JOBTALKSJOBTALKS

Advanced Interviewing Skills: An Exercise in Human Relations

Indiana UniversityKelley School of BusinessC. Randall Powell, Ph.D

Success = [A(RxC )/E + P(B) + G] + W

Key: A = AmbitionB = Buzzword ProficiencyC = ChutzpahE = Excessive Education (MBA)G = Golf HandicapL = LuckP = Power AccessoriesR = Resume ExpansionW = Work

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The Secret of Success

Title: Interviewing Techniques

Advanced Interviewing Skills: An Exercise in Human Relations

Changes in perception

–From that which we have been taught traditionally: Interviews determine if you have the skills to do the job.

–To: an exercise in human relations.

Interviews

Selling is an emotional process; make the buyer feel good about the decision he or she makes.

Buyers make a purchase for thefeeling they get using it.

Oh! What a Feeling...

Buyers make a purchase decision on emotion first, then justify it afterwards.

Sell Yourself

– Aimed at showing the customer how your product or service can help him or her achieve his or her goals.

– Is a partnership, you become a consultant to your customer.

– Sells the benefits of the product, not its features.– Features don't do anything by themselves.– Identifies the buyer's needs rather than concentrating on

what I have to offer.

"Businesses exist because thereis a need."

Good Selling

– You must be a student of human relations.– Take a flexible situation and adapt to it on the spot.

– Be prepared to adjust your plan.– Convince your customer you are the best person for the job.

– Create an impact in the interview.– Be aware that the majority of the message you send is non-verbal.

The Successful Interview

Many gestures come to us naturally during a conversation.

Do you end up paying more attention to the gestures than the person?

Gestures

– Add clarity.– Add impact.– Add enthusiasm.

Use gestures that add impact and meaning to your answers.

Appropriate Gestures

"The eyes are the mirror of the soul."

The entire face is really a mirror of your true feelings.

Facial Expressions

– You are constantly sending messages through your face.

– It is the most visible part of your body.– If the expression doesn't match your words, the listener will probably believe what he or she sees rather than what he or she hears.

– Usually what you say will coincide with your facial expression.

Facial Expressions

Smiling during interviews is the key.– Find something you like and concentrate on it.– Smiling says I'm enjoying this.

A serious look says I'm serious about everything; this isn't much fun.

Smile !

– Body language can make the interview morecomfortable.

– Help gain rapport.– Notice what makes the interviewer comfortable.– Put the attention on the customer.

Relax

Make your interviewer feel comfortable, match your body position to theirs.

During the Interview...

– Match your body positions.– Mismatch your posture.– Does the conversation change?– How did they react?

Activity: Matching Posture

Some people are difficult to match.Use the technique of cross matching.

Cross Matching

Everything should be subtle, otherwise interviewers may feel you are mocking them.Wait about 30 seconds and then match.

Be Subtle

Another component of rapport is your rate of speech.

For example, Northerners speak faster than Southerners.So don't only tell the interviewers what they want to hear, but tell them in the way they want to hear it.

People prefer to listen at the same rate they speak.

Rate of Speech

– Test for verbal rapport by speeding up or slowing down your conversation.

– If your interviewer follows you after a minute or so, you probably have rapport.

Test for Verbal Rapport

Match verbal speed initially

Lead up to a rate that demonstrates enthusiasm Enthusiasm is contagious!

Match the Rate of Speech

Your voice sends many more messages than just the verbal mode.

– It represents you.– It carries your message.

Rapport: Tone of Voice

People interpret what someone means by listening to their voice.

For example, a monotonous voice is interpreted as a dull, tedious person.

Your voice should work for you and send the message you want to be delivered.

Interpreting the Voice

The key to good voice production is relaxation.

Tension anywhere in the body can interfere with the voice.

The most common tension points involve the muscles surrounding the speech center: neck, jaw, shoulders, throat, upper back.

Key to Good Voice: Relaxation

Relaxation will get out the voice you want heard.One way to inconspicuously relax:

– constant practice– participation in speaking clubs or courses

Relaxation Exercises

Articulation is how we shape the sounds that come out of our mouths into words.

Clear articulation is critical to show confidence.

If you really want to sell your product, it is not likely you will misarticulate.

Articulation

To improve articulation, breathe properly.

Be aware of your articulators: lips, tongue, teeth, jaw, palate.

Exaggerate their movement.

Improve Articulation

Questions can be anticipated

Prepare answers ahead of time

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Get Ready for the Questions

Interviewers will dwell on your limitations

Will try to eliminate you quickly and move on

You need a tactical plan!

You Know Your Weaknesses: Get a Tactical Plan

In answering questions, use the tieback method.Show how your skills relate to the position being filled.

PositionOpen

The Tieback Method

Highlight analytical skills without being too obvious.

Talk about how I could help the company.

Didn't talk about how I could benefit.

Highlight Analytical Skills

"Where do you wantto be in ten years?"

Another Example Question...

The answer tells the company what they want to hear.

The Answer...

Interviewing is an art.

Don't spend so much time on exactly how to answer.

Concentrate on the components of a good answer.

The Art of Interviewing

For answering interview questions, try reading Martin Yate's Knock 'em dead with great answers to tough interview questions.

Additional Reading...

Question: "Do you prefer working alone or with others?"

Answer: "I 've had good experiences working in either situation. I've really enjoyed working in teams as we can share experiences and abilities. There are drawbacks to working in teams as you have to balance the personalities of a lot of people, but as long as everyone can get along, it should work out okay. I really enjoy the camaraderie of the team environment."

Question # 1

Question: "Tell me about the toughest situation you had to face in your last job."

Answer: "The toughest thing I faced in my last job was a time when our biggest customer was upset that his shipment didn't arrive on time. It was critical to his operation and he needed it right away. I managed to calm him down and explained that the delivery truck had probably gotten stuck in traffic. I called my boss and we worked out a solution. I jumped in my car, tracked down the delivery people (the truck had broken down), and got the delivery to the customer. The customer was especially pleased when we didn't charge him for the shipment."

Question # 2

Don't let interview end with a whimper instead of a bang!

Leave a strong last impression

Closing the Interview

The Enthusiastic Close:

The What's Next Close:

The Aggressive Close:

The Confident Close:

The Personable Close:

The Highlight Close:

Typical Ways to Close...

"This interview has gotten me even more excited about Chemco Industries than I was before."

"Where do we go from here?" or "When can I expect to hear from you?"

"I want to re-emphasize to you - I want this job!"

"I am really looking forward to working for Chemco Industries."

"You really made me feel comfortable. This was a very enjoyable interview."

"I want to re-emphasize that my experience..." You could also use this as an opportunity to hit any selling points you may have neglected during the interview.

Improving Verbal Delivery Matching Body Language Using Voice as a Selling Point Non-verbal Techniques Visual Responses

Find Yourself One Step Closer to that Dream Job!

Apply These Skills

End Slide

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