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• Can assess how you can best help them achieve their goals.

• You have the data points you need on their competitors to immediately turn approach them for a job as soon as you’re finished with that interview.

Very guerrilla shocked? Look at it this way. Maybe they’ll hire you. Maybe they won’t. This is just a preliminary business meeting with no guarantees on either side, but the interviewer is definitely going to use everything you say to his or her advantage. You should do the same. If they confess their concerns with a competitor, why shouldn’t you use that to your advantage? Get on the phone to the hiring managers at their competing firms and tell them, “I just came back from an interview at ABC Company and given what they told me about you and why you keep them up at night.... I think I’d rather work for you. Can we have coffee?”

■ HOW TO ASK FOR THE JOB

The goal of every interview is to get an offer: an offer for the job or an offer to interview more. Your goal in the first interview is to be asked back. It is highly unlikely you’ll be hired in one interview although I’ve had it happen. There are 2 closing questions—as we call them in sales—that are appropriate for your first interview:

1. Who will I meet in the second interview?

2. When would you like to schedule our next meeting?

If you don’t think the interview went well, then you’ll want to try this next question. It will surface their concerns and give you an opportunity to deal with them; you just have to be brave enough to let them finish talking before you answer:

3. Is there any reason you wouldn’t consider inviting me back for a second interview?

Don’t interrupt and don’t argue. If they have misunderstood something you said, say “I see. What gave you that impression?” Again, let them talk until you feel confident you can address their concerns.

When you book the second interview, ask the following 2 questions:

1. Are there any presentation materials I should bring?

2. Who, besides yourself, will make the final hiring decision? Will I be meeting with them as well?

At the end of the final interview, you want to ask:

• What challenges would you have me tackle first?

• Is there anything preventing you from extending an offer to me?

• When would you like me to start?

Throughout the interview process, you must maintain your enthusiasm for the job. Your objective is to get the offer and then think about whether you really want it. Many people mistakenly try to decide if they want the job during the interview. Big mistake! This will distract you during the interview, and your lack of focus will be apparent to the interviewer. Focus only on getting the offer.

■ CONCLUDING THE MEETING

When you’re just about ready to go, ask one last question: “Is there anything else you think I should know about the company or this position?” This signals that you’ve finished. If they like what they’ve seen, they will say something to regain control. Tell them you’re interested in meeting the key people you’ll be working with if they think there’s a good fit. Now shut up.

Go home and write them a memorable thank-you note. Use Interviewbest. com to construct a PowerPoint capturing the information you now recognize the hiring manager needs to know to hire you with confidence.

■ HOW TO HANDLE MONEY

There’s only one way to handle money; defer the conversation until you know you want the job. Memorize the following line for when you’re asked about salary expectations: “I like this company and I like the opportunity, but it’s premature to discuss potential compensation until we’ve mutually agreed there’s a good fit both ways. Wouldn’t you agree?”

That’s the only answer you need. It brands you as bright, confident, and self-assured—exactly what they want. If they come back with the old “We just want to make sure we’re in the range” line, you must say, “I’m certain you’ll be fair.” That statement will stop them in their tracks. It accomplishes 2 goals.