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As with many situations, preparation is key.  Interviewing is not something people do on a regular basis.  If you’re like most professionals, you haven’t spent a lot of time and effort perfecting your interviewing skills.  The job market is very competitive and you will not be the only qualified candidate for the position you are interviewing for.  The deciding factor may simply be the way you confidently present your skills and qualifications relevant to the position and/or your overall appearance and body language during the interview. 

This overview and refresher will help you prepare for and succeed in the interview.  Take time to review this information to its entirety.  These tips and techniques have been tested, and are proven to work every time!  They will significantly improve your chances of receiving an offer.  Remember, first impressions cannot be changed, so make a great one!

The Basics

People have to buy you before they buy from you.  They hire prepared, confident people who demonstrate a positive attitude.  It is our experience that 75% of the hiring decision is based on chemistry you develop with the hiring authority.

• People are more sold by your conviction, confidence, and passion than by your
• persuasion.
• Companies & Hiring Managers like confident, assertive and enthusiastic people.
• Companies & Hiring Managers typically hire candidates who are great listeners and ask good strategic questions.
• The decision to hire is made in the first 10 minutes of the interview, with the
• remaining time spent justifying that decision. You only have one chance to make a great 1st impression.

Overall Prep

A.       Intro / Logistics
If you are working with a search firm, they should provide you with the following information.  If not, ask for this information:

• Interviewer/Title/Phone Number/E-mail Address
• Information on the interviewer’s background that will assist you in developing chemistry
• Additional information on the company
• Review position description and duties and responsibilities
• Directions to the company
• Approximate length of the interview

Appearance – Once again, you only have one chance to make a good 1st impression!
• Conservative navy blue or gray suit fresh from the cleaners (dress one level above the position you are seeking)

• White, long-sleeved, starched shirt or blouse
• Semi-traditional tie, preferably with some red in it
• Recent hair cut and manicure
• New or recently polished shoes
• No heavy perfume or cologne
• No dangling jewelry
• Natural looking make-up
• No gum chewing or smoking
• Posture-straight in chair or slightly lean forward towards the interviewer
• Turn off cellular phones or hand-held devices

C. Research The Company you are Interviewing with
You should obtain and understand the following information:

• Know the company’s products, services, and competitors
• Gather information from the Internet regarding company statistics and industry information
• Review annual reports, trade magazines, and newspaper articles
• Be prepared to tell the interviewer 3-4 reasons why their company is attractive to you
• Understand why this position is open

Preparation Is Key

• Make sure you know your strengths and weaknesses. 
• Prior to the interview, write down 4-5 strengths and 1-2 weaknesses. 
• Write a short example of an accomplishment using each strength.
• Write a specific situation where you have turned your weaknesses into a strength or have overcome the weakness.
• Choose 2 of your most significant accomplishments and prepare a detailed write-up for each, approximately 2-3 paragraphs in length for each accomplishment.  Most candidates get a little nervous in the opening stages of an interview, which can result in temporary forgetfulness.  The write-ups will allow for better recall of this important information.

Items To Bring To The Interview

Resume

• Bring extra copies of your resume identical to the one supplied to the interviewer
• Be prepared to thoroughly discuss all points of your resume, especially quota performance or significant achievements over the last 5 years

References
• Bring a typed list of references using two former bosses, two Clients, and two co-workers
• Include their name, company, and home, work and all phone numbers
• Be sure to contact the references prior to the interview to give them a heads up to a possible call and brief overview of the opportunity
Other Items
• Bring directions to the company and the interviewer’s phone number
• Work samples!  Bring work samples or work portfolios, as long as the samples do not compromise any confidentiality from a previous employer

Arrival At The Interview

• Arrive 10 minutes early
• Greet the administrative staff with the utmost respect and be friendly
• If asked, willingly complete an application.  Complete the application in full and leave no blanks.  Do not write “see resume” as a response to any question.  List references if requested. 

Beginning The Interview

• Greet the interviewer with a firm handshake, good eye contact, and a smile
  
• Begin the interview with an ice breaker question so you can learn more about the position the interviewer is looking to fill before you answer any questions

Ice Breaker Questions:

• “Before we get started, although my recruiter, (or your referring source), gave me a general description of the job, can you give me specifics of what the job entails and describe some of the challenges in the job?”  OR “What is the profile of candidate are you looking for?”  You want to find out exactly the needs of the hiring authority before you show them how your background and accomplishments fit their needs.
• Out of courtesy, you should ask, “May I take notes?”  (You make the hiring authority feel what they have to say is important to you and it makes it easier for you to remember the pluses of the job when writing a custom thank you letter.)
• Shock them with knowledge of their company through multiple source research
• Pay a sincere compliment about their company, products, recent news release, or about the interviewer…especially if you have some similarity in backgrounds
• Never interrupt the interviewer no matter how long they talk

Answering Questions

You always should give complete but brief and relaxed answers to questions.  Most answers during the interview should be about 1-2 minutes long.  If you talk more than 3 minutes, the interviewer may lose interest.  You could then be considered boring or long-winded. If your answers are less than 1 minute, you could be considered incompetent or superficial.  Practice answers using the “Say a Few Words” acronym:

   S: make an opening Statement
   A: Amplify that statement
   F: provide a Few examples
   W: Wrap it up

Continue to Describe yourself in a positive way:

Describe jobs in terms of duties and give clean and concise indicators of good performance such as raises, quota attainment, promotions, sales volumes, and awards.  Prepare to share information on the following questions:

• How did your performance improve efficiency?
• How did that translate into a $saving for the company?
• Did your accomplishment help your boss achieve his/her goals?

• Include short stories involving problems or challenges and how you were able to solve or overcome them and the results of your efforts.  Use them conversationally to demonstrate past job performance.

1) Use the “1-2-3 Story Technique”

a. State the problem (challenge)
b. State the solution (how you handled it)
c. State the results

• Never use the word “no” on an interview.  Always answer questions in a positive manner.

• When asked about strengths and weaknesses:

Give 3 strengths and examples of each

1. Only give 1 weakness and mention it in a manner the interviewer may view as a positive from his point of view
2. Honestly assess your background and develop explanations for any weak points.  Examples of weaknesses:

“I’m very hard on myself.”
“I love to win, therefore I’m a sore loser.”
“I always need to be #1.”
“I identified my lack of Excel spreadsheet knowledge, so I signed up for a software seminar.”
“I always give 110% and get disappointed to see others in the organization who don’t.”

Types of Questions:

A. “Tell Me About Yourself” – Typically, these are asked to explore your background to see if your experience matches the job description.  If they are not asked, briefly, provide a couple of examples about yourself.

• Answer these questions in terms of the specific accomplishment that are related or transferable to the job your interviewing for (identify points of interest the hiring authority needs to hear, not your greatest starring moments unless they are relevant)
• Discuss your background just like an exciting short story
• Prepare a five-minute discussion of your qualifications.  Start with your:

1. Education

2. Discuss your work experiences (focus on positive experiences)
3. Describe your performance (raises, promotions, awards, sales quota achievement, increase in profits, etc…)
4. Most employers believe that past performance is an excellent indicator of future job performance

Personality Questions – Usually these will be asked to determine whether you have the personality to fit into the company’s culture.  If they are not asked, briefly, provide a couple of examples about yourself.

• Always answer in terms of your qualifications supported by past or present experiences

• "What do you do in your spare time?”
• Workaholics are not always the best employees.  Present yourself as a well- rounded, "balanced", industry-related person.  Name some hobbies, competitive sports or reading that may be industry related.

Motive Questions – These questions will be asked to determine whether you would enjoy the job.  If they are not asked, briefly, provide a couple of examples about yourself.

• Answer motive questions enthusiastically and with passion
• Tell the employer you expect to be top performer and earn the opportunity for advancement or additional responsibility

1. “What appeals to you about the job?”
2. “The challenge” and other such answers give you a chance to demonstrate your knowledge about the company.

1. “Why do you want to work for us?”
2. Make a compliment about what the company does or its associates.  Other remarks might be about its unique products or services, their reputation, or professional / personal growth opportunity.  This is where your research on the company is critical.

Job Satisfaction Questions – These questions will be asked to see how positively you talk about previous employers.  If they are not asked, briefly, provide a couple of examples about yourself.

• Never speak poorly about a former employer (talk about what you like most)
• Be pleasant, positive, and honest
• Mention your desire to work for a more progressive company that offers more growth opportunities, recognition, career advancement, and income opportunity

1. “What did you like most about your previous job?”
2. Have three reasons prepared
3. “What did you like least about your previous job?”
4. What you liked least should include a situation that you are unlikely to encounter in your new position.  You are also providing clues about the environment you seek.

Salary Questions – Are normally a buying signal so handle with care!
• Avoid talking about their compensation plan on first interview
• On an application, if asked salary requirement, write “negotiable”

1. “What are you currently making?”
2. Answer truthfully in terms of salary and W-2.  Remember total income includes salary base, bonuses, and commissions.  Also, if you are due a raise in the next couple months, state the approximate percentage you expect.  Mention if this career move is right for both of us, you’re confident a “fair offer” will be made and accepted.
3. Another great way to handle this questions is: “Salary, that’s a great question.  I’ve done my research and a understand what range this position pays.  I’m confident that if I’m the right person for this position, I will receive a fair base salary along with a package that will be competitive.  One that I can decide if it makes sense for me and my family.”

• “What type of salary do you have in mind?”
• DO NOT STATE A FIGURE!!!  
• “Although I am extremely money motivated, at this point in the interview process I am more interested in learning about the career opportunity.”  Re-iterate their range and tell them a fair offer in the range would be satisfactory.

Other Tips

• Be prepared to answer tough questions you hope the employer doesn’t ask!
• Prepare answers to these questions in advance…be concise and confident
• Never interrupt the interviewer no matter how much they talk
• The percentage of time you spend talking during the interview should be 50% or less

Asking Questions

Asking questions gives you a chance to demonstrate your depth of knowledge in the field as well as establish an easy flow of conversations.  Remember, you are not just there for the interviewer to determine if you are right for the position.  Your questions can also help determine if this job is right for you.  Failure to ask questions is interpreted as a lack of interest or even worse, a lack of intelligence.  Questions get the interviewer to talk and an opportunity for you to learn more about the company. 

Interest Questions

• Ask job relevant questions.  Focus on the career opportunity, the company (history and mission statement), products, services, and people
• Ask open-ended questions requiring an explanation.  Questions which can be answered with a “yes” or “no” are conversation stoppers.

1. "Why did you join the company?"
2. “How did you get where you are today?”
3. “Imagine today is my first day, what are your expectations of me my first 90 days?”
4. What strategic advantage does you competition have?”

Job Satisfaction Questions

• Enables you to indirectly tell the employer about your goal and ambitions
• Ask questions that relate to the responsibilities, importance and authority of the position as well as those investigating the rewards for a job well done and the long-range career opportunities.
• Do not ask questions that pertain to salary, fringes, vacation, retirement, hours of position, training, etc…

1. “What motivated you to join the company?”
2. “Where can the position lead for a top performer?”
3. “Tell me about the culture in your company.”
4. “What about your reward system for superior performance?”

Past Performance Questions

    • Enables you to help sell your candidacy.

1. “How many people have held this job in the last 5 years?”
2. “Where are these people now?”
3. "Why or why weren't these people successful?"
4. "How long has this position been open?"
5. “Tell me about Presidents’/Pacesetter Club.”

Sales Questions
    • Enables you to determine the kind of person the employer wants to hire in terms of education, experience, future performance, and personality.

“What criteria are you using to make a final decision?”

Other Good Questions To Ask

• “What is your company’s value proposition?” or “What distinguishes you from the competition?” or “Why would someone join you company vs. your biggest competitor?”
• “Where is the company going in the next 3-5 years?”
• “Your biggest competitor is XYZ company. What are some other competitors who are up and coming?”  “How does your company compete with the newer competitors?”
• “You stated results over the last 6 months have been X, what do you attribute that to?”
• “What percentage of your sales are products/software/hardware vs. services/support/consulting/training?”
• “What are the new markets your company is currently developing?” or “Any new markets you are planning on entering?”
• “Describe your R&D budgets?” or “What new technology do you plan on developing in the near future?”
• “I noticed your President/CEO’s (name) vision/statement was X, can you expound on that?”
• “What is the biggest problem that needs to be addressed right away?”
• “How have you developed your team members?”

Tip
• Make sure you have at least five to ten strategic questions prepared for each person you meet with.

Interview Conclusion

If you are interested in the position, ask for the job!  Asking for the job often provides the employer the reassurance needed to make an offer.  A conclusion should go something like this:

“Thank you for taking the time to meet with me.  I am confident I can do the job.”  (Give a summary of your skills that match the qualifications the employer is looking for.)  “Do you have any reservations about my ability to do a great job?”  (If there are reservations  ask…) “How critical is that area on a scale of 1-10?   I am sincerely interested in joining your firm.  What is the next step in the interview process?  When will the decision be made?  Who will make the decision?  Will you recommend me?”

Debrief

• How was the chemistry?  Did you tie in your background?
• What qualifications did the hiring authority express?  How did they describe the job?
• What concerns did the hiring authority express? How did you handle them?
• Did money come up?  How did you handle it?
• Did you close for the next step?
• Based on the information you gathered from me and the interview, do you want this job?

Debriefs are always an important opportunity for you to learn how you did on your interview.  It will also give you another opportunity to follow up with the person(s) you interviewed with at the company of interest.

Make sure you write a customer thank you letter (email or hand written)

Thank You Letter

You need to send a short letter to thank the employer for their time.  This gives you an opportunity to reiterate your interest in the position and company as well as sell your ability to do the job.  It also is a way to keep your name fresh in the employer’s mind.  The letter should be completed the day of your interview and mailed/emailed the same day. 

Follow the three steps below to assist you in drafting the letter:

• First, write down all the points on which you and the interviewer agree.
• Make a second list of all the points where you gave partial information or where you feel you gave a false impression you would now like to correct.
• The third set of points will cover all those things you would have asked if you were the interviewer.  Be creative here because you have the advantage of knowing your own strengths.

This process does two important things – it gives you an immediate outline for your follow-up letter and if there is a second interview, you now have all the information you need to be more prepared.

If you mail the letter, follow this suggested outline:

1. Date (spell out month)

2. Address Line
The full company name and address (no abbreviations) as well as the full name of the interviewer and complete title.

3. Subject Line
“Re: Interview for the position of (title) on (date).”  This illustrates the content of the letter.

4. Greeting
“Dear Mr./Ms. (last name):”  (use colon[:], not comma [,])
“Miss” or “Mrs.” should not be used unless you know for sure that the person does so.  Do not use a first name in the greeting unless you have established a strong rapport.

5. Openings
a. “It was a pleasure meeting you (day) to discuss the opening in (department) with (company).”
b. “I appreciated meeting with (name) and yourself in your office on (day) to discuss the (title) position with (company).”
c. “Thank you for taking the time to see me regarding the opening in (department).”

Comment or add something discussed during the interview that will allow you to restate your qualifications and confidence in performing the job.

6. Body - Mention something that fascinated you during the interview:

a. “From our discussion, and the reputation of your organization, it appears that the (title) position would enable me to fully use my background in ______.”
b. “I was particularly impressed with the professionalism evident throughout my visit.  (Company) appears to have the kind of environment I have been seeking.”
c. The atmosphere at (company) seems to strongly favor individual (or team) involvement, and I would undoubtedly be able to contribute significantly to it’s goals.”

7. Closing
a. "The (title) position at (company) is exactly what I have been seeking, and I hope to hear from you within the next week.  Meanwhile, feel free to contact me if you have any questions".
b. “It’s an exciting opportunity, and I look forward to hearing your decision very soon.”
c. "While I have been considering other opportunities, I have deferred a decision until I hear from you.  Therefore, your prompt reply would be greatly appreciated.”

8. Salutation
a. “Sincerely,”
b. “Very truly yours,”
c. “Best regards,”
d. "Cordially,"

You can also search the web for some other thank you letters.  The most important element to keep in mind is a brief overview in thanking the person(s) you interviewed with for the position of interest.

The following is a sample letter that you can adopt to fit your specifics:

Date

Name
Address
City, State, Zip

Dear ____________,

I would like to thank you for your time today and for sharing the exciting opportunity at ______________.  The prospect of joining the team at  ___________ is of great interest to me, as I feel that my experience and general outlook toward work and sales is a very close match with what I've learned about the goals of the organization.

When we spoke about sports being analogous with life and sales, it really hit home.  My competitive nature, strong drive to be successful in my work and personal life are just a couple of examples of some of the things that I will continue to build upon as my career progresses.  I know that ___________ will provide a conduit for my personal growth.

We also spoke about the organization's current status in the market and the plans to further its penetration of market share.  I've been able to prove, through my experience, the ability to grow my business.  I already have several ideas on how this will be done in a short time frame, and am anxious to share these with you as we begin working together.

I am excited to join ____________, and trust that I have been able to prove to you that I am the right person for the job.  I look forward to further discussions.

Best regards,

Important Points For 2nd Interview

• Don’t assume you have the job and never be overly confident.

• Don’t expect that the 1st interviewer has told the 2nd interviewer everything about your background.  You must re-sell yourself and repeat your story with as much enthusiasm and passion as you did in your first interview.

• Take the interview to a higher level.  In the first interview you introduced yourself and spoke about your background.  In the 2nd interview, talk about how you can solve the company’s problems, how you can help grow the business – come with solutions.

• Develop a Business Plan on how you would positively impact the performance of the company in your first 90 days.(usually 1-5 pages…could be done in PowerPoint)
• Keep this high level without too many assumptions.  Just the time, effort and though put into this will impress them greatly

• At the 2nd interview stage, you are meeting with people at higher levels within the company.  Therefore, you must raise the bar as to the caliber of questions you ask each interviewer.  Some topics would include the company’s performance, including financials, direction of the company’s key products and services, R&D, etc...

• Develop a “Proof Source Portfolio” with letters from customers and Companies & Hiring Managers, ranking reports, awards, achievements, reference letters, completed projects, collateral, extra curricular activities, etc… Bring with you but only use if you can “position it” properly during the interview

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