Page 101 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

ASKING QUESTIONS WITH SKILL AND FINESSE

paying attention by allowing you to reflect back what you
have just heard. The interviewer will either confirm your
assumption or make a clarification. In either case, you will
have a better idea of how to proceed.

5. “Good observation” (then pause). As I have noted, every-
one likes a little praise. Coming from you, the candidate,
it can be pleasantly surprising. Remember, most people
who are interviewing don’t do it for a living. Anything
you can do to make them feel more comfortable will
move you up a notch in their eyes.
6. Nodding. Although this is obviously not a question, it is
an important part of active listening and a key way to
encourage the interviewer to continue to talk while you
learn. Gentle nodding during an explanation shows that
you are following the interviewer’s line of thought. It is
important to maintain eye contact while you are nodding
so that you don’t seem dismissive or like your mind is
racing ahead to what you want to say next.
7. “What makes you say that?” (asked gently with a smile).
The smile is key. You do not want to seem defensive. The
goal of this prompt is to get clarification about the real
meaning behind an interviewer’s question or comment.
This can be tricky and takes practice.

8. “I think you mean . . . .” Again, this is an active listening
response. You are looking for clarification by reflecting
back what the interviewer has said, giving him or her a
chance to confirm, expand, or clarify the meaning.

Here are just a few more ways you can start an unobtrusive
question. Try them out, play with them, and find the phrases
that make you feel most comfortable.

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