Page 67 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

LISTEN BETTER TO LEARN WHAT’S IMPORTANT

benefits deemed important by the interviewer. You will find
your features spelled out in your résumé. If you have com-
pleted all the exercises in Chapter 2, you should have a good
understanding of what your features are and now have the
skills to translate them into appropriate benefits. Keep prac-
ticing this new skill. It will take time to make it a habit. Each
time you update your résumé, practice translating those fea-
tures into benefits.
You should do your homework before your interview.
Learn everything you can about the company and the indus-
try. Visiting the company Web site is always a great place to
start. Read trade journals and business papers, and go online
to check out other business directories—or even visit your
public library to use its reference section and online resources.
Also, if possible, visit the company before your interview.
Learn the route and how long it will take to get there.
The rule of thumb is to dress one step up from the dress
code. For example, if the attire is business casual, men should
wear a sport coat and tie; women should wear a business skirt
and blouse or dress pants. Although it helps to look like you
would fit in, no one ever lost a job by overdressing for an
interview. It never hurts to wear a conservative business suit.
Next, you need to know who will be interviewing you.
Find out the name of your interviewer (including the spelling
and pronunciation) and his or her position. You can perform
an Internet search of the interviewer. After all, you can be
sure that he or she will be researching you! Find out if this
person is the decision maker, or if it is someone in human
resources. Do a little networking. If you know someone who
works for the company (or who used to work there), make a
phone call. Finally, see what you can learn about the job itself.
Ask your contact person if it is possible to get a copy of the
job description.

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