Face to Face Interview Guide

Whether you're looking for your first job or your fifth, you're after an entry level sales position or top management spot, there are some universal rules to successful interviewing. An interview is not a two way street! It is your job to sell yourself with a positive attitude and enthusiasm. Regardless of your initial impression of the job opportunity, your main objective is to obtain a JOB OFFER by outshining the competition. It is impossible to properly evaluate a position before a bona fide offer has been extended. Preparation for an interview should be a serious matter. Interviewers are looking at you not only as a candidate but as a performer in their organization.

Pre-Interview

1. Go to the library or use the Web and research the company. Find things to discuss during the interview. This impresses the interviewer.
2. Know the five year growth of the company and future direction.
3. Know the company's financial position, i.e. net worth, stock price etc.
4. Know the competitors.
5. Know the product line.
6. You should call on at least three possible customers to get their opinion of the company and the product. Let the interviewer know this. Tell the interviewer with whom and where you investigated their company.

Attire

1. Employers reject improperly dressed candidates. Accept the fact that many employers have an unwritten dress code and like to hire properly dressed candidates. Forget your own personal preference. You should dress according to the impression you want to create, i.e., successful, conservative, and business-like.
2. Men--Conservative blue or gray suit, white starched shirt, conservative tie with contrasting colors, shined shoes dark socks over calf, avoid aftershave.
3. Women--Skirted suit or tailored dress, dress feminine not sexy, avoid excessive make-up and perfumes.
4. Hairstyles for both men and women should be modest.
5. Men, Facial hair, if any, should be modest and neatly trimmed.
6. Your attire/appearance WON'T get the job, but it CAN certainly rob you of it.
   1. No sports jacket for men.
   2. No pantsuits for women.
   3. Dress for your boss's job.
   4. You can't be TOO conservative.

Timing

1. Get exact directions to the interview site at least one day ahead of time.
2. Be 15 minutes early.
3. Be courteous to the staff…especially the secretary. An employer is always influenced by opinions of other employees.

Resume

Take a resume with you even if the interviewer has one.

1. Do not fold it!
2. Offer the resume to the person in a new file folder.
3. References
4. Take your "that a boy" letters and offer them at the appropriate time.
5. When requested, provide a typed list of names, addresses, phone numbers, and letters of personal and professional references.

Introduction

1. Example: "Good morning, Larry. I am…"
2. Shake hands firmly and look the person in the interviewer eyes. Maintain good eye contact during the interview.
3. Maintain high energy level.
4. Sit up.
5. Back straight.
6. No coffee, (to spill).
7. No smoking.

Note: It is to your advantage if a subject of mutual interest arises, but do not fake knowledge. Be yourself. Poise, confidence, and self-respect are of great importance.

The Site

1. Motel room: Position yourself for good eye contact, (Don't be afraid to move a chair; it shows positive traits. i.e., control.
2. Employer's office: If there is more than one chair, take the one closest to the side of the interviewers desk. The desk is the barrier!
3. Bar/Restaurant: Sit across from the person and wait for the interviewer to order drinks before you do. Do not feel compelled to drink if you normally don't drink.

Style

1. Eye contact! Look directly at the interviewer.
2. Listen! Give the person the opportunity to talk. Do not touch anything on the interviewer's desk. Do not fidget with anything you have, such as a pen, tie, etc.
3. Relax and be confident (do deep breathing to relax).
4. Be enthusiastic-use your eyes, hands, and voice inflection to show support.

Fielding Questions

Be Succinct - Keep your answers brief, concise, and to the point. Everyone gets nervous in an interview, but some try to disguise it by talking-excessively. The more nervous you get, the more you talk. The more you talk, the more you convince the interviewer that you are not right for the position. Avoid negatives by returning to a positive and stress that positive. As an example: "Well, Susan you have had three jobs in five years. Answer: Mary, I made a mistake on that Acme job by not checking their financial situation closely. I have been with U.S. Surgical for two years now and, as you can see, I've done a fine job. I'm seeking a career opportunity that offers greater stability and that's why I'm here."

Be Specific - If you're explaining your accomplishments, try to support your claims by citing figures or specific accomplishments. Ranked #2 out of 10 people in my region; I was $75,000 over quota last year; my W2 has increased x thousands of dollars over the last 2 years. If you're discussing skills or talents that you can bring to the job, give clear examples of how you've demonstrated these abilities in other relevant situations.

Sell Yourself - Now is not the time for humility. It is not bragging, and no one will find it offensive if you cite your achievements or awards or describe unique business programs that you have devised. It's an accepted and expected part of the interview process. Make sure that the interviewer knows about your accomplishments or special experiences. If the interviewer doesn't ask, find a way to bring them into the conversation. Be sure to mention any that aren't listed on your resume. No one else is going to sing your praises, and you usually don't get a second chance in these situations. Now is the time to bring out your ‘that a boy' file and show written rankings or letters.

Note: Translate your achievements, accomplishments, and personal qualities into benefits to the employer.

Maintain Credibility - and don't over inflate your responsibility. Don't try to make a low-level position sound as if you were actually the CEO's right-hand man or woman. Most interviewers have a good idea of the responsibilities that accompanied your previous job-especially if you're interviewing in the same industry. If you inflate your position, you'll undermine your entire credibility, and the interviewer will doubt all your other real achievements. Once you're considered deceptive, you won't have any chance at being hired. Always be honest.

Maintain Your Composure - Regardless of what happens in the interview keep calm, poised, and professional. If the interviewer seems to ignore you, don't get flustered. If the interviewer looks unimpressed, don't assume you have lost. If the individual contradicts something you say, explain your position but don't lose our temper or let the interviewer goad you into an argument. Don't become defensive if the interviewer seems to question certain responsibilities or achievements that you claim. It's all part of the game. Your composure may well be tested during the interview.

Pay Attention - Sometimes people are so "charged-up" that they try to anticipate where the interviewer is going. They just jump in with the answer before the interviewer has completed the question. Let the person finish the questions and make sure you know what is being asked. If you're not sure, ask the interviewer to clarify the question. The last thing you want to do is plunge headlong into a story that doesn't give the interviewer the information he's seeking. You'll come across as rattled and confused-not exactly the stuff employer's dreams are made of.

Tell-Me-About-Yourself Questions

1. Answer these questions in terms of the qualifications required of the job being filled and your business background.
2. Keep responses concise and brief.
3. Avoid being derogatory and/or negative when asked about previous jobs and bosses.
4. "Tell-me-about-yourself" means, Tell me about your qualifications.
   1. Prepare ahead of time a five to ten minute discussion of your qualifications.
   2. Discuss your experiences.
   3. Tell how well you performed (resulting in raises, promotions, innovative designs, sales volume, increased profits, etc.)

Your Personality Questions

1. Always answer in terms of your qualifications.
2. Support your claims by sharing experiences.
3. Answer personality questions in terms of ACCURATE ANSWERS supported by past experience.

Salary Questions

1. Avoid talking salary until the job has been offered.
2. Negotiate salary from strength.
3. Your present earnings will be on the company application you fill in. Mark the "expected earnings" portion of the application, "Open or Negotiable."
4. If unemployed, seek a salary equivalent to your last earnings.
5. On the initial interview, you should NOT directly discuss:
   1. MANAGEMENT OPPORTUNITIES
   2. FRINGE BENEFITS
   3. VACATIONS/MONEY

Asking Questions When Interviewing For A Job

Interest Questions

Ask yourself are they related to the job, the company, its products, services and people? An interview is a two-way street. These questions should communicate your interest in the position.

1. Don't cross-examine the employer.
2. Ask questions requiring an explanation. Questions which can be answered with a "yes" or "no" are conversation stoppers.
3. Don't interrupt when the employer is answering YOUR question.
4. Ask job-relevant questions. Focus on the job, the company, products, services, and people.
5. Prior to the interview, write your list of Interest Questions and take them with you.
6. Ask about your potential peers, subordinates, and superiors. Take notes.
7. Ask the employer how he/she got where they are today.

Job Satisfaction Questions

Do they pertain to the importance of the job, does the authority you'll have match to the responsibility, the reward for a job well done, and the long-range career opportunities?

1. Don't ask salary questions or about fringe benefits, retirement, or vacations.
2. Don't go overboard, four to eight questions of this type should be plenty.
3. Do ask about long-range career opportunities.

Past Performance Questions

Ask questions like:

1. How many people have held this position in the past several years?
2. Where are these people now?
3. Were they promoted or did they leave the company?

Sale Questions

1. Ask what the employer wants in a candidates, what experience, educational background, and performance.
2. Always ask what personality characteristics the employer desires.
3. Make a sales statement based on the employer's prerequisites or desires. (If you lack an asset, sell a compensating asset.)

Ask For The Job

1. "I can perform the job you want. I've done it before and I've done it well."
2. "I'd like to work for you. What else do you need to know to make this happen?"

IF YOU MAINTAIN A "QUESTIONING AWARENESS" YOU WILL AUTOMATICALLY ASK THE "RIGHT" QUESTIONS, GIVING YOU A CONSIDERABLE ADVANTAGE WHEN INTERVIEWING.

Close

1. Assume that you are the right person for the position.
2. Summarize all points of agreement.
3. Tell the person you want the opportunity and you are sure you could work well with him personally from your initial meeting.
4. Close after summary. As an example: "Jim, do you make the final decision?" "Fine, I'm ready to pursue the next step in the interviewing process. Can we see Susan tomorrow?" If the interviewer says they would like to see you again or that the interviewer will be in touch with recruiter, summarize and close again. Tell the person you are ready to pursue the next step and ask for a day's notice that you might coordinate your schedule.

On Your Way Out

1. Thank the person for the time.

2. Shake his hand firmly and look the person in the eyes.

3. Tell the interviewer you look forward to the next interview.

4. Say good-bye to the secretary.

Follow Up

1. Send a handwritten letter, fax, telegram, or e-mail thanking the interviewer for the opportunity of interviewing with the company and 3 or 4 good reasons to consider you. If this doesn't go out the day of the interview or the next day it won't be worth the paper it's written on.
2. If you do not have an answering service or recording device, buy one, or as an alternative, use the number of a friend who has one.

Career oriented people are more interested in gaining valuable experience, advancement, opportunities, and enhanced working environment rather than immediate salary increase.

A lateral salary move, though rare, should always be considered based on career potential.

Review

1. Make an inventory of what you did and how well you did it.
2. Research prospective employer, the nature of the business, its products and people.
3. Attire should be conservative and business-like, giving the impression of success and competence.

MOST CANDIDATES ARE NOT EFFECTIVE DURING AN INTERVIEW, BE AN EXCEPTION!