. Professional AttireWhat someone wears for a job interview shows their level of professionalism, respect for the company, and maybe even an element of their personality. Its an opportunity to make that first great impression and increase their chances of getting hired. Unfortunately, geschftsleben attire can often be expensive, even during the holiday sale season. Items to consider include a suit, a tie, slacks, a collared shirt, dress shoes, a sweater, a shift dress or pencil skirt, or a blazer. Gap and J.Crew are great stores for finding professional attire. Worried about size or ge tting the right item for your family member or friend? If a gift receipt wont do, a store gift card is another option.

How We Built a Company Culture that Puts People First

How We Built a Company Culture that Puts People FirstHow We Built a Company Culture that Puts People FirstHow We Built a Company Culture that Puts People First Rizzetta, CEO of North 6th Agency, Inc. (N6A), a brand communications agency based in New York and TorontoAs a geschftlicher umgang leader, its easy to confuse company culture with the trendy perks that make a work environment seem attractive from the outside.As a CEO of a growing company, Im just as guilty of this as anyone.Come to ur office and you will seeRoulette wheels lined with wellness and travel rewardsCatered lunches every ThursdayMake no mistake, unterstellung all make the office environment a cool place to work, but these are nothing more than perks. They dont define the company culture. Ultimately, true culture comes down to people.If youre a business leader out there whos looking to make an investment in people to build a meaningful culture, here are some people-first tips to keep in mind.1. Remember Your Surviva l DaysWhen youre starting out in business youre in survival mode, plain and simple. Youre simply doing everything you can to earn respect. This is when the ethos of your companys true culture is born.As your company gets bigger, ask yourself, What did our company do when we were in survival mode? What did we stand for when we first started that made us successful?In our companys case, our survival mode days were all about an underdog journey, a tale of beating odds and being told that we were wrong. A tale of loyalty and giving back.The companies that tend to build culture the right way - and do it for a sustained period of time - are the ones who embrace their roots and make it a core part of their culture as they get bigger.2. Visuals Are KeyThe saying that a picture is worth a thousand words rings especially true when reinforcing company culture. Its one thing for employees to hear about company culture, but its another thing for them to actuallysee it.Every quarter we sit down with our entire company and host a checkpoint. We kick each one of these sessions off with a photo album of cultural events, highlights and bonding moments from the previous quarter, as if we were a family flipping through a photo book and reminiscing over the moments that brought us closer together.Employees hear about the companys culture all the time - in recruiting materials, company handbooks and on your website. Help them see it and feel it.3. Align Business Values With Life ValuesDont be afraid to get a little personal when it comes to creating culture.Perhaps the best way to build genuineness and integrity in your culture is to take what you believe in in your life and apply it to your business.I run our business with the same core values and the same approach that I apply to my life. What matters most to me in life is exactly the same as what our corporate culture represents - its a symbiotic relationship. Be loyal to those who got you there, give back, compete, care, an d experiment.Chances are you have your own set of values that are near and dear to your heart. Embrace those values, and dont be afraid to let them spill over from your life into your business.4. Hold Yourself Accountable for Anti-Cultural BehaviorFace the facts. Youre going to make mistakes that contradict your cultural ethos from time to time.Even the greatest leaders of all-time have displayed flashes that run counter to the culture theyve worked so hard to create. If you think Steve Jobs didnt have moments of anti-Apple behavior youre kidding yourself, and if you think Jeff Bezos hasnt done one or two things over the years that are anti-Amazon in nature, then I have a bridge to sell you. The reality is, all great leaders and culture kingpins make mistakes.The important thing is to hold yourself accountable when you display these moments of behavior that run counter to the culture youre trying to create.Flag your mistakes, embrace them, make your people aware of them, and get bet ter for the future.This level of accountability will earn the respect youre looking for from your team and demonstrate a genuine commitment to your culture.5. Challenge the Culture Control TheoryCritics say that you will downgrade your culture by one degree for every important step of scale that your organization takes.Challenge this theory. Lose sleep over this theory. Refuse to buy into this theory.From first-hand experience, I can say that it will be infinitely more difficult to maintain - and dare I say, improve - your culture as your company gets bigger. Span of control, quality assurance, and separation on the org chart all create challenges that will make it difficult to sustain your culture as your organization grows. However, theres a difference between difficult and impossible.If youre willing to make the investment and sacrifice that comes along with building a thriving and living culture for your company, it can actually improve in direct proportion to the scale of you r organization.Now go forth and build your own people-first cultureAuthor BioMatt Rizzetta is the President and CEO of North 6th Agency, Inc. (N6A), a leading brand communications agency based in New York City.Under Rizzettas leadership, N6A has been ranked as the 1 fastest-growing agency in the United States in its revenue category by ODwyers. N6A has been awarded several prestigious industry recognitions, including New York Observer Power Agency List, Summit International Award, PR News Marketing and PR Leader of the Year, and has been selected as one of the coolest spaces at the hottest PR firms by the New York Observer.

Management Skills for Resume Can Be Fun for Everyone

Management Skills for Resume Can Be Fun for Everyone New Ideas Into Management Skills for Resume Never Before Revealed You wont have the ability to practice personal management until youre ready to follow that inner dialog and understand where youre headed. A manager with good communication skills can relate nicely with the employees and so, able to accomplish the businesss set targets and objectives easily. It is important in every aspect of retail management. The management skills term is well-known, Lucjan states. Superior management skills are vital for any organization to be successful and achieve its objectives and objectives. In real life, you must prove your enterprise management abilities. No matter your managerial experience, the management skills within this guide will be able to help you prove your capacity to take care of responsibility, along with offer you a competitive edge over other candidates. Managers should also understand the normal problems of rental properties so they can respond appropriately and rank maintenance issues depending on their urgency. There is often overlap because they must be good leaders. A manager has to be accountable for each decision they make and also be prepared to take responsibility for those outcomes of their decisions. Every manager should have good rechtevergabe abilities to attain optimal outcome and accomplish the necessary productivity benefits. Fantastic time management enables a person to complete more in a shorter time period, lowers stress, and contributes to career success. All experience is valuable, especially whenever youre in a place of responsibility. Great people skills are a vital portion of what makes you such a standout employee whod be an asset to any company that offers you an opportunity to shine. Irrespective of age, gender, industry or employer there are typical abilities and abilities required for successful performance for a manager. Details of Management Skills for Resume Instead, you need to showcase your soft skills by producing an achievement-oriented expert experience section. If you are at present conducting a job search, you ought to be acquainted with a few changes with respect to acceptable practice in resume writing. Hard skills have a tendency to be more technical, and each business or sort of job will often have its personal essential set. Although some skills will change based on your industry, there are several which are universal across just about any work atmosphere. Together with building up your abilities and confidence, internships also give you a list of helpful contacts, which might help you secure work later on. Depending on the help of our expert sources, here are a couple of broad kinds of skills your resume could include, together with unique approaches to express them. Along with leading, an important function of a manager is to also guarantee that all sections of the organization are functioning cohesively. Set ting goals are going to keep the employee centered on the long-term success of your organization. A manager has to be in a sttte to look for areas where the organization or procedures within the business can be made better. Most property managers are skilled in property maintenance and associated tasks, but not everybody has extensive marketing and advertising experience. Management positions incorporate a number of the best-paid, most prestigious work in the nation. Many jobs out there ask you to work in the existence of different people. Manager Job Descriptions Find out the abilities and competencies which make a prosperous manager when developing your work description. Whats Actually Going on with Management Skills for Resume If youre still not certain if one or more of these skills are suitable for your situation, one quick method to check which skills the employer is seeking is to confirm the work description. 3 First, you have to pick the best skills for your resume. unterstellung skills demonstrate that you may set objectives, and devise and implement strategies to meet them. More technical or computer-centric hard skills are occasionally also known as technical skills. Hard skills can be classified in various ways, depending upon your job title. They are not skills that are hard to learn. They are quantifiable and often learned from school or on the job. Communication skills are important for just about any position. According to her, its also the reason putting your information just in the header or footer isnt a good idea. Read through it a couple of occasions and youll probably spot three or four essential skills mentioned repeatedly throughout the document. To give employers a better idea about what youve accomplished, talk about the size of the group and the reach of the projects you manage. You may have to think beyond the box, but just about any experience gives something you are able to utilize to advertise yourself. You m ight need to adjust somebody elses plan to new conditions. Problem-solving in management involves identifying a particular problem or situation and then locating the ideal way to take care of the issue and find the best solution. Selecting the most effective words to spell out your experience can earn a big impact for a prospective employer. Sloppy working practices, tardiness and an overall absence of organisational ability wont be tolerated at this level and may set a terrible example to your staff.

How to Be a Great Not Just Good Salesperson

How to Be a Great Not Just Good Salesperson A good salesperson must be confident, good at listening, and relentless even when things are not easy. But the cream of the crop usually possess a unique ability to simplify business and communication. Those looking to classify themselves as great, rather than good, salespeople must be prepared to simplify customer interactions and simplification can be tough.Avoid the Learn by Mistake Sales TechniqueThe Greatest Salesman in the World author Augustine Og Mandino said, Obstacles are necessary for success, because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats. But what if it were possible to reduce the number of obstacles we encounter in sales?Great salespeople recognize potential hurdles before beginning any specific sales script or process. In order to accomplish this, its critical to have a solid understanding of the following- What is the off ering I am selling?- Who are my intended customers?- How can I communicate features and benefits of my offering in a simple, relatable way?Step 1 Understand Your OfferingYou cant sell something you dont understand. The greatest salespeople understand their offering so well that they can build a story, rather than make a pitch or sound like they have memorized a product spec sheet.Before building a great story, you have to play the role of a journalist- Who should be using this offering? Think beyond basic demographic groups like everyone, men, or parents. Instead, build up characters based on everything you can get your hands on. Sure, you may include demographic traits, but also think through daily life. For instance, when would be the best time to catch up with this kind of person?-Whatmakes this offering special? Take time to explore the nature of the offering, the problem it solves, and all the associated benefits. Knowing your offering also means knowing its competition.- Where is this offering available and/or manufactured? Accessibility is key to understanding how you can step in front of your potential customer and when the customer is likely to be nearby. Additionally, some populations are motivated by an offerings background, particularly if it is handmade, locally made, or manufactured in the United States.- Whyis this product or tafelgeschirr valuable? This process begins by understanding that value is not black and white. Different consumers define value uniquely. As the salesperson, you should understand the multiple value propositions so that you can, after listening to and understanding your potential customers preferences and needs, emphasize the appropriate one(s).Step 2 Qualify Your CustomerGreat salespeople take time to speak with their customers not to or at them. They begin each conversation with direct eye contact and a firm handshake, and they introduce themselves by their first names. This process also allows the salesperson to qualify their customer, discovering how to sell an offering to them.Anytime you engage with a customer, you should be attempting to learn answers to thefollowing questions- How can I help you? Another way of asking this is, Can I help you find something? As the salesperson, you are looking to understand what the customers define as their problems.- What is important to you? Seek to understand whether price or durability trumps specific features, luxury trumps practicality, and more. You can use this information to begin ranking value propositions.-What is your budget? Typically, people have an understanding of how much they can afford to spend, and for larger purchases they know whether they can finance a product. By getting this information upfront, youll be able to guide them to a product or service that will solve a problem within thebudget they can afford. And you may gain their trust by reassuring them that their budget provides options.Step 3 Tailor and Simplify Your MessageWhile qua lifying customers, you will likely learn interesting facts, including information about their careers, where they live, and their families. Armed with this information, you can now begin to tailor your message.To illustrate how a message can be tailored, I will tell you a story. At Presidential Pools, we offer in-floor cleaning systems for swimming pools. These are complex systems that involve jets pushing water into drains that filter out debris underneath a pool. Given the variety of pool shapes and sizes today, they are far more effective and autonomous than the ugly robotic cleaners with which you may be familiar.By the second sentence of that quick description, most pool buyers are overwhelmed. Pools already have many parts, and in-floor cleaning systems just add more. So our salespeople cannot focus on parts and functions with most customers. Instead, with some customers, one great salesman uses the followingHave you ever cooked soup on a stove? Or did you mom ever do that for you? You have to keep stirring the pot to keep the heat evenly distributed, right? Thats the only way to avoid curdling on the top and scalding on the bottom.Just like soup, a pool is best kept clean and comfortable by stirring the whole pot. Thats what an in-floor cleaning system does. Its jets move water around, pushing debris out while keeping the temperature even.This is, of course, only one way to tailor a description about this offering. There are stories to illustrate safety, durability, ease of maintenance, and other value propositions associated with an in-floor cleaning system. No matter what the offering, the story a great salesman tells is crafted to best match the customers interests and understanding of the world.Regardless of whether the customer is a stay-at-home mom, an engineer, or a grocery store clerk, great salespeople will articulate an offerings benefits by using real world examples applicable to their daily lives. Technical jargon not only tends to confuse p eople, but it also can make them uncomfortable. Great salespeople will use metaphors or explain how a product works by comparing the product to something that most people can understand.Great salespeople know the ins and outs of anything they sell, take time to qualify their customers, and then tailor how they communicate the offerings features and benefits in a simple, relatable way.James Frabasilio is the president of Presidential Pools, Spas Patio.