Interviewing for Success

Clarisse Gray
Regional HR Rep
925.275.0303

OVERVIEW
A. 70% of a successful interview is enthusiasm, excitement
and energy.
1. Smile.
2. Stay positive (no one likes negativity).
3. Use 60-80% eye contact.
4. If you dont know what to do with your hands, talk with
them.
5. If you have trouble exuding energy try a pot of coffee.
B. 20% of the interview is selling you.
1. Sales process.
2. FEB selling.
3. Three Es Energetic, Excitement, & Enthusiastic (so
important that its mentioned twice!)
C. 10% of the interview is the close.
1. The interview is a sales call; you are the product.
2. Ask questions.
3. Overcome objections
D. HAVE FUN!

Dos and dont of interviewing

BEFORE THE INTERVIEW
DO dress in a plain navy or dark colored business suit.
Men: White shirt and conservative tie
Dark socks
Formal, well-shined shoes
Women: Light colored blouse
Conservative pumps (color of suit)
Light colored stockings
DO research the company.
DO examine sales books in order to brush up on your sales techniques.
DO arrive 10-15 minutes before an interview.
DO bring a copy of your resume.
DO prepare a copy of references.
DO bring a pen and notebook to takes notes before, during and after the interview.
DO prepare questions to ask during the interview.
DO greet everyone in the office with a smile and hello.
DO fill out all applications neatly and completely.
DO greet the interviewer with a smile and by his/her surname.
DO give a firm handshake.
DO make direct eye contact.
DO psyche yourself up! Its O.K. if you are nervous or a little frightened. You have
nothing to lose and everything to gain.
DONT be unprepared for the interview. Youll never get a second chance to make a first
impression.
DURING THE INTERVIEW
DO be yourself. People can tell when you are faking it.
DO have a positive attitude. Life is good!
DO be confident. You are the kind of employee this employer needs.
DO represent yourself honestly.
DO maintain direct eye contact.
DO sit up straight.
DO use FEB selling to answer employers questions.
DO ask questions about the position, company and the interviewer.
DONT ask questions about salary, commission, bonuses, vacations or anything else the
company can do for you. Wait until youve gotten the job offer.
DONT get too comfortable. Remain professional and on guard.
DONT ever say anything negative. Be careful when talking about past and present
employers.
AFTER THE INTERVIEW
DO jot down notes to help you remember the highlights of the interview (questions, your
impressions, your performance). This will help you in the future interviews and writing thank
you letters.
DO fax, email or drop off a thank you letter with-in 24 hours.

Sales process
1.

Build Rapport

2.

Probe for needs

(open vs. closed ended questions)

3.

Sell to needs (FEB)

4.

Overcome objections

5.

Close

F.E.B. selling yourself

During the interview it is essential that you SELL YOURSELF. Feature-Example-Benefit
Selling, also known as FEB selling, is a fabulous way to do this! FEB selling teaches you to
effectively sell yourself by using personal examples.
FEATURE: a fact that sets you apart from other people.
Example: a specific, personal example that supports your fact.
BENEFIT: how your fact and example benefit the employer.
For example: Feature- strong work ethic
Example- while attending college full-time, I worked 40 hours a week to finance
my education.
Benefit- Im used to working hard in order to achieve positive results.
By using the examples above, we come up with this statement:
I have a strong work ethic. For example, while attending college full-time I worked 40 hours a
week to finance my education. What this means for XYZ Company is that Im used to working
hard in order to achieve positive results.
Below are some additional features many employers look for in their candidates. Examine your
background and complete the example and benefit.
FEATURE

EXAMPLE

BENEFIT

Aggressive

Goal Oriented

Motivated

Resilient

Persistent

Questions commonly asked by employers

Most of us make two mistakes when we are being questioned in an interview. First, we fail to
listen to the question. We proceed to answer a question that was not asked or to give out a lot of
superfluous information. Second, we attempt to answer questions without preparation. Not even
the most skilled debater can answer questions off the cuff without damaging his or her chances
of success. Bottom lineBE PREPARED!
1. Tell me about yourself.
2. What is your greatest strength?
3. What is your biggest weakness?
4. What are you looking for in a position?
5. What do you know about our company?
6. Why do you want to work for us?
7. Why do you want to work in this industry?
8. Why do you want sales?
9. What motivates you?
10. Why should we hire you? What sets you apart from others?
11. What qualities do you think a top sales representative possesses?
12. Why are you leaving your current company? Past companies?
13. Where else are you interviewing?
14. What is your biggest achievement?
15. What is your biggest failure? What did you learn from it?
16. Why did you select your college or university?
17. What motivated you to choose your major?
18. What are your goals over the next 3 years? 5 years? 10 years?
19. What do you see yourself doing in 5 years? What position do you see yourself in?
20. How much money do you want to make this year? 3 years? 5 years?
21. In your current or past positions, what features did you like the most? Least?
22. What would be your ideal job?
23. If you had your choice of companies, where would you go?
24. How do you define success?
25. What do you think it takes to be successful in our company?
26. How do you spend your spare time?
27. What books have you read recently?
28. Will you relocate? Does relocation bother you?
29. Do you have a problem with commuting to work?
30. How do you think those that know you describe you?
31. Give an example of a time you had a conflict with a co-worker and how you handled it.
32. Did you every work for a manager you didnt care for? What did you do about it?
33. Describe the relationship that should exist between a supervisor and sub-ordinates.
34. Give me a specific example of a time when you dealt with a disgruntled customer.
35. Tell me about an important goal you set for yourself in the past and how you achieved it.
36. Give me an example of a particular difficult time you had to be persuasive in order to get
your ideas across.
37. Tell me about a time when you worked really hard for something over a period of time
and did not get it?

Closing the interview

Its the winning score, the bottom line, the name of the game, the cutting edge, and the point
of it all. If you havent guessed, closing is the most important part of your entire interview.
The following is a step-by-step guideline to get you through closing the interview. The
interview is a sales call; you are the product. If you dont close the interviewer on you, how
can you expect them to visualize you closing a prospect on their product or service?
Employers expect you to close. Dont be surprised if they make it tough on you!
After the interviewer has concluded his/her questions, you must proceed into your close.
1. Ask the employer questions.
2. Ask a lead-in question.
3. Overcome concerns/objections/hesitations.
4. Close for the next step/job.
ASK THE EMPLOYER QUESTIONS
Choose 3-5 questions for your interview. These questions are guidelines. Use your own
creativity. It is important to be yourself in an interview. Employers will quickly see through a
memorized and over-rehearsed question. **Never ask a company about sick leave, paid
vacations, holidays or other benefits that allow you to get away from work unless you are getting
an offer.
What has your career path been?
What have you liked most about the company and what have you liked least about it?
What expectations do you have for the company in the next 5 years? 10 years?
Could you please describe a typical day?
What does the training program consist of?
What are my opportunities for advancement?
How are promotions evaluated?
How is performance evaluated?
What ate your expectations of a new hire?
What separates your top producer from everyone else?
What is your competitive edge?
What is your company doing to gain market share?
What are your companys strengths and weaknesses?
What is the territory currently producing?
What goals do you have for the territory in the next 12 months? What do you think it will
take to get the territory to those numbers?
If you had to isolate 3 things that determines a persons success with your company what
would those be?

ASK A LEAD-IN QUESTION

The purpose of a lead-in question is to identify if you did your job of selling yourself in the
interview. If asked properly these questions will pull out objections/hesitations the employer has
about you filling the position. Choose one of the following questions or create your own based
on the examples given.
How do you see me fitting in?
How do I compare to other people you have hired?
Describe to me your top sales personDo you feel I have those same qualifications?
Describe your ideal candidateDo you see me as that type of person?
Am I the kind of person you are looking for?
Are there any concerns you have about me filling the position?
Can I count on your recommendation for the next step?
OVERCOME CONCERNS/OBJECTIONS/HESITATIONS
If after you have asked your lead-in question the employer has not set up the next step or you are
not filling out the new hire paperwork, there is still work to be done. The employer may still
have genuine concerns or may create concerns to see how you handle the situation. Use FEB
selling to overcome the objections. Until you feel you have overcome all of the hesitations that
the employer hasonly then should you proceed to the next step.
CLOSE FOR THE NEXT STEP/JOB
Now you are on the home stretch. Consider yourself on 3rd base with bases loaded and up to bat
at the same time. The good news is, you are almost done! The bad news is, this is the most
important part. It is absolutely crucial you ask the following questions:
For initial interviews: Where do we go from here? Can we set that up right now?
For final interviews: Where do we go from here? When can I start?
Dont forget, as you have practiced your close, the employer has spent many an hour thinking of
ways to strike you out. Some strike out statements are:
I still have more people to interview.
I will be letting you know in a couple of days.
Beware of those smokescreens. DO NOT be fooled into thinking you will get the next step. If
you dont set up the day, date and time of your next interview, it probably will never happen.
As a rule of thumb, attempt to get the next step 3 times. You may have to refer back to
overcoming objections/concerns/hesitations to achieve this goal.
*As with everything, there may be an exception to the rule. For some unknown reason the
interviewer may not have the power to set up the next step. At least find out if the interviewer
will be recommending you for the next step.

Writing a thank-you letter that sells

A thank-you letter should be more than a polite thank-you. Besides expressing interest in a
position, thank-you letters can reinforce, correct a first impression or build on the relationship
youve already established with the interviewer. Your thank-you letter should be emailed, faxed
or dropped off with-in 24 hours of your interview. Dont delay!
The letter should be in a professional, business format. Below is a four-part structure to get more
mileage from your message:
1.
2.
3.
4.

Tell the interviewer how much you enjoyed meeting him or her.
Express your enthusiasm for the company and position.
Reiterate a specific selling point that was discussed in the interview.
Establish your next point of contact.

Remember it is very important to sound genuine and sincere, that requires a personal touch.
Here is a sample thank-you letter.
January 1, 2000

Mr. Adam Smith

Vice President Marketing
Company Name
2222 _________ Street, Suite 400
San Diego, CA 92121-9653
Dear ___ ____________,
Thank you so much for taking the time out of your busy schedule to meet with me. I am very
excited at the prospect of joining ____________ as one of your results oriented Marketing
Managers.
I believe we have a good fit based upon my background and the job description. My marketing
experience, selling skills, education and high energy level will assure success. Especially when
partnered with ____________ strong market presence, continued success and steady growth
through product diversification.
I look forward to talking with you again in the next few days. If any additional information will
be helpful regarding my candidacy, please do not hesitate to call me.
Again, many thanks for the opportunity.
Sincerely,
Belinda K. Smith
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33 Ways Applicants Strike Out During An

Interview!!!

A survey of 153 companies who were questioned as to why a candidate who is capable of
doing the job is not hired.
1. Poor personal appearance
2. Lack of interest and enthusiasm
3. Over emphasis on money
4. Condemnation of past employers
5. Failure to look at interviewer while conversing
6. Limp, fishy handshake
7. Unwillingness to go where sent
8. Late to interview
9. Failure to express appreciation for the interviewers time
10. Does not ask questions about the position
11. Not a clear response to interviewers questions
12. Over aggressive, know it all complex
13. Inability to express oneself or communicate clearly
14. Lack of planning for career; no purpose or goals
15. Lack of confidence, ill at ease
16. Failure to participate in activities
17. Unwilling to start at bottom
18. Makes excuses, defensive
19. Lack of tact
20. Lack of manners, courtesy
21. Lack of maturity
22. Lack of vitality
23. Indecisive
24. Merely shopping around/not sincere
25. Wants position short term/ looking for better job
26. No interest in company/ industry/ interviewer
27. Cynical
28. Low moral standards
29. Lazy
30. Intolerant
31. Narrow interest
32. Inability to take criticism
33. High pressure type

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