there more that the person would like to know? Other topics to cover? Anything else they could tell you about the company? Is the interviewer ready to conclude? Probe for the problem and look for ways to reengage the person across the desk.
Ā If the interviewer wonāt stop talking, find a space and gently interrupt. āExcuse me,ā you might say, ābut I want to be sure you get a chance to hear about some of myĀ achievements
Whatever precedes that magic moment when the job is yours, whether it is months of interviews or a single conversation, nothing happens until the close. Most of us are not audacious enough to sit down at the desk without an offer, but all of us can demonstrate that we want to be hired, as the heroine in this story did. Her actions may not be your actions, but her attitude is worth emulating.
There are many ways to get jobs and many kinds of job interviews. All involve taking action, Some job opportunities may come as unsolicited offers, but unless you display a positive response, nothing will happen.
If an interview is like a pyramid, the climactic moment is when the capstone is added.
Minor point. Making a job offer is a major decision, so an applicant can sometimes make it easier for the interviewer by focusing on just one piece of that decision. This involves questions like, āFrom your standpoint, when would be the best time for me to start?ā or āCould you give me an idea of where my office would be?ā Often the minor point is the not-so-minor question of compensation. You may be asked about a salary range, and the way to close at that point is to follow your dollar response with āHow does that work for you?ā
Ā Short supply. Good people are always in short supply and good organizations know it. If you have job offers, or even the possibility of offers, from other employers it is sometimes useful to make that known. This is a time for honesty, however, not arrogance. So indicate that you must let another company know by the tenth, if that is so, but do it in a matter-of-fact way.
No interview, however frustrating, should conclude without an expression of thanksāfor the time spent, the information offered, the opportunities presented. Express your gratitude for the positive aspects of the interview. Applaud the contributions of the person across the desk from you. Congratulate both of you on what has been accomplished.
Appreciation expressed face-to-face is good, but it is even better when reinforced with a thank-you note.Ā
WHAT HAPPENS NEXT?
Ā Procedures come last in capping the interview. You need to agree on what happens next. Are they going to send you a letter confirming their offer? Make sure you know when it will be mailed. Are you going to let them know your decision? Make sure you agree on the date. Are you to meet some other people in the organization? Make sure you know who, their positions in the firm, when the meeting is to take place, and who is responsible for the arrangements.
Procedures is the action part of closure. Without agreement on procedures, the interview is incomplete.
One important procedure to do on your own is to make notes when you leave the interview, for your file on this prospective employer or for your āLessons Learnedā journal.
FOLLOW-UP
Ā If you leave the interview without a job offer, your work is not finished. Closure is not complete until you have the work options you seek.
Your willingness to follow up benefits you, yes, but also your prospective employer. The number-one candidate, the one who just edged you out, may have turned down the offer. Or a new, perhapsĀ
COACHING TIP
Ā If your jobsearch bogs down, go back and review the nine steps to knowing your right work. This will allow you to integrate new insights, clarify your direction, and renew your inspiration.
Ā Tell me what you know about this company.
Ā A: I served as an intern to a restaurant analyst last summer, so I followed all the steak-house chains closely. What youāve done especially well is focus on a limited menu with great consistency among locations; the business traveler trusts your product anywhere Iām particularly interested in your real-estate finance group and expansion plans.
Ā Describe your first encounter or a recent encounter with the company or its products and services. What would be particularly motivating to you about working there as opposed to working the same type of job in a different company? The recruiter will look for evidence of genuine interest and more than just surfaceĀ
Ā What have you learned about our company from customers, employees, or others?
Ā A: I actually called several of the key accounts mentioned in your brochure. Two of the customers I spoke with explained why they continued to buy from you year after year. Your distribution operation is phenomenal. Are there any service improvements you think could still be made?
Ā Describe how your interest has grown from personal dealings with company representatives. Think creatively in preparing for job interviews. For example, prior to your job interview, speak with retailers or workers at other distribution points about the companyās product line. What can they tell you? Give one or two examples of what youāve learned to explain why youāre interested in this company. Whatās the most compelling example you can describe to prove your interest?
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Your preparation and research should become apparent here. Give one or two reasons why youāre interested in the company, and what in particular piqued your interest. Whatās the most compelling thing you can describe about your personal experience with the company, its products, or its employees? Possible answers include the companyās reputation, the job description itself, or a desire to get involved with the industry.
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Q: What particular aspect of the company interests you most?
Ā A: Iām most interested in your LatinĀ
Q: Whatās your favorite product made by our company?
Ā A: Iāve used Softer Than Ever shampoo for years. In fact, my initial contact with the company was the brand manager for Softer Than Ever. She encouraged me to apply for an HR position here.
Ā Describe personal useāwhy do you use the companyās products? What do you think are new market opportunities for that product?
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Q: What do you think of our newest product and ads?
It seems that your new ads are trying to show that breakfast time is family time, with a certain wholesomeness. Are you doing this to balance against the recent bad press about high-fat foods, without attacking the issue directly?
Ā You should be familiar enough with the companyās new products and advertising campaigns to make informed, intelligent comments about them. Offer specific suggestions and positive comments.
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Q: Tell me what you think our distinctive advantage is within the industry.
Ā A: With your low-cost-producer status and headquarters operation in a low-cost area of the country, you seem in a better position to be able to spend aggressively on R&D, even in a down year, compared to your closest rival.
Ā Describe things you believe the company does very well, particularly compared to its competition. Explain how the financial strength of the company is important.
Q: Where do you think weāre the most vulnerable as a business?
Ā A: Your cash position and strong product presence make you an attractive target for a takeover. Thatās my only major concern. Iāve already worked for one organization that merged with another, but I also know I can weather the storm.
Ā Describe things you believe the company does not do well compared to its competition. Explain how the companyās financial strength is important. If youāve a passion for the business, the future of the job is probably always on your mind.
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Q: What would you do differently if you ran the company?
Ā A:I might investigate whether to sell off the light-manufacturing businesses and start an aggressive supplier-relations program.
Ā In a constructive way demonstrate that you have enough knowledge about the business to answer this question convincingly. One way to gain such knowledge is by talking to aĀ
Do you believe youāre overqualified for this position?
Ā A: Not at all. My experience and qualifications make me do my job only better, and in my opinion, my good design skills help to sell more books. My business experience helps me run the art department in a cost-efficient manner, thus saving the company money. Finally, I think Iām able to attract better freelance talent because of all my industry contacts. My qualifications are better for the company, too, since youāll be getting a better return for your investment. Again, Iām interested in establishing a long-term relationship with my employer, and if I did well, I would expect expanded responsibilities that could make use of even other skills.
Ā Most people donāt expect to be asked if they have a great deal of experience. This question could quite easily catch a candidate off guard, which is exactly the interviewerās intention. The candidate doesnāt hesitate in answering this question and shows complete confidence in his or her ability.
Describe our competition as you see it.
Ā A: Most of your competitors have tried to do too many things. As a result, most have had difficulty expanding and maintaining consistent quality.
Ā Give evidence that youāve researched the company and industry carefully and acquired more than superficial knowledge. Point out positive and/or negative aspects of the companyās competitors. Discuss how the companyās initiatives are better suited to your personal interests.
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Q: What would you do if one of our competitors offered you a position?
Ā A: Iād say no. Iām not interested in other players in this industry. I want to work for Nike because I won a number of races wearing the Nike brand. Because of my positive experience with Nike, I know Iād be convincing selling your product to retailers.
Ā Ā Describe our competition as you see it.
Ā A: Most of your competitors have tried to do too many things. As a result, most have had difficulty expanding and maintaining consistent quality.
Ā Give evidence that youāve researched the company and industry carefully and acquired more than superficial knowledge. Point out positive and/or negative aspects of the companyās competitors. Discuss how the companyās initiatives are better suited to your personal interests.
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Q: What would you do if one of our competitors offered you a position?
Ā A: Iād say no. Iām not interested in other players in this industry. I want to work for Nike because I won a number of races wearing the Nike brand. Because of my positive experience with Nike, I know Iād be convincing selling your product to retailers.
Q: What do you want out of your next job?
Ā A: Iām really interested in taking over a territory where we arenāt very well positioned. My sales successes to date have been in areas where we already had a decent market share. I also want a very aggressive commission structure if Iām able to turn around a problem territory.
Ā This question is similar to āWhy are you ready to leave your current job?ā Give one or two examples from your current work experience that explain why youāre interviewing for the position. Focus on your desire for greater challenge. For example, āIāve gone as far as I can go in my current job unless someone vacates a position.ā Make sure you point out why you believe the job at hand provides the additional responsibilities youāre seeking.
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Q: Whatās your dream job?
Ā A: My dream job would include all of the responsibilities and duties in this position youāre trying to fill. I also thrive in a fast-changingĀ
WHEN CAN YOU START?
Ā WHEN Bill Smith was pursuing a job with IBM he was clear about his goal. He knew he wanted to be in business, he knew he wanted to be in sales, and he knew what company he wanted to work for. He met with success because he prepared well, because he persevered against all obstacles, and because he kept his target clearly in sight.
We too can succeed in our search for the right work if we keep our targets clearly in sight, and if we remember the seven cardinal rules of interviewing.
1. Be honest, always. Those who succeed at work, long term, are honest. Those who participate fully as team members are honest. Those who are honest meet with success and can view their accomplishments with pride.
What is honesty? First and foremost, it is being truthful with ourselves. It is being perceptive about our changing talent, knowledge, and passion. It is being aware of our limitations and balancing thatĀ