By Joanne Meehl, M.S., IJCDC
When asked, "Tell me about yourself", candidates say "I have 18 years experience in sales" or something similar. This first statement is vague, and doesn't help us see that candidate in the job. We can easily respond with a "so what" to it. While experience and knowledge are critical today, compare that response to this one: "My experience in sales has taught me how to open successful new territories". Now this statement is one we can't say "so what" to, because it says "I can make money for you". So to avoid the "so what" syndrome, give examples of how your experience has added to the bottom line.
A similar response is often heard from very technical people. They recite a list of tools they know how to use. That's good -- but "What does it mean to me?" a prospective employer could ask, because they want to hear what you can DO with those tools. Instead, give examples of the kinds of problems you've solved using those tools.
In cases where the response could be "so what", strengthen the statement by saying how you have made or saved money, or saved time (which is money). Saving or making money, or saving time, are benefits you bring to your employer. This is music to the hiring manager's ears!
Giving several examples of how you've shortened the sales cycle or product development cycle is far more effective than saying you have so many years in the business. Talking about how you've used your tools to increase profits or to streamline a process so that everyone became more productive, and now you have the attention of the person who can say "yes" to your candidacy. The bigger the positive impact you can show you'll have, the better chance you have of avoiding "so what", and landing the job.
Source: http://www.TheResumeQueen.com
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