Page 51 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)
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ADDRESSING EACH INTERVIEWER’S INDIVIDUAL NEEDS
Exhibit 2-7 WORKSHEET: WHAT ARE THE SPECIFIC
NEEDS OF EACH PERSON INTERVIEWING
YOU?
The need to please his or her boss.
The need to make the right decision.
The need for an orderly transition.
The need to be perceived as successful.
The need to feel important.
The need to be recognized or remembered.
The need for respect.
The need to accomplish the task at hand in a
timely manner.
The need to feel comfortable with you.
most job candidates never even consider. You haven’t even
met the interviewer yet, and you already know some of his
or her needs and wants. As you practice your feature/bene-
fit skills in the worksheet provided at the end of this chapter
(in Exhibit 2-10), keep these basic needs and wants in mind.
This new awareness you have about how different people
have different needs and desires will help you to uncover
their views, feelings, and opinions to a much greater degree.
You will learn to be alert to generalities and to ask for clarifi-
cation when necessary. Chapters 3 and 4 will reveal how hon-
ing your listening skills and asking “soft” questions can
provide insight into your interviewer that will help you to
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