In Step 2, we labeled Randy's skills with skill
headings. These headings can be used for the main body of his resume.
Read the lists below. Which markets Randy the best for a $28,000+
position - his job titles or skill headings?
| Step 2 -
Label Skills with Skill Headings
Key Account Sales
High Closing Ratio
Sales / Customer Service
Branch Accounting / Reporting
Driver / Coordinator
Step 3 - Analyze Ads To Identify Skills
Now, Randy needs to identify
the top skills employers want in corporate sales positions by analyzing
wants ads or job descriptions. Below, I've included a want ad for a
Corporate Account Representative.
have sales experience, ability to manage customer service to accounts,
call on high number of accounts each day, generate and close sales, train
new sales associates, manage their workloads, and coordinate delivery
of products with manufacturers and warehouse.
Step 4 - Select Best Job Titles or
Skills Headings to Match Ads
In the first column below are
the skills requested in the ad above. In the second column are the
skill headings Randy listed in Step 2. We've put an asterisk * next to
each of Randy's skill headings that match the ad.
Skills Requested In Ad
Corporate Sales Experience
Manage Customer Service
Generate & Close Sales
Train New Sales Associates
Coordinate w/Manufacturers and Warehouse
Titles or Skill Headings That Match Ad
*Key Account Sales
*High Closing Ratio
*Contract Negotiation / Vendor Coordination
*Sales / Customer Service Administration
Branch Accounting / Reporting
Which does a better job of marketing Randy for a
$28,000+ position? Skill headings or job titles?
New Skill Headings
*Sales Representative -
*Key Account Sales / High Closing Ratio
*Customer Service Administration
*Contract / Vendor Coordination
*Workload Management / Staff Training
*Night Shift Manager
*Driver / Coordinator
You can see the dramatic change in Randy's image
by using the New Skill Headings versus his Job Titles. Yet this is
entirely truthful. By following the detailed 6 Steps worksheets in my
Increase Salaries booklet, anyone from entry level to executive level
can craft a much more powerful and effective resume!
Step 5 - Write Descriptions For Each
Job or Skill Heading
Now, Randy is ready describe each of his skill headings. Working with
clients, I ask 12 questions which are imperative in helping them
describe their skills with maximum impact. All of the 12 Questions (and
over 60 sub-questions) are provided in detail in Proven
Resumes: Strategies That Have Increased Salaries.
The 12 questions are also provided in my Career-Specific
Below, you'll see the original statement from
Randy's resume. Next, you'll see one of the 12 Questions that Randy
used to strengthen the original statement. Take a moment and compare
the difference between the original statement and the new statement.
Which is stronger? Which markets Randy as having a broader range of
skills and will generate him higher salary offers? Remember this is
just one statement. You can imagine the difference in Randy's entire
resume after he answered all of the 12 Questions. Again, this very
simple example really explains why I've received the wonderful
testimonials sprinkled throughout these workshops!
Assisted customers with
purchase of commercial lighting fixtures.
"Will using numbers to
describe the company or department
you worked for expand your image?"
Provided direct sales for up
to 50 customers per day, for this national
lighting manufacturer with branch sales of $2.5 million annually.
Step 6 - Complete Your Objective
Once you've written the body
of your resume, you're ready to complete your objective statement.
Employers want to know what you can do for them - not what you want
from them. A formula that works well is to name the position that you
want and then to list 2 to 3 of your top skills which match the
employer's needs. Below is a simple but effective objective statement.
Seek a Sales Representative
position utilizing my
Sales Representative, Customer Service and Management experience.
In my Increase Salaries booklet I provide detailed
worksheets to create this type of worksheet - but even better yet is
the Objective Statement Formula and accompanying worksheets that I've developed
which combines your objective with top, key points from the body of
your resume. My
Increase Salaries booklet contains 10 pages which take you step by step
through the analysis of Two Objective & Qualifications sections
from a resume that landed a $42,000 annual increase and another that
landed a $400 a month increase (it's
Why The 6 Steps Are Critical to Resume Success!
1st Completing the 6 Steps is
critical for most job seekers since many
job seekers have a wide variety of job titles that don't relate or
match the image of the jobs they want. Job
seekers must first identify and then deal effectively with these
problems and the 6 Steps guides them through this process.
2nd Most resume books don't provide a step by step system for
analyzing, understanding and then controlling the image we present in
our resumes or in our objective statements. Most
resume books have us list each job we've held with a short description
of the duties we've performed. We're given little, if any, instruction
on how to actually create an excellent resume.
We're merely shown how to plug information beneath typical headings
like Objective, Education and Employment history sections. Then we're
encouraged to write a few statements, usually very weak ones, to slot
under these headings. This is a very ineffective way
to write resumes! To create a truly effective
resume, every word, every job title and every statement needs to be
analyzed and slanted to market the best of what we have to offer and
that means shaping the resume as we go--not just following someone
else's resume. The 6 Steps chapter in my Increase Salaries booklet
shows you just how to do this!
3rd Many resume books provide
from 50 to 200 resume examples. However, you never know if they've been
successful and there's no rhyme or reason as to why a particular resume
was created the way it was. In contrast, my Strategies
That Increase Salaries Booklets and my
you through a proven step-by-step process that focuses on identifying
and marketing your unique skills.
You are then guided in using
proven formats and systems that work! That's
radically different than flipping through a resume book and finding a
resume---that to your untrained eye looks ok---but doesn't end up
landing you the interviews and salary you want! Only by
developing a coherent and easy to follow resume writing system have I
been able to receive testimonials like the ones below from career
professionals who have used my materials to teach effective resume
writing (to what I estimate to be over well over 1 million job seekers).
a successful formula creates a resume that works. I have
used Regina's book to assist over 700 customers to produce concise and
informative resumes that result in employment...and that's as good as
J. Rellis, Program Specialist
| This is
the most outstanding career book I've used in 2 decades of work with
thousands of students. Job seekers are hired after
using these powerful strategies....A must for all job seekers, career
classes and counselors.
Kathleen Bernhard, PhD, Director of Counseling and Student
Activities....University of Washington, Bothell
book is the "best" out there in the Career Development field. It has
assisted literally thousands of Shoreline Community College students
yearly in launching careers at top salaries!
Berta Lloyd, Director Professional/Technical Programs and
Career/Employment Services--Shoreline Community College
Pontow has written a terrific book on creating successful resumes. This is
a thorough and Innovative course the presents the secrets of great
resumes in a unique 'before and after' format that clearly demonstrates
solid techniques and strategies for effectively marketing the job
candidate to employers by putting the sizzle into the resume. The book
uses actual case histories and analyses charts to demonstrate the art
of creating a professionally crafted resume that is designed to get
Frank Fox, Executive Director, The Professional Association of Resume
like these speak of the well-documented success of my materials and the
value you'll receive if you purchase them. Also, please
keep in mind that the 6 Steps chapter in my Increase Salaries booklet
is 32 pages long. So, the information I've just
presented is just a thumbnail sketch of these top strategies. I'm
sure you've learned a lot from this workshop but please don't think
it's complete compared to what's provided in the book on this topic!
Now let's move to the next workshop and briefly discuss 2 Popular
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