Page 103 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

ASKING QUESTIONS WITH SKILL AND FINESSE

how comfortable your companions are, and how much talk-
ing they do. Ideally, here’s what should happen:
❏ The more they talk, the more you listen.

❏ The more you listen, the more you learn.

❏ The more you learn, the better your responses.

❏ The better your responses, the more successful the
conversation.

If you can use this approach in your day-to-day conversa-
tions, you can get it to work in an interview. Remember: The
more you learn, the more you earn.
At the very end of the interview, once you have asked a
variety of compelling questions that demonstrate your inter-
est in the job, your knowledge of the industry, and your abil-
ity to provide valuable benefits to the interviewer, you may
be asked again if you have any additional questions. At this
point, it is fine to say something like, “No, thank you. You
have done a great job.” Everyone, even an interviewer, likes
to hear a compliment now and again, and you end the inter-
view on a positive note.

RATE YOURSELF

Do you have a thorough understanding of how and why to
ask questions unobtrusively? Rate yourself on a scale of 1 to
10 using the worksheet in Exhibit 4-5 before you move on to
Chapter 5.
If you have given yourself a rating of 7 or above for each
of the questions, then you can move on to Chapter 5. If you
are still struggling, though, review this chapter and practice,
practice, practice.

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