Interview Power. Tom Washington

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      “Listen” with your body. Be relaxed, but don’t slouch. You should always be looking at the speaker, but with a gentle look, never a stare. When people speak, they often look away from the listener for 5–20 seconds, but when the speaker’s eyes return to you, your eyes should be gently looking at him or her. You should not be looking at your watch, looking out the window, or looking at objects in the office. Nod at appropriate times to signal you are really hearing what the person is saying.

      As you listen, you should be taking in and interpreting everything. While listening, part of your brain is deciphering the information and deciding what to do with it. For example, employers are often cautious about mentioning serious problems that exist, yet will often allude to them in obscure ways. If you aren’t listening actively, the words might go right past you, and an opportunity would be missed. The interviewer might indirectly indicate that the company is experiencing high turnover and, thus, is looking for evidence of strong company loyalty. By sensing the need, you could provide evidence that demonstrates you have the kind of loyalty the company desires.

      You will approach each interview with your own agenda, looking for opportunities to sell those skills which you feel are important for the job. You must also be flexible. You may pick up clues from the interviewer that the skills you had planned to emphasize are not as important as some other skills you possess. Only an active listener can recognize the need for a change in strategy, and then be able to make the appropriate shift.

      By concentrating on what the interviewer says, you’ll be better able to use the information later in the interview. For example, the interviewer may have presented evidence that the position requires an ability to quickly gain the confidence of customers. A half hour may pass before you have the opportunity to cover that talent. Because you listened, you’ll remember.

      Do not assume that just because you have years of experience, you are a good listener. Most of us have learned how to appear attentive with the appropriate nods, uh-huhs, and an occasional “I know what you mean.” You undoubtedly can recognize fake listening, and you don’t like it. A good listener makes the speaker feel that everything said is of great interest and that there is a desire to hear the whole story. Real listening occurs when you hear and understand the words, you properly interpret the feelings behind the words, and the person feels he or she has been listened to.

Preparation

      In interviewing there is no substitute for preparation and practice. Fortunately for you, most people spend little time preparing for interviews. They will get a good night’s sleep, polish their shoes, take a shower, and hope for the best. Their attitude is, “Since I don’t know what the interviewer will ask, I’ll just give it my best shot.”

      But you can anticipate and prepare for the questions that will be asked in an interview. There are approximately 75 basic questions, all others being variations of these. Then there are the technical questions that can be asked of people in your field. These too can be predicted. Questions will also arise from information you’ve provided in your resume, particularly your accomplishments.

      A complete discussion of the most commonly asked questions is covered in chapters 21 through 28. In each case, the principle behind answering the question is discussed, with an example often included.

      To prepare your responses, simply jot down the points you want to make. Do not try to develop word-for-word responses. That would require memorization, which is not recommended—if you forget a point during an interview, you could become flustered and completely blow the response. Giving memorized answers can also make you seem mechanical. Instead of memorizing, you should practice your responses several times. This will help you feel confident and relaxed. Say your answers slightly differently each time to give them a ring of spontaneity.

      Thorough preparation takes time. Preparing and practicing your responses to the 75 basic questions, the 5-8 technical questions you suspect could be asked, and the 8-10 questions likely to come off your resume, might require 15-25 hours. The effort spent, however, will pay big dividends.

Building Rapport

      Building rapport quickly with your interviewer is a vital skill in the process of obtaining job offers. The main aspect of rapport is a mutual trust and respect. Begin by utilizing your best social skills. Use the person’s name several times throughout the interview, but don’t overdo it. Use the name of the company and department on several occasions. Speaking the interviewer’s language, including jargon and technical terms, goes a long way in causing the person to feel that you are “one of us.” In addition to a courteous and friendly manner, attentive listening is critical to building rapport.

      Establishing rapport creates an openness and a freer exchange of ideas—always a positive result in an interview. When rapport is established, each party feels better about the other.

Be Yourself/Be Your Best

      The material in this chapter will provide you with many techniques to help you perform successfully during an interview. When you’re using techniques, however, there is a danger of becoming too mechanical in your responses. As you use these techniques, remember to Be Yourself. By acting natural, relaxed, and confident, you will do well. My advice is to also Be Your Best. It is important, for example, to show enthusiasm during an interview. However, you may not be a naturally enthusiastic person. During an interview, then, you must consciously turn up your enthusiasm a notch or two. You are still being you, but you are being the best you are capable of. You should not try to raise your level of enthusiasm four or five notches above what is natural for you. That would be asking too much and would be self-defeating.

Getting More Information About The Job

      Interviewers generally spend several minutes at the beginning of an interview describing the job and its requirements. Too frequently, however, the information you have about the job is still sketchy when the interviewer suddenly asks a really tough question. Without knowledge of where the organization is headed or what challenges it’s facing, providing an effective answer will be difficult.

      Suppose the interviewer begins by asking about your strengths without providing you with much background information about the job or the organization. Since you have many strengths and want to emphasize the right ones, it is important to have more information. You could respond by stating, “I’ve got a lot to offer, but in order to cover just the right points, it would help a lot to know more about the position and what your needs are.” This will cause the interviewer to realize that further information is needed. Even after the interviewer gives you more information, you can still ask two or three questions to further clarify the job requirements. Practice how you will respond when such difficult questions arise early in the interview. This will give you the confidence to request more information. The success of your interview may depend on it.

Let Others Speak For You

      When you’re answering questions in an interview, let what others have said illustrate positive things about you. For example, in response to a question you might say, “My boss felt some of my most valuable attributes were...” Granted, that person is not there to confirm what you’ve just said, but if you have successfully established your credibility, your statement will be accepted. You can also quote customers, vendors, and coworkers.

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