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Job Hunter Newsletter The Abraham Lincoln TechniqueDisclaimer: please note that all of the links were active as of the newsletter publication, but some may become inactive over time. Previous |
View 2008 Newsletters | -------------------- IN THIS ISSUE:
-------------------- - Job Search Tip of the Week, by Brian Krueger, author of "College Grad Job Hunter," the #1 book for entry level job search: "The Abraham Lincoln Technique" It should go without saying that talking down the competition is a no-no. But talking about the competition can be quite different--if handled appropriately. When Abraham Lincoln was arguing a case in court, he would usually argue both sides of the case to the jury. He would first take the opponent's side of the issue and then his client's side. But note: he was always very precise in bringing out more favorable facts for his client than for his opponent. Both sides were covered on a positive note, although his client's side was always more favorable. At IBM, we followed this same principle. We were not allowed to talk down our competition. We could acknowledge them and their products, yet we never put them down. We were required to sell IBM on the strength of IBM, not on the weakness of others. Our customers appreciated our willingness to accept the competition and seek to rise above on our own merits rather than try to push the competition down to a lower level. So if you are confronted with a comparison to your competition, be prepared to fully acknowledge the strength of your competition, then follow with what you feel are your own greater assets. An example in applying this technique is how to handle the potential negative when the interviewer asks why you are lacking in a particular area (be it grades, work experience, extracurricular activities, etc.). You need to first speak well of the others. Then you need to establish your own case, which can also include using the Reframing Technique. An example would be in response to a question about a low GPA: "I'm sure that there are many who have put more time and energy into their GPA than I did--and I congratulate them on their efforts. Grades are important, but my overall focus has been to develop myself as the very best accountant I can become. For me, this has involved not only time in the classroom, but also time in applying these skills in real-world situations. Because of that focus, I have spent fifteen to twenty hours per week working as a bookkeeper during my final two years. While I was not able to devote myself full time to pure academics, I feel the combination of academic and work experience has more fully prepared me for the accounting field than full-time academics alone." Honest Abe would be proud of you. Next newsletter: "The Pride of Ownership Technique" -------------------- - Help Spread The Word! Do you know of someone who can benefit from the information in this newsletter? Simply forward this e-mail to them and tell them to subscribe at http://www.CollegeGrad.com/newsletter. Thanks for spreading the good word! -------------------- Job Search Links:
-------------------- - Job Search Book Online There are at least two other entry level Web sites that offer books on job searching, proclaming that they will tell you everything you need to know about entry level job search. However, there is a very important point about these books they don't mention up front: they cost money. At CollegeGrad.com, we give you two things they don't: 1. The #1 entry level job search book ("College Grad Job Hunter"). It's that simple. So don't buy the hype. Read the real information you need for FREE: http://www.CollegeGrad.com/book Don't ever pay for books or reports or resources of lower quality when you can access the very best quality information for free. P.S. Yes, you can buy "College Grad Job Hunter" in hardcopy format as well at Amazon.com for $15 (actually, 30% off that price), but the online version is better. Why? Because the version at Amazon.com (the 2003 edition) is being continually updated at CollegeGrad.com. So the most current version of the book is actually the online, free version. Previous |
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