Page 128 - John Kador - 201 Best Questions to Ask on Your Interview-McGraw-Hill (2002)

PART III

THE QUESTION

LIFE CYCLE

You have two critical purposes in asking questions. At first, you
want every question to sell yourself. At some point, you also want to
ask questions to help you decide if you really want the position.
After all, as the interview progresses, you are becoming an investor
in the company, investing with the most valuable assets you have:
your time, talent, and allegiance.

FOUR GROUPS OF QUESTIONS

There are four groups of questions you can pick from when it’s your
turn to ask questions, and each is the subject of one of the next four
chapters. Exploring questions do double duty: They demonstrate
your interest in the job and the company, and they help you learn
more about the opportunity. Defensive questions let you know what
you’re getting into and protect you from making a mistake. Feed-
back questions are really sales techniques to identify objections
and solidify your position. Bid-for-action questions are designed
to clinch the offer. I am indebted to Gary Ames, vice president of
consulting at Merrill-Adams in Princeton, New Jersey, and Dr. Wen-
dell Williams, managing director of ScientificSelection.com in
Atlanta, Georgia, for the organization of these questions.

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