Page 93 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

ASKING QUESTIONS WITH SKILL AND FINESSE

pany, the interviewer, and the position. By framing your ques-
tion appropriately, you can demonstrate the research you
have done, your interest level and enthusiasm, and your abil-
ity to think and act independently. Here are just a couple of
examples of how you can show your knowledge as you ask
a question:

❏ “I read in Forbes that the company has increased its profit
margin by 25 percent. What do you think are the major
factors that have contributed to this remarkable success?”
❏ “I know that your company has experienced dramatic
growth over the last three years. What qualities do you
look for in a new hire that will help you to continue this
growth?”

Posing a well-thought-out question that demonstrates your
knowledge and research is a powerful interviewing tool. It
can allow you to reveal the depth of your understanding
without seeming immodest and to convey a high level of
interest in your field without making you seem like a know-
it-all. By asking rather than telling, you flatter the interviewer
by inviting him or her to share his or her own experience
and expertise.

ASKING “SOFT QUESTIONS” TO ELICIT MORE
INFORMATION FROM YOUR INTERVIEWER

Another important interview skill is learning how to ask what
are known as “soft questions.” You may already be familiar
with this approach, but if not, in short, it simply means ask-
ing questions in a nonabrasive, indirect manner to elicit more
meaningful and extensive responses.

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