• Choose a category
• All
• Classic-Fiction

Stage 2: Detailed Discussion of Qualifications

This stage involves an in-depth technical discussion of your key skills as they apply to the position. Demonstrate your current industry knowledge by talking about their business, market position, and any new products their competitors have rolled out.

Many interviewers don’t know how to interview to get the information they need to make a hiring decision. Guerrilla, it’s your responsibility to ensure they get it. To take the lead tactfully, ask some “how” questions that will steer the conversation toward the strengths you want to emphasize:

• How has XYZ affected [insert pertinent area of company]?

• How are you dealing with [insert pertinent topic]?

• How do you think XYZ will affect the industry over the long term?

Be prepared to answer this question yourself and engage the interviewer in conversation. Prepare 3 “how” questions before you go. You don’t have to agree with the interviewer’s opinion but you do have to listen. Some interviewers will challenge you just to test the depth of your character. Have your facts ready and be prepared to drill down to the tactical level to explain the Who, What, Where, When, Why, and How of your major accomplishments. By discussing how they relate directly to the position, you demonstrate your ability to hit the ground running.

If the interviewer says something outrageous, bring the discussion back on track by saying, “That’s interesting.” Or “I hadn’t thought of that,” and then ask another question. Don’t get into an argument.

I recently watched a candidate lose a job offer because he got into an argument with the president over a minor technical issue that wasn’t even germane to the technology. In the ensuing moments, the candidate aptly demonstrated that he was not open to new ideas or anyone else’s opinion. He answered the employer’s biggest concern without being asked directly. They continued their search and hired someone else a month later.

Don’t let that happen to you—even if you’re right—you’re wrong. By the way, the candidate was right, in terms of the technology discussed, but he approached the tête-à-tête as an absolute authority. In this case, my client wanted a leader, not a dictator. Not 15 minutes earlier, the candidate had been emphasizing his inclusive leadership style. The moral of the story: be ready to be tested.

Stage 3: Closing Discussion

Finally, after the interviewer has interrogated you and is satisfied that you’re the real deal, he’ll politely ask if you have any questions. He’ll assume he’s already answered them during the interview and won’t expect any. This moment of truth separates the winners from the losers, so to speak. Asking the right questions will lead the employer to the inevitable conclusion that you’re the right candidate.

■ TAKING CHARGE OF THE INTERVIEW

Your personal question period is an important event. It gives you a final opportunity to separate yourself from the pack. Here’s where your copious research comes into play. When someone asks us deep, thoughtful questions, we think the person is smart and important, don’t we? Think about this for a minute. You can turn this behavior into a strategy to create demand for you. If your interview didn’t go very well or was only so-so, this is where you can make up ground and overtake your competition. If it went as well as I expect it will, here’s where you ensure that you get the offer.

➤ Becoming Their Top Choice

By asking the right questions, you can learn the company’s real weaknesses and map them to your accomplishments right in front of the interviewers. It’s a curious thing, to watch employers start nodding their heads. When you see telltale side-to-side head movements, don’t panic. It doesn’t mean no. It means, “Yes.” It signifies, “I can’t believe this guy understands my problems.” The interviewer is thinking, “I should have been selling this guy. Here he’s been assessing me the whole time. I can’t let