Finding a job is tough, but it's even tougher when the job seeker sets him/herself up for failure, which is what often happens with a sales mindset. Cathy Keates' book Not For Sale: Why We Need a New Job Search Mindset is a breath of fresh air in the stale environment of selling oneself to or for a potential job.
Not Everyone Can be a Salesperson in Trying to Get a Job
For years the basic premise is that the cover letter is an ad about the job seeker; a teaser to get an interview, where job seekers then sell themselves to the hiring process. The job seeker is a "product" to be packaged and sold.
This sets up the job seeker for failure, or feelings of failure when the product is not "bought" or hired. Is a person's worth only valid if bought or hired? Actually, it really just means the fit between employer and potential employee may not be right.
And if the seeker is more interested in selling (than seeing if the fit is there), then the interview becomes a one way street. Answers are given to match perceived requirements instead of actually listening to what is required.
Matching one's previous experience to what the employer is looking for is not selling; it should be looked upon as deciding between two parties if there IS a match.
Keates delves into the metaphors, similarities and rules of this sales mindset, and devotes much of the book to dissuading the reader from following this path and why. Her "Integrity Checks" make sense; more importantly though, Keates puts integrity and worth back into the job seeker's hands.
Creating a New Job Search Mentality
It's not so much a replacement as a new mindset. Keates uses four anchors to change the mindset and job search mentality. Instead of being set up for failure and low self-esteem, these anchors help the job searcher feel personal worth rather than rejection. It's the realization that not getting the job is about fit, not personal rejection. It's about keeping integrity.
This concept does not have the spice and media angle of being a "brand", or creating a 30 second commercial about oneself. But it does have another approach to the job search, and ways to find the best method for the individual job seeker.
One size does not fit all, as Keates asserts. And it is nice to see a different mindset validated. The book does spend a lot of time on why not to have a sales mindset; more information on another approach would have been appreciated. The anchors are a good start. Yes, Keates does say the reader must decide and work with whatever approach/mindset is best for the individual. In her preface it is made clear this book is to get the reader to think and not just accept: to decide on a personal approach rather than go the route of sales – that in itself is worth the effort.
Check it out! Career Advice would like to hear readers' comments on the book and new approach/mindset.
(Addendum: Cathy Keates is currently in the throes of finishing two follow up books: tentatively titled Resumes That Reflect a Real You, and Not Just the Normal Networking Advice).
Reference:
Keates, Cathy. Not For Sale! Why We Need A New Job Search Mindset. Kingston, ON Canada: Career Considerations, 2009.
Paym Bergson - Paym Bergson - freelance entrepreneur & career coach with extensive experience working in the educational/professional development ...
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