Golden Job

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I am frequently asked about questions that may be asked at a sales rep job interview. Everyone wants to know “How can I ace my job interview?

In this article we are going to look at tips on how to present yourself in the first interview, how to answer interview questions, how to prepare for your interview, how to behave during the interview, questions you can ask the interviewer and how you can maximize the chances of getting the job you really want.

The best way of approaching a sales interview is to think of it like a normal sales meeting with a customer. But instead of selling goods or services, in a sales interview, the product is YOU.

By thinking of the interview as an ordinary sales call, you will find it easy to structure the call and prepare for it. For example, when you are selling, your first approach will often include a brochure or other sales literature setting out your offering. When you are selling yourself, this is the function of your resume or CV. It is essential that you present an employer a carefully constructed document which highlights the features and benefits you have to offer. This will usually be in the form of achievements, qualifications and training. Similarly, a well crafted cover letter will help your application to stand out.

Professional salespeople never visit a customer without having done some research first. At the very least they will have Googled their customer to find out the latest developments and announcements. They should also have checked recent files and had a look to see what is going on in the customer’s marketplace.

In the same way, the interviewee should carry out some pre-interview research. This will not only boost confidence but is fine preparation for some standard interview questions like “What do you know about our company?” or “What do you think the biggest challenges we face in the market today?” It should also prompt you to think about questions you can ask at the end of the interview when you are invited to do so.

Nowadays, it is more and more common for employers to filter job applications by conducting a telephone interview. Although many people are concerned about this, in fact it is usually an easy opportunity to score well and make an early impression.

The first thing to remember is that you are in charge. When the phone rings, the interviewer has absolutely no idea what you are doing and will nearly always ask if it is convenient to talk. Unless you are fully prepared then your answer should always be “no”. Set a time when you know you will have had time to do your research and create an atmosphere conducive to giving the right impression. Make a list of the key points you want to get across and have any reference materials easily to hand. The objective of this session is for you to sound relaxed, confident and full of potential. The main goal of the discussion is for you to get a face to face interview. As the call draws to a close, it is essential that you try to set a date (remember to have your calendar to hand).

The main operating environment for a salesperson is when she is talking to her customer. When applying for a job, the potential employer is the customer, so the interview should use the same ground plan as you would for a customer sales call. Remember to arrive punctually, suitably dressed and with anything you might need (like a spare resume or a certificate of achievement) easily to hand in your bag. Remember that the interview starts the moment you arrive and your behaviour with garage attendants and receptionists may be assessed as part of the process.

There is no set pattern for a sales job interview. Some companies have a highly structured approach; others will be more amorphous in character. Regardless of structure, there are usually two questions that you can expect. You may be asked a something like “Tell me about yourself”. The answer should be a very brief recap of your career lasting no more than three minutes, which highlights key achievements and finishes with the question “…what would you like to know about in particular?” Do not fall into the trap of rehearsing details of your childhood and upbringing thereby wasting valuable time on information that will not support the product on sale – you.

The second question you can expect is a derivation of “Why do you want this job?” Again, you must align the answers with the skills you are offering. An answer like “I read in your accounts that you are planning to expand into the South West. I have built up a considerable network in that region, am very familiar with the political issues and feel that with the new products you announced last week I can make a significant contribution…” will play very well and serves both to demonstrate the skills you bring and the fact that you have done your homework.

Inexperienced interviewers will often take off their watch and say “sell this to me! Don’t be tricked into doing a “feature push” sale. Step back and remember your basic sales training. Respond by asking questions about what he wants in a watch before constructing a sales presentation aligned to his needs.

Good interviewers nearly always provide the opportunity to ask some questions. Do not let the opportunity slip by. This is your chance to showcase your research and ask about the company’s markets, plans and processes. Even if some of these items have been covered during the interview, you should be able to find a way to open up another angle especially if it will highlight one of your key strengths.

Although sales job interviews are very similar to other job interviews, they do differ in one important respect. At the end of the interview, the candidate is expected to attempt a close of some sort; if only to show that he is capable of asking for the business. This doesn’t need to be an in your face “am I hired?” question. Indeed depending on the circumstances, this could be counterproductive. However a gentle question seeking feedback or confirmation that the interviewer will be taking your application forward can rarely do any harm.

In some situations the interviewer may start to ask you questions about package. Be on your guard. This is am opportunity to close. Do not just jump in with your number. Remember that this is a sales interview and the question could be a ‘buying signal’. Therefore respond with a trial close: – “As we have started to discuss remuneration, can I take that as a sign that as long as the package is right your will be making me an offer?” If the answer is “yes”, you have a deal and you can then start talking about the salary and benefits package you need, usually best expressed in terms of a range rather than outright figures. If the salary is lower than your target, you can push for an improved car or better health or holiday benefits.

Occasionally a sales interview will end with a firm offer being made. More often than not though, there will be further stages before an offer can be issued. In this event is is good practice to follow up the interview with a “thank you” letter or email. This should be short, summarize the key strengths that you have to offer, clear up any uncertainties and if appropriate add some further information or collateral which the interviewer might find interesting or supportive of your application.

And finally you should approach every sales job interview with the thought that good sales people are really hard to find and keep. If you can demonstrate that you know how to sell and are confident, well researched and have the energy and drive to perform well them you will be well on the way to meeting your objective of passing the interview.

You’ve been invited in for an interview for a job that looks to be just right for you. You are confident that your qualifications are a good fit for the requirements of the job.Now, it’s up to you to conduct a winning face-to-face interviews with those persons who will make the final hiring decision. It’s time to sell the total package that is you and the benefits you can deliver. In other words, it’s time to close the deal. Will you make the sale? It’s not likely if you commit one or more of the most flagrant errors of omission or commission. Here are 14 such bombs that can sabotage your interview, along with advice on how to avoid them.

1. Be over confident. Assume the interviews are just a formality on your way to a job offer.

2. Fail to gather information about the potential employer before the interview such as mission of the organization; type of business; where the job you are interviewing for fits in the hierarchy and culture of the organization.

Having this information in hand enables you to demonstrate your interest and to tailor your presentation to fit the requirements of the position.

3. Fail to lay out a map for the case you want to communicate; include the points you mean to make and the questions you will ask.

Know the impression you want to leave with the interviewers. Identify at least three points you mean to communicate as well as a brief summary. Rehearse, rehearse, preferably with some one who can and will critique your presentation.

4. Be late for the interview.

There is no surer way to show a lack of respect and interest than to arrive late for an interview.

5. Fail to pay attention to your physical presentation from the moment you enter the premises of the potential employer until you are well away from all contact.

Remember, you are selling a total package.

Strive to make a favorable impression on everyone you meet from receptionist to the final interviewer. Adhere to the code of dress. Unless you know for certain that the environment is casual dress in business attire. In any case, be well groomed.) Walk briskly, heads up, shoulders back. Don’t slouch when seated. Avoid the dead-fish handshake. Speak distinctly. Keep in mind that everyone you encounter is important to your mission. Be courteous to one and all.

6. Fail to concentrate on the interviewer and the give and take of the discussion.

Maintain eye contact; avoid gazing out the window or admiring the artwork on the wall. Unless forced by the interviewer, avoid chitchatting about the weather and the score of last night’s big game.

7. Ask about work hours, time off and other benefits before an offer is in hand.

8. Fail to treat the interview as a two-way communication process. Sit out the interview like a knot on a log. Let the interview become a monologue conducted by the interviewer.

Asking well-informed questions demonstrates you are interested in the opportunity and shows off your qualifications, as well as personality. In addition, they develop information you need to evaluate how the opportunity serves your career goals.

9. Waste valuable time bad criticizing your former employer (s) and people you have worked with.

10. Lie about your qualifications.

11. Let your guard down when it appears the interview is over.

A canny interviewer may act as if the interview has ended, then blindside you with questions in order to see how you react to the unexpected. What appears to be an off-the-cuff comment or question could be among the most vital parts of the interview.

If you are invited to a meal, keep in mind that you are still being interviewed. Mind your manners. Avoid alcohol. If the interviewer insists, limit yourself to one glass of wine. Don’t order food that can be difficult to eat without making a mess.

12. Overstay your welcome.

Once the interviewer has signaled that it is time for you to go–even though you are anxious to keeping selling–wrap up the discussion and leave in short order.

13. Fail to make it absolutely clear that you want the job.

14. Fail to express appreciation for the opportunity to interview; thank everyone with whom you had contact during the interviewing process.

These days, the average person changes their career seven to ten times within their life span. This means that the average person is going to send out several hundred copies of their resumes in their lifetime…and yes, they’re going to have to go through several interviews in their lifetime.

Scary, huh?

If the interview process makes you nervous, well, you’re not alone. But right now, it’s time to stop worrying. You’re about to learn the nine vital steps for interview success…how to pass any interview you face!

Step 1: Research the Company that you are being interviewed for:

It’s a pretty obvious trick: research the company you’re interviewing for and be prepared to show off what you know about them. Way too many people show up for an interview without having the first idea about what the particular company stands for. The truth is that you should know at least something about the company’s mission, its general business process, and its particular needs. Know how long the company has been in business and whether they’re financially sound and profitable. Research the company with a view to determine what you can do to help them achieve their goals. Be prepared to say specifically how your personal goals and experience are going to be valuable to the company.

Step 2: Know your resume:

In virtually any interview situation, you’re interviewer is going to ask you questions about your resume, about your experiences and even about the quirky stuff you’ve listed to pad it out. You should read your resume over and over, and know the details of it because you never know when you’re going to be asked about your chess playing experience or your interest in literature. Make sure there’s nothing detailed on your resume that you’re uncomfortable talking about.

Step 3: Dress for Success:

Appearance can become nine-tenths of the law if you don’t pay attention to it. For every interview, make sure you wear garments that are professional and appropriate the position that you’re seeking. Your clothes should be comfortable, clean, and pressed. Don’t create a crisis for yourself on the morning of the interview when it comes to your clothes. Pick out your outfit and make sure it’s ready the night before your big interview.

Step 4: Make sure that you wake up early and are on time:

Just as you shouldn’t let your wardrobe run you down on the big day, you shouldn’t let traffic or public transport delays upset you either. It’s also crucial that you don’t get lost on the way so have directions -and confirm them if you have to – well before you set off. These days, with MapQuest, you have no excuses. Make sure you leave the house early, and plan to be at the interview at least ten minutes early.

Step 5: Review interview questions:

Interviews may be pretty scary but they’re also pretty predictable. It doesn’t take much to predict the basic questions you’re going to be asked. Here are some examples:

Tell me about yourself?

Tell me about a time you failed miserably in your career?

What is your greatest strength/weakness?

Where do you see yourself five years from now?

What are your salary expectations for this position?

Why should we hire YOU?

Prepare sample answers to these questions. Memorize a couple of key responses. Remember that no matter who you’re interviewing for or with, if it’s a job interview, the basic focus is going to be on your experience, your goals, and your potential to contribute to the company. Be sure you can argue a case for yourself on these key points.

Step 6: Let the interviewer lead you:

The interviewer is the one running the interview but you can set the pace. Wait for the interviewer to ask the questions. Take your time to listen to the questions. Give your answers carefully; make sure they are considered. That said, each of your answers should be given with an energetic and enthusiastic voice. Above all, smile and enjoy the interview. Be courteous and always thank the interviewer at the end of the interview. Tell them that you’re well qualified for the job, and that you will prove it to them upon being hired. Don’t be afraid to be confident in yourself and your abilities.

Step 7: Ask for the next step:

The interviewer will ask most of the questions but you will have a chance to get a word in shortly. Find out what will happen next, and what you should expect after the interview. When should you be hearing from them about the job? When will the hiring decision be made?

Step 8: Send a thank you note:

Everything you do regarding your interview has consequences. Just as a good sales person follows up on a lead, after each interview you attend you should be sure to send a thank you note to the employer and the interviewer, thanking them for their time. Going the extra mile in this way will generally show that you’re qualified for the position, or at least that you’re a serious and diligent person.

Step 9: Follow-up:

Of course, sending a thank you note is something you do immediately after the interview. A reasonable period after, usually a week or two at least, you should take one further step to follow up. Call the company offices and ask if you can speak to the hiring manager who interviewed you. You can start the conversation by asking if they received your note. Then you can ask them if any decisions were made and, if not, approximately when you should call back or otherwise expect to hear from them. Don’t be pushy; above all, be polite and courteous, even if a response is not forthcoming.

WHEN YOU’RE HIRED…THINGS TO THINK ABOUT…

If you are hired, remember that you need to stand up to your promises. You should always be putting 110% effort. An unspoken trick to get comfortable in interviews and to always get the job you want: in every job you accept, make yourself shine. Regardless of how much you are paid or how much responsibility and work you’re given, take the initiative to do more. The more you’re prepared to do for your job, the future each of your jobs will take you. Don’t worry about being rewarded, just keep working hard, and it will pay off.

1. Prior to the interviews, purchase a bunch of generic thank you cards, envelopes and a book of stamps.

2. Also, prior to the interviews, put a stamp on each envelope and either write your return address or paste a pre-printed label with your address on the envelopes.

3. During the interview, be on the lookout for a few pieces of critical information:

a. Anything interesting that occurred during the interview. For instance, your interviewer may have told you she likes to bake cookies or was on the college softball team.

b. What, if any, advice did she give you during the interview?

c. Two or three main points of what specifically was talked about in the interview.

d. What are the names of the people who interviewed you and what are their mailing and email addresses so you can send them a thank you letter.

4. Immediately, after the interview, this information should be written down so you can use it to help compile your thank you letter.

a. If you are wondering how to get names and addresses of the people who are interviewing you, the easiest way is to ask for their business cards. Even if they do not have a business card, which would be a sign of poor interview skills, you can ask them to relay their information to you as you jot it down.

b. If they ask you why you want the information, tell them you want it because you will be sending them an interview thank you letter. Whether they have business cards or not, you will come out of their looking like a professional by following this step.

5. After you have compiled this information, you will need to write out the thank you letter.

a. The purpose of the thank you letter will be to create a short note that thanks them for meeting you and creates a memorable impression of you in their minds. The best way to do this is to provide them with some scaled down reconstruction of the information you stockpiled in step 3.

b. By creating an interview thank you letter based on this information, you are showing them that you were truly listening during the interview and also, it gives you one final opportunity to showcase your strongest qualifications or squelch any lingering concerns they may have regarding your job candidacy.

6. Although the interview thank you letter can be sent through email, it is better to write these by hand and mail them. This more personal touch tends to go over with the interviewers better because it will make you look more like a friendly person than just another candidate.

a. Interview thank you letters should be sent on the day of the interview. If you cannot meet this deadline; then, send them out on the very next day. Remember it takes a few days for “snail mail” to be delivered and may take even longer for the letter to work its way up to the interviewers from the mail room.

7. One final point is to be sure you send an interview thank you letter to your contact in HR. If they were especially helpful to you in the process or were very professional, be sure to let them know this. Not only is this a nice thing to do, it may help you land the position because hiring managers will tend to ask their administrative assistant or HR contacts what they think about a particular person. If you have sent a kind thank you letter, you have increased the odds in your favor of getting a favorable review.

Let’s first define the “Traditional Interview”…

1. Traditional interviews are always unstructured, that is the hiring manager sits across the table from the candidate and has a general chat – often in an unstructured environment like the local coffee shop.

2. Interview questions tend to seek opinions, not explicit example of pasted behaviour.

3. The interview is one-on-one, inviting judgement of future performance on emotional and bias grounds. This environment also encourages too much talking from the interviewer and not enough listening.

4. The interview process is not “scored” and specific notes are not taken. If several of these unstructured interviews are performed, the hiring manager must rely on his or her memory in the final analysis and usually this will be based on appearance and likability – not the specific attributes and abilities needed to be successful in the job.

Besides being the most expensive  tool (management time) in the selection process, the unstructured interview is also the least valid – between .05 and .15 – so at best you’ll get it right one out of every six interviews. The structured interview jumps validity to between .40 and .60 – much better, but still the toss of a coin.

Traditional interviewing practices are historically and scientifically proven to be poor predictors of success on the job. Why?

1. Bias of the interviewer(s). No two interviewers assess the candidate’s  responses the same way. That’s why research tells us to have two or more interviewers.

2. The candidate’s responses to interview questions are affected by the environment in which they are interviewed and by the rapport established with the interviewer. The interview must be conducted in a “business environment” with no interruptions.

3. Many questions don’t accurately measure what you want them to measure. Most questions seek opinions, not evidence of past behaviour. Interview questions must be behaviourally based and be aligned to the core group of performance factors related to the role.

4. The responses sound and feel good, but they are not predictive of job success. Managers continue to assess on gut feel. Just because a person dresses well, looks attractive, talks we’ll and acts confidently doesn’t necessarily imply they can do the job. Remember, at interview the candidate is on their best behaviour, what you see is the best you will ever see them!

Statistics show, when it comes to applying for a job you can fool all the people some of the time. I read a frightening statement in Fortune Magazine recently that at least half of all new hires in US businesses don’t work out. Likewise, the US Dept of Commerce reports that 30% of business failures are due to poor hiring practices. I can’t find a similar measure for NZ, but I think we would be no different.

So, how can you hire with more accuracy for less cost?

For the sake of this example, let’s assume your cost of hiring equals $7500. Using scientific evidence on the validity of interview types, what is the real cost to hire the right employee based on the type of interview conducted?

Traditional Interview

% of right hire successes = 14%; Real cost adjusted for miss-hires = $53,571

Team Interview (but unstructured)

% of right hire successes = 35%; Real cost adjusted for miss-hires = $21,429

Behavioural Interview (with 2 or more interviewers)

% of right hire successes = 55%; Real cost adjusted for miss-hires = $13,636

Source: The Tax Advisor, September 1996

Summary

The above cost clearly demonstrate a 75% cost savings when you move from a traditional unstructured interview to a multi-rated behavioural based structured interview. And that’s just the interview -Imagine what happens when we add a valid personality/mental ability profile and a structured background and reference check!

Just like sport, when it comes to hiring new staff, the unprepared, untrained and over confident will pay the price after the event is over.

The manager who hires a person without a natural job match and hopes he/she can overcome the new employee’s shortcomings with training and coaching might as well try to train a turkey to climb a tree – would it be easier to hire a squirrel?

Be prepared

Unlike a planned face to face interview telephone job interviews can come at any time. Sometimes you will get a call to schedule the interview but often they call hoping to interview you straight away. Prepare an interview portfolio that you keep with you. It should include details of the job opening, a copy of your resume, background research information, some key words you have prepared for answering likely phone interview questions and a list of good questions to ask the interviewer.

Practice your phone skills

If you don’t feel confident about how you come across over the phone you can practice answering questions with a friend over the phone. Ask for honest feedback and work on any areas for improvement. Or you can record yourself and listen to how you sound. Check your voice pattern, the level of enthusiasm in your voice, the clarity and pace of your speech. It is common to talk too quickly during the phone interview. Take a conscious pause before you answer the question and between sentences.

Pay close attention to the interviewers verbal message

You have no non-verbal cues from the interviewer to help you to understand how you are coming across. Instead you need to pay close attention to their voice pattern and tone. Listen very carefully and maintain a high level of concentration throughout the call. If you sense that the interviewer’s attention is wandering bring them back with a well-timed question.

Make sure the place you take the call is free from any distractions. Preferably sit at a table where you can  lay out your portfolio documents and take notes. A relaxed but upright posture helps you to breathe properly and improves voice clarity.

Monitor your rate of talking

Speak slowly and clearly.  Avoid interrupting the interviewer and make sure they have finished their question by waiting a few seconds before you answer. Give yourself time to organize your thoughts before answering. You can rephrase or repeat the question to give yourself time to think about your answer. People fail in telephone job  interviews because they tend to dominate the conversation and speak too fast. Don’t feel you have to fill the silences. Breaks in conversation happen and are usually because the interviewer is making notes are referring to you resume. Allow time for this.

Close the call

Ask the interviewer if there is any other information they require. Restate your interest in the position and find out what happens next. Get the correct name and title of the interviewer for your thank you note. Follow up with a thank you within 24 hours of the phone interview.

The goal of the phone interview is to get the face to face interview. Be well prepared for the call and stand out from the competition.

The Telephone Interview Guide includes common phone interview questions, phone interview tips and techniques and helps you to succeed in your phone interview.

Some important job interview questions and answers

Questions can be many but always keep in mind that it is always better to format your answer beforehand so that you don’t mess up there. Also self confidence, high self esteem and boldness are always welcomed! So, whatever answer you say, your way of presentation counts strong against all odds! Let’s now discuss the obvious questions that the interviewer can ask:-

1.    Describe yourself in words.

2.    Your best qualities as per you are?

3.    Let me know about your weaknesses.

4.    Your application for this job came because?

5.    You expect your salary to be?

6.    Count upon one such success of your professional life that you are proud of.

7.    Can we know about any of your professional failures?

8.    What picture do you imagine in your mind in 5 years?

9.    Can you count yourself to be a team player?

10.    What are your favourate pastimes?

11.    Your career goals are actually?

12.    Plus points of your last position.

13.    Negative points of your last position.

14.    How was your manager, portray him/her accordingly?

15.    What drags you to a change?

Online tutors of job interview questions and answers

Many websites are developed who are working on framing job interview questions and answers for you so that you can gather relevant information and cope up the interview with flying colours! These websites provide tips and guidelines formatted by professionals. Searching the net will let you gather more information on the matter. You can get free of cost information or else have to pay nominal charges for the tutorials and related videos.

How you interview someone in business is somewhat different than how Barbara Walters interviews a celebrity on television. Although there are lessons she can teach us, you must remember you are not there for anyone’s entertainment. True, you want to be sociable, but you also need to get to the point.

There are essentially three types of situations for interviewing a user during an I.T. development project:

1. To specify information requirements (as to what is needed and why).

2. To review designs for viability and acceptance.

3. For current systems analysis.

In all three situations the interviewer must be one part detective, one part lawyer, and one part translator. The interviewer must be a detective in order to know how to investigate a problem and know what to look for; he must be a lawyer in order to know how to ask the right questions, and; he must be a translator to interpret what the user is saying.

KNOW THY USER

The first thing the developer must know is some background information on the person to be interviewed. The developer must be able to assimilate the user’s job and his interests to better serve the user as well as to gain his trust. To do so, pertinent organization charts and job descriptions should be referenced in advance to study the scope of the user’s area of responsibility and employee reporting relationships. Further, the developer should understand the user’s products or services he is responsible for, along with the customers and vendors he works with. The more the developer knows about the user prior to meeting him, the more credible he will be and the better his chances are for satisfactorily serving the user.

To develop the proper rapport, dress presentably, act professionally, and communicate effectively. Appearances in this regard are very important. Nobody wants to confide their interests in a Huckleberry who doesn’t appear to know what he is doing. Dressing and acting professionally expresses respect for the other person, as does a firm handshake. Very important: speak to communicate. This means the developer should communicate in terms the user will understand, not the other way around. Technical jargon should be avoided as this may be misinterpreted by the user and may even alienate him, thereby creating a hostile or uncooperative working relationship. Further, avoid the temptation to use slang, try to be as articulate as possible.

Learn to read the body language of the person you are interviewing. Look for signs of being guarded versus being open and candid. Likewise, consider your own body language so that you invite discussion. You want to convey an image that you are genuinely interested in what the user has to say. For example, don’t let your eyes wander around the room during the interview, stay focused on what the other person is saying.

Observe protocol. Remember, when you are visiting the user, you are on someone else’s turf. Do not be presumptive, take nothing for granted. Ask permission to tour the user’s area, talk to pertinent people, and gather notes. A little professional courtesy can go a long way.

DO YOUR HOMEWORK

Prior to meeting with the user, prepare a thorough interview outline highlighting the questions or subject areas you will be inquiring about. True, the actual interview will undoubtedly stray from the outline, but it offers you some structure to maximize your use of time. Also, to enhance productivity during an interview, it is a good idea to communicate the purpose of the interview to the user and what your objectives are. This should be done well in advance of the interview to give the user ample time to prepare for the meeting. Ideally, the user should be presented with a copy of the interview outline prior to the meeting.

During the interview, take plenty of notes. Frankly, I am of the old-school whereby I use nothing more than paper and pencil. I still find users who are intimidated by computer laptops and other recording devices. As an aside, some of the best interviewers I have seen over the years knew “shorthand” which simplified taking notes, but I’m afraid this is a language facing extinction. If you wish to use computer technology during the interview, be sure the user doesn’t have a problem with it, nor that it will inhibit his dialog with you.

In terms of venue, the interviewer must determine a suitable site to conduct the interview, either in the user’s office, your office, or a neutral site. Users tend to be more comfortable in their own offices where it is easier for them to reference paperwork for you. The only problem though is the possibility of interruptions (phone calls or people stopping by). Holding the interview in your office tends to be more threatening and may actually inhibit the person by making him think it is an inquisition. A neutral site near the user’s area is better to minimize distractions and allows the user to remain comfortable in his own area of responsibility. For example, I have seen some excellent interviews conducted in sequestered meeting rooms where the interviewer can scribble notes on a blackboard or flip chart. This can be very conducive for clarifying points during the interview, as well as general brain storming sessions.

During the interview, the developer tends to play the role of a lawyer, which means he probably knows the answer to a question before asking it. A well structured interview, therefore, is used to confirm your suspicions more than anything else. As in the lawyer analogy, avoid “fishing trips” whereby the interview goes down pointless avenues of discussion. Remember, if you are not using the right bait, you’ll catch nothing. Stay focused, stay in control and don’t let the interview digress into meaningless ramblings.

During the interview, there will be a lot of “give and take” in terms of controlling the direction of the interview. The interviewer should avoid jousting but always remain firmly in control of the meeting. Stay on target and accomplish the objectives as specified on your interview outline.

“WHY?”

More than anything, the interviewer is trying to understand the rationale for something. Because of this, it is no small wonder the term “Why?” is the most commonly used expression in his vernacular. When I am specifying user information requirements, I like to approach the question in another manner. For example, I’ll say something to the effect, “Assuming I can deliver the information to you in the manner you want, what will you do with it?” In other words, I am looking for the user to describe the business actions and decisions to be supported by the information, thereby justifying the need for it. This is a nice alternative to constantly asking, “Why?” Another technique is to simply ask the user for examples in order to illustrate his points.

How a manager perceives something may be different than what happens in fact. Consequently, I often find it necessary to interview key secretaries and clerks who are more intimate with the daily flow of business in the work area than the manager might be. Their answers may confirm or conflict with what the manager says. Nevertheless, it is the responsibility of the interviewer to find and substantiate the truth.

CONCLUSION

In interviewing, it is not so much what you ask as it is how you ask it. As such, both tact and diplomacy are part of the game. The interviewer has to convey a positive image of trustworthiness, professionalism, and organization. Further, he has to be able to ask pointed questions, as well as being approachable to confide in.

Aside from the human dynamics of interviewing, organization is vital for success, if for nothing else than to maximize your use of time (as well as the other person’s). Take good notes during the interview, pick through them carefully afterwards, and document them for review by the user for clarity. This review is important. Its like saying, “This is what I understood you to say; is this a correct interpretation?” Clearing up misinterpretations and inconsistencies early in a development project will save considerable time and money later on. As the old adage goes, “The best surprise is no surprise.”

Here’s how to make your interview top notch:

1. Be on time.
Apart from force majeure being late is quite simply unforgivable. You can guarantee it will not be forgotten and can only be detrimental. The night before your interview look up the address of where the interview is (especially if the company has multiple offices) and prepare all the documents you need to take with you. Plan your route and know what time you need to leave. Now add half an hour minimum. Travel problems and bad weather can affect your journey so be prepared. If you are early, scout out where the building is, check the time and go for a coffee making a note of how long it took to get to the coffee shop and therefore how long it will take to get back. It may seem like you are planning a SAS mission, but it will be preparation worthwhile.

2. Firm handshake
A firm handshake gives a good impression. It states that you are confident and that you are serious about the interview. Even if you have to wipe your hand because you are a sweating wreck, get it right.

3. Interview them
The most impressive candidates are the ones who not only ask questions but are the ones who are keen to make sure the company is the right move for their career. Don’t be aggressive or pedantic but make the interviewer sell to you. This presents a good impression of you and provides you with valuable information for later interviews.

4. Give them everything they need
When your interviewer walks out the door they need to have pretty much made up their mind that you are progressing to the next stage. To help them, make sure your answers are full explanations and not one word answers.

Ask at the end of the interview if they need any other information to help in their decision. This is a nice way of suggesting that they voice any concerns they may have or alternatively if you feel you have built a rapport, ask them straight out if they have concerns. This is a personal decision as you may feel it too bold or that the interviewer will react negatively, either way, when the interviewer leaves the room they need to have all the information you can give them to make their decision.

5. Hunt down your interviewer
This will not always work, however, the internet gives you a massive advantage and may well pay dividends. More often than not the HR department will forward you the name of the interviewer. Use this information! Google, facebook, linkedin are all libraries of personal information. Finding out before you walk through the door that your interviewer has the same interests as you or that they studied the same course at the same university can be a massive advantage. However, this works both ways and it may be worth looking to see what your name brings up – is it the image you want to portray?

6. Dress code
On many occasions I have heard that wearing a suit and tie is the safest bet for an interview. As a rule yes, however, dress code in a company is usually a reflection of the culture there and many now operate casual dress codes. If a company specifically says that you can wear whatever you want, then smart casual may well be the way to go. To be safe, wear the full works for an initial interview and take it from there. Be aware – I know personally of companies that have frowned on candidates walking in to latter stage interviews after already seeing the dress code and being told they can wear whatever they like. If you are not sure, ask in the first interview and gauge the reaction from there.

7. Build Rapport
How you do this is up to you but I would advise against cracking jokes. Be friendly, smile and be open.
Psychological barriers can have an impact – try to have as few obstacles as possible between you and your interviewer such as don’t fold your arms and if possible sit on the corner of a table next to an interviewer. This is better than across a boardroom, however, it cannot always be helped.

It is common practise to create an interview panel from different departments in a company and levels of seniority.  Regardless of whether they are going to be your peers, your new boss or will never even be on the same project as you, every interviewer has to answer one simple question – Would I want to work with this person? Make the answer a simple one…

8. Documents.
I have never heard of a hiring manager or interviewer refuse an applicant to have their CV in front of them. You should know your CV off by heart, but they may select a particular phrase or section of information, which without context you might struggle to answer. Check at the start of the interview if they mind.

Have a pen and pad to hand. At the start of the interview ask if the interviewer minds you jotting notes down. Every interview is a chance to learn more and taking notes can only highlight your interest.

9. Ask for a glass of water.
Asking for a cup of tea or coffee may result at best in a burnt tongue or at worst turning up in a cup and saucer. Nerves and chinaware do not mix. Having a dry mouth may inhibit your performance and a glass of water can be a great technique in an interview to buy extra time. If you are asked a tough question, a few sips of water and returning the glass to the table looks far more presentable than umming and erring your way through.

10. Be positive.
This includes your aspirations, reasons for leaving jobs, past employers and answers to questions. Interviewers and companies will be reluctant to hire someone that they think will be hard to work with or may be negative. If you have to answer a potentially negative question then at least tag positives on to it. Being able to draw positives from a damaging scenario can make all the difference.

Today Interview is an exhibition of candidate’s talent. It’s a process through an employer gets to know, how to bridge a gap between employment: Demand and Supply.

Modern interviews are not only stress to the candidates, but also equal stress to the employers. For the candidate the stress is to get the right job, and on the other the stress is to get the right candidate.

What is an interview?

“Interview is an art of expressing self, where an interviewee is a seller and an interviewer is a buyer”. An interview is nothing but bringing our internal knowledge outside and make other feel comfortable listening to it. It is nothing but an interaction between the sender (interviewee) and the receiver (interviewer). In the simplest word interview can be compared with the theory of the guest and the host relationship.

Man being supreme creation of god tends to learn by experience; the same is with the interview, we should never take interview as a negative note rather it’s a positive gesture to conquer next step with more perfection and maturity; where there are less chances of failure than the first. Our practice can provide us a mature platform from where we can make difference in the qualitative approach of getting selected or rejected.

This art of learning could be beautified through preparation and practice, as it is well said, “Practice makes man perfect”. To compete an interview with the flying colors the candidate need to learn with the same theory as he used to learn in his kindergarten stage, trail and error technique. As when we learn bicycle: The more we fall the better we grip, and one day we paddle it with even leaving both the hands.

Major interviews speak the success story of the deserving candidate in just five minutes. As the hiring managers don’t want to hire the most qualified person they also want to hire the person whom they like most to work with. It’s very easy to get to an interview but it is harder to turn an interview to a job. Interview can be successfully beaten by the magical charm of communication skills, where verbal and non-verbal communication plays a vital role. Articulation, phonetics and soft skills also multiply candidate’s success change during the interview process.

Interview Selling Skills

“Selling is an art and for that we need to be an artist.” The most important aspect to master in selling skills is to master on two major aspects; first is the product and the second is service. In order to bridge the gap between product and service we need to believe in self, as it is well said, “Self Confidence is the key of all locks.” Confident person can chase his hardship much smoothly than the one who is crippled with diffidence.

Six Sigma’s for Interview Success:

As it is said that interview is an interaction, but this interaction can easily be converted to triumphal victory by the magical spell of the interviewee, where he mingles his interaction with the six sigma effects by using his interpersonal skills, team spirit, social grace, business etiquettes, negotiation skills and behavioral trades.

Interview process is the sum totals of six most important skills that makes correlated bond between Interviewee and Interviewer.

Six- sigma’s between Interviewee & Interviewer

ü      Interpersonal Skills

ü      Social Grace

ü      Behavioral Traits

ü      Negotiation Skills

ü      Business Etiquettes

ü      Team Spirit

Among many job aspirants the most crucial and stressful zone is the interview hall. Although they may have all required qualifications, experience and well framed records, yet they may lose the battle to conquer to the other, who are well versed and confident at the time of interaction and can answer the questions in the most acceptable way keeping the track of their interpersonal, social, as well as their behavioral skills. He needs to also sell his business acumen, team spirit and attitude at the time of interaction. These are really the basic component that makes a candidate perfect. No matter what your industry or the role is; effective selling skills are integral to your success.

As it is well said by James Allen: “For true success ask yourself these four questions: Why? Why not? Why not me? Why not now”?

Interview & Three major Elements

The most important fact about the interview process is the first impression that a candidate scripts in the mind of the employer in just initial five minutes.

Research shows that initial first impressions are made up of the following Three Elements:

55% visual impact, i.e. dress, ****** expressions and body language;

38% tone of voice; communication skills: verbal and nonverbal

7% from what you actually say. All is not lost if you are very nervous at the outset but try to create the best first impression you can – a warm smile and firm handshake will help.

When you are being interviewed it is very important that you give out the right body signals as body speaks more than words. During interviews one should always look attentive; a bad body language can disqualify the image of an employee in the very primary rounds of interaction. As it is well said, “face is the index of mind.” We should never forget that, one of the most burning questions in the mind of the interviewer will almost certainly be ‘Will this person fit in?’ Therefore, if you are perceived as being a good fit with the prevailing corporate style and culture you will be strengthening your case and it wouldn’t be wrong to state, that knowledge of Kinesics will add to the overall persona of your personality. The success graph of the deserving candidate is been sketched at the moment he enters the interview venue or the interview room, his body language clearly depicts his mental attitude. The positive body language can even be judged by a novice interviewer not very familiar with the kinetic traits.

The initial five minutes can make or break the connection between two people when they meet for the first time. The starting point for any interview preparation is to try and understand oneself. First impressions are crucial! The employer obviously believes you are qualified to do the job, which is why they have asked you to an interview. But still many interviewees fail because of poor communication skills, which is not only the content of your speech, but includes other non-verbal behavior such as eye contact, posture, ****** expression, tone of voice, and gestures.

Get all of your preparation out of the way well in advance, and allow plenty of time to get to the interview so that you arrive in a cool calm state. Arriving 15-20 minutes early is appropriate. One should be well prepared about the location and required time in order to deliver the best results. The interviewer is looking for a candidate who is interested, enthusiastic, and confident. Professional appearance is extremely important, when you first meet the interviewer, give a firm handshake with greet and smile and let the interviewer take the lead when directing you towards their office and once you are in their office by waiting for them to offer you a seat.

Confidence is the magical word, if you are confident then you will be relaxed, calm and organized and able to talk lucidly about yourself, you will be able to look the interviewer in the eyes, you will not slouch or fidget – you will have the potential to clinch the job. Along with the confidence one need to be very particular about dressing sense. Try and understand all aspects, be it your appearance, personality, likes, dislikes, strengths or weaknesses. Many people think that, interview is a place where one should always speak of positives, but speaking about weaknesses is not negative as it enables us to reason for self improvement.

Interview & 3 C’s Principle:

IP= C³

IP stands for Interview Principle

C³ stands for Credibility, Capability & Compatibility

All three are correlated to each other and hence work as a bond.

Interview Categories:

Screening Interviews

Telephonic Interviews

Face To Face Interviews

Panel Interviews

Group Interviews

Structured Interviews

Campus Interview

Performance /Situation Interviews/ Stress Interviews

Online interviews

Presentation Interviews

Video Conferencing

Dinner Interviews

Screening Interviews

This is the most primary type of interview. In this category the candidate is categorized by different set criteria’s like: subjective, departmental, academic, profession & experience.

Note: Most people loose their hold in interview at the screening rounds, wherein this round is very crucial.

Why is the screening Crucial?

Through this process only the candidate is invited for interview.

One must be very particular, while filling his forms or forwarding his CV/Resume.

Where the hand written details are to be forwarded we need to be very cautious about spellings, vocabulary, and grammar as well as writing skills.

People are using internet as the main source of communication but they are least tentative in making the ID’s matching with their profile, here also most of the candidate loose points. We should always go for decent Email: ID’s

We also need to keep in mind that the photographs that we affix in our CV / Resume need to be updated and need to also match with the desired profile.

Telephonic Interviews

Seeing the time frame many of the organization are focusing on the telephonic rounds. The basic criteria of the telephonic interview session are to judge employment objective, education, or required skills.

Note: Responding to the telephone/mobiles is much tougher than carrying it. Since these interviews can often occur unexpectedly, it is important for a candidate to know the best practice of using it.

How to handle telephonic interviews?

1)      Telephonic interviews basically checks the communication skills and interpersonal etiquettes of a candidate; hence it becomes important for us to talk confidently and maturely at the time of interaction.

2)      When we receive any such call, we should always greet the person and should talk clearly

3)      Avoid or reduce distractions. Always search a quite place for interaction.

4)      You need to have enthusiasm and self confidence while answering the questions.

5)      Keep small note of your academic/ professional details and highlight your strengths.

6)      Avoid caller tones and absurd openings at telephonic rounds.

7)      In your absence groom your acquaintance  to receive telephonic calls properly

8)      Make it more professional by your voice, mannerism and always pay thanks back at the end of the call.

Face To Face Interview

As it is well said,” First impression is the last impression”. Face to face interview works like a mirror for the interviewee and interviewer. It can be explained as a direct answer to a demanded question so we need be well prepared for the face to face interaction.

Note: words play a powerful role in this kind of interactions so, when you come to face such interactions you need to be well advance prepared about yourself, your profile, subjective contents, company profile, work experience as well as the current industrial demand.

Handling Face To Face Interactions:

1.      Face to face interview can make or mar the prospects of a candidate for his further rounds. The impression you make will be a lasting one. It is vital to look your best. Dress conservatively and in good taste and be confident and calm.

2.      Always focus on your SWOT analysis. You can win your interview by your strength and opportunities but on the other hand you should also highlight your weaknesses in such a positive manner that it leads you to a door of self evaluation and opens a way of self improvement.

3.      To master face to face interactions a candidate need to impose five listed elements within self.

ü      Punctuality

ü      Politeness

ü      Professionalism

ü      Positive Attitude

ü      Pro-activeness

Panel Interview

Panel interviews are also titled as committee interviews. These interviews are basically conducted with several individuals at one time, typically sitting around a conference table to evaluate the multiple skills of the candidate. The main purpose of such interactions is to provide a unanimous decision for the acceptance of the candidate.

Best deed to face Panel Interview:

Commonly great everybody: But face to the more mature person and if a lady is also a part of panel rounds than never forget to honor her. Be confident and sit smartly while facing panel interview

Keep eye contact with each person, with special attention to the individual who asked the question.

Remember that you can’t suffice each panelist satisfaction but your maturity, handling stress and positive interaction can win many success chances as many HR experts believe that the real check of a candidate is panel rounds so one needs to be prepared with all dimensional skills.

Group Interviews

As per the limitations of time the group interviews are becoming popular day by day. Basically group interviews are conducted to see the participation, communication and leadership skills of a candidate.

Note: As it is a team work where the main purpose is Together Everyone Achieves More (TEAM), but we should never forget the main theme behind this round is to lead within the group. A candidate need to be smart enough to show his strengths living within the group and ultimately shine at the end to achieve results favoring him because the whole group will not get the job, it will come to that candidate who is the STAR(Situation, Task , Achievement, Result) performer.

How to Conquer Group Interviews?

1.      To conquer group interview a candidate need to first win his group, by his magical communication, content, knowledge and command on the topic in which the interaction is proceeding.

2.      He should show his STAR performance at the different stages of interaction

3.      Should also steal the dialogues of the team players and lead them by his interpersonal skills and would show brilliant task for the demanded situation and at end can achieve the targeted results.

Structured Interview

Structured interviews are commonly used for research departments are basically pre structured on a set pattern. They are also known as a standardized interview or a researcher-administered survey.

Note: The designed questionnaire need to also include all necessary details in-order to reach to the maximum possible results.

As these interviews are more statistical so the interviewing body need to plan systematically and must focus on the reliability and validity of results.

Campus Interviews

Campus interviews are becoming popular day by day. Corporate visiting campuses for recruitment and test candidates on their technical expertise, aptitude, and personality. These rounds are based to check the academic & industrial knowledge of the candidate.

Criteria of Campus Interviews:

The candidate’s communication skills and aptitude is judged through group discussions and written tests. His personality is evaluated trough presentation skills. Some companies also conduct online test at the preliminary rounds. Keeping in mind the corporate stress some companies also focus on psychometric test to know candidates maturity and his ability the handle stress.

Advantage to the candidate:

The best advantage for a candidate to win the campus interview is that he is well advance familiar about his interview destination and can perform better as it is the most comfortable environment for him.

Performance/ Situation/Stress Interview

In this category candidates are given certain task related to their workforce to perform. These situations can be categories in different areas as Academic, Social, Hr., Marketing, Finance, IT, IB Etc.

The motive of such interviews is to get the best results on spot. These rounds can also be categorized under audition interviews: like singing, dancing, acting etc. Candidates are asked to deliver presentation or demo in their respective area and even could be asked to solve certain stressful situations.

The most important thing to remember during the situational rounds is you show your competency.

Online Interviews

Internet is the best way of communication today. It is also the fastest and the cheapest medium of interaction.

Tips for online interviews:

Candidate need to write precise and to the demand of the questions.

Candidate need to have good command on his writing skills.

Spellings, formation and editing need to be checked before sending the mails.

One must be aware of formal writing.

Presentation Interview

With the emerging change interviews have also taken up electronic impacts within. It is becoming increasingly common for presentations to be delivered as part of the recruitment process. It enable employer to assess individual’s talent for effective organization growth. Communication skills, Confidence, presentation, body language, concepts are certain parameters to collate and analyze information. Now the usage of projectors, laptops has also added professionalism in the delivery of the candidates and hence the corporate is focusing more on the presentation skills.

Tips for better Presentation Interviews:

Dress professionally: Matching Profile.

Rehearsal the topic as much as possible.

Know your target audience.

Command on topic as well as with the time frame.

Good body language

Pleasing personality/Smiling attitude

Audience friendly attitude.

Complete homework including entire aspects.

Good blend of knowledge and humor.

Voice modulation.

Video Conferencing

The widest form of interaction is video conferencing. This form of interaction is very common in most of the international brands. It is more conventional and time saving. The basic requirement to conduct such type of interview is camera, microphone and software.

Dinner Interview

These interviews are becoming popular day by day but the most important aspect to remember about such type of interaction is that we needn’t to forget that we are not going for party or dine out where the most hidden aspect is the interview. Remember that the purpose of the dinner interview is to get to know you. Eating should always be secondary to conversation.

Think to Remember:

Most of the companies ask employee for a dinner interview to check confidence and acumen of handling stress and also social grace.

Tips to follow:

Know all dinning and business etiquettes in advance. These etiquettes will always give you the edge over another candidate.

Dress smartly.

Less interest on food and again more on communication skills.

Emphasis more on non-verbal skills.

Be confident and where you feel nervous wait for others to proceed first.

Avoid taking that food for which you are not at all familiar.

Take water before the core meal.

Be polite. Remember to say “please” and “thank you” to your host and well as with the server.

Interview and Dressing:

Dressing plays a vital role in the interview success. Clothes reveal half of the story about the success chance of the candidate. Today most of the youngsters are running far away from the true discipline of formal dressing and hence when they try these outfits at the time of interaction they are totally uncomfortable. Sometimes it is noticed that during campus interviews student borrow the formals from their peer group and thus are confused not only at the part of dressing but also at the conceptual delivery. This is the main reason to give uniformity at all working levels not only schools but corporate and business schools are also tying up with the concept of formal dressing sense to bring more corporate looks at both personal and professional sense.

As such there is no hard and fast rule for interview dressing but yes one should always dress formal with smart appearance and the most crucial point is we need to dress according to our professional demand. Interview dressing should match as per job profile of the company and suiting country norms.

Men and Women common Dressing:

ü       Conservative two-piece business suit (solid dark blue or grey is best)

ü       Conservative long-sleeved shirt/blouse (white is best, pastel is next best)

ü       Clean, trimmed fingernails

ü       Minimal cologne or perfume/deodorant

ü       Empty pockets—only mobile( silent mode) and handkerchief

ü       Dark shoes (black lace-ups are best)

ü       Dark socks (black is best)

ü       Clean shaven face

ü       No gum, candy, or cigarettes

ü       Light briefcase or portfolio case

ü       No visible body piercing (nose rings, chains, bracelets &  eyebrow rings, etc.) or tattoos/ mehandies

ü       Wear a suit with a jacket and skirt or slacks.

ü       Shoes with conservative heels

ü       Clean, polished conservative shoes

ü       Minimum use of ornaments

ü       Avoid large purses but can carry laptop briefcase.

ü       Enamels need to be conservative in color

ü       Well-groomed hairstyle -Keep your hair shot and if long avoid open.

ü       Keep your makeup simple and natural

Conclusion

We can win the interview with our selling skills that we can master from our academic and professional career as well as with our maturity to understand current affairs like economic, social behavioral, science and political issues. We need to be confident but overconfidence can ruin our possibilities for interview success. The most important aspect to remember is that we should start preparing for our interview since the moment we choose our career. Never enter an interview hall without prior homework as it also increases the failure and disappointment chances of a candidate. Study the company profile and the vision as well as the mission of the responding company because most of the interview questions revolve around the above concepts. Speak clearly and enthusiastically about your experiences and skills. Try to be honest but optimistic and speak as you are sharing your ideas and thoughts. Don’t forget that greeting is the magical mantra and smile is the tantra for your success chance during interview. Prepare a solid self introduction as it is the most demanded question to enter the chakraview of interview. My purpose of sharing this article with you is to make you that Abhimanyu which not only knows how to enter the Chakraview but after negotiating all rounds successfully knows how to smoothly sail out victoriously with flying colors.