You're in Sales, Whether You Know It or Not

“Most job seekers wait until they need a new role to start looking. One of the best pieces of advice I ever got was: 'The best time to look for a job is when you already have a great one.' No pressure. No desperation. Just curiosity and confidence.”

This interview with Stephen Courson is full of insights like that. From how to actually prepare for interviews, to what separates average candidates from standouts, to why negotiating beyond salary might be the best move you make.

What are some of your key takeaways from your career transitions?

One of my college economics professors gave me advice that’s stuck with me: “When is the best time to look for a job? When you already have a great job.”

There’s no pressure when you're in a good place. But if you get laid off and don’t have a network, don’t know your market value, or have no connections, you might end up taking something out of desperation, just to pay the bills. Don’t wait until you’ve lost your job to start looking. Have one or two interviews a year. Check out companies that seem exciting and go through the process.

The second thing is to have strong personal finances. I know my cash flow, use budgeting software, and automate my systems. So if the worst happens, I have six months to figure it out.

I’ve gotten most of the job offers I’ve interviewed for, and I believe it’s because I went in thinking: I don’t need this. If it works out, great. If not, that’s fine too. That mindset takes the pressure off, and a lot of people miss that when they’re interviewing.

What’s something you’ve seen in interviews that reveals a candidate’s true potential?

I look for the ability to adapt in the meeting.

In some more competitive, higher-end roles, they might throw a curveball at the last second. Like, “Hey, just so you know, you were prepping to meet with the CEO, but now it's the CFO. Good luck!” You have to be able to think on your feet.

It’s not about having the right answer. It’s about how you adjust under pressure. That’s real life. That’s business. Things change constantly, and you have to be ready.

If someone can handle that shift calmly, that’s a huge green flag for me. It tells me they can adapt quickly and learn anything that comes their way.

Advice for the job seeker:

It doesn’t matter if you have a job or not. You’re in sales.

Sales is about presenting a solution to a problem. And every job opening? That’s a business problem. Your job is to show them you’re the solution. That means doing your research. Talk to people on LinkedIn. Learn what the company values. Then go in with questions, not just answers.

Think of the interview like a professional first date. If all you do is talk about yourself, it’s a turnoff. But if you ask thoughtful questions like, “What are you looking for in this role?” “What traits succeed here?” you’re showing interest, curiosity, and adaptability.

Plus, their answers give you the info you need to better “sell you.” If they say they value collaboration, now you know to highlight your team experience.

It’s not about guessing what they want; it’s about asking, listening, and positioning yourself as the right fit.

You’ve written a course called Get H.I.R.E.D. What are some key takeaways from this?

Get H.I.R.E.D. is part of my LifeBuilder mastermind, and it walks people through the full job search process. I spent 70+ hours interviewing VPs, recruiters, and hiring managers to understand what they love (and what drives them crazy) about candidates.

There are two key takeaways I always highlight:

1. First Impressions Are Pivotal

Your first meeting is often through a screen, and your setup matters more than you think. You don’t need a fancy studio, but invest in a decent $80 webcam (your laptop camera isn’t cutting it). Make sure your lighting is in front of you (not behind), avoid background blur (which can create subconscious distrust), and frame the camera at eye level. And yes, put on a nice shirt and groom yourself. It sounds basic, but a lot of hiring managers complain about poor presentation in virtual interviews.

2. Negotiate More Than Just Salary

Most people don’t negotiate at all, or they only focus on salary. But perks are often just as valuable and more flexible. My wife is in the top 1% of earners for her role in Florida, largely because we consistently negotiated both salary and benefits.

Things like extra PTO, relocation allowances, tech upgrades, or even your cell phone bill are fair game. These things don’t always hit a company’s salary cap, and recruiters often have those perks available. You just have to ask.

Bottom line: Present yourself well, and advocate for yourself.

Thanks so much for sharing, Stephen!

If you’re interested in connecting with and learning more about Stephen, check out his LinkedIn profile here.