Page 59 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

ADDRESSING EACH INTERVIEWER’S INDIVIDUAL NEEDS

Exhibit 2-10 RATE YOURSELF: HOW WELL ARE YOU
ADDRESSING EACH INTERVIEWER’S
INDIVIDUAL NEEDS?

Rating (1–10)
• Do I understand that features do not change? _______

• Do I understand that the same things mean _______
different things to different people?

• Do I understand that benefits change _______
according to what is important to the listener?
• Have I practiced ending each statement with _______
an appropriate benefit?

• Have I analyzed my own skills (features) and _______
thought of a variety of related benefits?

cannot assume anything. You must determine what is impor-
tant to each person who is interviewing you, and the only way
to do that is by sharpening your listening skills, learning
how to ask questions, and doing your research. The next two
chapters are devoted to helping you to understand, develop,
and apply these vital tools.

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