Page 160 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

SELL YOURSELF IN ANY INTERVIEW

branch of the ASA as an undergraduate and attended
several excellent seminars at last year’s Joint Statisti-
cal Meetings. In addition to reading the Journal regu-
larly, I find that these seminars keep me up to date on
the latest research in the field.”

In this example, your research uncovered that the interviewer
has received a prestigious award. This background informa-
tion has allowed you to display your knowledge of the award
and what it represents, compliment the interviewer on her
achievement, show your involvement in the awarding orga-
nization (which is obviously important to the interviewer),
and end with a benefit of what you can offer to the company
interviewing you. This is a pretty powerful combination of fea-
tures and benefits to be able to deliver in just a few sentences.
Your research will continue as you walk into the building
and even into the interviewer’s office. Be aware of your sur-
roundings. Notice personal objects and photographs that can
give you a clue about what is important to the interviewer. If
the business sponsors a Little League baseball team, there fre-
quently will be plaques in the lobby. If the interviewer’s office
is decorated with theater playbills, you may have discovered
his interest in the performing arts.
But don’t assume anything: Maybe the decorative objects
were left over from the last tenant of the office. Use your ques-
tioning skills to probe further and get more information about
what is truly important to the interviewer before you go off
on a tangent. For example, you could use a leading statement
such as, “You certainly have an interesting collection of play-
bills.” If your interviewer explains that all the pictures in the
office were supplied by the decorator, you know that the play-
bills are not important to him. On the other hand, he might
say something like, “Thank you. I am a huge theater buff and

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