| One of the most important influence moments in your | | | | During Mary's presentation, she asks her interviewer, |
| career is the moment where you must convince | | | | "Is there a specific set of drafts that you would like to |
| someone to hire you. Whether you are just out of | | | | see?" Her question prompts the interviewer to indicate |
| college, looking for a change, or a contractor who | | | | that he is most interested in what she has done with |
| must convince others of your services almost daily, | | | | mechanical design. Though Mary had intended on |
| you will find that a set of simple influence skills will | | | | showing him other drawings, she realizes by her |
| propel you through the interviewing process on your | | | | open-ended questioning that it would be better to |
| way to a successful career. | | | | focus on what her interviewer is most interested in. |
| Assert | | | | She has two sets of drawings in her portfolio and |
| It is imperative that you state your objectives clearly. | | | | asks the focused question to determine exactly which |
| Most organizations are looking for people who take | | | | he would like to choose from. |
| action and will engage in helping the organization move | | | | Summarize |
| forward. Your organization will first see your potential | | | | You will want to be sure that you and the other |
| for such behavior in the hiring stages. | | | | person understand each other. By repeating and |
| Jay and Mary are both interviewing for a position at an | | | | summarizing important elements of the influence |
| engineering company. Each is highly qualified for the | | | | situation, you will be sure to remain on the same page. |
| position and holds some great recommendations. As | | | | When Mary finishes her presentation, the interviewer |
| Jay enters the interview, he is asked a series of | | | | asks her, "How do you feel your employment would |
| questions. He ponders each and answers to the best | | | | benefit our organization?" Mary is unsure of the exact |
| of his ability. When asked, he pulls out his portfolio and | | | | response that the interviewer is looking for, so she |
| demonstrates his skills to the employer. His work is | | | | uses her summarizing skill to clarify the situation. "So |
| excellent and the employer is notably impressed with it. | | | | what you're asking me is what will change within the |
| He is sure to take Jay's information and informs him | | | | organization when I am hired?" |
| that he will be contacted with their final decision. | | | | The interviewer responds, "Yes, I would like to know |
| Mary's interview comes later, and when she enters, | | | | how you feel your set of skills will make a fit with our |
| she introduces herself and instantly pulls out her | | | | organization and its mission statement." Mary's keen |
| portfolio and references. During her presentation, she | | | | use of her influence skills brought out a much more |
| highlights the portions of her work that seem to fit with | | | | specific question where she could determine precisely |
| what she has seen advertised for the position for | | | | what type of answer the interviewer was looking for. |
| which she is applying. When she is finished, she asks | | | | Offer Incentives |
| the interviewer if there are questions that he has. She | | | | Make it easier or more attractive for the person to do |
| ponders each question and answers to the best of | | | | what you are asking. This will help you further promote |
| her ability. | | | | agreement and commitment. |
| When the board makes its decision, it is determined | | | | When the interview is finished, Mary is sure to express |
| that Jay's work was excellent, but Mary's assertive | | | | her feelings to the interviewer. "This interview has shed |
| presentation of her work was what the company | | | | new light on your organization, and I am enthusiastic to |
| needed in order to progress in the competitive | | | | begin my employment with you. I guarantee that you |
| engineering market. Mary made good use of her first | | | | will not be disappointed with your decision. I plan to |
| influence skill. | | | | immediately put into action the skills that we discussed |
| Ask Questions | | | | and help the company move forward in its objectives." |
| Your ability to draw your interviewer in through active | | | | Mary's statement offers concrete rewards that the |
| questioning is another important influence skill. | | | | company will receive by hiring her. |
| Open-ended questions gather information and find out | | | | The influence skills listed are only a few of the skills |
| what the other person is thinking. Focused questions | | | | that you can develop which will help you progress in |
| help the other person to focus on alternatives. These | | | | your career. They can be applied in a variety of |
| questions promote a greater inclusion of the other | | | | circumstances; and when used effectively, they can |
| person and lead to openness and increased rapport, | | | | achieve outstanding results for your career |
| understanding and commitment. | | | | development. |