In any interview, the one who sets the agenda by asking the questions manages the content. It is important, therefore, that you ask questions as early in the interview as possible.
The easiest way to do this is to become proficient in what is called, “The Reversal.” That is to attach a question onto the end of your answer to the interviewer’s questions (eg interviewee’s answer, “Yes, in my last position maintaining good relations with the union representatives, while maintaining strict safety standards, was very important. In the last three years, we had no safety discipline cases brought to arbitration by the union and at the same time we won two OH&S safety awards. But it is interesting that you ask that question. Your workers are represented by the metal workers union and have a reputation for pushing hard. Have you been having any trouble, or what problems are you anticipating?”)
Using a Sales Approach to Your Advantage
Although you will rely on your ingenuity to adapt to challenging interactions, we offer you some general principles for job interviews:
Explore their needs first: Remember that all successful selling starts when the needs of the buyer are identified. Therefore before you launch into your story, try to get your interviewer to talk a bit about the position – especially what problems are facing the company. This will give you something to relate to when it’s your turn.
Show acceptance: Remember also that your interviewer has non-business needs, such as being liked and appreciated in his/her career. A future boss is weighing, consciously or otherwise, what it would be like to be around you for a few years.
Balance the initiative: The ideal interview is a balance of inputs from the two parties, neither one dominating the “air-time”. Develop graceful ways to re-channel the conversation to your concerns and your needs if you encounter an enthusiastic talker, he/she will appreciate it.
Be inquisitive: You are there to ask questions, as well as answer them. If you are too passive a “responder”, you may fail in the interview for lack of initiative. And you need to find out enough about the job, company, boss and environment to determine if you wish to pursue this opportunity further.
Wrap up: When you sense your time is running short, try to get closure – a reading on how you both feel about your candidacy, what should happen next and how you are leaving things. A good interviewer provides this sort of wrap-up, but you can’t count on all of them to do so, sometimes you must take the initiative. Try to leave some reason for further contact.
Answering Questions
Answering only the question that is asked: Do not give any extra information until you have ascertained that it will help you. More opportunities are lost by the interviewee giving too much information than by giving too little. When you have answered a question, stop. Don’t embroider, elaborate or ramble. Avoid boring details, especially anecdotes about old times, people and places. Be honest. If you don’t know the answer, say so.
Answering embarrassing questions: The more embarrassing or sensitive a question is, the shorter your answer should be. For example, if you are asked why you are leaving your current job, be brief. Although it’s tempting to explain such situations in detail, you will arouse more suspicions than you allay. It is much better to answer awkward questions succinctly. For example:
“Our industry had been experiencing tough economic times and my position was eliminated when two levels were combined into one.”
“Our acquisition by an off-shore firm changed the style of management and I could no longer see the opportunities for as much personal achievement.”
Then stop and leave it alone. If they want more details, they will ask.
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