Whether you're looking for your first job or your fifth, you're
after an entry level sales position or top management spot, there
are some universal rules to successful interviewing. An interview is
not a two way street! It is your job to sell yourself with a
positive attitude and enthusiasm. Regardless of your initial
impression of the job opportunity, your main objective is to obtain
a JOB OFFER by outshining the competition. It is impossible to
properly evaluate a position before a bona fide offer has been
extended. Preparation for an interview should be a serious matter.
Interviewers are looking at you not only as a candidate but as a
performer in their organization.
Pre-Interview
- Go to the library or use the Web and research the company.
Find things to discuss during the interview. This impresses the
interviewer.
- Know the five year growth of the company and future
direction.
- Know the company's financial position, i.e. net worth, stock
price etc.
- Know the competitors.
- Know the product line.
- You should call on at least three possible customers to get
their opinion of the company and the product. Let the
interviewer know this. Tell the interviewer with whom and where
you investigated their company.
Attire
- Employers reject improperly dressed candidates. Accept the
fact that many employers have an unwritten dress code and like
to hire properly dressed candidates. Forget your own personal
preference. You should dress according to the impression you
want to create, i.e., successful, conservative, and
business-like.
- Men--Conservative blue or gray suit, white starched shirt,
conservative tie with contrasting colors, shined shoes dark
socks over calf, avoid aftershave.
- Women--Skirted suit or tailored dress, dress feminine not
sexy, avoid excessive make-up and perfumes.
- Hairstyles for both men and women should be modest.
- Men, Facial hair, if any, should be modest and neatly
trimmed.
- Your attire/appearance WON'T get the job, but it CAN
certainly rob you of it.
- No sports jacket for men.
- No pantsuits for women.
- Dress for your boss's job.
- You can't be TOO conservative.
Timing
- Get exact directions to the interview site at least one day
ahead of time.
- Be 15 minutes early.
- Be courteous to the staff…especially the secretary. An
employer is always influenced by opinions of other employees.
Resume
Take a resume with you even if the interviewer has one.
- Do not fold it!
- Offer the resume to the person in a new file folder.
- References
- Take your "that a boy" letters and offer them at the
appropriate time.
- When requested, provide a typed list of names, addresses,
phone numbers, and letters of personal and professional
references.
Introduction
- Example: "Good morning, Larry. I am…"
- Shake hands firmly and look the person in the interviewer
eyes. Maintain good eye contact during the interview.
- Maintain high energy level.
- Sit up.
- Back straight.
- No coffee, (to spill).
- No smoking.
Note: It is to your advantage if a subject of mutual interest
arises, but do not fake knowledge. Be yourself. Poise, confidence,
and self-respect are of great importance.
The Site
- Motel room: Position yourself for good eye contact, (Don't
be afraid to move a chair; it shows positive traits. i.e.,
control.
- Employer's office: If there is more than one chair, take the
one closest to the side of the interviewers desk. The desk is
the barrier!
- Bar/Restaurant: Sit across from the person and wait for the
interviewer to order drinks before you do. Do not feel compelled
to drink if you normally don't drink.
Style
- Eye contact! Look directly at the interviewer.
- Listen! Give the person the opportunity to talk. Do not
touch anything on the interviewer's desk. Do not fidget with
anything you have, such as a pen, tie, etc.
- Relax and be confident (do deep breathing to relax).
- Be enthusiastic-use your eyes, hands, and voice inflection
to show support.
Fielding Questions
Be Succinct - Keep your answers brief, concise, and to the
point. Everyone gets nervous in an interview, but some try to
disguise it by talking-excessively. The more nervous you get, the
more you talk. The more you talk, the more you convince the
interviewer that you are not right for the position. Avoid negatives
by returning to a positive and stress that positive. As an example:
"Well, Susan you have had three jobs in five years. Answer: Mary, I
made a mistake on that Acme job by not checking their financial
situation closely. I have been with U.S. Surgical for two years now
and, as you can see, I've done a fine job. I'm seeking a career
opportunity that offers greater stability and that's why I'm here."
Be Specific - If you're explaining your accomplishments,
try to support your claims by citing figures or specific
accomplishments. Ranked #2 out of 10 people in my region; I was
$75,000 over quota last year; my W2 has increased x thousands of
dollars over the last 2 years. If you're discussing skills or
talents that you can bring to the job, give clear examples of how
you've demonstrated these abilities in other relevant situations.
Sell Yourself - Now is not the time for humility. It is
not bragging, and no one will find it offensive if you cite your
achievements or awards or describe unique business programs that you
have devised. It's an accepted and expected part of the interview
process. Make sure that the interviewer knows about your
accomplishments or special experiences. If the interviewer doesn't
ask, find a way to bring them into the conversation. Be sure to
mention any that aren't listed on your resume. No one else is going
to sing your praises, and you usually don't get a second chance in
these situations. Now is the time to bring out your ‘that a boy'
file and show written rankings or letters.
Note: Translate your achievements, accomplishments, and personal
qualities into benefits to the employer.
Maintain Credibility - and don't over inflate your
responsibility. Don't try to make a low-level position sound as if
you were actually the CEO's right-hand man or woman. Most
interviewers have a good idea of the responsibilities that
accompanied your previous job-especially if you're interviewing in
the same industry. If you inflate your position, you'll undermine
your entire credibility, and the interviewer will doubt all your
other real achievements. Once you're considered deceptive, you won't
have any chance at being hired. Always be honest.
Maintain Your Composure - Regardless of what happens in
the interview keep calm, poised, and professional. If the
interviewer seems to ignore you, don't get flustered. If the
interviewer looks unimpressed, don't assume you have lost. If the
individual contradicts something you say, explain your position but
don't lose our temper or let the interviewer goad you into an
argument. Don't become defensive if the interviewer seems to
question certain responsibilities or achievements that you claim.
It's all part of the game. Your composure may well be tested during
the interview.
Pay Attention - Sometimes people are so "charged-up" that
they try to anticipate where the interviewer is going. They just
jump in with the answer before the interviewer has completed the
question. Let the person finish the questions and make sure you know
what is being asked. If you're not sure, ask the interviewer to
clarify the question. The last thing you want to do is plunge
headlong into a story that doesn't give the interviewer the
information he's seeking. You'll come across as rattled and
confused-not exactly the stuff employer's dreams are made of.
Tell-Me-About-Yourself Questions
- Answer these questions in terms of the qualifications
required of the job being filled and your business background.
- Keep responses concise and brief.
- Avoid being derogatory and/or negative when asked about
previous jobs and bosses.
- "Tell-me-about-yourself" means, Tell me about your
qualifications.
- Prepare ahead of time a five to ten minute discussion of
your qualifications.
- Discuss your experiences.
- Tell how well you performed (resulting in raises,
promotions, innovative designs, sales volume, increased
profits, etc.)
Your Personality Questions
- Always answer in terms of your qualifications.
- Support your claims by sharing experiences.
- Answer personality questions in terms of ACCURATE ANSWERS
supported by past experience.
Salary Questions
- Avoid talking salary until the job has been offered.
- Negotiate salary from strength.
- Your present earnings will be on the company application you
fill in. Mark the "expected earnings" portion of the
application, "Open or Negotiable."
- If unemployed, seek a salary equivalent to your last
earnings.
- On the initial interview, you should NOT directly discuss:
- MANAGEMENT OPPORTUNITIES
- FRINGE BENEFITS
- VACATIONS/MONEY
Asking Questions When Interviewing For A Job
Interest Questions
Ask yourself are they related to the job, the company, its
products, services and people? An interview is a two-way street.
These questions should communicate your interest in the position.
- Don't cross-examine the employer.
- Ask questions requiring an explanation. Questions which can
be answered with a "yes" or "no" are conversation stoppers.
- Don't interrupt when the employer is answering YOUR
question.
- Ask job-relevant questions. Focus on the job, the company,
products, services, and people.
- Prior to the interview, write your list of Interest
Questions and take them with you.
- Ask about your potential peers, subordinates, and superiors.
Take notes.
- Ask the employer how he/she got where they are today.
Job Satisfaction Questions
Do they pertain to the importance of the job, does the authority
you'll have match to the responsibility, the reward for a job well
done, and the long-range career opportunities?
- Don't ask salary questions or about fringe benefits,
retirement, or vacations.
- Don't go overboard, four to eight questions of this type
should be plenty.
- Do ask about long-range career opportunities.
Past Performance Questions
Ask questions like:
- How many people have held this position in the past several
years?
- Where are these people now?
- Were they promoted or did they leave the company?
Sale Questions
- Ask what the employer wants in a candidates, what
experience, educational background, and performance.
- Always ask what personality characteristics the employer
desires.
- Make a sales statement based on the employer's prerequisites
or desires. (If you lack an asset, sell a compensating asset.)
Ask For The Job
- "I can perform the job you want. I've done it before and
I've done it well."
- "I'd like to work for you. What else do you need to know to
make this happen?"
IF YOU MAINTAIN A "QUESTIONING AWARENESS" YOU WILL
AUTOMATICALLY ASK THE "RIGHT" QUESTIONS, GIVING YOU A CONSIDERABLE
ADVANTAGE WHEN INTERVIEWING.
Close
- Assume that you are the right person for the position.
- Summarize all points of agreement.
- Tell the person you want the opportunity and you are sure
you could work well with him personally from your initial
meeting.
- Close after summary. As an example: "Jim, do you make the
final decision?" "Fine, I'm ready to pursue the next step in the
interviewing process. Can we see Susan tomorrow?" If the
interviewer says they would like to see you again or that the
interviewer will be in touch with recruiter, summarize and close
again. Tell the person you are ready to pursue the next step and
ask for a day's notice that you might coordinate your schedule.
On Your Way Out
1. Thank the person for the time.
2. Shake his hand firmly and look the person in the eyes.
3. Tell the interviewer you look forward to the next interview.
4. Say good-bye to the secretary.
Follow Up
- Send a handwritten letter, fax, telegram, or e-mail thanking
the interviewer for the opportunity of interviewing with the
company and 3 or 4 good reasons to consider you. If this doesn't
go out the day of the interview or the next day it won't be
worth the paper it's written on.
- If you do not have an answering service or recording device,
buy one, or as an alternative, use the number of a friend who
has one.
Career oriented people are more interested in gaining valuable
experience, advancement, opportunities, and enhanced working
environment rather than immediate salary increase.
A lateral salary move, though rare, should always be considered
based on career potential.
Review
- Make an inventory of what you did and how well you did it.
- Research prospective employer, the nature of the business,
its products and people.
- Attire should be conservative and business-like, giving the
impression of success and competence.
MOST CANDIDATES ARE NOT EFFECTIVE DURING AN INTERVIEW, BE AN
EXCEPTION!
