Page 75 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

LISTEN BETTER TO LEARN WHAT’S IMPORTANT

Why is this important in an interview situation? Much of the
information we need is in the minds of other people, not in a
business report or on a company Web site. Good listening
allows you to find out valuable information without even
asking. It gives you insights into the thoughts and feelings of
the interviewer, making it possible for you to tailor your
responses to his or her specific needs.
Here’s a business example. The interviewer begins to talk
to you about a subject that is important to his company. Hav-
ing done your research, you remember reading something
about it on the company’s Web site. What is your response?
“Yes, I read about that on your Web site and I think . . . .”
Would the interviewer be impressed by your knowledge
and research? Or would he feel frustrated by not being able
to finish his thought, idea, or feeling?
A good listener would encourage the interviewer to con-
tinue, nodding occasionally and maintaining comfortable eye
contact. The three most important words for you to know as
a listener are:
❏ shh—Say this to yourself as a reminder that your job is
to listen.

❏ uh-huh—Like a nod, this encourages the interviewer to con-
tinue speaking and shows that you are paying attention.

❏ oh—Another version of uh-huh that prompts the inter-
viewer to go on with his or her thought.
On the other hand, the three words most likely to stop the
flow of information from the interviewer are I, me, and mine.
Again, the more the interviewer talks, the more you learn—
about the interviewer, about the job, and about the company.
When the interviewer does finish speaking, you might
say, “Wow, you sound like you wrote the words on the com-

55