Giving the Interviewers What They Want!
Experience has taught us that there are different types of interviewers:

Professional
HUMAN RESOURCE PROFESSIONAL: Cool and somewhat aloof and quick to the point.

Inexperienced
UNSURE OF THEMSELVES: Engaging in small talk and very friendly.

Self-made Individuals
PULLED THEMSELVES UP THE LADDER: They attempt to size you up. They brag about their accomplishments.

If you are going to succeed at getting the job you want, you must learn to connect the needs of these individuals with the benefits you offer. You must do this as early in the interview as possible.

Chances are the interviewer will give you at least three opportunities:
1. When the interviewer asks about you...
2. When the interviewer falls silent....
3. When the interviewer makes a preliminary statement about the job...

What you are going to do is make a relevant connection between the NEEDS of the interviewer and YOUR EXPERIENCE (or education). Make it as quickly in the interview as possible. You do this by summarizing their needs briefly, and then giving TWO benefits that hiring you brings to the table.

Why not more than two? Save your ammunition. You may need it later.

You must convince the interviewer that you and the benefits derived from hiring you, will solve the needs of the company. When you have done this, you become uppermost in the interviewer's mind as the candidate who best connected with the needs of the company.

How are you to find out the real needs? Ask the right questions at the right time in the right way. There are two basic kinds of questions:
1. STRATEGIC: Uncover information about the employer's needs and attitudes.
2. TACTICAL: A defensive maneuver to side step nuisance questions, shifting the focus
from yourself back to the interviewer.

More than likely, you will be using strategic questions more than tactical ones. Always respond positively. Avoid defensive replies.

"I am not sure you have the right kind of experience we need for this job."

"In what specific areas do you mean?
or
"What experience are you looking for?"

"There are many successful sales persons who are not good managers. We need a strong person for this job that knows how to motivate these people...make forecasts...do research. You have done a lot of selling but you lack management experience."

"In addition to having management experience, what other qualities do you think are necessary to be successful in this job?"

• 1
• 2
• 3
• 4
• 5
• next page >>

---

Add your voice

Know something about Interview? Know what questions you'll be asked?
We want to hear your view. Write now!