Page 87 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

ASKING QUESTIONS WITH SKILL AND FINESSE

Question: “What are the employee benefits?”
Answer: “We offer a standard benefit package.”
In contrast, an open probe would be

“Could you please discuss compensation?”

With a question such as this, the interviewer is far more likely
to go into detail about the entire compensation package.
He might respond

“Well, our starting salary for this position is in the
mid $50s but, depending on your performance, we
will review your salary in six months and again in a
year. We have an excellent benefit package that
includes two weeks’ vacation and a choice of health
plans. I’m also excited to tell you that we are building
an on-site health club that should be finished by the
end of the year.”

This is a lot of information from one well-phrased question.
You now know

❏ The starting salary

❏ That the benefits are flexible

❏ That the company continues to build benefits into the
work environment

❏ That you can expect the salary for this position to be
raised at least once (possibly twice) within the first
year

❏ That the interviewer expects you to be a high performer
to earn those increases

❏ That physical fitness is important to this interviewer

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