Page 166 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

SELL YOURSELF IN ANY INTERVIEW

that is relevant to the interviewer: the company’s great loca-
tion, the beautiful offices, the friendly employees, or the help-
ful receptionist. Be complimentary, and show your interest in
the company right from the start.
If the interviewer initiates the small talk, certainly be
polite and follow his or her lead, but use it to your advantage.
Pay attention to your surroundings, and listen carefully to
anything the interviewer says for clues as to what is impor-
tant to him or her. Remember, your goal is to discover what
benefits you can offer that will be meaningful to the inter-
viewer. Think back to that invisible sign on his or her desk
asking: “What will you do for me?”

The End of the Interview: Taking Your Leave

As the interview draws to a close, you may be tempted to ask,
“Where do I stand?” or “What is the next step?” As you have
learned, these are closed-probe questions that will not get you
real answers. Instead, a question such as “What is the process
going forward?” probably will garner more meaningful infor-
mation, and it even may give you an idea of how the inter-
viewer feels about you.
Make sure to pause and give the interviewer a chance to
answer. Pay close attention. If your interviewer asks you to
provide some additional information, you need to know
when and how to follow up. A request for a work sample
faxed or e-mailed by 10 a.m. the next day could be a test of
how well you follow directions and whether you can be
trusted to meet a deadline. Be sure to respond with the
requested information at the stated time and in the required
format.
Then shake hands again, and thank the interviewer for the
time he or she spent with you. At this point, almost all inter-

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