Page 73 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

LISTEN BETTER TO LEARN WHAT’S IMPORTANT

ers, family, and friends—believe it and work to change it. Lis-
tening attentively, giving positive feedback, and reflecting
back what you have heard communicates to the speaker that
you care about what he or she is saying and, by extension,
that you value that person.
Good eye contact is a prerequisite for listening. Although
the custom of eye contact differs from culture to culture, in
this country it is considered good manners for the listener to
maintain eye contact with the speaker. This does not mean a
stare down, though. You want to seem attentive, not creepy.
Also keep in mind that “you’re never fully dressed without
a smile!”
There are a number of factors that affect the interviewer’s
ability to listen to you. Keep your distracting behaviors under
control. Tapping your foot or a pencil, twirling your hair, or
“umming” excessively during your responses can distract
an interviewer from your message.
Outside influences also can interfere with the inter-
viewer’s ability to listen. Perhaps he receives a phone call
right in the middle of your answer to his question about your
biggest success. Offer to step out during the call. Once the call
has ended, the interviewer probably will invite you to con-
tinue. Don’t do it. He’s not listening and does not remember
where you were. If he seems at all distracted, offer him the
opportunity to comment on the call: “That sounded impor-
tant.” When it is time to return to your previous conversation,
briefly reiterate the topic and what you have already said, and
then continue. “You asked about my biggest success. As I
mentioned, last year I . . . .”
Listening is reacting. It is being prepared to react rather than
being prepared with information. Conscious listening is the
key to success in every area of our lives—interviewing for a
new job, interacting with coworkers and supervisors, and

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