Page 121 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

ANSWERING QUESTIONS WITH OUTSTANDING BENEFITS

mance is exactly the kind of motivation that will
encourage me to be even more successful.”

Question: “What part of the job would you have trouble
with?”
Answer: “I think it will take time to understand your sys-
tems, get to know my coworkers, and become famil-
iar with your products and procedures. I know that
I must listen first to learn how things work before I
can make changes or suggestions. By listening, I will
be learning how things are done here and helping
my staff become comfortable with my style and
presence. By encouraging them to come forth with
their ideas, I will become a productive manager.”

Question: “I wonder if you really can do this job.”

Believe it or not, when you hear this, you can be pretty sure
the interviewer is interested in hiring you. If he or she really
felt that you were not right for the job, he or she would thank
you for your time and show you the door. The interviewer
would not be wasting his or her time by inviting you to con-
tinue the conversation. An interviewer chooses to use this
kind of statement when he or she wants you to help him or
her hire you; so use your skills to find out what he or she is
really asking, and be prepared to wow the interviewer with
your best features and benefits.
By this point in the meeting, you have spent quite a bit of
time with the interviewer and have developed a meaningful
rapport. You might respond with a simple prompt, “Oh?” or
a leading statement such as, “I am surprised to hear you say
that. The more we talked, the more I felt that I had the skills,
experience, and drive necessary to succeed in this position,
and I thought you shared that assessment.”

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