Page 92 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)
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SELL YOURSELF IN ANY INTERVIEW
8. Closed probe: “Is this a new position?”
Open probe: “Will you please explain the structure of
this department?”
9. Closed probe: “How long have you been in your job?”
Open probe: “You seem like you have been with the
company for quite a while.”
10.Closed probe: “When will you be making a hiring decision?”
Open probe: “How will the decision-making process
work in terms of hiring for this position?”
This is also an easy skill to practice because it can be used
in virtually any situation, from dinner to a discussion about
the weather with a complete stranger in an elevator. People
who ask open-probe questions are usually good listeners. Pay
attention to the conversations around you to see who uses
open probes regularly and comfortably, and notice what
kinds of responses they get.
SHOW WHAT YOU KNOW
In addition to getting you the information you need, asking
the right questions gives you an opportunity to show what
you know. How does asking a question illustrate your knowl-
edge? It is not necessarily what you ask, but how you ask it.
Before any interview, you should have researched the com-
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