Page 66 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

SELL YOURSELF IN ANY INTERVIEW

benefits that you now know are important to Ms. Jones. This
will have taken place within the first five to ten minutes of
the interview. You don’t get a second chance to make a good
first impression.
With one simple question, you have taken control of the
interview. By finding out what matters to the interviewer, you
can channel your energies and responses to addressing those
wants and needs. Chances are that you will be less nervous,
more comfortable, and more effective throughout the rest
of the interview.
Once you have responded to the interviewer’s first con-
cerns with your features, ending with a benefit, pause briefly
to see what the interviewer might say next. If she asks a fol-
low-up question, you know how to proceed. If she doesn’t,
you can ask if you should get more specific or move on to
other experiences. At each step, listen carefully to how the
interviewer responds. As the discussion progresses, you will
continue to uncover the specific needs of the company and
the interviewer and be able to respond with benefits that will
address those needs.
Keep in mind: The most important component of being a
good listener is proper preparation.

BE PREPARED

The interview itself can be an overwhelming experience. How
can you remember everything? Preparation is key. As Ben-
jamin Franklin said, “Failure to prepare is preparing to fail.”
You must have a good grasp of your material—your fea-
tures (past job experiences, both generalities and specifics;
education; skills; additional training; awards; and profes-
sional affiliations)—so that you can easily relate them into

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