Description: Successful Interviewing
Header: Successful Interviewing
Date: Friday, September 27, 1996

We all know that the high point of any job search marketing campaign is the job interview. Yet, we all know what a stressful situation this can be. Will you say the right thing? Will the interviewer like you and be impressed? Will you took
appropriate? Will the interviewer like you and be impressed with your qualifications? Will you trip over your own two feet walking in the door?

RELAX! Take a deep breath, remind yourself of your career success to date and
appreciate the fact that you are a talented individual. The interview just doesn't
go one way. Although the interviewer is evaluating you and your credentials to
join his/her company, you are also interviewing to determine if you like the
company and feet as though it would be a good fit. All too often job search
candidates lose sight of the fact that they are as much the interviewer as the
interviewee.

Now, onto the specifics for interviewing success. There are three critical ground rules for job interviews. You must:

1) Respond to the objectives of both you and the interviewer. Not one
or the other.

2) Listen intently to the interviewer.
3) Retain control throughout the interview.

Job interviews can be a trap. Your objective is to get a job; the interviewer's
objective is to solve a problem (namely, find a qualified candidate). Immediately, there is a complete diversity of objectives. You must transition yourself ocross that boundary and demonstrate to the interviewer that you understand and can solve their problem.

In order to achieve this objective, you must not only tell your interviewer your qualifications, but outline how they directly relate to the company at hand a he company's specific needs. Don't say:

"I increased sales revenues by 45% for the ABC Company."

Do Say:

"I understand you need to expand your sales activity within the physician market I was successful in doing just that with the ABC Company where, through my personalclient development activities, I increased soles by 45%. As such, I have an
extensive network of contacts throughout the marketplace that I'm sure will also be quite beneficial to your company."

Remember, the only purpose of the first job interview is to get the second
interview. That's it! Guidelines for the second interview include:

1) Punctuality. Don't arrive on time, arrive early. No matter how
sympathetic your interviewer may be to the fact that there was an
accident on the highway, it is virtually impossible to overcome a
negative first impression.

2) Dress and presentation. Dress conservatively--you can't lose. You
can establish your uniqueness through conversation, demeanor and your
resonse to interview questions

3) Listen. Don't just hear what your interviewer is saying, listen to what
they are saying. Then, when the time arrives to answer questions, you'll
understand the specific needs and objectives of the interviewer and the
company. As such, you can frame your answers to directly respond to
identified needs.

Remember, it's at the second (and subsequent) interviews thot yow will attempt to "close" the sale. It's at that time that questions will be more specific, yod Will have the opportunity to speak with numerous individuals throughout the com,pany, and you will be given the chance to ask your questions. Let the interview process proceed at the normal pace. Don't rush it along. Being overly anxious doesn't always work.

Essential to any successful job interview are the following characteristics:

*Substitute strengths for weaknesses. Don't tell your interviewer you have no
experience with a specific accounting software program. Instead, tell them that your experience with accounting software includes Accpac, Lotus, and Oh6 Write,
each of which you were easily able to learn and attained quick proficiency.
Transition the negative into a positive.

*Attitude and demeanor matter as much as your response to questions. Be
professional and focused, yet friendly and personable. Remember, you need to fit
into the workplace, No one wants to hire an individual with no personality, no
matter the qualifications.

*Be brief, but thorough in your communication style. Long-winded, endless responses to questions are not the answer. You'll lose the interest of the interviewer and can get "lost" in your response.

*Be enthusiastic. People love to hire individuals excited about their company. Be
professional, yet demonstrate your interest and energy.

In each and every interview situation, there ore common questions that will be asked. Don't wait until the interview to decide your response. Be prepared dnd
think through your answers before you arrive. Some of these questions include:

1) Tell me about yourself.
2) What are your salary expectations?
3) How did you like your last job and why did you leave?
4) How did you get along with your former boss?
5) If you had the last 10 years of your life to live over again, what
would you do differently?
6) What are your career goals for the next 5 Years?
7) What are your strengths? What are your weaknesses?
8) Aren't you a little young for this position?
9) What is your personal life situation?
10) If we make an offer, how long do you plan to stay with the company?
11) How do you work with others?
12) What is your ideal position and career path?
13) Is there anything you would like to say to close the interview?

Remember, listening, confidence and quality of presentation are the keys to
successful interviewing.

Wendy Enelow The Advantage, Inc. (804) 525-2771- Office (&04) 525-2969- Fax E-Mail-72624,541

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