Page 157 - John Kador - 201 Best Questions to Ask on Your Interview-McGraw-Hill (2002)

THE QUESTION LIFE CYCLE

The Pacific Firm’s Nancy Levine also urges caution. For her, such
direct questions are indications of too much thinking inside the box.
What Levin likes to hear from candidates are more subtle probes for
objections:

• I am very interested in this position. Do you have any questions or
concerns I can address?
• It has been a pleasure meeting you. I really want this job. Can you
tell me where you are in your process?
“Then, hopefully, the interviewer will cough up objections that the
job-seeker can address and overcome,” Levine says.
The important thing, she says, is not to appear like you’re try-
ing too hard. For example, Levine criticizes a formulation such as
this:
As I understand it, the successful candidate will be someone with x edu-
cation, y qualifications, and z experience. Do I understand the opportu-
nity correctly?
“For me this formulation is too cookie cutterish, too car salesman-y, a
bit transparent in terms of trying to close,” she says. “It may work as a
line of questioning in a first phone call, but not to close in an inter-
view. I would expect that our discussion would pinpoint what we’re
looking for.”

? Memorably Bad Question

#19

I just want to get rich and then get out. How long will that
take?
Why wait? Get out now.
Bob Conlin,
VP, Incentive Systems
Bedford, MA

132