Interviews for Introverts
The interview is about sales. Simple as that.
The good news is that sales is not about being a "Silver Tongued Devil" that can sell a refrigerator to an Eskimo.** It's about listening, fact finding and determining what the client wants and needs to buy. Only then can you deliver an effective "product presentation."
If you want to sell a refrigerator to an Eskimo, see the dialogue at the end of this section.
We start with the "I/Me" game that focuses on helping you understand how to turn the conversation away from yourself, and toward what is important to the hiring authorities: Themselves: Their wants, their needs, their goals and their pain points.
The key to my program? I understand that corporate Interviewers are trained to make the candidate talk 80% of the time while they talk only 20% of the time.
Our goal is to make it a 50-50 conversation.
My job is to help you create effective answers and develop counter-questioning strategies that will allow you to probe the company politely, but get the hiring information you need to adequately present your value and secure the job.
You "sell" yourself according to their needs, not your desires or generalized qualifications.
Simple as that.
How it works
The basic package is four one-hour sessions conducted one-on-one or by phone. Either is acceptable to me.
The starting point features two behavioral assessments, The first is Interviewing Insights, a basic look at how you behave, and the other is Personal Motivation and Engagement, how you are motivated at the workplace.
Here's the reason: These two assessments will provide you with the "hard copy" information that will allow you to get past some of the trick questions -- and by trick questions I am talking about "What was your favorite boss like," and "What was your worst boss like." In fact, these are traps that are trying to get you to talk negatively about your past...and that will cost you the job.
However, with these assessments, I will show you how to "dodge" the trap without lying, being evasive, or dishonest. And, they are the groundwork for you to launch a counter attack in the interview.
The First Hour
I will send you an outline of the basic questions you can expect outside your specific job function. Then, we spend an hour -- perhaps longer but at no charge -- outlining what your answers will be and developing both stories and strategies to sell your worth.
Practice Makes Perfect: Hours Two, Three and Four
I interview you, and you respond as planned, and we rehearse, rehearse, rehearse. At the end, we rehearse some more. In hours three and four, we may target a specific job that you have an interview for, or a specific field that you are trying to penetrate. But, it's all about rehearsal.
In the end, I want you to be fully prepared and confident in your answers. When they ask "What are your weaknesses," I what you to respond immediately with a proven story that shows preparation and confidence. That's what it takes.
Practice Makes Perfect: The Real Value
The true value of what I provide is three-fold:
- well crafted standard answers;
- solid counter-questioning strategies that make you look prepared and knowledgeable;
- you've gotten experience actually saying the answers out loud and listening to yourself.
Number three is the key. You can daydream your answers to yourself forever, but nothing prepares you for an interview like...being interviewed!
And in all good humor to the Silver Tongued Devil story at the top of this section....
Here's how you sell a refrigerator to an Eskimo:
Me: "Mr. Eskimo, I understand that it's 55 degrees below zero outside, and your seal meat is frozen solid."
Me: "Your Igloo is only 52-degrees inside, so it takes a day to a day-and-a-half for your seal meat to thaw out and become usable, isn't that right?"
Me: "If I could show you a piece of equipment that kept your seal meat frozen, but at 30 degrees above zero instead of 55 degrees below zero, your meat would thaw a lot faster wouldn't it?"
Me: "It's called a refrigerator, and it's a temperature control device. It keeps things frozen at 30 degrees above zero. By keeping the freezing temperature much warmer, it will save a lot of defrosting time won't it?"
Eskimo: "Yes. and my wife wants one."
And that's how you sell a refrigerator to an Eskimo -- as a heating device. If you'd like to see how I can help you warm up your frozen career, call today.