Earlier this summer, I had my first bad job interview. I didn’t prepare. Because of this embarrassing experience, I thoroughly prepared for my next one, and I got the job. So I want to keep you from making the same mistake. I want to help you prepare.
If you are offered a job interview, I’m assuming two things: you want the job, and you’re qualified for it. All that’s left is for you to prove that you’re better than the next person – a better employee, a better personality, a better fit. So regardless of how good or bad you think you are at interviews, here’s my guide to nailing’em.
1. Prepare for the interview.
Research, research, research. Become familiar with the industry, the company, and the competition. Visit the company web site and the competitors’ web sites. Google is your friend.
But you also have to know yourself. Be able to answer these questions.
Have stories to tell. A behavior-based question is just a question that asks you to tell a story. (“Tell me about a time that you _____.”) To prepare for these types of questions:
- Determine your chief skills or strengths and actual experiences that exemplify each one.
- Understand the job’s description and be prepared to recall specific actions and behaviors that address the required skills.
- Don’t make vague proclamations of your skills. Small but telling actions and behaviors are more important than grandiose but unsubstantiated claims of job success.
Use a P-A-R (Problem-Action-Result) formula to structure your stories. Review your resume and decide which stories to tell. But whatever you do, know what stories NOT to tell. If the stories don’t reflect positively on you, there’s no reason to tell them.
2. Use “consultative selling.”
There’s an old saying in sales: “Telling ain’t selling, asking is.” By asking the right questions, you help the employer come to the inevitable conclusion you’re the right choice. What questions should you ask? Here’s a list of ideas.
3. Motivate yourself.
Believe you can succeed, and you will. Think success; don’t think failure. Remind yourself that you are better than you think you are. Successful people are just ordinary folks who have developed belief in themselves and what they do. Never sell yourself short.
To reduce your interview anxiety, practice and prepare (see #1). Know yourself, know your accomplishments, know your worth, and know the company. The more prepared you are, the better you will be at thinking on your feet.
4. Know when to close.
When should you try to close? All the time. Keep trying throughout the interview in small ways. These are called “trial closings.” For example, when you learn the employer has a problem you’ve solved in your previous job, explain how you solved it. Then ask, “Would this help you here?” Do this whenever the opportunity arises. Hearing “yes” along the way makes it easier and less frightening to ask for a “yes” when the time is right for the big one.
Close when the interviewer is ready. Listen for signs of interest, look for body language, and sense when there’s an opportunity to close. Then ask for the offer.
5. Overcome objections.
Leave nothing open-ended when you finish the interview. Say at the end, “I would really like this job. Do you have any reservations about hiring me?” If the interviewer does, turn these objections into opportunities to strengthen your candidacy. Acknowledge the objection, then turn the weakness into a strength. Make a list of standard objections that apply to you (e.g. over/under-qualified, too old/young, etc.) and work out the answers.
6. Sum up and ask for the job.
When appropriate, summarize. Say what you have to offer based on your accomplishments. Show how these will benefit the employer. Keep it simple and brief.
Before you close, repeat the terms of the offer as you’ve discussed it. Ask the interviewer, “Do you have any questions?” When you’ve been completely clear about how you’ll help the employer – then and only then – close.
A few more things…
Bring something to write on. Write your list of questions on it. You can also use it to take notes. And try to get a pad that looks professional. (I used one that I got as a graduation gift.)
And don’t forget: you are also interviewing the company. The point of asking questions isn’t just to find out if you’re a good fit for the company. You’re also finding out if the company is a good fit for you.
Good luck. You won’t need it if you prepare. Well, maybe a little.
