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SUCCESSFULINTERVIEWING
Walt GlassInterview Success Coach
01/17/17
COMMENTS BY APPLICANTS
“Here are my qualificationsfor you to overlook.”
Successful Interviewing.doc 2
for you to overlook.”
PARTS OF A SUCCESSFULINTERVIEW
Positive Attitude
ContentContent
Delivery
Rapport
ESTABLISH RAPPORT
Silence
Open-Ended Questions
AcceptanceAcceptance
Restatement/Reflection
Be Positive
INTRODUCE YOURSELF TOONE PERSONONE PERSON
AND SHAKE HANDS
PREPARING FOR ANINTERVIEW
REMEMBER
We are selling solutions to theirWe are selling solutions to theirproblems and their needs.
Always respond in their frame ofreference. (WIIFT)
PREPARING FOR ANINTERVIEW
Resume
30-Second / 2-Minute Resume
Company, Interviewer ResearchCompany, Interviewer Research
STAR Stories
Salary Min/Max, Range
Answers for typical questions
THEJOB DESCRIPTION
JOB DESCRIPTION TERMS
SALES POSITION REQUIRING MOTIVATEDSELF-STARTER
Successful Interviewing.doc 9
We’re not going to supply you with leads;there’s no base salary; you’ll wait 30 days
for your first commission check.
JOB DESCRIPTION TERMS
MUST BE DEADLINE ORIENTED
Successful Interviewing.doc 10
You’ll be six months behindschedule on your first day.
JOB DESCRIPTION TERMS
SOME OVERTIME REQUIRED
Successful Interviewing.doc 11
Some time each night and sometime each weekend.
TYPOS BY APPLICANTS
“As indicted, I have over five
Successful Interviewing.doc 12
“As indicted, I have over fiveyears of analyzing investments.”
Sample Job DescriptionMgr, External Communications
Communicate company positions effectively to media, public and regulatory leaders topositively shape the external environment by promoting the company’s objectives,
public image, products and services.
Cultivate and maintain positive media coverage for our company. Utilize available
communications platforms to promote our image as a safe supplier of natural gas
delivery and related services to maintain the support of customers, stakeholders and
Successful Interviewing.doc 13
delivery and related services to maintain the support of customers, stakeholders and
the general public.
Work with operations, legal, governmental and public affairs and other stakeholders toexecute our overall media relations strategy. Provide counsel to divisions on
communications and public relations. Work closely with company leadership to ensure
messaging reflects our position.
Work with the company’s pipeline safety public awareness team to develop and
implement effective public messages.
Keep senior leadership informed about key media coverage and stories of interest bydaily monitoring print, broadcast and electronic media.
Traditional InterviewingConducted by the Interviewer
Asks Questions
Traditional Interview Model
Responsibilityfor Outcome
INTERVIEWER YOU
Answers Questions
Allison Woodford
Strategic InterviewingConducted by you and the Interviewer
Strategic Interview Model
Discussion about meeting needs
ORGANIZATIONALNEEDS
YOUR SKILLSIllustrated by
Accomplishments
INTERVIEWER YOU
Answers Questions
Allison Woodford
Responsibilityfor Outcome
Asks Questions
TYPES OF QUESTIONS
Ice Breakers
Strengths & Weaknesses
Likes/DislikesLikes/Dislikes
$$$
Overqualified
Behavioral Interviewing
ICE BREAKERS
• Tell me about yourself.
• What caused you to leave?What caused you to leave?
• Why do you want to change jobs?
• Why are you presently seekingemployment?
ICE BREAKERS
• What are you looking for?
• What are current career goals?
• How long have you beenlooking for a job?
• Describe your ideal job.
TELL MEABOUT YOURSELF
ACTIVITY
ABOUT YOURSELF
COMMENTS BY APPLICANTS
“I was working for my Mom
Successful Interviewing.doc 20
“I was working for my Momuntil she decided to move.”
COMMENTS BY APPLICANTS
“Note: Please don’tmisconstrue my 14 jobs as
Successful Interviewing.doc 21
misconstrue my 14 jobs as‘job-hopping.’ I have never
quit a job.”
TYPOS BY APPLICANTS
“Instrumental in ruining an entireoperation for a Midwest chain
Successful Interviewing.doc 22
operation for a Midwest chainoperation.”
FOR EACH QUESTION
What is the Motive?
What is the Approach?What is the Approach?
A Potential Question?
ICE BREAKERS – GETTINGTO KNOW YOU
Motive• Genuine interest in who you
are and what you've done• Digging for dirt – some reason
to knock you out
24
Digging for dirt – some reasonto knock you out
Approach 2-Minute Resume
QuestionCan you pleasedescribe the idealcandidate?
Answers these questions:
1. Who are you?
2. What have you done with who you are?
YOUR 2-MINUTE RESUME
3. How did you get where you are today?
4. Why do you want to work here?
5. What specifically are you looking for?
6. Ask a question.
1. Tell how you got into career. 3-4 lines.
2. Provide 2-3 key attributes that matchneeds.
3. Provide 3-4 key experience items that
YOUR 2-MINUTE RESUME
3. Provide 3-4 key experience items thatmatch needs.
4. State why you left last job – very short.
5. Provide reasons you want this job
6. Provide reason you want to work for thiscompany (research).
7. State that you are specifically interestedin “position”.
YOUR 2-MINUTE RESUME
in “position”.
8. Ask “Now that I have told yousomething about myself, can you pleasetell me what are the characteristics ofthe ideal candidate”?
GOODNESS OF FIT -STRENGTHS
1. What are your strengths?2. Of what accomplishments are you
most proud?most proud?
3. What are the reasons for yoursuccess?
4. What are your strongest qualities?
5. What is your greatest asset?
WHAT ARE YOURSTRENGTHS?
ACTIVITY
WHAT ARE YOURSTRENGTHS?
MotiveGoodness of fit matching youperformance/competence to jobspecs
GOODNESS OF FIT -STRENGTHS
specs
ApproachAttributes/Achievementsarsenal
Question What strengths are needed forthis position?
GOODNESS OF FIT -WEAKNESSES
1. What are your shortcomings?
2. Tell me about some of your recentmistakes.
3. What job-related criticism have youreceived?
GOODNESS OF FIT -WEAKNESSES
4. How might you be a risk?
5. What is your greatest liability
6. What was your biggest failure?
WHAT ARE SOME OFYOUR MISTAKES?
ACTIVITY
WHAT ARE SOME OFYOUR MISTAKES?
GOODNESS OF FIT -WEAKNESSES
MotiveGoodness of fit matching youperformance/competence to
34
Motive performance/competence tojob specs
Approach Staying Positive
STAYING POSITIVE
1. PAUSE – even when you have answer
2. Short negative. A nit. Long ago far,2. Short negative. A nit. Long ago far,far away.
3. The truth, not the “awful” truth4. Mistakes: “What I learned was…”5. Weakness: “So what I do is …”6. Only provide one
GOODNESS OF FIT –LIKES/DISLIKES
These are similar toThese are similar tostrengths and weaknesses.
GOODNESS OF FIT –LIKES/DISLIKES
• Likes
1. Professionally, what gives you1. Professionally, what gives youthe greatest satisfaction?
2. What did you like best aboutthe jobs you have held in thepast?
GOODNESS OF FIT –LIKES/DISLIKES
• Dislikes
1. What didn’t you like about your1. What didn’t you like about yourlast job (or company or boss)?
2. What did you like least about thejobs you have held in the past?
38
GOODNESS OF FIT –LIKES/DISLIKES
• Dislikes
3. What two or three policies at your3. What two or three policies at yourorganization most upset you?
4. What is the one piece of adviceyou wish you had when you wentinto your last job?
ACTIVITY
1. Pick a mistake or weakness
2. State a short description
3. “What I learned was…” or
4. So what I do is…”
5. Practice with each other
LET’S TALK ABOUT MONEYGOODNESS OF FIT - $$$
1. What were you making in your lastposition?position?
2. What would you require in terms ofsalary?
3. What is your minimum salary?
JOB DESCRIPTION TERMS
SALARY RANGE A-Z
Successful Interviewing.doc 42
We’ll offer you A to start.
JOB DESCRIPTION TERMS
COMPETITIVE SALARYWe remain competitive by paying
Successful Interviewing.doc 43
We remain competitive by payingslightly less than our competitors
LET’S TALK ABOUT MONEYGOODNESS OF FIT - $$$
Answers to money questionsAnswers to money questionsreally depend on where you arein the process.
GOODNESS OF FIT - $$$
Motive
Early on: Elimination. Canthey afford you? Can theyMotive they afford you? Can theylow ball price?
GOODNESS OF FIT - $$$
What were you making in your lastposition?
Approach Not fair to compare
QuestionWhat do you have budgeted?What is your range? Marketrange?
GOODNESS OF FIT - $$$
What would you require in terms ofsalary?
Repel and nail. Wait to knowApproach
Repel and nail. Wait to knowmore or review totalcompensation.
QuestionWhat do you have budgeted?What is your range? Marketrange?
GOODNESS OF FIT - $$$
What is your minimum salary?
ApproachI don’t know. It depends uponthe value of the position andApproach the value of the position andwhat I can do for you.
QuestionWhat do you have budgeted?What is your range? Marketrange?
MARKET RESEARCH
1. www.Salary.com
2. www.PayScale.com
3. www.BLS.com
4. Research the range for this jobin this industry in this location.
OVERQUALIFIED
Your ability to keep a fast pace, inability to workfor younger bosses, dissatisfaction with pay, lack
Motive
for younger bosses, dissatisfaction with pay, lackof interest in long-term employment needed tojustify training time & expense and presumedfixed mind set -- in short, you're a short-timer
50
OVERQUALIFIEDApproach
1. First – target right
2. “Then you agree I am qualified”
51
2. “Then you agree I am qualified”
3. Sell positives of your experience andenthusiasm for job/company (EG:Amateur, Professional, Master)
4. “I would never take a job where I am notcommitted”
BEHAVIORAL INTERVIEWING
Past performanceis a predictoris a predictor
of future behavior.
BEHAVIORAL INTERVIEWING
Competency-based
http://www.hsu.edu/career/completelistofbehavi
oral.pdf
BEHAVIORAL INTERVIEWINGSituation “When I was the title” at
“company”
Task “The task/problem/challengewas…”was…”
Action “So what I did was 1,2,3…”
Result “And as a result…” ($,#,%,Value)
THE CLOSE
1. Show Interest
2. Add Value
3. Trial Close3. Trial Close
4. Process for Hiring
5. Next Step, Contact for Questions
6. Bid Farewell
200 QUESTIONSCANDIDATES MAY ASK
http://www.workforce.com/2002/06/07/200-questions-job-candidates-6/07/200-questions-job-candidates-may-ask-your-company/
Interview Success WorkshopFree Small Group Interview Practice
Walt GlassWalt GlassInterview Success Coach
[email protected] 469-585-2764https://www.linkedin.com/in/walt-glass