How to spot a dud sales job in under 5 minutes (PSP Elements)

The Silicon Valley job market is pretty hot right now. Especially for sales jobs.

So how is a sales hot shot like you supposed to pick? Assuming you’re looking, of course. As a seasoned technology sales person, you know enough to always be on the lookout for your next opportunity.

Here’s a shortcut. I call it the PSP Elements method. It stands for Problem-Solution-Proof elements.

Go to their Website and look for the following:

1) a prominent and clear description of the problem they solve

2) a prominent and clear description of the solution(s) they offer

3) prominent and clear proof elements (proof that the solution works)

If you can’t find, read and understand all three of these items, in under three minutes, you should drop the job from further consideration.

Here’s why you should drop the job from further consideration:

1) Prospects won’t be as generous as you, they will abandon the effort in under two minutes.

2) If prospects can’t find the information they want (the three items above) quickly and easily, they will disqualify the solution and move on. This will make it harder for you to get leads to develop.

3) Failing to effectively address the three items mentioned above, in under three minutes introduces additional risk into the sales cycle. It will often outright kill the sales cycle. It if it doesn’t kill the sales cycle, it extends it by weeks or months and requires lots more effort on the part of the prospect.

Also, I wouldn’t raise these issues with the hiring company because they won’t see it and they’ll say that you’re wrong as evidenced by the fact that sales have already been made. Don’t buy it unless you hear it from real revenue paying customers.

The vast majority of technology sales jobs are hawking new and largely unproven products, in a massively cluttered market. Cut your risk of failure by at least making sure their Web site is helping and not hindering the cause. Also, unclear Website often means unclear or nonexistent value proposition.

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