CD Schooolhouse Version 10.0

home *** CD-ROM | disk | FTP | other *** search

/ CD Schooolhouse Version 10.0 / CD Schooolhouse Version 10.0.ISO / pc / dos / misc / ontrack / chap.04 < prev next >

Wrap

Text File | 1994-05-18 | 12.5 KB | 296 lines

CHAPTER 4 - SUCCESSFUL INTERVIEWING TECHNIQUES Overview Unfortunately, the interview is often a process to "screen out or pre-judge background, appearance, etc." and find reasons not to consider you any further. It is good advice to consider the interview as a face to face meeting with an equal level of discussion and a common interest rather than the traditional questioning and evaluating of a candidate. Dress Always be on the safe side and dress conservatively. No matter what the position is, you can't lose with a professional look. Wear the same type of clothing as your prospective boss. The objective is for you to come across as confident, successful, and a professional. Don't use the day of the interview to try something new and risk being uncomfortable and nervous. Little touches can make a big difference: shined shoes, manicured nails, and a neat hairstyle can go a long way toward a good first impression. Timing Always be on time but, if you can, try and arrive a little early and get to know the secretary or receptionist. First Impressions When you walk into the interviewer's office, maintain eye contact shake hands FIRMLY. Wait for an invitation to sit, decline coffee or any beverage, and above all don't smoke. Keep your ENERGY up, impress the "hell" out of them and approach it as if it were the only job in the world. Skills Make every effort to learn all you can about the company. Research resources are available to help but, if all else fails, go by early and ask for an annual report or product description brochure. Prepare yourself both mentally and physically for the meeting. Carefully review your background, hear yourself speaking your goals and expectations and rehearse your answers to difficult questions. We recommend a written plan of what you intend to accomplish at the interview. Leave your brief case, purse, etc. in the car. Direct your attention toward the meeting and the person with whom you will be talking. Even if the interviewer is taking notes it is to your advantage not to write during the first interview. Remember, the interviewer often has only one objective and that is to eliminate you from further consideration. Your objective, and in fact the purpose of a first interview, is to get an agreement on a second interview. Always be honest and direct, focus your strengths on the position as you understand it, have well prepared questions, don't offer unsolicited information, don't interrupt or ask multiple questions, and speak for short periods of time using short sentences. STAY IN CONTROL Control You can win a position of relative control by good preparation and discipline. Make eye contact, sound relaxed, do not discuss controversial subjects, be yourself and don't pretend. Involve the interviewer and pay attention, LISTEN. You must CONTROL the action and one of the very best ways is to ask, ask, ask!! Learn about the needs and wants of the company through quality questions. Pay careful attention to the interviewer's questions and always ask for clarification and try to get the other person to talk 75% of the time. Be sure that the interview or interviewer does not get in the way. Sell yourself, direct the conversation toward your strengths, and leave a good and positive impression. One way to be in control is to plan and be prepared. Know about the company and be certain that you learn what you need to. Bring evidence of your work if it is appropriate. Ask questions back on tough questions. Questions You Must Ask What results will be expected of me? What are the limits of my authority? What are the formal responsibilities of my position? What are the informal responsibilities? Are there any important projects in progress? What is their status and how can I contribute to their completion? What is your biggest problem? What support services are available to me? Is the company profitable? What is the trend in next 3 to 5 years? What will my budget responsibilities be, size, approvals, etc.? What are your expansion and growth plans? Is the company for sale, mergers, acquisitions, etc.? Do you have a performance review? How often, how does it work? What happened to the person who filled this position before? Is there a salary administration program and how does it work? What is your CEO like? Are relatives permitted to work for your company? Difficult Questions You Might Be Asked What are your long and short range goals and objectives, when did you establish them and how are you preparing to achieve them? Don't try and answer a series of questions. Be prepared with answers about your goals. What are the most important rewards you expect in your career? Be sure compensation and reward is a result of other factors. "I'm confident of doing a great job for you and I would expect growth, advancement, acceptance, recognition, and a challenge." What do you consider to be your greatest strengths and weakness? Strengths: dislike routine activity, look for challenges, work well on a team, adhere to procedures, self starter and high level of energy and assertiveness. Weaknesses: impatient, dislike being held back, and tend to take on more than I can handle. How would you describe yourself, or how do you think a friend or co-worker would describe you? Have answers ready (consistent and an achiever). You may recall what was said about you in your last performance review. In what ways do you think you can make a contribution to my company? Be confident and state that because of your credentials, you can make an immediate impact in some areas. After a brief orientation, you can expect me to take on major projects. What kind of boss do you prefer? Give your true feelings (communicative, no surprises, does not over manage, teaches, etc.) don't elaborate and don't make disparaging remarks about your current or past supervisor. Ask the interviewer, "Are you that kind of manager?" Which of your accomplishments gives you the most satisfaction? Tell about an accomplishment (story) and be sure it relates to the job you are interviewing for. You can use a longer answer. Are you willing to go where the company sends you? Does relocation bother you? Are you willing to travel, what percentage of the time? Answer positively. "Yes, I enjoy meeting and dealing with new people." Now is the time for you to ask the questions. "Is relocation part of this job and how much travel would be expected of me?" WHAT WOULD YOU TAKE TO WORK HERE? NEVER answer this in the first interview. "As it stands now, I know very little about your company and I would like to FIND OUT MORE before I answer." Immediately ask your interviewer a solid question to change the subject. ENDING Close Always ASK FOR THE JOB and close the interviewer on the second meeting. "I enjoyed learning about your company and I would like the job." "When can we meet again?" Focus on agreement for the next meeting. Call your references, if you left their names, and keep a written record of the interview on the debriefing form found in Chapter 4 - Work Forms that follows below. Rejection Keep organized and keep a record of reasons, according to type, of why you are rejected and build up valid responses to overcome these objections. There are many reasons for rejection that are out of your control but there are several aspects of the interview that you can control. Reduce your rejection odds by careful PREPARATION. Learn these factors and remember that you should not be rejected for: Appearance Weak Record Lack Of Interest Not Talking No Initiative Poor Questions Emphasized Weaknesses AFTER THE INTERVIEW Follow-up Immediately Start thinking about the follow-up strategy even during the later part of the interview. Ask yourself what you can do to convince the interviewer that you are the right person for the job. It's much too important, do something! Thank You Letter Thank the interviewer (see Chapter 4 - Work Forms) and take advantage of a good sales opportunity. This is the perfect chance to convince the employer that you are the right person for the job and you will be a valuable addition to his company. Send it soon, on the same day if you can. You will be perceived as being interested, aggressive and courteous. Send it or hand deliver it the next day but dated the day of the interview. The first part should thank and remind the employer about your meeting and your interest in the company. The second part should contain the sales message and a restatement of the interview highlights. It is well to refer to specific points discussed and build on the foundation started in the interview. Take this opportunity to recover positively any errors you felt you made and respond to the employer's needs with your problem solving achievements. The third part of the thank you letter should re-state your appreciation and your interest in the position. Phone Calls Always use the phone if the interview went badly. You have some important new information to share with the employer or you have received an offer and need to know the status of your meeting, or "what is the next step?" Keep the call short and to the point and be sure you state who, what, where, and when to avoid any confusion. "Have you reached a decision yet?", "What would be a good time to meet again?", "I would like the job!" Be prepared for rejection and ask what the problem was. ------------------------------------------------------------ end of chapter