VOLUME 1, NO. 17WASHINGTON'S #1 EMPLOYMENT WEEKLYJANUARY 9, 1991
Selling Yourself to an Interviewer,
Adopting Employer Benefit Posture for Interview
Responses Can Set You Apart
By Dr. Mel Schnapper
The basic principle of job interviewing is to present yourself as an employer benefit, that is, sell yourself to the interviewer by tailoring your responses to meet the company's needs.
Remember, the employer seldom has an opportunity to actually see you perform. He or she is almost completely dependent on you to describe how well you work, and what you can do for the company. So, as an interviewee, you must communicate, with conviction and enthusiasm, and send the message that you not only want the job, but you are extremely qualified to fill it.
The most important component of any of your responses is the employer benefit portion. This means that almost any answer must convey how hiring you will have concrete benefits to the employer.
Though not always possible, try to answer in terms of benefits to the employer in terms of money, time and effort.
Here are several common interview questions, and some suggested responses.
Why do you want to work for us?
Because I want to make a contribution to your company., " Of course, the specifics of your contribution will be determined by the job you're interviewing for, and what you know about the company, function and department.
So; for sales, the contribution is: "Increase your sales of..." In purchasing the response would be: "Reduce your inventory of..." In labor relations: "Reduce your number of union grievances."
Deduce either beforehand or during the initial stages of the interview in specific terms how the company will benefit from your presence.
What would you like to be doing in five years?
"In five years I would like to be in the same general area with increased challenges and responsibilities, and an even greater opportunity to make an impact on the company/department."
What didn't you like about your last boss?
"I was often frustrated because she did not delegate enough work/ give me enough freedom to be more creative didn't take the opportunity
What are some of your weaknesses?
"I tend to get impatient when others don’t get their work done on time" or "I get frustrated when others don’t do as much as they’re capable of."
Tell me about yourself.
"First, ask the interviewer for more information about the job so my description can be immediately responsive to your needs." -
Aren't you too experienced for this job?
So you feel concerned that I might be too experienced to fit into your team; could you clarify that? This response serves two purposes: One is to identify the feelings underlying the question, the other is to determine exactly what "too experienced" means. Does it relate to education? Salary history? Past title?
The point is, "too anything" doesn’t really tell you what the underlying specific issue is. You must probe to find out and then counter the objectives.
Which supervisors have you liked best and why?
"The ones who were the most challenging and demanding, who helped me to see how much I could accomplish and produce.
Why are you leaving your present job?
"I’m frustrated a the level of challenge and opportunity to do more for the company and myself"
How long do you plan to stay here?
"For as long as I can make a significant contribution and/ or accomplish the major project you're hiring me for, and/or to continue completing major projects that contribute to your company/ department."
What turns you on about our company?
"The opportunity to contribute in the area of X or to successfully complete Y."
What salary are you looking for?
"I'm looking for the kind of salary that will compensate me for the level of contribution that I make."
What kind of people do you like to work with?
"People who are equally committed to getting the job done in a way that addresses
excellence, quality and breaking new barriers in the field."
Have you ever been fired?
"Yes. One job I had did not allow me any freedom to take risks and be creative.
And since I could do no less, I was fired for it. Would you like to know more?"
What is your current salary?
"I'm not sure how that relates to our discussion. I'd rather talk about the value this job has for you in terms of what I can contribute to this company."
One benefit of adopting this employer benefit posture is that you need not prepare for the many questions that might be proposed to you. Just remember that almost any question will allow you to distinguish yourself from the many other candidates who will focus on their history, roles, responsibilities, activities, etc. And they will be talking about how good a candidate they are. You will be telling the interviewer what you can and will do for the company.
Remember, the employer seldom has an opportunity to actually see you perform. He or she is almost completely dependent on you to describe how well you work, and what you can do for the company.
Met Schnapper is president of Successful Job Hunting, Inc., a firm with offices in D. C. and Chicago, offering counseling, workshops, and the video tape "Winning at Job Hunting."
