Page 96 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

SELL YOURSELF IN ANY INTERVIEW

MAKE LEADING STATEMENTS
INSTEAD OF ASKING QUESTIONS

Sometimes a soft question is not a question at all but rather a
leading statement followed by a significant pause that allows
the listener time to respond. When using a leading statement,
just as when asking a question, you must leave an opening
for the interviewer to reply. Here is an example of how to
rephrase a standard interview question in the form of a lead-
ing statement:

Standard question: “What do you look for in a candidate?”
Leading statement: “You probably have a sense about the qual-
ities needed for someone to do a great job
for you.”

As you can see in this example, you are inviting the inter-
viewer to give specific examples of what she is looking for
in the person who will get the job. This is an ideal way to
get the information you need to answer with meaningful
benefits that will meet your interviewer’s specific wants
and needs.

KNOW WHEN TO ASK QUESTIONS

It may be better to ask some questions before an interview or,
as mentioned earlier, save some for a second interview. For
example, it is not a good idea to ask for a copy of the com-
pany’s organizational chart during a first interview. When-
ever possible, it is best to request this information during your
research prior to the interview. Call or e-mail your contact
person asking for a copy of the organizational chart, as well
as the job description, if available. Having this information

76