Page 183 - John Kador - 301 Best Questions to Ask on Your Interview, Second Edition-McGraw-Hill (2010)

THE QUESTION LIFE CYCLE

of how he feels asking the question more than once. The interviewer
is just trying to get a leg up on you in negotiations. If you give in, you
look like a poor negotiator, and the interviewer is probably not look-
ing for someone like that. So stand your ground, and understand
that the interviewer is being as insistent as you are. And it might
encourage you to know that research shows that if you mirror the
behavior of the interviewer, you are more likely to get the job. Sure,
this usually applies to tone of voice, level of enthusiasm, and body
language, but who’s to say it doesn’t apply to negotiation tactics, too?
Try it. You could come away lots richer.”
So it is with the business of directly asking for a job. Still, the

benefits usually outweigh the risks. If your tone is pitch-perfect and
your timing is right, asking for the job will help differentiate your
credentials from the crowd, reinforce your value proposition, and in
extremely rare cases, even land you an offer on the spot. “There has
to be a certain chemistry between me and the candidate for those
kinds of questions to come off well,” agrees Kimberly Bedore, direc-
tor of strategic HR solutions at Peopleclick in Dallas, Texas. “You
have to know the interviewer is really interested; otherwise it makes
the interviewer uncomfortable.” Don’t put the interviewer in a defen-
sive mode, she adds. “Just demonstrate that you understand the com-
pany’s greatest business problem and that you have what it takes to
solve it. Asking for what the next step will be is always OK.”
So the burden is on you to call it right. If your timing is even
slightly off or your voice is a little too shrill, you will come off as
grasping, clumsy, or, worst of all, desperate. If you’re going to ask for
a job, please practice these questions with a trusted friend or men-
tor. Use a video camera to record yourself uttering the questions.
Until you can pull off a vibe of relaxed confi dence, I’d avoid these
questions.

BUT SALES JOBS ARE DIFFERENT
In general, it can be tricky to ask for the job directly. But if you are
applying for any kind of sales position, then asking for the job is not

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