successful interviewing - 2017-01-22€¦ · 2/1/2017 · successful interviewing.doc 13 the...

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


We’re not going to supply you with leads;there’s no base salary; you’ll wait 30 days

for your first commission check.


MUST BE DEADLINE ORIENTED


You’ll be six months behindschedule on your first day.


SOME OVERTIME REQUIRED


Some time each night and sometime each weekend.

TYPOS BY APPLICANTS

“As indicted, I have over five


“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


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


“I was working for my Mom


“I was working for my Momuntil she decided to move.”


“Note: Please don’tmisconstrue my 14 jobs as


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


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

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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


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”.


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?


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?


MotiveGoodness of fit matching youperformance/competence to

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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.


• 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?


• 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


• 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?


SALARY RANGE A-Z


We’ll offer you A to start.


COMPETITIVE SALARYWe remain competitive by paying


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?


What were you making in your lastposition?

Approach Not fair to compare

QuestionWhat do you have budgeted?What is your range? Marketrange?


What would you require in terms ofsalary?

Repel and nail. Wait to knowApproach

Repel and nail. Wait to knowmore or review totalcompensation.



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.


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

successful interviewing - 2017-01-22€¦ · 2/1/2017 · successful interviewing.doc 13 the...

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