© 2009 the interview coach, carole martin. all rights ... · candidates for the job of their...


Do you wish you knew exactly the right words to say that would persuade employers

to hire you on the spot?

What if you could sit down for an interview, and have just the right words flow from your lips with an ease and grace that would make even the toughest interviewer believe you

are the best person for the job?

Well here it is – the book of answers.

In the 18+ years I have been involved in the HR world I have interviewed thousands of people. I have watched 100's of them make major mistakes and lose the job to someone else. Although I wanted to help them, I couldn't because I was on the other side of the desk.

When I returned to grad school in 1993 to pursue my Master's degree, I made a decision to change what I did because I wanted to help people. That is when I became the Interview Coach. Since then, I have seen 1000’s of people avoid these mistakes and beat out other candidates for the job of their dreams.

I love having the ability of making a difference in people's lives and I know that the information in this guide will make a difference in yours.

Here’s to the Next Level UP in your Career!


Table of Contents

PREFACE................................................................................................... 4

A Change in Thinking..................................................................................................... 5 Preparation Before the Interview.................................................................................... 6

CHAPTER 1: Tough Question, Great Answers, Perfect Phrases .................. 7

Tough Question Group 1: Describing Yourself.............................................................. 7 Tough Question Group 2: Small Talk -- Before the interview begins.......................... 11 Tough Question Group 3: Most Common Interview Questions................................... 14 Tough Question Group 4: Behavioral Questions.......................................................... 25 Tough Question Group 5: Negative Questions............................................................. 31

CHAPTER 2: The 10 Most Challenging Job Interview Questions............... 36

CHAPTER 3: Questions For You To Ask The Interviewer .......................... 40

Three specific types of questions to ask your interviewer:....................................... 41

CHAPTER 4: The Salary Questions........................................................... 43

CHAPTER 5: Negative Questions, Positive Answers................................. 49

CHAPTER 6: The 10 Most Common Interview Mistakes .......................... 54

CHAPTER 7: Closing The Interview.......................................................... 57

Different strokes for Different Folks ........................................................................ 57

Closing Points ........................................................................................................... 58

BONUS CHAPTER 1: Hiring Myths, Truths, and What it Means to YOU.... 59

BONUS CHAPTER 2: Dear Interview Coach F.A.Q. ................................... 65

BONUS CHAPTER 3: When the Job Search Gets Tough ............................ 72


PREFACE

“Got Interview Questions?” We have Winning Answers ‐ and Phrases

It’s a FACT ‐‐‐ “Most people dread interviewing.” If you ask people why they are nervous about the interview a

fairly typical answer is ‐ “That I won’t have answers to the questions that are asked of me.”

Having examples or samples of possible ways to answer some of

the types of questions asked in an interview will help you prepare your own answers for the difficult to answer questions. By taking the steps to think about the questions and answers before the interview ‐ you will feel more prepared and confident.

When you appear more confident – people are more likely to be drawn to you and your sense of self‐worth and as a result will want to get to know you better. People like to work with people that they are comfortable with.

Increased Confidence = Better Interviews = Better Rapport =More Offers

Interview Scenario:

The door opens and Brian sees his interviewer appear across the lobby – eye contact is made for the first time. He immediately tenses and begins to sweat. His heart rate begins to increase. He


can feel his hands getting moist – it’s a feeling he’s had before – interview anxiety!

He begins to thinks negative inner thoughts, “I can’t do this. I won’t know the answers. I’m going to look like a fool. Everybody else is going to do better than I am in the interview. I will be rejected again.”

By the time the interviewer has crossed the lobby and extended

her hand Brian is having melt down and doesn’t even remember to give a good firm handshake and smile. He has failed before he has even opened his mouth to speak, AND he has done it to himself!

Ideally you would sit poised thumbing through a magazine, feeling relaxed as you wait your turn to have a conversation with the interviewer for the company. Think about it ‐ what do you have to lose here? What’s the worst thing that can happen? What if you don’t get this job ‐ is the world going to stop turning? I realize of course, that bills must be paid, BUT you are taking the wrong approach if you are going to come across as desperate – “Please, please, hire me.” Interviewers smell fear.

A Change in Thinking

The first, and most important step is to change the way that you view the interview. This is not an appointment with the dentist who may inflict pain. It is a conversation with another person. What is the worst thing that can happen as a result of the interview? You won’t get the job, which may not have been the right job for you anyway.

Secondly, this is a conversation ‐ a two‐way process. You will be interviewing them as much as they are interviewing you. Is there a good fit here – both ways? What looks good on paper may not be what it appears – for either party. It will be part of your job during the interview to investigate whether this a good place for you, and whether you want to invest a significant part of your life here. When you are not checking them out and what they have to offer you are missing an opportunity that you may regret later.


Preparation Before the Interview

These are competitive times and you should steel yourself to expect some rejection. Think about it this way, “Did you get a marriage proposal after every date?” Well, you probably aren’t going to get a job offer after every interview.

For every job you apply for there are more than likely three to four equally qualified candidates in line for the same job. Whether you stand out from “the crowd” will depend on your preparation and ability to show confidence in yourself – believing that you are the “best candidate for this job.” How can you possibly sell anyone anything if you don’t believe in it yourself?

Preparation will make you feel more confident and less anxious. Can you imagine giving a performance without some practice and preparation? “Winging” the interview in today’s market is a big mistake. Luckily, if you are reading this book you are already ahead of the interview game.


CHAPTER 1: Tough Question, Great Answers, Perfect Phrases

The way you answer a question is sending a message about you. Is the message the right message or the wrong message? Are you describing yourself in the best light?

As we begin to look at sample questions and answers you can get a sense of how you rate yourself from previous interviews and the answers that you gave to the interview.

It may sound like it would be easy to describe yourself – who knows you better than yourself? But in fact, it is one of the most difficult questions to answer for many people.

Tough Question Group 1: Describing Yourself

“How Would You Describe Your Personality?”

On the surface this appears to be a straightforward question, but if you answer too hastily you may end up sounding like every other candidate.

“What makes you unique?”

Interviewers ask this question for a couple of reasons; to hear where you place the emphasis in your description, and to see how quickly and creatively you can think on the spot.

Spice Up Your Answers

Don’t give the interviewer with the same old answers everybody else gives. Think about new ways to get your message across and sell yourself. The following are samples of lack‐luster answers followed by more creative and energetic answers.

Poor Answer: “I am a high energy person.” This answer needs more detail and energy.


Better Answer:

“I am a person who is energized by challenges and problems.”

Poor Answer: “I’m a hard worker.” The most common phrase used. No imagination.

Better Answer:

“I do whatever it takes to get the job done; sometimes working 10 hour days.”

Poor Answer: “I am a quick learner.” An overused phrase that has lost its effectiveness.

Better Answer:

“I can hit the ground running and come up to speed faster than anyone I know.”

Poor Answer: “I’m analytical.” A lackluster answer that doesn’t reveal much information.

Better Answer:

“I’m a whiz at analyzing data and transforming the results into useful information.”

Poor Answer: “I’m very organized.” This is a very understated answer.

Better Answer:


“I am a person who can bring order to chaos.”

Poor Answer: “I’m reliable.” This answer needs more information to get the point across.

Better Answer:

“I pride myself on my record of never missing deadlines.”

Poor Answer: “I’m good with customers.” The answer needs clarification – good in what way?

Better Answer:

“I know how to build great relationships with customers – they always ask for me personally.”

We have been taught “not to brag” since we have been children.

But now is not the time for modesty. “Leave Your Modesty at the Door.”

Scripting Exercise:

Describing your personality is like writing ads for a product.

What makes you unique?

Are you the type of person who would fit into this organization?

Your job is to convince your interviewer that you are that person.


Make a list of personality traits that describe you. The qualities you would like the interviewer to remember after the interview. Use some of the same words that appear in the job posting.

Example – The job description states:

“Must have five or more years experience, managing a diverse population of employees.”

Poor Answer: “I work well with all types of people.” This is a rather flat statement and not specific. Try a new slant using more powerful words.

Better Answer:

“I have a lot of experience working with all types of people. I relate well with people at all levels and from all backgrounds and cultures.”

The more specific you are with your answer, the better your

chances of leaving a lasting impression. Interviewers talk to several candidates in a single day. What will make you a “memorable” candidate?

In today’s competitive job market it is worth taking some time to think about how you can describe your personality in a way that will make you stand out. The buyer needs to be sold on your uniqueness and abilities. When you sound like everybody else, you look like everybody else.

Distinguishing yourself from the pack will give you an edge. A little work before the interview will put some zip in your pitch.


Tough Question Group 2: Small Talk -- Before the interview begins

Often the interview begins with a walk down a hall to an office where you may have the chance to chat with your interviewer – to make “small talk.”

You can take your clue from the interviewer as to how much small talk would be appropriate. Let the interviewer lead and you follow. Here are some typical questions that they may ask you and how you should handle them.

Question 1:

“ Did you have any problems getting here this morning?”

Example Answer 1:

“No, and I actually had extra time to catch a cup of coffee across the street. Thanks for the great directions. The route that you advised me to take saved me a lot of time and helped me to avoid some heavy traffic.”

Example Answer 2:

“I took a couple of wrong turns, but I don’t ever let mistakes throw me. I just turned around and went back. Luckily I had allowed extra time, so I was not upset when I got lost. Eventually I figured it out and arrived in plenty of time.”

Example Answer 3:

“You know how traffic can be. I used your directions and also listened to the traffic reports on the radio. I was able to avoid a couple of trouble spots.”

Example Answer 4:


“I took public transportation in and took the earlier train to allow me time to walk the few blocks to get there. I am an avid walker. I stay in shape by walking whenever I can.”

Question 2:

“How is your summer going so far?”

Example Answer 1:

“Right now my job search is taking up most of my time. I am spending at least six to eight hours a day working on leads and networking. I have been able to get away for a couple of weekends, and that was really relaxing. How about yours?”

Example Answer 1:

“Summer seems to be flying by. I don’t know where the weeks have gone. I took one week at the beginning of the summer to go to visit relatives in California, but since then I have been really busy at work. How about you? Have you been able to take any time off?”

Although it may not seem important ‐ small talk can set the stage

for the interview as you begin to connect with the interviewer.

You are always “leaking” information about yourself. Whether it’s the visual impression you make, your handshake, or the way you express yourself.

If you go back and read the examples given you will notice hints about the person from the comments made.:

1. A person who allows extra time ‐ “No, and I actually had extra time to catch a cup of coffee across the street.”


2. Someone who uses resources available ‐ “I used your directions and also listened to the traffic reports on the radio. I was able to avoid a couple of trouble spots.”

3. Demonstrates an interest in others – “How about you? Have you been able to take any time off?”

Don’t underestimate the importance of how you conduct yourself

from the beginning to the end of the interview. Small talk counts.


Tough Question Group 3: Most Common Interview Questions

Once the small talk is over the interview turns more serious and

the more difficult questions begin. The following are some questions that are fairly typical and the type of answer that would work. Maybe you recognize them as the questions that stumped you in a prior interview.

Read the question and think about how you answered – or would answer and then read through some of the examples to see if you could improve on the way you answer the question.

Question 1:

“Why do you think you are qualified to do this job?”

Example Answer 1:

“From what I have read in your job posting, it appears that you want someone who has superior communications skills, both written and oral. It sounds like it would take someone who can work independently and who is a self‐starter. That matches with my skills completely.”

Example Answer 2:

“I have a total of ten years experience, with the majority of my experience in teaching. When I read the job posting, I felt confident that I would be qualified and could bring added value to this job, particularly in the area of curriculum development.”

Example Answer 3:

“I provided technical problem resolution and ensured effective coordination of activities in every job that I have held. I have also gained a reputation within the manufacturing industry as a key player when it comes to hard bargaining and negotiations. In my last two jobs I was able to save the companies thousands of dollars by negotiating savvy business deals.”


Example Answer 4:

“First, my excellent communication skills and my ability to work with all types of people. This is important because of the interaction within various departments involved in projects. Next, I am very organized with strong coordination skills. It takes the ability to prioritize and to be adaptable in order to succeed in this type of position. Last are my strong coordinating skills that are necessary to keep on track and on schedule.”

Question 2:

“Why do you think you are a good match for this job?”

Example Answer:

“My years of experience in this industry make me feel confident that I can do this job and bring added value. I am extremely knowledgeable about your customer base and your competitors and what it will take to sell your products.”

Question 3:

“What is your strength?”

Example Answer:

“One of the qualities I that I pride myself on is my ability to protect information, particularly confidential information. My last boss would tell you he trusted me with his personal information as well as his top‐secret business information.”

The reason this is a good answer.

Since confidentiality is high on the list of requirements for an Exec/Administrator, you have let the interviewer know that this is something you excel in. Using a quote or paraphrasing what your last boss would say is another way of letting the


interviewer know something about you without actually saying it yourself. By saying, “My boss would say, …” you are using a thirdparty endorsement to make your statement strong.

Question 4:

“Why do you want to work for this company?”

Example Answer:

“What I know about this company and your vision for employees is exactly the company that I am looking to join. I did some in‐depth research and was impressed by the growth and the management behind the growth. I was very impressed with the latest acquisition the company made and I see this as a prime opportunity. I am looking beyond what I do at my current company to advance when I am ready and someday move into a management position. I know it will take time and hard work, but I am ready and willing to do whatever it takes.”

The reason that this is a good answer.

It gives an opportunity for you to give your knowledge of the company – either through research or having dealt with them as a consumer. A little flattery goes a long way – even when it’s about a company or product.

Question 5:

“How do you get others to buy into your goals and objectives? “

Example Answer:

“My focus is on results. Recently my team committed to a goal of increasing profits by 25% before the end of the quarter. I met with my team and set very specific objectives. I was able to get their individual


commitment. We agreed they would receive a percentage of profits upon completion of goal. I personally committed, and was held accountable, to the board of directors. We worked as a team to achieve a very successful campaign. Communication was the key – knowing what the outcome should be, and prioritizing work to that end. We were able to meet the goal in spite of a tight deadline.”


First of all it is a specific example – a story of a time when. Secondly, it gives quantitative results. This is a good example of past success as an indicator of what you can do in the future.

Question 6:

“ How do you keep abreast of the everchanging technology and its

applications?”

Example Answer:

“While I am not a techie, I use all the latest technology available today, and as a result I have a fairly good understanding of basic technology terminology. I attend conferences, seminars, and association meetings, to hear what other companies are doing. I read four newspapers, and subscribe to an industry journal that I find invaluable. My best source of information is my internal resources. I meet with the IT people at least once a week to check in and look at new ways of “doing things differently.”


Because it is a specific example of past success, and a good mixture of “I” and “team”. This mixture is important as it demonstrates selfcommitment as well as the ability to direct and motivate others.


Question 7:

“In your last position, what type of relationship did you maintain

with other business departments?”

Example Answer:

“I have worked in a variety of departments in my last company ‐ finance, HR, sales and marketing, and customer service. I have an appreciation for the work that the various departments perform. My latest challenge was to work with HR and the IT people to design a 360 degree performance management tool. Each department contributed from a different perspective, and the interaction between all of us was really exciting and motivating, resulting in a great success. We have executive board meetings twice monthly and share information. It’s a great way to hear about the other departments’ projects.”


Because it gives a good example of working with crossfunctional departments. This answer shows an appreciation of other’s points of view. And, it demonstrates an ability to make people feel like what they do counts.

Question 8:

“ What drives you to achieve and succeed?”

Example Answer:

“I am a person who has very high standards for myself. Since I can remember I have had a desire to do things better and compete against specific standards of excellence. I even compete against myself sometimes. At one company, I was told that what I had envisioned as a solution to a product development problem could not be done. I consulted additional experts and kept searching until I found a way it could be done. I thrive on obstacles and challenges.”



Because it reveals passion and energy for starters. There is a sense of drive to make things happen and to get things done. This type of answer would entice the interviewer to want to hear more.

Question 9:

“What are three words that describe you?”

Example Answer 1:

“Hard working’ is the first. Anyone I work with would tell you that I do whatever it takes to get the job done.

Second is ‘team player’ because I thrive in environments that are supportive and collaborative.

And last, is knowledgeable regarding accounting information. Through my education and my experience I have a strong background in all phases of accounting.”


The answer “hard working” is one of the most common answers to be given to this question. But this answer tells what makes you a hard worker.

Here are some other possible answers to this question.

Example Answer 2:

“Reliable.” “Friendly.” “Thorough.”

This is not a good answer. You need annotation or examples of why you chose the words.


A Good Rule Never answer a question with a single word.

Example Answer 3:

“The first would be ‘expert’ on the subject of mainframes.

Second would be ‘communicator,’ because I talk to everyone I come in contact with.

Third would be organized because I am planner and always have a schedule planned out.”

Question 10:

“What is/are your greatest strength(s)?”

Identifying your strengths is the easy part of this question – especially if you have prepared.

Example Answer:

“My strengths are my caring about getting the job done. I am very

results‐driven and have been able to meet all my deadlines in my past jobs. As far as weaknesses, I really enjoy my work, and sometimes I put in too much time, but I am aware of my tendency to overwork, and I have learned to pace myself more.”


This answer gives specific examples of applicable strengths. Past performance is a strong indicator of future success. The weakness question is handled well by accentuating the positive leading with a positive statement, slipping in a negative, and ending on a positive note.


Question 11:

“Let’s begin by having you tell me about yourself and your

background.”

Example Answer:

“I have been working as a paralegal for the last ten months, through an agency that specializes in the legal field. My experience has been supporting attorneys in the field of labor law, where I have been able to apply my paralegal education. I was commended on my ability to take information and break it down into usable facts. I really love research and analyzing facts. My major in college was English, and as a result my writing skills are my major strength. I am looking for a position where my research and writing skills can be utilized to support a dynamic work team.”


This answer goes right to the point – your background and experience, and what you can bring to the position. It also points out your strengths and skills, as well as some feedback on your past performance.

Question 12:

“What do think are the key qualities needed to succeed in the

paralegal profession?

Example Answer:

“Flexibility would certainly rank high in this type of job. In my last position, I supported four lawyers and it was not unusual for them all to give me high priority items to do in the same day or week. There were days when I had to stop and prioritize my work just to get a handle on everything. I would discuss the urgency of their work with each of them so that I didn’t drop the ball. At the same time, I made sure each of them felt like his or her project was important on my agenda. I think


communication is probably the next key quality. It really worked well when I talked with each of them and explained my situation and got their input.”

The reason this answer is a strong answer

This answer not only tells the interviewer what you think are the key qualities, but gives an example how you used those qualities in your past performance.

Question 13:

“When do you find a job satisfying?”

Example Answer:

“My biggest satisfaction is when I experience growth in a job. When I first started in my last job I had a lot to learn, but through hard work, advice from some good mentors, and continuing education, I have come a long way. I’ve learned to be flexible when possible and to deal with difficult people in a positive manner. I am continuously learning new things either through training or experience.”

What makes this a good answer.

This answer indicates a desire to continue grow and develop. Onthejob learning how to handle difficult situations and people is experience that cannot be learned from a text book. Listening to others, working hard, and taking advantage of opportunities, are desirable qualities.

Question 14:

“When have you been most satisfied in your job?”

Example ‘Bad’ Answer:


“I've really never been completely satisfied with a job, there is always something missing. I’m still waiting to find a job where I can utilize my strengths and capabilities. I think this job is what I’ve been looking for. If I can get an opportunity like this one, I know I would be satisfied”.

What makes this answer a bad answer.

This answer indicates a desire for challenge, but not adaptability. How long before you become bored with the job you are applying for? Employers are concerned about past behavior if you did it before you can to it again. Your answer indicates that you might leave for a more challenging position.

Question 15:

“How would your coworkers describe you?”

Example Answer:

“First, they'd say I have a lot of energy and enthusiasm. I really enjoy working with people. Secondly, they'd say I had great customer service skills. I put the customer first. And, thirdly, they'd say that I know the law. I put a lot of effort into my education as a paralegal and take it seriously.”


Not only does this answer give three positive statements, but also gives reasons for the answers. By giving more detail, you give the interviewer a better look at you and how you think others see you.

Example of a ‘bad’ answer:

“That is very difficult for me to say. I really don't know what they'd say. I guess, that I get along with everyone. I think they'd say I'm good at what I do, but that's expected. I think they'd say I have good


people skills. I don't think they'd say anything negative, and if they did it would probably be that I don't say "no" enough.”

What makes this a bad answer.

It is sometimes very difficult for people to "brag" about themselves. Some people just cannot think of good things people would say about them. Preparation can make a difference. What are your skills? What are you good at doing? The more work you have done to determine what you have to offer, the easier it will be to sell yourself.


Tough Question Group 4: Behavioral Questions

Questions dealing with past behavior:“Tell me about a time...” – “Give me an example...” “Describe a situation…”

Question 1:

Tell me about your most difficult sales deal.

Example Answer:

“I remember it well. There was this guy that wasn’t going to buy no matter what I did. I finally sat and listened to what he had experienced. I used active listening skills to empathize with his situation. When there was an opportunity I told him in a very easy to understand manner what I could do for him to make his life easier. All of a sudden he was interested. Would you believe he ended up buying more than I had targeted for him to buy?”


This is a good answer because it is specific, enthusiastic and answers the question.

Question 2:

“Tell me about a time when you had to link longrange visions and

strategies to daytoday work.”

Example Answer:

“My approach to marketing involves retaining current customers first, and attracting new customers second. A challenge that faced me when I started at my last company was a lack of customer retention. I worked with my staff and members of other relevant departments to strategize to retain first, build second. Teams were sent out to interview customers. The data collected was fed to the marketing department, and as a result we used permission marketing ‐ asking first, sending only upon request for information. The key to the success of this program


was getting buy‐in from my team, and my support of the campaign from the very beginning.”

Why this answer is a strong answer.

The answer is specific to a particular project. "Your past behavior is an indicator of future success”. The example indicates the ability to see the smaller details, and work with individuals across functions while maintaining the "big picture” prospective.

Question 3:

“Can you give me an example of a time when you had to challenge

the ideas of others even though it caused conflict?”

Example Answer:

“There was an incident regarding the appointment of a director from the outside. There were hard feelings among some internal contenders who were passed over. I had to take a hard stand, although an unpopular one. I talked to the individuals who were involved one‐on‐one. It took some convincing, but I was able to persuade them the risk made sense. Although it is not my preferred style, I had to exercise my authority and go against popular opinion. I have to admit there were some tough days to live through at the time, and I had some self‐doubts to deal with, but I firmly believed that I knew what was best for the long haul, and as it turned out I was right.”


It describes a specific incident when you were able to go against the popular vote and be decisive about your convictions. It also indicates that you can critique your own behavior and take risks, even unpopular ones.

Question 4:


“Tell me about a time when you solved a problem by thinking

creatively.”

Example Answer:

“When I started at my last company there was a lack of customer retention. I worked with my staff and members of other relevant departments. The first thing I did was to form teams to go out and interview customers. I reviewed the data collected and compiled a spread sheet that I presented to the marketing department. I worked closely with the marketing team to collaborate a plan of action. We ended up with a successful strategy to “ask customers first, sending only upon request information.” The key to the success of this program was getting buy‐in from my team, and giving my 100% support to the campaign from the very beginning.”

Why this answer is a good answer.

This is a strong answer because it is specific to a particular project. The question asks for “a time when” you solved. This example of past behavior is a good indicator of what your future success will be.

Question 5:

“Tell me about a project that you planned and managed that

required efforts outside the scope of daily operations.”

Example Answer:

“A specific marketing project that I was Project Manager for needed new leadership and strategy. The first thing I did was to strategize a plan with my team members, reflecting on our image and what we had to offer. We performed an internal and external analysis, interviewed customers, and researched market trends. We developed a marketing plan attempting to connect emotionally with our customers. The successful outcome of the project depended heavily on the upfront


planning and constant communication between the team members and myself. It was a very successful project which exceeded our expectations two‐fold.”


It is a good example of problem resolution and strategic thinking. By giving specific details of the research and planning for the project, the answer gives a firm example of past experience. You did it before you can do it again – for our company!

Question 6:

Tell me about a time when you had to research a case which had

some obstacles to overcome.

Example Answer:

“ I remember a case that was filled with obstacles. But that is when I work best, when I have a challenge. The first thing I did was research through documents and past cases that had similar circumstances. I assembled the facts and then tried to put them together and analyze the next step. I was able to get some input from another lawyer whom I happened to see at lunch. Through some hard work and fact digging I was able to find a way to overcome most of the obstacles. I took my findings to my boss and made some recommendations, which she and I discussed and eventually resolved. My boss was impressed with the work I had done.”

The reason that this is a strong answer

This is a very specific incident which demonstrates, determination, problem solving, networking, resourcefulness, independence and communication skills. The story is important because it shows past behavior and the style you use to deal with problems.


Question 7:

“ What type of experience have you had coordinating the details of

project transactions?”

Example Answer:

“I worked for an attorney who handled real estate transactions. I coordinated the closing transactions for the clients. There were several documents involved, and I had to request and review statements for payoffs and final rent payments. I also prepared escrow agreements for the seller, lender and the escrow agent. There was a lot at stake and my attention to detail and follow through were imperative. The difference between success and failure in that job was my organizational skills.”


By giving specific details of your responsibilities, the interviewer gets an idea of the depth of your experience. When you show, through past experience, that you have done this job before, you also show that you can do the job again.

Question 8:

“Can you give me an example of a time when you had to work

above and beyond your job description”

Example Answer:

“There was a very important project that had to be researched and completed by the end of the week. Even though I worked extra hours every night for almost two weeks, my boss and I stayed until 2:00am for two nights before the final wrap up. It was very rewarding to have put so much effort into a project and see the really great results. My boss gave


me a bonus for my extra effort, but the reward was in getting the job done on schedule.”


This is a very specific example of a time when you went above and beyond. It tells what the problem was, what you did to work on the problem, and what the results were. It is a good example of a success story.


Tough Question Group 5: Negative Questions

How To Deal With Negative Questions In The Job Interview

You feel prepared for the interview. You are confident walking through the door to meet your interviewer. You have your positive experiences and stories ready to answer questions.

The interview is going along smoothly when all of a sudden the interviewer starts throwing “curve balls.” The interviewer begins asking for examples of negative situations ‐ times when you failed or had problems coping with work.

You are not prepared to talk about your failures or times when you were challenged by difficult situations. You become flustered and you lose your confidence. You also lost the opportunity to get a second interview ‐ or an offer.

Most interviewers aren’t attempting to be cruel when they ask for negative information ‐ they are trying to find out if there are any “skeletons” in your closet – what problems you may have from past experiences.

So what do you do when you encounter those “curve balls?” You deal with them in a positive manner.

Here is an example of a question seeking negative information and how to deal with it.

Question 1:

“Tell me about a time when you had a conflict with someone at

work and how you resolved it.”

Example Answer:

“I usually get along very well with almost everyone.


There was an incident that happened with a person who was not pulling his weight on the team and it was affecting morale. All the team members were getting disgruntled but nobody was doing anything about it.

I took it upon myself to have a talk with the person when the opportunity presented itself. It didn’t start out smoothly – he was defensive at first and resented my speaking to him about his work behavior. I was careful to let him know that I wasn’t judging him but rather was concerned about the team and the ability for everyone to get along.

Eventually he confided in me that he had some family problems at home that were affecting his energy level and patience. I listened attentively while he told me about his problems.

Once he became aware that his behavior was affecting other’s work he made a special effort to be more open and receptive. The team spirit improved greatly after that – as well as the productivity.”


If you look carefully at this answer you can see that it offers many positives.

The answer starts out with a positive statement: “I usually get along with almost everyone.”

It’s a good strategy to add something positive about yourself and how you manage to get along with people before you begin to talk about a negative situation.

The next positive phrase used is about style: “I took it upon myself....” This statement shows initiative and ability to do something about the problem while other team members were content to be disgruntled.


This example also shows a sense of caring about fellow employees – taking the time to find out what the problem was and being a real “team player.”

You can see that there is a good deal of positive information that can be emphasized in an answer even if it is an example of a time when things were negative.

Sometimes interviewers are trying to avoid making a hiring mistake that was made in the past.

In the event that there have been problems in the past at this company you will have demonstrated that those problems won’t be an obstacle for you. You have shown the interviewer that you will do what you need to do to resolve an issue or at least to get the facts about the problem.

Turning negatives into positives is an important skill to learn. When you are asked a negative question, stop and think about how you can refocus the question to include some positive qualities.

Question 2:

“What is your weakness?

An Example of a Flat, Unimaginative Answer :

“My weakness is that I get impatient when my co‐workers let me down and don’t do their end of the project, and we have to work overtime to meet a deadline.”

Why this is a bad answer –

The weakness given may be interpreted as a weak communication style and not speaking up.


Better Answer:

“My strengths are my caring about getting the job done. I am very results‐driven and have been able to meet all my deadlines in my past jobs. As far as weaknesses, I really enjoy my work, and sometimes I put in too much time, but I am aware of my tendency to overwork, and I have learned to pace myself more.”


This answer gives specific examples of applicable strengths. Past performance is a strong indicator of future success. The weakness question is handled well by accentuating the positive leading with a positive statement, slipping in a negative, and ending on a positive note.

Question 2:

“Tell me about a time when you had a confrontation with a

coworker or boss.”

Example Answer:

“I did have an issue with someone who was getting on my nerves. I kept getting her work because she wouldn't finish the details. I asked her if I could talk with her one day and we had a good discussion. It turned out she was not aware of the impact of her actions, and that she really needed to have an explanation of the procedure. I took the time to explain the procedures, and there haven't been any problems since that day.”


What the problem was about is secondary. The important part of this example is how you handled and resolved the situation. The example showed good communications skills by asking for a meeting with the person. Employers are looking for good communication skills as an important skill. This


answer also indicates some assertiveness on your part by showing how you can take care of yourself without stepping on someone else to do it.

Question 3:

“I see on your resume that you have had quite a few jobs in the last

five years (three jobs in five years).”

Think about why this question is being asked.

Concern:

The interviewer may be worried about you leaving, or that you can’t get along with people or whatever. So, answer the concern, using positive information that focuses on an area of strength.

Example Answer:

“I can see where you might be concerned, but I consider it an advantage. You see, I am a fast study and I can usually hit the ground running. So I go after problems aggressively, and sometimes I problem solve my way out of a position, which is what happened to my last position. Is that something that could be used here, in a way that wouldn’t have the same results?”


The answer is specific to a particular project. "Your past behavior is an indicator of future success”. The example indicates the ability to see the smaller details, and work with individuals across functions while maintaining the "big picture” prospective.


CHAPTER 2: The 10 Most Challenging Job Interview Questions

There is no way of predicting which questions will be asked in an

interview, but by reviewing the “most common” questions you will begin to focus on how to present yourself in the most positive manner.

“Tell me about yourself.”

“Why are you leaving your current/last job?”

“Why do you want to work in this company/ industry?

“What are your strengths?”

“What are your weaknesses?”

“What are you goals?”

“Tell me about a time when you......”

“What would you do ‘if’’?”

“What is your salary requirement? “What is your current salary?

“Do you have any questions for me?” (the interviewer)?

1. “Tell me about yourself” or “Why should we hire you?”

Prepare and know your product – YOU! Summarize your experiences:

“With five years experience working in the financial industry, and my proven record of saving the company money, I could make a big difference in your company. I am confident I would be a great addition to your team.”


2. “Why are you leaving your current/last job?”

This question is almost a certainty. If you are unemployed, put your leaving in a positive context:

“I managed to survive two down‐sizings, but the third round was a 20% reduction in force, which included me.”

If you are employed, focus on what you want in your next job:

“After two years, I made the decision to look for a company that is team‐focused, where I can add my experience.”

3. “Why do you want to work here /in this company/ industry?

The interviewer is listening for an answer that indicates you’ve given this some thought, and are not sending out resumes just because there is an opening. Doing research should give you plenty of reasons why you want to work there. As an example;

“I’ve selected key companies whose mission statements are in line with my values, where I know I could be excited about what the company does, and this company is very high on my list of desirable choices.”

4. “What are your strengths?”

What makes you unique? This will take an assessment of your experiences, skills and traits. What makes you stand out? After your assessment, bring it all together in a concise manner:

“I have a unique combination of strong technical skills, and the ability to build strong customer relationships. This allows me to use my knowledge, and break down information to be user friendly.”

5. “What are your weaknesses?”


The most dreaded question of all. Handle this question by minimizing the weakness and emphasizing the strengths. Stay away from personal qualities and concentrate on professional traits:

“I am always working on improving my communication skills to be a more effective presenter. I recently joined Toastmasters which I find very helpful.”

6. “What are your goals?”

Sometimes it’s best to talk about short‐term and intermediate goals, and not lock yourself into the distant future. Something like:

“My immediate goal is to get a job in a growth‐oriented company. My long‐term goal will depend on where the company goes. I hope to eventually grow into a position of responsibility.”

7. “Tell me about a time when you......” (the interviewer may ask

about something on your resume or something you’ve said.)

The types of questions that are asked using this technique are used to find out how and what you did in the past and the skill sets you used in the process ‐ if you did it before you can do it again! They are called “behavioral questions.”

The difference between a behavioral question and other questions is what the question asks for. This type of question will be very specific.

For example when asked, “Tell me about a time when you solved a problem,” the key words are “a time.” This answer calls for a “specific” example of a “specific” incident.

8. “What would you do ‘if’’?” (questions about how you think)

When traditional or “situational questions” are asked they usually include the word “if.” When “What would you do if…” questions are


asked you can use your imagination to come up with an answer. For example, “What would you do if you had a problem to solve?” The word, “if,” is the clue word that indicates the interviewer wants to hear your thought process ‐ how you think through a problem. This question does not require a past experience example.

9. “What is your salary requirement/current salary?”

It is to your advantage if the employer tells you the “range” first. Prepare by knowing the “going rate” in your area, and your bottom line or “walk away” point. One possible answer would be:

“I am sure when the time comes we can agree on a reasonable amount. In what range do you typically pay someone with my background?”

10. “Do you have any questions for me?” (the interviewer)

At some point, usually at the conclusion of the interview, you may be asked, "Do you have any questions?" A common answer to this question is,

"No, I think you've covered everything very well."

This is the wrong answer! You have passed up your opportunity to ask some critical questions that may make a difference as to whether you want to work for this company.


CHAPTER 3: Questions For You To Ask The Interviewer

Question from Interviewer:

“Do you have any questions?”

Example of a ‘bad’ answer:

“No, not really. I think you covered everything I wanted to ask. I’m sure once I got the job, I would have lots of questions about the company and the culture here.”

The reason that this is a bad answer:

Although this is the answer most commonly given by candidates in an interview it is the wrong answer. You should always have some questions ready to ask to demonstrate an interest in the company. Better yet, questions that come as a result of what you heard during the interview will be more on target for this company and job.

Some Managers and Interviewers listen to hear what you will ask – how you will answer this question in order to judge your interest in the position.

Example of anther common ‘bad’ answer:

“Well, I was interested in hearing more about your Personal Time Off policy. That concept is new to me. Could you explain how vacation days and sick days are rolled into one account? And, how soon after I start work could I use any of those days?”

The reason this is a bad answer.

When all you can ask about is the “time off policy” it could signal that you are not interested in the job itself but about


what you can “get out of the job.” There is a time and place to ask about policy and salary issues.

Three specific types of questions to ask your interviewer:

Question Type 1: Follow up Questions

The best questions come as a result of the questions that you were asked during the interview. In other words, if they have talked a lot about a certain thing ‐ "databases" ‐ make sure you ask some questions about databases.

For Example, if you were asked,

“How do you feel about working extra hours?”

…then you may want to ask about the specifics of the question:

“When you asked me previously about working extra hours, is that something that happens all the time or just during certain rush jobs?”

This helps you discover if they are they running “lean and mean”, or smart. You should know this before accepting a position.

Example phrasing for follow up questions:

"It seems from the questions you asked me that…”

or

“From what I am picking up today, it seems that....”

or

“Could you tell me more about…?”


Question Type 2: Interviewer’s Mindset

Don’t ask this question unless you are prepared to hear the answer. Some times you can learn something about how you are being perceived. Sometimes you can counter a concern the interviewer may have about you.

Example Phrasing:

"Do you have any doubts that I can do this job?"

Question Type 3: “Closing the Sale”

These questions should be asked according to the situation and your interviewer. It will be up to you to judge your comfort level asking these questions and the personality of the person who will be receiving the questions.

Example Phrasing:

"Is there any additional information that I can provide to you that would convince you that I am the best person for this job?”

or

“What else would you need to know from me to make me your top choice for this position?”

This is kind of like "closing" or "asking for the sale."


CHAPTER 4: The Salary Questions

Dealing with Salary Questions During the Interview

Even though you may have gone through a phone screening that involved answering questions about salary, the subject may come again as the interviewer becomes more interested in hiring you. At this point the interviewer want to know whether they can “afford you.” This is a very tricky part of the interview and could even break your chances of getting the job. Tread lightly and protect your information is the rule.

Here are some sample questions and answers to assist you in formulating your own answers to questions about salary during the interview. Some of the answers are stronger than others and some will fit certain situations better than others. You will want to use your own words to answer this type of question however these examples will provide words to use that may be more affective in answering these difficult questions.

Question:

“ What are your salary expectations?”

This is a topic that you want to avoid or at least postpone if at all possible until you know they are serious about you and that you are interested in them.

Example Answer 1:

“I really feel it is premature (depending on where you are in the interviewing cycle) to discuss salary. I need more information about this job and the responsibilities before we begin to negotiate salary. What is the range you have budgeted for the position, and what would be a typical executive bonus?”

Why this is a good way to answer this question:


This is a possible way to postpone the discussion about salary until you have all the facts. You need all the information possible before making a decision. Not only the base salary, but other factors that would be important to you executive bonus, commission, stock options, equity participation., whatever you have decided are important factors for you.

Example Answer 2:

“I was making $60,000 at my last job, plus bonuses. I would be expecting at least that and a 15‐20% increase.”

This is not a good answer.

Example Answer 3:

“I'm sure whatever you offer will be a fair amount for a person with my qualifications. Salary is not the most important factor to me. I'm looking for opportunity.”

This is a somewhat weak answer.

Example Answer 4:

“I really need more information about the job before we start to discuss salary. I'd like to postpone that discussion until later. Maybe you could tell me what is budgeted for the position, and how your commission structure works.”

This is the best answer.

Question:

“What Do You Expect In The Way Of Salary?”

Example Answer:


“Before I answer that question I’d like to ask what you typically pay someone with my experience and education in this type of position?”

Good Answer.

Example Answer:

“I’m sure when the time comes and I know more about the facts of the position and how it fits into the bigger picture, we can come to a mutually agreeable figure.”

Good answer.

Example Answer:

“I really need more information about the position before I can begin to discuss salary. Can you tell me the range budgeted for this position?”

Good answer.

Question:

“What Salary Range Would You Require To Take This Job?”

Example Answer:

“From the research that I have done it appears to be in the $60–70,000 range. Is that the range you had in mind?”

This is a good answer if they insist on a figure from you.


Example Answer:

“Based on my previous experience and education and the ‘going rate’ for this type of position, I would like to be in the mid to high 70s. Is that a range that fit with your compensation structure?”

Good answer. If you are pushed to give a specific figure, instead give an acceptable range.

Example Answer:

“I would need to know more about your salary structure and how often you review salaries as well as your entire package before I could discuss salary ranges. Could you provide me with more information before we discuss this subject?”

Good answer to push back the discussion to them.

Question

“What Salary Are You/Were You Making At Your Last Job?”

Example Answer:

“It would be very difficult for me to compare my last salary with this position for various reasons – primarily because I don’t have enough information about your whole package. I’m sure we can discuss this subject and your entire package before an offer is made.”

Good answer.

Example Answer:


“That would be like comparing two jobs that are entirely different

in responsibilities and in the base and bonus structure. I would be more interested in hearing what the package you offer is, before I compare the two jobs.” I hope we can postpone this subject until we both have more information to discuss salary and benefit comparisons.”

Good answer.

Example Answer:

“I had an unusual situation at my last job where I took less salary to own a share of the company. I also had a bonus structure that I was receiving. I would have to look at the entire package that you offer before comparing the two jobs or salaries.”

Good answer.

Question:

“Would You Consider Taking Less Pay Than You Made In Your Last

Job?”

Example Answer:

“I would really need to know more about the opportunity and your whole package before I can give you and answer to that question. You may offer extra perks that my last job may not have had – or vice versa. Basically, I need more information before I decide.”

Good answer.

Example Answer:


“While my highest career value is not money, it is important to me that I be fairly compensated for the work I do. I would be willing to listen to a fair offer based on what I bring to the position in the way of experience and education.”

Good answer.

Example Answer:

“Opportunity is valuable to me. I am always willing to look at the bigger picture. I would want to be paid according to what I bring to the position, but would be willing to be somewhat flexible.”

Good answer.

You will notice that most of these examples attempt to defer the subject until you have more information and a better idea of whether this is the right job for you. When you have that information you will be able to assess whether this is a job where you have something to offer and what the value should be. In other words, what you deserve to be paid.


CHAPTER 5: Negative Questions, Positive Answers

Bringing Baggage To The Job Interview

Nobody’s perfect. But nobody wants to hear about your problems and baggage either ‐ especially in the job interview.

Some people’s lives begin to sound like a Soap Opera there have been so many extenuating circumstances.

The following is some advice to handle those tricky situations that may be difficult to talk about let alone explain.

Returning To The Workforce After An Extended Absence.

1. Be able to explain why you have decided that now is the time for you to return to the work force – why now? Have a convincing statement about your goals or intentions of staying in the work force after being away for a period of time ‐ this is best done by scripting and practicing your answer so that you feel confident saying it in the interview.

2. Make sure that you are uptodate on changes that have occurred in your field in your absence. This may entail taking a brush up class or course. It is important that you be able to show that you can "hit the ground running," particularly with so many candidates to choose from in this economy.

3. Do some research, using the internet to discover what is required in the type of position you are seeking. Job postings are "wish lists" that employers put together in hopes of finding the perfect candidate. Use these postings to see what employers are seeking and make sure that your resume and your interview answers address the employer's "wishes."


4. Focus on your strengths ‐ the skills that you have used in the past. Think of five skills that you consider what you do "best." If your strengths are in sync with the employer's wish list, emphasize your ability and past experiences using those skills to show that you have "been there and done that" and can do it again.

5. Send a follow up letter (or email) after the interview to remind the interviewer what you would bring to the position and to address any concerns that you may have picked up on during the interview.

Changing Careers And Have No Or Little Experience At The New

Career.

4. Focus on the "softer" skills ‐ referred to as "transferable" or "portable" skills. These skills include communication skills, ability to work with a diversity of people, ability to plan and organize, time management, etc.

5. What makes you unique? Each candidate is unique. Think about your personality and your personal traits. One of the things that the interviewer is looking for is "someone to fit in" – who is likeable ‐ will work well with the other team members. Personal traits could be the tie breaker between two equally qualified people. Think of at least five personal traits that make you unique – friendly, flexible, quick learner, reliable, responsible, easy to get along with.

6. Believe in yourself. Show confidence in the fact that you can do the job. Any sales person will tell you that when you believe in your product and its reliability it will is far easier to sell and influence someone to buy.

7. Prepare five to ten questions to ask about the company. It is also important to listen to what is said as a way to formulate


other questions. If a certain topic, for example, "databases," has been brought up, be sure to ask questions about the database ‐the challenges and the problems with the database.

8. Prepare stories about your past experiences where you used similar skills that would be needed for the position you are interviewing for. When you can show examples of past successes, you will have a better chance of showing the interviewer that you have used similar skills even if the job duties are different.

Mom’s Returning To Work After Time Off For Children.

It is very important to assess what you have to offer. Not just the skills required for the position, but the "added value" you can bring. An example would be your ability to work with a diversity of people, or coordinate events without missing deadlines, or stay calm in the face of stress. These are all skills that most "mothers" can do without even breathing heavy.

Sometimes no matter how much you prepare and how much you try you will receive a rejection – and not get the job.

When rejection comes it may trigger old wounds from past life experiences. You may feel hurt or angry and fed up with the way you are being treated.

Instead of being stuck and feeling rejected, take back the power by staying proactive. If you really wanted to work for that particular company, sit down and write a letter, stating how disappointed you were. Remind them of all the positive traits you could bring to the organization. Let them know that you are still interested in working for the company if something should change or open up.

Resilience is needed in today’s market. This is no place for “sissies” – be prepared to keep trying. Never give up.


Have You Ever Been Fired?

If you’ve ever been fired, this question is probably the one you dread the most. Not only have you had a bad experience, but you have to talk about it – again and again. How you deal with this question will depend a lot on how you have resolved the issue with yourself. In order to answer the question effectively it will be important to deal with it ahead of time by scripting an answer.

Here are examples of how two candidates answer the question:

Candidate #1

“I had a great boss, but he left. From the very beginning it was

clear that my new boss and I were going to be at odds. We just had different types of personalities. She kept changing the rules. One day she would want it this way, and the next day another way,” rambled Karen. “I don’t usually have problems with bosses but this woman was really overbearing in her management approach.”

This is not the best way to present the situation. This candidate could be classified as a “whiner.” Badmouthing former employers during the interview is a bad idea. No one wants to hear about someone else’s shortcomings, particularly someone they don’t even know.

Candidate #2

“I was fired after a major reorganization. The merging of different cultures had caused a major change in the way things were done. There were some differences of opinion between my boss and myself and, in the end, I was fired. I take responsibility for my part in the way things turned out. I learned a lot from the experience, and in retrospect, I would have handled it differently. But, that is behind me now, and I am ready to move on with a new perspective.”


This is a much better answer because it demonstrates strength and selfconfidence. Candidate #2 takes responsibility and deals with the question honestly.

Scripting

Whether you were fired under unfair circumstances, or for something you did that you regret, write down your thoughts, and how you would answer this question. Read your script aloud, or use a tape recorder, and practice until you like what you hear. Better yet, answer the question for someone else in a mock interview. Have him or her observe your interview technique ‐ body language, eye contact, comfort‐level while answering this question. Feedback from someone else will help you improve your presentation.

References

It is very important to find out what your former boss/company will say, or not say, about you if called for a reference. Whatever they say it should be in sync with the answer you give. Despite the firing, if, you left under terms that were agreeable, check with your former employer to find out what you can expect.

Lying

Probably the worst way to handle this question is by lying. One lie usually leads to another, and before you know it you are in over your head. You always take a chance whenever you put a lie on an application. The application usually has a signature line on the back where you sign, stating that the above is true, and that any false statements could be grounds for termination.

Perspective

It is a fact that “people get fired everyday.” They move on and get new job. And, you will too. No matter what the circumstances, put it behind you and move on. Deal with your feelings about the firing, and prepare your answer to the question before it is asked. Being prepared will make you feel more confident and less emotional about the situation.


CHAPTER 6: The 10 Most Common Interview Mistakes

Interviewing is a learned skill, and it is a lot easier if you learn the

pitfalls before the interview. Once the interview is over it is too late to do a re‐run. Thinking ahead about the impression you want to make and what you want the interviewer to know about you will avoid some common mistakes, or bloopers.

1.Poor nonverbal communication

It’s about demonstrating confidence ‐ standing straight, making eye contact, and connecting with a good, firm handshake. That first impression can be a great beginning, or a quick ending to your interview.

2. Not dressing for the job or company

Today’s casual dress codes in the office, do not give you permission to dress as “they” do when you interview. It is important to look professional and well groomed, above all. Whether you wear a suit or something less formal depends on the company culture and the position you are seeking. If possible, call and find out what the company dress code is before the interview.

3. Not listening

From the very beginning of the interview, your interviewer is giving you information, either directly or indirectly. If you are not listening – turning up your intuitive ‐ you are missing a major opportunity. Good communication skills include listening and letting the person know you heard what they said. Observe your interviewer and match that style and pace.


4. Talking too much

Telling the interviewer more than they need to know could be a fatal mistake. When you have not prepared ahead of time you may tend to ramble, sometimes talking yourself right out of the job. Prepare for the interview by reading through the job posting; matching your skills with the requirements of the position, and relating only that information.

5. Being overfamiliar

The interview is a professional meeting to talk business. This is not about making a new friend. The level of familiarity should mimic the demeanor of the interviewer. It is important to bring energy and enthusiasm to the interview, and to ask questions, but not to over‐step your place as a candidate looking for a job.

6. Using inappropriate language

It’s a given that you should use professional language during the interview. Be aware of any inappropriate slang words or references to age, race, religion, politics, or sexual preferences – these topics could get the door slammed very quickly.

7. Acting cocky – being overconfident

Attitude plays a key role in your interview success. There is a fine balance between confidence, professionalism, and modesty. Even if you’re putting on a performance to demonstrate your ability, over‐doing is as bad, if not worse, as being too reserved.


8. Not answering the question asked

When an interviewer asks for an “example of a time,” you did something, he is seeking a sample of your past behavior. If you fail to relate a “specific” example, you not only don’t answer the question, but you miss an opportunity to prove your ability and tell about your skills.

9. Not asking questions

When asked if they have any questions, the majority of candidates answer, “No.” Wrong answer! It is extremely important to ask questions. It demonstrates an interest in what goes on in the company. It also gives you the opportunity to find out if this is the right place for you. The best questions come from listening to what is asked during the interview, and asking for additional information.

10. Appearing desperate

It’s a tough job market, and you need a job! But, when you interview with the “Please, please, hire me,” approach you appear desperate and less confident. Maintain the three “C’s” during the interview: Cool, Calm, and Confident! You know you can do the job, – now, make sure the interviewer believes you can, too.


CHAPTER 7: Closing The Interview

“When do I start?”

That’s about as aggressive as you can get at the close of the

interview. It may knock the interviewer for a loop, and might appear to be overly aggressive, but some people think of it as “closing the sale.” And, for some people it has worked. For others this approach may not be comfortable, or have the same effect. Whether you are aggressive, passive and polite, or somewhere in between, will depend on your personality, the interview situation, and the job for which you are applying.

Different strokes for Different Folks

A confident, aggressive approach –

“Well, I’m sold. When would you like me to start?”. This closing might impress some interviewers but could very well put off others. It will be important to “read” your interviewer as to what style to use in closing.

Qualified and low key –

“Are there any doubts you have that I can do this job?”

An ok closing – not too aggressive, but confident. The closing should match the personality of the interviewer and the type of position.

A solid closing with confidence –

“Is there any additional information I can provide to show you that I am the best person for this job? I know I am convinced that I am the one.” Also ask when they will be making a decision.


The style and the decision

Decisions will be based primarily on the position and the personality sought. If they are looking for someone in the sales department, the more aggressive approach might work best. If they are looking for someone who is more subdued, perhaps for an accountant position, the low‐key style may be more suited. The middle of the road approach – with confidence might be a good general response for almost any position.

Closing Points

Regardless of your style or how you choose to close the interview, there are some key points to keep in mind.

1. Leave your interviewer with the right picture of you. (Think of at least five skills or traits you want remembered after the interview.)

2. Ask if there is anything else you can provide. (References, background information, or samples?)

3. State your interest in the position. (Don’t be overly anxious, but interested and you can bring added value to the job.)

4. Ask about the next step in the process. (Important for you to know for follow up. Ask for the decision date, if possible.)

5. Find out how to contact them. (If you don’t hear back, you will need to know who to contact and whether they will accept calls to check the status.)

Closing the sale is important, but your closing should be tailored to the position; your personality and interviewing style, and the interviewer. Keeping these things in mind will help you determine which closing is appropriate for you and the situation.


BONUS CHAPTER 1: Hiring Myths, Truths, and What it Means to YOU

There are many facts and tips regarding interviewing for a job

that are solid and true. However, there are a great many facts and tips that are myths that you have picked up somewhere along the way that may be getting in the way of your getting those offers that you are seeking. A quick look at what is myth and what is true may help you sort out fact from myth in the interviewing process.

Myth #1

You should try not to be nervous in the interview.

Truth

EVERYBODY gets nervous. It’s OK to be nervous.

Not only is it OK to be nervous, it is essential for you to accept the way you feel. It is very unrealistic to tell yourself you should be different from the way you really are. It just makes you feel worse about yourself.

What’s the worst thing that can happen? For many people the worst thing that can happen is “rejection” ‐ not getting an offer. Did you ever think that maybe the job wasn’t right for you? Try to look at the process from another perspective ‐ as a learning experience.

TIP

Give yourself credit for getting an interview – only a small percentage of people get this far in the process. Give yourself credit for going out there and putting yourself on the line, even though it is painful for you. Give yourself permission to not get job offers. Believe that an offer will come through when it is the right offer – the right fit for the company and for you.


Myth #2

The interviewer is out to get you.

Truth

The interviewer is hoping that you are the person that he is looking for.

What This Means To You.

It may make you less nervous if you realize that your interviewer could be just as nervous as you. He is not necessarily enjoying the experience because it is not his area of expertise, unless it is part of his job. Usually hiring managers are good at what they do best – and that is not necessarily interviewing.

TIP

There is no fool proof method for success in dealing with an interviewer's lack of skills. Try not to let this affect your performance or attitude during the interview. Be aware that some interviewers have problems with interviewing, and be prepared to deal with the situation ahead of time so you won't be caught off guard and blame yourself.

Myth #3

The first impression is the MOST important part of the interview.

Truth

While the first impression is important – it is only a part of the decision

making process if your interviewer is doing a good job of interviewing.

What This Means To You.


Sometimes you can get off on the wrong foot – for whatever reason. Don’t lose your cool. All is not lost. Just think positive thoughts and take a deep breath. Try to retain control and give it your best shot.

TIP

Demeanor and appearance head the list of things that people judge you on, especially in the interview. Grooming is the first essential to making a good impression. If you know you look good, you will feel good, and your confidence will be boosted.

Myth #4

Your job in an interview is to sell yourself.

Truth

While you are giving your interviewer information on you to convince him

that you are the best person for the job that is only half of the interview

process. You should be checking “them” out as well. Would you want to

spend 8-10 hours every work day with these people? In this position?

What This Means To You

One of the worst ways to interview for a job is with the “Please, please hire me attitude.” You are actually interviewing them as they are interviewing you and should be listening to see if you hear any “red flags.” This is a two‐way process where you are looking for the best fit for you as they are looking to see if you are a good fit.

TIP

Turn up your intuitive and read between the lines. This means listening and asking questions. When it is your turn to ask questions


make sure you don’t miss the opportunity to find out about the things that are important to you.

Myth #5

You should tell the interviewer as much as possible about you in the

interview.

Truth

Tell the interviewer what they need to know about you and your uniqueness

to do the job. Try to focus on relevant information for the job that you are

interviewing for.


One common mistake that candidates make when interviewing is talking too much – rambling. It is important that you listen to the question asked and answer that question.

It is very easy to stray off the subject and ramble about things that are not relevant to the job if your answer is too long.

TIP

Keep your answers to two to three minutes at the most. When you limit your time you tend to stay more focused. Watch the interviewer’s eyes ‐ if they “glaze over” you have lost them.

Myth #6

Nobody hires at the end of the year.


Truth

Companies hire all year round. Some departments will have money to spend

because of the close of the books at the end of the year and will want to hire

and use that money.


Don’t let personal distractions like the holidays keep you from putting in the hours necessary to continue your search. Regardless of the season, your job right now is to find a job. Think of this as “going to work.”

TIP

If you find hiring is slow in your industry at this time put your energy into preparation and research. Do research on companies, industries, and positions. Knowledge is power. And, power gives you confidence ‐ something you will need to succeed in the interview.

Myth #7

The best candidate ALWAYS gets the job.

Truth

He who sells himself BEST gets the job.


This means that in order to get your point across – sell yourself – in an interview, you must be prepared. It is a big mistake to try and WING the interview. Do some preparation by looking carefully at what the company’s needs are and then putting together your ideas and thoughts about how you can bring something to the job and fill their needs.


TIP

Look at the job postings and ads to see what experiences, skills and traits are in demand for the type of position you are seeking. In fact, look at several job postings that would be of interest to you. Look for words and key factors that employers are seeking in your type of work. Do your preparation around these key words.

Sometimes using common sense will work to help you through the interview but it is important that you be aware of some of the pitfalls of interviewing. Preparation and making a good impression will be a good first step. Preparing and knowing what the employer is looking for will take you to the next level of preparation. And lastly, feeling confident that you can do the job and bring something to the company will be the most important piece of all.


BONUS CHAPTER 2: Dear Interview Coach F.A.Q.

Dear Interview Coach…

I was fired from my last position – how should I answer the

question, “Why did you leave your last job?”

Tell the truth. This doesn’t mean revealing all the unsavory details. One of the keys to dealing with difficult questions in an interview is preparing ahead of time. It may be difficult, but try to accentuate the positive.

There is nothing much you can do about past events. But, there is something you can do about your feelings and what you are revealing – consciously or unconsciously. You may be projecting some victim feelings without realizing it ‐ feelings of hostility, anger or betrayal.

Talk about what you learned from the experience – take some responsibility for what happened. Maybe you were in a bad situation, even had a “bad” boss. The next question is why didn’t you leave when you realized it was a bad situation? Do some thinking about how you would handle the situation today and answer the question with your new found insights. What did you learn from the experience? Set some goals for yourself to take charge of your career and make changes in your life.

Dear Interview Coach…

What is the best way to convince an employer you are the right

person for the job?

The best advice I can give you is to prepare for the interview by reviewing what they are looking for against what you have to offer. Read between the lines "What qualities would it take to do this job well?”


Review your knowledge‐based skills (education and experience), but the transferable skills (can be used in any job ‐ communication, organization, professional demeanor, business acumen), and lastly, (but, sometimes most important) your personal traits ‐ (personality) ‐ friendly, flexible, demanding, rigid. This package is what you have to present ‐ what makes you unique.

The employer has a problem – work that needs to be done – let the interviewer know that you are the solution to the problem.

Know your product – YOU – and then sell it!

Dear Interview Coach

Is there some way of asking what the company has in mind for

salary before I interview?

When you are called for an interview appointment, it would be appropriate to ask, "Can you tell me the range budgeted for this position?” Try to get them to bring up the dollar figure first. If they are hesitant about giving out this information, you can say, “Based on research I have done, the ranges seem to be in the $50‐60K range, is that in keeping with what you have budgeted?” This is a kind of dance, and you will have to use your judgment as to when to stop the dance. The conversation should never be confrontational. You need the facts to move forward.


I have an interview at Builders Mart tomorrow – a home and

garden store. I am not sure what clothing would be appropriate.

The dress code it jeans and tshirts. Can you please help me?

The most important image you can demonstrate at the interview is that you are reliable and organized. This will be revealed by how well you are put‐together. People tend to judge us very quickly by the clothes we wear, our hair, and our accessories – our over‐all look.


My advice to you is to be well‐groomed – hair – nails – shoes. Dress somewhat conservatively ‐ don’t over‐do anything – make‐up, perfume, hair‐do, jewelry.

Look nice, but don’t overdress. There is an informal consensus that jeans and t‐shirts are out for the interview, even though that is the standard dress code for this company. You are not one of them – yet! A sweater or jacket and pants, or a skirt and blouse, would be appropriate. Watch the colors – not too loud – stay neutral – black, navy, beige, gray.

You can dress the way the rest of the employees dress once you get the job.


How important are cover letters – should I send one with every

resume – what about online?

There are two schools of thoughts on cover letters.

1. Recruiters say they don't even read them ‐ they throw them away.

2. HR types say they won't look at a resume unless there is a cover letter attached.

I suggest the middle road.

1. Make the letter brief and to the point ‐ no longer than one page.

2. Beware of the word "I" ‐ good in an interview, bad in a cover letter.

3. Intro ‐ reason for writing

4. Middle ‐ statements regarding your background, strengths and what you would bring to the job ‐ or why you think you are a good match for the job.


5. Close ‐ brief ‐ your request for a in‐person meeting ‐ contact info ‐ look forward to talking further with you.


I recently went on a interview that was very different. I was asked

6 behavioral questions such as, "Give me an example of a time

where you had to change your communication style to fit the

situation." and "Structure is an important part of business. Give me

an example of a time when you left out a department and realized

that you had to include them in your communication."

I had never seen these questions or had prepared for them. I was

able to formulate answers, but they were not as polished as I would

have liked. Needless to say, I was not offered the job (or

communicated with in any way afterwards).

How could I have prepared for these questions? What could I have

done better to feel less rushed? Do interviewers rush through

when they have "written you off?"

Yes, you could have prepared for the "behavioral interview."

Since you weren't answering the questions in the manner that the interviewers wanted you to ‐ to reap the necessary information about your skill sets, they were probably ready to move to the next candidate. Here's a rule for you‐‐‐ "NEVER say anything in an interview (or write it on your resume) that you can't back with a "story" or "example."


Dear Interview Coach:

How long should an Interview Answer Be?

Interviewing And The Electric Toothbrush

Many electric toothbrushes have a shut off mechanism that turns off the toothbrush after two minutes of brushing – which is the time that someone decided was enough teeth‐brushing for any one period.

Coincidentally, it turns out that two minutes (or less) is the recommended time period for the desired length of any one answer during the interview.

When answering an interview question it is best to be as focused as possible so that you can be succinct and to the point in as little time as possible – two minutes. . When you ramble and bring in details that are not relevant to the question, you lose your audience, who in this case is your interviewer.

A successful answer to an interview question is one that addresses the question asked and gets to the point while not rambling. Here are two examples of answers to the same question. Note how one question addresses the question, and one rambles on and is not specific.

For Example:

“Can you give me an example of a time when you worked on a project that required a great deal of written communication?”

Rambling Example:

”I’ve always been a good writer. My writing skills have always been my strong point. I have been commended on my writing ability in every performance review that I have ever had. I am very good at researching facts and following through on leads. In my last job I was involved in the creation of our website by writing the content. That was


a great experience. Working closely with the designers, I was able to contribute and add to the message that they were trying to get across. Writing isn’t the major focus of my job responsibilities but I do like to write very much. I have written some proposals and they have been received very well. When I do have writing assignments it is usually in addition to my regular job. I can tell you that whenever I have had the opportunity to write I have received several comments on what a good job I have done. In fact, I was given an award for my writing skills as a team member on a project that received a grant. I am looking at this job as a chance to learn and develop my writing skills.”

The interviewer probably had the idea that you have strong writing skills after the first two lines, but you kept belaboring the point and adding irrelevant facts.

Concise Twominute Example:

“That would be when I took over the responsibility of writing the department newsletter. This was my first experience at coordinating a publication from start to finish by myself. The first thing I did was to consult with the people in the company that had written similar newsletters. This gave me a sense of what to do and what not to do. Next, I did an informal survey of company employees, everyone from the support staff to the director of the department. From their comments I came up with a new idea of getting the people involved. Each month I hold a writing contest and then publish the winner’s stories. The employee involvement has made a big difference in my efforts. Recently, the newsletter was awarded “most creative departmental newsletter.”

You can see that the first question does not address the question asked and has irrelevant information in the answer. While the second answer gives a specific example of a time when you had a writing experience – which is what the question asked for.

A tip in interviewing is to take time to listen to the question. Next, take time to process how you are going to answer. Pre‐interview preparation will make a significant difference in your interview performance.


When you think about it, two minutes is a fair amount of time for a person to give his full attention to what others have to say. By sticking with the two‐minute rule you will find that you will keep your interviewer interested and listening to your answer.

Start getting a sense of what you could say in two minutes ‐maybe the next time you brush your teeth.


BONUS CHAPTER 3: When the Job Search Gets Tough

If you’ve been in job search for more than a few weeks you may be

experiencing the feelings of defeat and despair, not to mention the urge to give up. It’s been a tough year, and then some, for those who have lost jobs for whatever reason. Interviewing with no second interviews or offers coming in begins to wear thin ‐ very fast.

Here are some tips to keep your spirits up when you’re feeling down during this process.

1. Don’t give up.

You may have heard some of these stories before but they remain inspirational.

Thomas Edison patented 1,093 inventions in his lifetime, but it took him 10,000 attempts to make an electric light bulb work.

Walt Disney's Mickey Mouse series failed to become an instant hit, but he kept trying and in 1928 he added sound and made it an electrifying success.

Milton Hershey failed several businesses before he became the "Chocolate King" and built Hershey town. He even went bankrupt in his first business venture.

These are great “successes‐after‐failure stories” that couldn't have happened if these people hadn't continued to pursue their dreams. Anyone can give up – that’s easy! The challenge is to pick yourself up after a failure and move forward. That is what will set you apart from “the pack.”


2. Accept the ups and downs

It’s not unusual to have highs and lows during your job search. Some days you may even feel like you’re on an emotional roller coaster. Everything looks hopeful one moment with a job prospect ahead, and then it changes to dark and dismal in the next moment when you receive a rejection. Accepting the fact that this is a stressful time you are going through and that a great deal of it is out of your control will help you put things into perspective.

3. Give yourself permission to fail.

It is very disappointing when you feel like you “aced” the interview and then wait for the promised call that never comes. Be realistic ‐ you aren’t going to get a job offer after every interview. Think of it this way, you didn’t marry every date you ever dated (at least most of us didn’t), and you aren’t going to get a job offer after every interview. And maybe that’s a good thing, at least some of the time. Remember, you are interviewing “them” as much as they are interviewing you.

4. Work on controlling stress

Stress becomes a problem when it begins to affect your lifestyle and health. Are you waking up in the middle of the night or skipping meals because you are feeling really down or upset? You may need to talk to someone who is a professional to get some advice about relaxation techniques. Park and Recreation departments in most cities offer relaxation courses of some kind – yoga, pilates, aerobics, or stress control exercises – for a nominal fee, that could assist you in getting back on balance.


5. Continue to get “out there”

Study after study published continues to indicate that “networking” is still the number one way to land a job. Take advantage of every opportunity to be with groups of people. This encompasses everything from your child’s soccer game to a Chamber of Commerce event. Informal networking can happen at any moment and when you least expect it. An example is of a man waiting for a bus. He struck up a conversation with another man also waiting for the bus and ended up getting a job lead and an eventual offer. No one can predict when an opportunity might come your way.

6. Prepare yourself

Preparing ahead of the interview will give you a definite advantage. What this means is getting focused about what you want the interviewer to know about you. You are presenting a picture of you with words. It is important to identify what makes you unique and what added value you can bring to the position. Reading through the job posting you are applying for and getting a sense of what it will take to do this job will help you look at the process from interviewer’s point of view. You want to let the interviewer know that you are the “solution to the problem,” and the best person for the job.

7. Keep in mind you are not alone

Remember, it is an extremely tight job market and that for every job opening there are four or five equally qualified candidates standing in line behind you. It is essential that you are prepared, focused, and able to tell the interviewer what makes you unique and why you are the best person for the job.


Keeping upbeat is a part of your job right now. When you begin to give into the dark side you will project that to others. You want to stay as upbeat as possible, particularly while interviewing. Bringing confidence and energy to the interview are the two most important ingredients to connecting with the interviewer.


About the Author:

Who is the Interview Coach? "Carole Martin is an expert on the subject of interviewing." You could say that Carole is passionate about the subject – she will tell you that she eats, drinks, and sleeps the subject. She has interviewed thousands of people and watched them make major mistakes and lose the job to someone else. She has said,

“Although I wanted to help them, I couldn't because I was on the other side of the desk. When I returned to grad school in 1993 to pursue my Master's degree, I made a decision to change what I did because I wanted to help people. I love having the ability of making a difference in people's lives.”

With 18 years experience in HR and as an interview expert for Monster.com for the last eight years, Carole has a masters degree in Career Counseling from John F. Kennedy University. She is also a certified as a Senior Professional in Human Resources (SPHR) by The Human Resources Certification Institute, and has training from the ‘Coaches Training Institute.’ Carole is also a public speaker and the author of four books on the subject of interviewing - "Interview Fitness Training," "Boost Your Interview IQ," "Perfect Phrases for the Perfect Interview," and "Boost Your Hiring IQ, which have sold thousands of copies worldwide.

© 2009 the interview coach, carole martin. all rights ... · candidates for the job of their...

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