At least locally, it seems that the
past several weeks have resulted in an uptick of job interviews and
offers for my clients. That's good news, and has prompted me to
write this article. Many of the folks with whom I work have been
unemployed for quite some time, and this situation leads them to be a
bit desperate now that employers are calling.
While I understand the cause of that
desperation, my task sometimes becomes one of reminding them to take
a deep breath, calm down, and re-engage the thinking parts of their
brains. It is true that being out of work can cause people to go
into 'survival mode' career-wise. I get that. Sometimes you have to
take whatever job you can to put milk in the refrigerator. Carnation
powdered milk is not tasty.
All that said, when YOU get the call
for an interview, please remember that job interviews are two way
streets. The meaning here is that you are interviewing the company
as much as they are interviewing you. I realize that in a down
economy, the EMPLOYER 'holds all the cards'. That is, the perception
is that they have stacks and stacks of applicants from which to pick
and choose (while eating chocolate covered strawberries, sipping
Mimosa's, and giggling to the other HR staff about resume mistakes).
HERE is your trump card...wait for
it...It is all about the needs of the employer...interviews are a
continuation of your Core Sales Message...and here it it...your
questions can close the deal (Trump!).
This is how that works as a Trump card
(for those who do not know, a trump card is one which during certain
card games is of a designated suite, and overpowers other cards of
seemingly higher value, i.e. a 2 of clubs can 'trump' an Ace of spade
in certain situations).
Back to how it works: At the end of
the interviews for the other 99 candidates, the interviewer asks “Do
you have any questions for me?” The other 99 answer with “No”,
“When do I get paid?”, or “When do I start?” YOU continue to
sell yourself, and learn about the employer in a collaborative
fashion. THEIR goal is to get a paycheck. YOUR goal is to find the
right solution to the needs of the employer-and show where you are
the best candidate.
For example, a job interview often
starts out with “Hi, I am Susan Browne, and I am the HR Director at
ABC company. (Pleasant smile, firm handshake, appropriate eye
contact, etc.) “ABC is a company with a rich history of blah blah
blah...and our mission is to produce the finest blah blah in a cost
effective and customer service oriented manner..blah blah”. The
other 99 brains zone out at this point, or worries about fight or
flight responses. Your brain listens.
At some early point, you ask a question
such as “That's terrific. I know that ABC has been known as a
(blah blah) Customer Service Leader in the industry for years. What
does your ideal candidate look like?” THEY THEN TELL YOU (take
notes). And you find the things that match your strengths. Now you
know what to talk about for the rest of the interview. Their needs,
as defined by the 'Ideal Candidate' and your strengths.
At the end of the discussion, you will
be in better shape. The other 99 candidates were interviewed like
criminals under the glare of a high intensity light-”What is your
greatest accomplishment?” “We demand answers!. Tells us NOW so
that we may score you! Our jobs depend on finding the best 'fit!'”
On the other hand, YOU had a discussion
that focused on their reported needs, and your ability to fill them.
You presented yourself calmly, and from a problem solving
perspective-THEIR problem, not yours.
Good sample questions to work from
(notice how the 'question' also sells):
“I have a history as a top producer,
and a working environment that lets me do that is important. What
sort of support do you offer to those in my position?” (For a
sales job, perhaps)
“Career growth in a customer service
environment is critical to me. What career paths does ABC offer?”
(A young worker interviewing at a company that advertises upward
mobility)
“The relationship with my direct
supervisor is very important to helping me reach my goals. Who will
be my boss?”
“I strive for excellence in
everything I do. What are your indicators of excellence?”
“I love what you have told me about
ABC. What is the next step in the hiring process?”
“I never want to cause problems for
my boss. What are your pet peeves?”
“You mentioned goals earlier. They
are important. I like to reach goals in my work. Could you expand
on that, please?”
Good luck, and best wishes,
Chris
Link to "Core Messages":
Links to my work, “Beyond a Career
Crisis”:
Kindle Edition
Paperback Edition
