peak interview
TRANSCRIPT
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New Insights into Winning the Interview and
Getting the Job.
© Bill Burnett 2010
™
The
Peak
Interview
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Management’s
Position• We can’t do everything
• We can only afford so many new
projects
• Our market share is good
• There are only so many good people
• We will always have projects on our cut-
off list.
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
A Leader’s
Perspective
• We can’t do everything
• We can only afford so many
new projects
• Our market share is good
• There are only so many good
people
• We will always have projects
on our cut-off list.
• How can we do everything?
• How can we finance every
project?
• Fulfill every customer.
• They are all good people. Let’s
make them great.
• How can we do everything?
.
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Different Perspective
• Oh, I don’t think that’s for me.
vs
• How can I make this work for me?
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
The Recruiter Story
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Are you a salesperson?
What’s the product?
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Maturation of Sales
• Get to the Close
• It’s a Buy not a Sale
• Two Problems
• It’s a Relationship
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Evolution of Product
Development• Features and Price
• Features, Price, Benefits
• TV and Brand
• Niche
• Identity (The “I”)
• Meaning (The “Me”)
• The I and the Me
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
History
• Maturation of Sales
• Evolution of Product Development
• The Interview: It’s all about Me
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
The Interview
• Structure vs Unstructured
• Work Demo, IQ, Honest
• Fit, Likability
• Symphonic Audition
• Daniel Kahneman
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
The Interview
• Your Strategy
• The perfect baseline interview
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Do the Basics RightStep Developed Tested
Interests/Passions/Values Inventory ☐ N/A
Abilities Inventory ☐ N/A
Competencies Inventory ☐ N/A
Ideal Job Description ☐ N/A
List of people in your network ☐ N/A
Elevator Speech ☐ ☐
Two Minute Commercial ☐ ☐
Resume ☐ ☐
Cover Letter ☐ ☐
One Page Handbill ☐ ☐
Stories around accomplishments
and situations you’ve resolved.
☐ ☐
Stories around your strengths and
weakness.
☐ ☐
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
The Interview
• Your Strategy
• Behavioral Event Interview
• How to answer the 64 Toughest
Questions
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Stories• Simple, Unexpected, Concrete,
Credible, Emotional, Stories
(S.U.C.C.E.S)
• “What is your greatest weakness?”
• “Tell me about something you did, or
failed to do, that you now feel a little
ashamed of.”
• “Tell me about a situation when your
work was criticized?”
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
The Interview
• Perfect Base Interview
• Behavior Event Interview
• Stories (dozen)
• Practice, Practice, Practice
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
The Three Peaks
• The 20 minute peak
• “I am very interested in how an individual can make a difference in the
workplace. If I were the ideal candidate for this position, with exactly the
right skills, competencies, attitude, and personality, what could I do, or
help to do, that would make a positive difference, perhaps in your
department, or even in the broader company?”
Talking vs Listening
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Peaks
• Counterfactual Hypothetical
• Relevance
• Elaboration
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
The Three Peaks
• The 40 minute peak
• “Earlier I asked how the ideal candidate for this job could contribute to
making the company better. Wherever I’ve worked I have always been
interested in helping my boss accomplish a special goal. If I were the
ideal candidate, possessing exactly the characteristics you could use, how
might you be able to leverage me to help you accomplish something
important?”
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Bonus Question
• Counterfactual Hypothetical Power
• “Suppose you hired me and I’d just
completed my first year. Imagine that my
contribution has been extraordinary.
What have I accomplished?”
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
End/Peak
• Barbara Walters
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
The Three Peaks
• The End Peak
• “I am keen to work in an environment where a person can make a real
difference. In that line, I would love it if you tell me about a time when
working here that you were able to do something special, something
significant, something you are proud of.”
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Follow-up
• Send a Thank You
• Express your interest
• Would love to hear more about...(the
third peak)
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© Bill Burnett 2015The Peak
Interview™© Bill Burnett 2015
The Peak
Interview™
Try the End/Peak
• Within the next 24 hours, strike up a conversation
with someone, and end with the Peak/End
question, something like:
• “You know, you are an interesting person, I’d
love to hear a story about something you’ve
been able to accomplish that you’re particularly
proud of.”
• DON’T INTERRUPT!!! When the story is over
express real interest in the story and let the
conversation come to a natural, and immediate
end. You’ve just created a bond.
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Available online at
Amazon and Barnes
and Nobel websites
Additional Material in the Appendix
Creating Interview Stories that include
Competencies and Character
How to create Unexpectedness in your
storytelling
Creating a Cover Letter
List of Interview Questions to Ask the Hiring
Manager
List Social Networking Questions to Build
Relationships
List and Discussion of Discovery Questions to
Ask
LINK to How to Answer The 64 Toughest
Interview Questions
Three examples of doing better than what’s
recommended above
How to get a list of local upcoming happenings
for networking
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