Throwing up on the customer

Throwing up on the customer Cover Image

I hope you will all forgive me for the rather melodramatic subject of tonight’s editorial. Now that I have encouraged you to talk, my fear is that you will talk too much. Personal selling is a grand profession. Unlike many of the products that can be sold through mass marketing, personal s...

Oct 31, 2019

By Matt Bud, The FENG

The original 2 for 1 sale

The original 2 for 1 sale Cover Image

Every once in a while The Wall Street Journal publishes a cartoon worthy of discussion. Several years ago, the “Pepper … And Salt” cartoon showed a job seeker, obviously older, explaining his credentials to the interviewer with the following words: “Don’t think of me as a 54-year-old job a...

Nov 17, 2019

By Matt Bud, The FENG

Trick questions

Trick questions Cover Image

Now that the job market is going to be picking up again (from my lips to God’s ear), I thought we should turn our attention to the favorite trick questions that interviewers like to ask. In the spirit of sharing our knowledge and experience, I would ask those of you who have your favorites...

Jan 27, 2020

By Matt Bud, The FENG

Dummy up

Dummy up Cover Image

Most of the postings in our evening newsletter do not reveal the name of the client. There is a reason for this. The search firm wants to keep it a secret. (Duh!) There are several reasons why they tend to do this. Their first fear is that you might call their client. Now I know that none ...

Jan 28, 2020

By Matt Bud, The FENG

The dreaded telephone interview

The dreaded telephone interview Cover Image

If going on an interview wasn’t stressful enough, having a telephone interview is even worse. More and more these days, companies are doing a telephone screening of candidates before they go to the time and expense of having someone come into the office. The good news is your resume has be...

Jan 30, 2020

By Matt Bud, The FENG

First, get the job offer

First, get the job offer Cover Image

I often have been heard to joke that when I was in the Advertising business I worked with people who lied even when it wasn’t necessary. Their reason was simple. They didn’t want to get out of practice. In much the same way, you as a job applicant need to “stay the course” even when you ma...

Mar 16, 2020

By Matt Bud, The FENG

Telephone sales

Telephone sales Cover Image

If getting up in front of a large group and doing your elevator pitch isn’t bad enough, giving it over the phone is worse. At least in front of a group, large or small, you have some visual feedback as to whether or not it is going over well.Add to this that many folks call you from cell p...

May 12, 2022

By Matt Bud, The FENG

The excuse you can’t cure

The excuse you can’t cure Cover Image

The world of job search is filled with a lot of cruel jokes. I have often argued that when the answer is no with respect to your candidacy, the best thing you can probably do is stop listening. The reason is that just about everything that follows will either not be entirely true or will b...

Jun 18, 2020

By Matt Bud, The FENG

Spilling your guts

Spilling your guts Cover Image

With all of the flap these days about integrity, I am concerned that members of The FENG, being honest financial types, will again fall into their natural propensity to tell too much about things that are no one’s business. I hope that I can trust you to blather on about all of your techni...

Aug 27, 2020

By Matt Bud, The FENG

Always take the high road

Always take the high road Cover Image

America is a great place, isn’t it? Everything is always someone else’s fault. I guess this is why Americans are so quick to sue. After all, we can’t take the blame for that which has happened to us. There were significant mitigating factors. Primarily due to, partially offset by. I’m sure...

Aug 12, 2020

By Matt Bud, The FENG

Phone interviews

Phone interviews Cover Image

Probably one of the most difficult interviews to pull off well is a telephone interview. (I much prefer Zoom!) Let’s start off with the idea that the lack of face to face contact prevents you from seeing if the words and ideas you are presenting are playing well. A live audience, or a Zoom...

Oct 05, 2020

By Matt Bud, The FENG

Hidden customer objections

Hidden customer objections Cover Image

It is a sad fact of interviewing that often times those sitting on the other side of the table hesitate asking questions that you would gladly answer. The kinds of questions I am talking about are things that might be grounds for a lawsuit because they skirt the edge of age discrimination ...

Oct 18, 2020

By Matt Bud, The FENG

Handling compensation negotiations

Handling compensation negotiations Cover Image

Money makes the world go around, or so they say. If this is the case, can there be any more delicate subject to bring up with a potential employer than your potential salary? There was a comment I heard on “Streets of San Francisco” many years ago that is applicable here: “First liar never...

Oct 25, 2020

By Matt Bud, The FENG

What happened?

What happened? Cover Image

One of the most difficult questions one is almost required to answer is why we left our last job. Being a little bit of a wise guy, my inclination is to say “They stopped paying me.” Or, in the alternate, “When they changed the locks on my office and had security escort me out to the stree...

Dec 03, 2020

By Matt Bud, The FENG

Don’t call me, I’ll call you

Don’t call me, I’ll call you Cover Image

I have been trying to do a better job of keeping up with my email these days. I must admit that from time to time I have fallen very far behind. (My personal record is 600 or 800 unanswered after one of my vacations, but that was a long time ago.) Sure, I know all of you can appreciate how...

Apr 16, 2017

By Matt Bud, The FENG

Do you know who I am?

Do you know who I am? Cover Image

There is an extended joke I heard a while back about a man who experienced a flight cancellation. As a matter of fact, he was not alone. The line was long and as the minutes turned to an hour, he was getting angrier and angrier. When he finally got to the head of the line he demanded to be...

Jun 09, 2020

By Matt Bud, The FENG

What are your sizzle points?

What are your sizzle points? Cover Image

Very few among us are professional sales folks. It is for this reason that some of the more subtle elements of interviewing can easily go by us. When you decide to make a purchase you often have to justify it to others. When you do, you will find yourself repeating things the salesperson t...

May 10, 2022

By Matt Bud, The FENG

All things to all people

All things to all people Cover Image

It sure is difficult to be focused. As each of us over the age of 40 looks at our career prospects for the rest of our working lives, it is all very easy to believe that we need to expand the market for our services to ensure that we can find another job. (After all how many buggy whips ar...

May 08, 2018

By Matt Bud, The FENG

Details, details, details

Details, details, details Cover Image

One of the most annoying things about us financial types (at least to non-financial types) is the long-winded and seemingly endless explanations we provide when discussing complicated situations. Although we are mistakenly thought to always “cut to the chase” or go right to “the bottom lin...

Apr 01, 2020

By Matt Bud, The FENG

You sure can rattle on

You sure can rattle on Cover Image

Breathing is a very important activity. And, during an interview, you should be doing a lot of it. The guideline we begin our lives with is the ever popular 90 second announcement. I hope that all of you have mastered this art form. The 90 second announcement is an important tool in your j...

Aug 11, 2020

By Matt Bud, The FENG