Page 19 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

CHAPTER 1

The Power of Features

and Benefits

Nothing is more pleasing and engaging
than the sense of having conferred benefits.
Not even the gratification of receiving them.

—Ellis Peters, AUTHOR

he key to a successful job interview is to convince the
Tinterviewer that by hiring you, he will benefit directly.
Sure, the skills, expertise, and experience you bring are
important. Personality also plays a role, but the thing that will
get you hired is your ability to show interviewers how you
will benefit them.
I did not invent the idea of features and benefits; in fact, you
have probably heard the terms in many contexts before. For
our purposes, a feature is a unique, inherent quality. A benefit
is the pleasure or satisfaction someone gets from a given
feature. Few people know how to use benefits to their
advantage—in daily life or in a job interview. The benefit in a
job interview is the answer to the question: “What will you
do for me?” It is the answer you need to give to get the job
you want.

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