| Most of us dread the job interview because we fear | | | | open-ended questions around and use them to your |
| the questions and answers and because it's so critical. | | | | benefit. This is the area where preparation and |
| A few people are born great interviewees, but most | | | | practice pay off the most. |
| of us are not. But preparation and practice can go a | | | | Concrete Examples |
| long way toward alleviating the dread and allaying the | | | | During the course of the job interview questions and |
| fear. And, as with any marketing endeavor, you've got | | | | answers, you'll be asked to provide examples of |
| to stress benefits. | | | | accomplishments in previous jobs. Make sure your |
| Two Case Studies | | | | examples are genuine, concrete examples, not vague |
| I remember well one of the last jobs I interviewed for. | | | | generalities. For example, don't say, "At my last job, I |
| The woman who was hired instead of me, after the | | | | took the company to a new level in sales"; instead, |
| interviews, was utterly unqualified. But she had the gift | | | | say, "In my last position as Sales Manager at XYZ |
| of the gab and a knack for saying just the right thing | | | | Corporation, in the first six months of 2002 I had total |
| at the right time, so she was able to make the panel | | | | sales of $2.3 million and boosted company revenues |
| think she was qualified-or so it seemed. I learned later, | | | | by 11%." And don't wait to be asked for an example. |
| though, that she had been well coached by a veteran | | | | Back up and illustrate everything you assert with |
| colleague, and she had practiced and prepared | | | | concrete examples. It gives you credibility and authority. |
| extensively. | | | | Benefits, Benefits, Benefits |
| At the other pole is my long-time friend who decided | | | | One last thing to keep in mind for job interview |
| he wanted a career change. He owned a successful | | | | questions and answers: always stress the benefits to |
| business, but he had always wanted to be a firefighter, | | | | your potential employer. Don't simply answer a |
| so he decided to go for it. He had all the requisite skills | | | | question and leave it at that. No, make sure you lead |
| and abilities, but he was an abysmal interviewee. So | | | | the interviewer to the conclusion that you are |
| we practiced... for a long time. And even though he | | | | absolutely the best candidate for the position. And you |
| was almost over the age limit, he got the job. | | | | do that by stressing the benefits to the organization |
| Open-ended Questions | | | | every time you provide an answer. When you tell the |
| At my last interview, I was asked this question: "What | | | | interviewer about your record sales at XYZ, go further |
| would you say your weaknesses are?" And my | | | | and emphasize how this skilled accomplishment will |
| answer went something like this: "Well... uh... I-I can't think | | | | benefit the interviewer's organization, how it will help |
| of any real weaknesses. But wait... uh... maybe I do | | | | them succeed. Remember, this is sales, and it's not |
| have a few." And so forth. I wasn't prepared for this | | | | about you. It's about the buyer-the interviewer. |
| kind of open-ended question-for which there really is | | | | A winning job interview, then, is mostly the result of |
| no right or wrong answer, just some answers are | | | | preparation and practice. You'll be at ease, and you'll |
| better than others. Most of the job-hunting literature | | | | have most of the answers ready at hand. And an |
| says that you should give some weakness, but use | | | | experienced coach can be an immense help and well |
| that as a springboard to go on and stress your | | | | worth the money. |
| strengths. That is, you need to turn these disconcerting | | | | |