Ace That Job Interview!
By Bernard Shaw
Spring 2008
Interviews are a selling opportunity where you are the product and the employer is the customer. So it stands to reason that you should apply the basic steps of a successful sale to the job interview process.
First, build rapport with the interviewer. Some find this easy while others consider it a challenge, but building rapport involves finding common ground between you and the interviewer. Offer a firm handshake and a smile when introducing yourself. Then break the ice by complimenting the interviewer’s company based on your pre-interview research. You could say something such as, “I noticed your company is the industry leader (or insert some other positive aspect of the company). That says a lot about your management team and your workforce.” Most employees appreciate positive comments about their employer and probably will reinforce the compliment. Now you have started a conversation on a positive note. Of course, you can break the ice by asking about the weather – everyone has an opinion about it!
Second, uncover the interviewer’s “hot buttons,” the attributes the interviewer personally seeks that may or may not be mentioned in the job description. Uncover these by asking, “Who is your best (insert the job title you are seeking), and what makes that person stand above their peers?” In most cases, the interviewer will tell you the most important attributes, so take written or mental notes of the qualities mentioned. For example, the interviewer responds that Jerry Jones is the top project manager because he maintains a high degree of technical proficiency, manages his subordinates effectively and consistently exceeds expectations.
Third, hit the hot buttons (in the example here: technical proficiency, manages subordinates effectively, exceeds expectations) as many times as possible throughout the rest of the interview. The more you mention a hot-button attribute, the more you will sound like the top person. As an example, when asked to describe your most challenging assignment and how you accomplished it, mention the hot-button skill sets and qualities as part of your personal description. For example, each of the three hot buttons is mentioned in the following description of a real-world situation:
“I was directed to build a landing strip with minimal manpower within a 10-day timeframe in
The fourth step involves summarizing your background, expertise and assets while hitting the hot buttons whenever possible. During many interviews, the conversation strays from the core competencies you want to emphasize. So when asked if you have any further questions, for example, say “Thank you for taking the time to interview me and giving me the opportunity to share with you how my technical proficiency, people management skills and track record of exceeding expectations could make a positive impact on your operations.”
Finally, you must ask for the job! Try to close the sale – selling yourself as the right person for the job. But use a soft-sell approach. One possible closing question: “Would you feel comfortable having me as a member of your team?” Or, “Can I depend on your recommendation for the next step in the process?” Whenever you ask a closing question, the first one to speak is the psychological loser of the exchange, so let the interviewer respond before you say anything.
By asking a closing question, you are placing yourself among job seekers who want a position rather than those who will accept a job based merely on salary and location. “When can I expect to hear from you?,” “What is the next step in the process?” and “I really would like to work for your company!” are not closing questions because they do not require the interviewer to make an assessment of your appropriateness for the position.
Keep in mind that you must perform the basic preparation for the interview, such as researching the company and position, dressing appropriately for the position and preparing questions for the interviewer. Interviews are highly subjective by their nature, and most companies are seeking the “best fit” for open positions. Show enthusiasm and you will have a leg up on the competition!
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Bernard Shaw is a resume writer and transition coach at www.MilitaryResumes.com, which offers career advice and resume services for military-to-civilian transitions. He may be reached at bshaw@MilitaryResumes.com.
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Five Steps To Job Interview Success
1. Build rapport. Find common ground between you and the interviewer by complimenting the company’s success.
2. Uncover hot buttons. Determine the interviewer’s personal requirements for the position beyond the basic job description.
3. Hit the hot buttons. Use the interviewer’s words when describing the best employee while showing how you can provide the same level of performance.
4. Summarize. In a few short statements, tell why you are a great candidate for the position.
5. Ask for the job. Use a soft-sell approach to close the deal, making clear that you want the position and are not seeking the job based only on salary and location.
